Fundraising Excellence: Fostering Authentic & Lasting Funder Relationships

Black Fox Global recently led a Masterclass hosted by our partners, Catalyst Now, focused upon engaging funders in ways that lead to sustained funding for your vital mission. As part of our commitment to being ‘Open Source,’ this guide distills key takeaways from this masterclass, offering actionable strategies and expert insights to refine your fundraising approach. For a more expanded version of this guide that goes into far more detail, click here.

Whether you’re just starting out or seeking to strengthen existing relationships, this guide will help you build authentic connections with funders and create a path toward long-term success.

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1. Mindset Mastery: Rooted in Worthiness

The foundation of successful fundraising starts with your mindset. Funders invest not just in programs but in people—leaders who embody confidence, authenticity, and a deep sense of worth in themselves, in their mission, and in their organization.

Reflect on Your Why:

• Why is this work uniquely yours to do?
• Why are you (not just your mission) worthy of investment?
• Why is your organization deserving of being fully funded?

Your identity as a leader who deserves funding is essential.  When you meet with donors, non-verbal cues like posture, eye contact, and tone shape first impressions. When you radiate confidence and authenticity, funders will be drawn to your vision.

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2. Securing the Funder Meeting: The Art of Connection

Once you’ve anchored in your worth, the next step is identifying aligned funders and securing a meeting. This requires research, strategic outreach, and resonance with the funder’s priorities.

Effective Outreach Strategies:

• Google Alerts & Funders’ Newsletters: Stay updated on funders’ latest priorities and activities, and send notes of congratulations or other comments that do not involve an ‘ask’.
• Leverage LinkedIn: Identify mutual connections and request warm introductions. Comment on funders’ posts, and repost with your own views.
• Event Invitations: Invite funders to webinars or sector convenings to spark informal connections.
• Public Speaking: If presenting at an event, personally invite funders, and follow up with key takeaways that you feel would be of particular interest to them.

Example Outreach Message:
“I appreciated your insights on [topic]—especially your point about [key takeaway]. Our organization approaches this through [unique lens]. Given our shared mission, I’d love to explore a potential collaboration. May I send you my Calendly link to schedule a 20-minute Zoom conversation?”

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3. Building Rapport & Leading the Donor Dance

Fundraising is a collaborative discovery process. Instead of simply pitching, engage funders in meaningful conversations to explore alignment.

Techniques to Foster Connection:

• Be Curious: Instead of focusing solely on your organization, ask funders about their motivations and priorities.  Learn more about their heart, their ‘why’, and how they arrive at the investments they make.  This will help you make an informed ask if there is indeed mission alignment.
• Craft Your “Why”: To build trust, share a compelling narrative that highlights your passion and dedication to your shared vision.
• Set an Intention: Before the meeting, visualize a successful outcome, and approach the conversation with confidence and openness.

Meeting Structure:

• Opening: “I can’t help but be curious—what inspired you to care so deeply about [mission focus]?”
• Discovery: Ask open-ended questions about their investment priorities and decision-making process.
• Visioning: Help them see the impact of a partnership: “If we were celebrating our shared success three years from now, what would that look like?”
• Decision-Making: Understand key stakeholders involved in their funding decisions, the process they undertake, and the timeline.

Expert Tip: Ensure funders do at least 70% of the talking in the first meeting. The more they share, the better you discern alignment, and tailor your ask in a way that makes it easy for them to say yes.

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4. Making the Ask

Frame your ask as an opportunity for the funder to fulfill their mission through your work.

Approach Options:

• Direct Ask: “We’d love to join forces to [mission goal]. We invite you to partner with us through a lead investment of $__.”
• Collaborative Ask: “Based on our conversation, I’d love to invite you to join us, but I’m unsure where to go next in terms of an investment amount. Based upon all we’ve discussed, where do you see yourself?”

Expert Tip: A compelling ask is clear, confident, and aligned with the funder’s vision for impact.

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5. Professional Persistence: Following Up with Elegance

Following up is an art. Persistence is not about being pushy—it’s about nurturing relationships over time.

Follow-Up Strategies:

• Immediate Gratitude: Send a thank-you email or voice memo within 24 hours.
• Personalized Follow-Up: Reference specific discussion points and share relevant insights or resources.
• Regular Check-Ins: Maintain a steady cadence of follow-ups via email, phone, or LinkedIn, with a steady rotation of ‘sector citizenship’ that does not involve an ask, but instead shows you understand their heart, their priorities, and their vision.  This can be in the form of sharing resources and/or an article of interest.
• Handling a “No”: A “No” today doesn’t mean a “No” forever. Ask for feedback and keep the door open for future opportunities.  Refer to the Black Fox Global guide: What to Do if You are Denied Funding.

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6. Guided Visualization: Manifesting Abundance

A strong fundraising strategy is reinforced by a mindset of abundance. At the end of our Masterclass, we guided participants through a visualization exercise specifically designed to attract funding partners.  Listen to a version of the recording here. 

Visualization Techniques:

• Morning Practice: Engage in visualization before fundraising meetings or events.
• Abundance Mindset: Imagine funders feeling deep alignment with your work, and thrilled to invest in your mission.
• Gratitude Pairing: Express gratitude for existing support to create space for more resources to flow in.

Expert Tip: Pair visualization with affirmations like, “The right funders are eager to invest in our work, and our mission is fully resourced.”

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Final Thoughts: The Power of Authentic Relationships

Engaging funders for sustained success is a journey, not a sprint. Approach fundraising with authenticity, strategic outreach, and professional persistence. The key is to successful fundraising outcomes is building meaningful, long-term relationships that align funders’ visions with your mission.

For a deeper dive on this topic, we invite you to watch the full Masterclass replay and explore our guided visualization on abundance mindset.