Top Fundraising Tips for Small Teams
10 Things Small Teams Need to Know About Fundraising
Small fundraising teams are often asked to do it all—with limited resources, time, and people power. But as fundraising strategist Sara Hoshooley reminded us in this session, small teams can make a big impact—especially when they stop trying to copy larger organizations and start leaning into what makes them different.
Whether fundraising is your main role or just one of the many hats you wear, this session provided tangible ways to simplify your strategy, diversify your revenue, and boost your results without burning out your team.
Here are the top tips for fundraising as a small team:
Top Takeaways
1. You Are the Expert
Small teams often get advice from outsiders telling them to “start from scratch.” Sara’s philosophy is different. You don’t need to overhaul everything—you just need strategic shifts. You know your organization best, and small changes can make a big impact when rooted in your lived experience.
2. Diversification = Stability
A common pitfall is relying on one major funder—often government or a single donor. That’s risky. Sara shared the story of a nonprofit that nearly shut down after a $1 million grant ended with no replacement plan. Diversifying your income—through grants, donors, and events—can help your organization stay resilient.
3. Do Less, Achieve More
Small teams are often spread too thin. Instead of piling on more campaigns and events, take stock of what’s actually working. Use a two-axis matrix: effort vs. revenue. Ask: What are we doing that’s high effort but low return? What could we double down on that’s efficient and effective?
4. Evaluate ROI on Events
Sara broke down the true return on her organization’s top fundraising activities—from a low-effort golf tournament that raised $400,000, to a gala that cost $100,000 to host. Her tip? Always consider expenses (including staff time) when evaluating success.
5. Build Your Email List
If you only have time to do one thing, start here. Email fundraising is efficient—writing one message to reach hundreds or thousands. Sara emphasized the ROI potential of consistent, community-focused emails—even when you don’t include a donation ask.
6. Communicate More Often
Nonprofits worry about over-communicating, but most are actually too quiet. Sara’s experience: “Every time we send out an email, whether we ask for donations or not, money comes in.” Frequent, bite-sized communication that offers value builds trust and increases giving.
7. Rethink Who’s Included
Inclusivity also means not deciding who shouldn’t be asked to give. Some orgs exclude vulnerable groups from fundraising appeals, but Sara challenged this. People should decide for themselves if and how they want to contribute—even $5 can be meaningful.
8. Build a Culture of Philanthropy
Fundraising isn’t just for fundraisers. Everyone in your org—board members, staff, volunteers—can contribute by collecting stories, sharing impact, or leveraging their networks. One tip: start team meetings with a 5-minute story-sharing segment to surface meaningful anecdotes.
9. Make a Plan That Matches Capacity
A strategic fundraising plan should reflect your actual team capacity. Many plans ask small teams to raise more without offering more resources. Sara recommends realistic timelines, clear task ownership, and seasonal planning to avoid burnout.
10. Small Shifts Create Big Results
You don’t need a big campaign to make a big difference. Sara encouraged small teams to:
Use clear and intentional language when asking for donations
Break up long newsletters into short, focused updates
Explore planned giving and donor-advised funds (CanadaHelps makes it easy!)
Your Questions, Answered
Q: How do we divide fundraising responsibilities across a team with no dedicated fundraiser?
Sara suggests mapping current tasks and identifying where fundraising can fit. For example, your social media lead could write donation copy, while volunteer coordinators could support peer-to-peer fundraising.
Q: What’s the one thing a small shop should focus on first?
“Grow your email list,” Sara said. It’s scalable, cost-effective, and powerful—whether you have five subscribers or 50,000.
Q: Should we run general donation campaigns or focused ones?
It depends on how easily your impact can be explained. If it’s complex, start with a campaign tied to a specific, tangible outcome—but keep the language flexible so funds aren’t overly restricted.
Q: Can AI help?
Yes, but use it responsibly. Sara shared how AI can help repurpose stories, generate grant content, and create first drafts—just like an intern would. Always personalize and align with your organization’s voice.
What's next?
Fundraising as a small team isn’t about doing more—it’s about doing the right things with the resources you already have. By focusing on what works, building community, and being intentional, small teams can thrive in a crowded and competitive landscape.
As Sara put it: small shifts really can create big results.
Want to revisit this session or share it with your team?
Recordings are available in our membership at thegoodgrowth.company/membership
Explore more sessions in the 10 Things Series: thegoodgrowth.company/journal/10things-series
