Hey Reader,

I know from conversations with you that there's a mix of people following NonProfit Life, from experienced fundraisers with $50M+ budgets to those who are just starting their nonprofit journey. If you’re in the latter group, you’ve probably asked the question: “What do I do if I’m starting from zero?”

If I were starting from scratch today, here’s the strategy I’d follow. It’s simple and effective, and I call it the 2-prong strategy.

This strategy starts with creating two lists that you’re tracking and actively reaching out to at the same time. By doing this, you’re starting with the low-hanging fruit—the best donors are usually closer to you than you think—while also keeping your aspirational goals in mind to challenge you to reach and grow. Here's the 2 lists you should build:

List A: Start with everyone you know

You already have people in your network who care about your mission—whether that’s friends, family, colleagues, mentors, or even target beneficiaries! These are your warm leads, and they’re the easiest place to start. Write the down on a list and make a goal for each of them. The goal doesn't have to be monetary - it could be hosting a small gathering in their home, posting about your next campaign on their socials, joining your board, or making an introduction.

Here’s what I’d do:

• Engage first, not by asking for money, but by building relationships—reach out for coffee, send updates, or ask for advice.
• Look for ways they can get involved: It could be a small donation, an introduction, or just help spreading the word.

The key here is to start low-pressure and build from a place of trust and mutual interest.

List B: Identify your "dream" funders and reverse-engineer

At the same time, make a list of your dream funders. These are the funders that you KNOW would want to fund you if they knew about you. Keep it realistic - don't write down Mackenzie Scott (unless you know her!), but you don't have to have a direct link.

Here’s how I would proceed with List B:

• Research the funders: Look up foundations, corporations, and other organizations that align with your mission and values.
• Reverse-engineer your outreach: Understand who is the best contact (the decision makers) and who is the most realistic contact (this may be a lower level position). Don't forget to check out their board members, past grantees, and events for a possible connection.
• Reach out - without a financial ask: Find ways to make a connection beyond asking for money. Invite them to webinars or events, ask them for coffee, connect them to other funders or experts. Develop a meaningful relationship, and then when a funding opportunity arrives, you'll already be on their radar.

Why This Works

This strategy keeps you focused on the people who already trust you while also expanding your reach to the funders you’re working toward. By balancing low-hanging fruit with aspirational goals, you’ll always have the momentum to move forward.

What do you think? Do you have either of these lists you're already tracking? Reply to this email and let me know what has - or hasn't! - worked for you!

Cheers,
Kay

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