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Fundraising can feel uncomfortable.
You want to build authentic relationships with funders, but no one wants to come across as pushy or transactional.
Non-profit leaders send generic updates, beg for meetings, and wonder why funders slowly disengage.
The real problem? You’re thinking like a supplicant instead of a partner.
This Mindset Shift Changes Everything
1. Stop asking “How can I get their attention?” and start asking “How can I add value to their work?”
- Grant-making organizations aren’t ATMs dispensing cash to whoever asks nicely.
- They’re strategic partners trying to maximize impact in their focus areas.
- When you understand this, everything changes.
2. Set Clear Expectations Early
- Respecting their preferences prevents information fatigue.
- Be transparent about communication frequency.
- During the first meeting, ask: “How would you like to stay updated?”
- Some may prefer quarterly reports; others might want personal calls.
3. Share Intelligence, Not Just Updates
- Instead of: “Here’s what we did with your grant money.”
- Try: “Here’s what we’re seeing in the field that aligns with your foundation’s priorities.”
- Program officers are hungry for real-world insights from the communities they fund.
- Be their eyes and ears, not just their recipient
4. Invite Them Into Your Process
- This transforms them from judges to advisors.
- Don’t just report outcomes—invite them to witness your journey.
- Share a challenge you’re navigating and ask for their perspective
- Invite them to observe a program session (virtually or in-person)
- Include them in strategic planning conversations where appropriate.
5. Connect with their other grantees
- Become a bridge-builder in their portfolio.
- When you know of complementary work happening elsewhere, introduce yourself.
- Funders love grantees who think ecosystem-wide, not just organizationally.
- This ensure that your conversations keep broadening and there is more to your relationship than the cheque.
6. Time Your Communications Strategically
Most nonprofits flood funders with year-end reports when they’re drowning in submissions. Instead:
- Send quarterly “learning briefs” (2-3 key insights, not lengthy reports)
- Share unexpected wins or pivots in real-time
- Connect your work to current events or trending issues in your sector
7. Ask Different Questions
Stop asking: “Will you fund us again?”
Instead, start asking:
- “What gaps are you seeing in your portfolio that we might help address?”
- “Which of our learnings would be most valuable to share with your board?”
- “What questions are keeping you up at night about this issue area?”
The Long Game: Building Relationships That Last
Remember: Program officers in grant making organization also change jobs, but relationships endure.
The program officer who can’t fund you today might lead a foundation that’s perfect for you tomorrow.
Your goal isn’t to extract funding—it’s to become indispensable to their mission.
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