Fundraising Strategies That Actually Work

Want to raise money from foundations? It's not just about persistence—it's about speaking their language. When I first started seeking foundation support for Mongabay, I faced a wall of silence. No responses. When I was lucky, I got a "No thanks." At the time, I thought I was taking the right approach. I targeted foundations aligned with our work in journalism and conservation. But I quickly learned that good alignment isn't enough. The way I framed our work needed to change. Program officers aren't just looking to support great causes; they want to achieve impact. Once I shifted my outreach to focus on how Mongabay could help them achieve their goals, my success rate increased—though there are still far more non-responses and nos than yeses. Here are a few lessons I've learned: 1/ Focus on their objectives, not yours. ↳ Foundations are often trying to solve complex challenges. Instead of leading with what Mongabay does, I began emphasizing how our work supports their mission. 2/ Be concise and clear. ↳ Program officers are busy. Long-winded pitches didn’t get me far. Clear, succinct messaging worked better. 3/ Cold outreach is tough. ↳ The reality? Most cold messages go unanswered. Whenever possible, I leaned on introductions where I could get them. 4/ Relationships matter. ↳ In philanthropy, as in life, trust is built over time. Regular updates, even when not tied to an ask, help maintain connections. 5/ Measure impact. ↳ Reporting back on how foundation support has translated into tangible results has been key to securing renewals. Even now, I don't have all—or even most—of the answers. But over the years, I've seen Mongabay's foundation support grow from zero to several million dollars annually. This increased support has allowed us to expand from a team of two to about 120, dramatically scaling our impact. It's clear proof that refining your approach can lead to meaningful results. For those navigating the fundraising landscape, remember: Foundations aren’t just writing checks; they’re investing in outcomes. Speak to that, and you’re on the right path.

Time kills fundraising deals. A founder lost $500k by taking one week to create a financial model. I avoided this with my 3-step process 👇🏾 When raising VC, momentum is everything. The founder who lost out on that $500k check was asked for a financial model. Because they didn’t properly prepare, they had to take a week to make it from scratch. By the time they sent it over, the investor had moved on. Avoid this mistake by breaking your raise into three steps: pre-fundraising, fundraising, and maintaining. PRE-FUNDRAISING (6+ months before): People think fundraising is all about non-step investor meetings. They ignore the prep work. During this stage, you should: - Build your target investor list and connect the dots for warm intro requests - Prepare ALL docs (pitch deck, financial model, market calculations) - Draft email templates (forwardable emails, follow-ups) FUNDRAISING (2-3 months): In this phase, you’re: - Taking 4-5 investor meetings a day - Pitching and tweaking your deck weekly - Following up with investors (up to 3 times, then move on) - Responding to requests from investors in due diligence - Closing the round If you've done pre-fundraising right, you spend 100% of your energy on meetings and relationship-building, not scrambling to create documents. MAINTENANCE (ongoing): Traditional advice tells you always to be raising, but that’s wrong. Maintain relationships with investors with a system: - Send monthly investor updates - Schedule quarterly check-ins with high-priority investors Can you raise VC without this process? Of course! Can you raise VC without ANY process? Probably not. Before you raise venture capital, create a plan. Once you have a plan, see it through until the money is in the bank 💰.

A Y Combinator founder in the current batch asked for my tips on raising a great seed round. For context, we raised over $4m in 14 days. Here’s my advice: Don’t take investor calls until you’re ready to fundraise: First impressions matter — you want to show them an incredible story, great traction and a working product. Before the fundraise, market your company: This may be on LinkedIn, X, newsletters etc. This will generate inbound (which is much better than outbound). Book all of your fundraising chats within a week or two: time-pressure matters and will allow you as a founder to be 100% locked into fundraising for a period Highlight either your team or traction: these are the two reasons seed investors invest so determine which one is more impressive for your situation. Focus on seed funds, not brand names: it’s tempting to go after big names, but seed funds are more likely to invest and will be able to help a lot at the early stages Have angel meetings first: angels are the fastest decisions and can help you build momentum. Aim to raise less: if you want to raise $3M, say you’re raising $1.5M. Then when you have $1M you’ll be “almost fully allocated” versus a third of the way there. This helps investors get off the fence and you can always extend to raise more if you’d like Be very stingy with customer intros: reserve these for investors who are looking for confirmation, not conviction. The last thing you want to do is burn your customer and still not have a term sheet in hand. One term sheet is all it takes: with 1 term sheet, you can force everyone else to move fast and make a decision. For us, the first term sheet took about 10 days and then we had 5 timesheets in the next 2 days because they all knew the round was closing soon. Biggest advice: have a good company. Nothing will substitute for growth, retention and customer love. Did i miss anything?

How to raise $50,000 in 30 days using 7 AI prompts (you’ve never thought to use): AI won’t replace fundraisers. But fundraisers who use AI strategically will absolutely outperform the ones who don’t. These 7 prompts aren’t basic. They’re engineered to unlock human behavior, decision-making psychology, and funding at scale. 1. Prompt: “Analyze our past 10 email campaigns. Identify the emotional tone, structure, and CTA that drove the most clicks and donations. Suggest 3 new email angles based on behavioral trends.” Why it works: Donors respond to patterns. This prompt uses your own data to reverse-engineer what actually moves people, not what feels right. 2. Prompt: “Write a donor pitch using the ‘Commitment-Consistency’ principle from Cialdini, reference a donor’s past actions and show how giving now is aligned with who they already are.” Why it works: People are more likely to act in ways that align with their self-image. Donors who’ve volunteered, signed petitions, or shared your content? This is how you turn engagement into dollars. 3. Prompt: “Create a 3-part story arc for LinkedIn posts that subtly shift a corporate contact from passive observer to strategic partner, without ever asking for money.” Why it works: It’s called affinity priming. AI scripts the story. LinkedIn builds trust. You close the deal. 4. Prompt: “Generate 5 donor thank-you messages tailored by giving tier, use loss aversion and social proof to increase chances of a second gift.” Why it works: “Thank you” is a sales moment in disguise. This prompt makes it count. One client turned 23% of first-time donors into recurring givers using tiered messaging like this. 5. Prompt: “Draft a voicemail script for a lapsed donor using the Ben Franklin effect, ask for a small favor instead of a gift, to reactivate the relationship.” Why it works: People feel closer to those they help. Use it to rebuild trust without making an ask. Often, the donation follows. 6. Prompt: “Identify 3 psychological barriers to giving on our donation page. Rewrite the copy to reduce friction using clarity, scarcity, and immediacy.” Why it works: Most pages leak donations. This prompt fixes that, leading to real revenue recovery. One org tested this and saw their average donation increase from $48 to $71 just by shifting copy. 7. Prompt: “Write a short pitch that reframes our mission as a business case for corporate ESG leads, focused on risk reduction, brand lift, and employee retention.” Why it works: Companies don’t give because of charity. They give because it aligns with strategy. This prompt flips the frame, and unlocks five-figure partnerships. These are just a few of the 40+ AI scripts inside our AI Launchpad Cohort, a hands-on experience for nonprofits ready to raise more with less guesswork. Comment Launchpad and we’ll send you details about the upcoming cohort. With purpose and impact, Mario

If I were a Chief Development Officer of a large nonprofit and I needed to make a big push in major gifts before the calendar year ends, here’s exactly what I’d do 👇 Revenue doesn’t come from activity. It comes from intentionality. 🔹 Step 1: Identify your real portfolio Not the 200 names in Salesforce. The 30–50 donors who actually have capacity and momentum. (If you can’t name them without opening a report, start there.) 🔹 Step 2: Map out your warmest relationships Find the people who already know, like, and trust your org. Past donors. Active volunteers. Longtime advocates. You don’t need new prospects. You need to wake up the ones you’ve been sleeping on. 🔹 Step 3: Time-block for actual engagement Not stewardship emails. Not mass updates. I’m talking real conversations. Discovery calls. In-person touchpoints. Put them on the calendar and protect that time like your Q4 depends on it. Because it does. 🔹 Step 4: Track sentiment, not just dollars How do your top donors feel about your mission right now? Where are they in the journey? If all you’re tracking is “gave or didn’t give,” you’re already behind. 🔹 Step 5: Prioritize your closeable pipeline That $1M prospect who hasn’t returned a call in 7 months? Not your focus. That $50K donor who just had lunch with your board chair? That’s your move. Focus on proximity, timing, and intent. 🔹 Step 6: Make your system work for your fundraisers If your team is digging through reports, toggling tabs, or building lists from scratch… they’re wasting time. You need tools that surface the right relationships at the right time, not just store data. If you do this. Day in and day out, I promise you will see results with major gifts. It works with consistency and a team that is all-in across the board. No more rogue gift officers who have been “doing things their way” forever.

This year, eight of my CEOs successfully closed Series A rounds, ranging from $9M to $45M. Here are 10 key takeaways from their experiences that can help you navigate your own fundraising journey: 1) Rounds took longer than anticipated. On average, they took twice as long as initially planned, largely because VCs are moving much slower than before. 2) There's no pressure for a VC to commit, allowing them to draw out the process. Many VCs strung founders along. My most effective CEOs leveraged backchanneling from existing investors and relationships to cut through the noise and focus on genuine interest. 3) VCs wait for signals. Don't expect a quick "yes." VCs often hold out until they see strong signals of other investors committing. Each CEO effectively had to build a coalition of interested parties. 4) Craft your FOMO. Every CEO found a unique way to create a sense of urgency and healthy competition among potential investors. This is a delicate balance; you don't want to push too hard and risk a "no." 5) Relationships matter. Every single Series A was led by a VC with whom the founders had a prior relationship from their seed round. Nurture those connections! 6) Prior investor validation is key. All rounds included follow-on investments from prior investors, serving as a powerful signal of confidence. 7) Two years of runway is essential. Be prepared to demonstrate a clear path to at least two years of runway. This shows stability and thoughtful planning. VCs are wary of short turnaround times and want to avoid emergency financing situations. 8) The bar for PMF is high. The bar for product-market fit and traction is higher than ever. Show strong, undeniable evidence of your market validation. 9) Be ready to adjust expectations. Some CEOs had to adjust down their original Series A expectation. They were able to put together operating plans that cut down on costs to stretch runway and do more with the original capital, thereby reducing their overall ask. 10) Your network is your net worth. The power of existing relationships and warm introductions cannot be overstated in this competitive landscape. The VCs who went deep didn't come from cold emails or random LinkedIn lists; they came from warm intros from investors or relationships the CEOs had personally cultivated. Good luck to everyone raising. It is possible! You just need to be thoughtful and have a strong support network behind you. Any other fundraising advice or challenges to share? #startups #venturecapital #founderstories #seriesA #siliconvalley

Fall fundraising season is about to start. Over the last 6+ years, I’ve worked with 300+ startups as they’ve raised $1B+ in follow-on funding. Doing the basics really well can make all the difference and make the process suck a little less: → Do Your Research. Instead of reaching out to every “top tier” fund, take the time to identify the ones that are the strongest fit for your company. Dive into firms’ theses and what individual investors are writing and sharing. → Run Your Fundraise Like A Sales Process. That means setting up a CRM, building a target list, preparing materials ahead of time, and time-blocking 2–3 weeks for first meetings. → Tier Your Investor List. Don’t lead with your top-choice funds. Use the first few meetings (after plenty of pitch practice) to test your narrative. Pay attention to where investors lean in, push back, or ask questions. Fundraising is a continuous, iterative process → Activate Your Network. Share your target list with current investors, angels, advisors, and founder friends. You’ll be surprised how many warm introductions you can get through your immediate network. Work these connections! → Get Clear About Your Pipeline. Don’t chase and waste time following-up investors who don’t want to invest. Active investors will lean in, ask questions, respond quickly, set up next steps. If they’re not, they’re out. → Re-Engage With Momentum. Every big customer win, strategic hire, or new VC commitment is a reason to update your nurture list. Momentum gets people off the fence. Happy fundriaisng!! What other tips would you add? 🫶🏽💜

I once worked with a university that struggled to meet its fundraising goals. They were reaching out to alumni randomly, hoping for the best. Then we introduced prospect research. The transformation was incredible. By identifying the right prospects and understanding their capacity and affinity, we increased major gifts by 150% in just one year. Here's what we did: Analyzed giving history: We looked at past donations to identify consistent givers and those with potential to give more. Researched professional backgrounds: LinkedIn and other public sources helped us understand career trajectories and potential giving capacity. Examined philanthropic interests: We investigated involvement with other nonprofits to align our asks with donors' passions. Leveraged wealth screening tools: These helped us identify high-net-worth individuals we might have overlooked. Mapped relationships: We uncovered connections between prospects and our board members or major donors. The result? More targeted outreach, personalized communication, and significantly larger gifts. The lesson? Don't underestimate the power of informed outreach. Prospect research isn't just for large organizations - it's a game-changer for nonprofits of all sizes. React 🎓 if you believe in the power of research! Have you had a similar experience with prospect research? Or are you considering implementing it? I'd love to hear your thoughts and experiences in the comments! Remember, effective fundraising isn't about asking everyone for money. It's about asking the right people for the right amount, for the right project, at the right time. And that's where prospect research shines.

As a founder who raised a $500K pre-seed 💰 Here are my biggest (updated) takeaways about fundraising: 1) 𝐄𝐚𝐫𝐥𝐲 𝐢𝐧𝐯𝐞𝐬𝐭𝐨𝐫𝐬 𝐛𝐞𝐭 𝐨𝐧 𝐲𝐨𝐮, 𝐧𝐨𝐭 𝐲𝐨𝐮𝐫 𝐢𝐝𝐞𝐚. It’s about trust...they need to believe you can figure it out and make it happen. You matter more than your pitch deck. 2) 𝐃𝐨𝐧'𝐭 𝐰𝐚𝐬𝐭𝐞 𝐭𝐢𝐦𝐞 𝐨𝐧 𝐕𝐂𝐬 𝐭𝐨𝐨 𝐞𝐚𝐫𝐥𝐲. Unless you have multiple exits or significant traction, focus on your product and users. Early VC calls should be about understanding the milestones you’ll need to hit. Don’t ask for money, ask: “At what point would a business like ours be exciting to you?” They’ll tell you. 3) 𝐑𝐚𝐢𝐬𝐞 𝐚 𝐬𝐦𝐚𝐥𝐥𝐞𝐫 𝐫𝐨𝐮𝐧𝐝 𝐟𝐢𝐫𝐬𝐭. Don’t aim for a $4M seed round out of the gate. Too many founders try and fail. Start with angels or your personal network. 4) 𝐘𝐨𝐮 𝐝𝐨𝐧'𝐭 𝐧𝐞𝐞𝐝 𝐨𝐮𝐭𝐬𝐢𝐝𝐞 𝐜𝐚𝐩𝐢𝐭𝐚𝐥 𝐭𝐨 𝐛𝐮𝐢𝐥𝐝 𝐲𝐨𝐮𝐫 𝐌𝐕𝐏. If you think you do, you’re probably not being resourceful enough. 5) 𝐅𝐮𝐧𝐝𝐫𝐚𝐢𝐬𝐢𝐧𝐠 𝐭𝐚𝐤𝐞𝐬 𝐥𝐨𝐧𝐠𝐞𝐫 𝐭𝐡𝐚𝐧 𝐲𝐨𝐮 𝐭𝐡𝐢𝐧𝐤. Plan accordingly, and don’t underestimate the time commitment. 6) 𝐃𝐨𝐧’𝐭 𝐭𝐚𝐤𝐞 𝐫𝐞𝐣𝐞𝐜𝐭𝐢𝐨𝐧 𝐩𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐥𝐲. I made this mistake early on. A “no” isn’t always about you. Sometimes it’s about them—investors often like to appear wealthier than they really are. 7) 𝐑𝐚𝐢𝐬𝐢𝐧𝐠 𝐦𝐨𝐧𝐞𝐲 𝐰𝐡𝐞𝐧 𝐲𝐨𝐮’𝐫𝐞 𝐝𝐞𝐬𝐩𝐞𝐫𝐚𝐭𝐞 𝐢𝐬 𝐚 𝐥𝐨𝐬𝐢𝐧𝐠 𝐠𝐚𝐦𝐞. I know sometimes this is hard to avoid but investors can sense desperation from a mile away. Walk into meetings with confidence, believing they’re lucky to get on your cap table. 8) 𝐊𝐞𝐞𝐩 𝐲𝐨𝐮𝐫 𝐢𝐧𝐯𝐞𝐬𝐭𝐨𝐫𝐬 𝐮𝐩𝐝𝐚𝐭𝐞𝐝. Investors are people, and knowing others are excited about your idea gives them comfort. Set expectations upfront, send regular updates, and don’t just rely on email...pick up the damn phone. 9) 𝐑𝐢𝐝𝐞 𝐭𝐡𝐞 𝐦𝐨𝐦𝐞𝐧𝐭𝐮𝐦. When you secure one investment, it’s the best time to close another. Keep the energy going. This is underrated. 10) 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐚𝐧𝐝 𝐟𝐚𝐢𝐥𝐮𝐫𝐞 𝐥𝐨𝐨𝐤 𝐭𝐡𝐞 𝐬𝐚𝐦𝐞 𝐚𝐭 𝐟𝐢𝐫𝐬𝐭. Both are full of “no’s.” The difference in a successful raise is they didn't give up. To all the founders out there fundraising...Stay positive, stay persistent, and keep building. 💙 #startups #venturecapital #fundraising

Fund houses think they are selling a product. That's not what allocators are buying. Product-led sales was "the Wall Street way" for a long time. It's what we were taught. -- Pitch this fund -- Sling those stats -- Focus on these features The firms that succeed going forward are unlearning that "old way." Sales isn’t about what you built. It’s about who you built it for. Your buyer. Their journey Their story Their why Check it: → 74% of buyers choose the rep who shows insight into the buyers business. Not the one who talks about their product. (Source: Forrester) In a world where trust is the currency, we can't lead with the thing we're selling. We must lead with the people we are serving. Here’s what that mindset shift actually looks like (for all of us in sales and for fund managers raising capital): 1. Start with who it’s for, not what it is    ↳ The best sales meetings feel like consulting sessions, not product demos    ↳ Fund managers: Don’t open with statements about your fund. Open with questions about what your prospect is working on in their business right now. 2. Lead with trust, not terms    ↳ People buy from people they believe in, not from decks they don’t remember    ↳ Fund managers: Allocators aren’t just investing in your strategy. They’re investing in your team, your ethos, your edge - what makes you different not what makes your product work 3. Sell the story before the solution    ↳ The “why it matters” moves more money than the “how it works”    ↳ Fund managers: Your origin story is not fluff. It’s the foundation of your different. It gives allocators a glimpse of your "why" 4. Humanize your meetings    ↳ Meeting agendas need a massive glow-up. Personal > perfect. Tailored > templated. Asking > telling.    ↳ Fund managers: A one-size-fits-all dog and pony show is a missed opportunity. No one wants to be talked at. No one wants to be sold. Ask questions about that allocator’s mandate and mission. Meaningful specific. 5. Connect first, convert later    ↳ When people feel understood, they lean in    ↳ Fund managers: It’s not about convincing. It’s about belonging. Show prospects what its like to be a client of yours, how meetings and interactions would go. Give them a window into who else is a client. (Huge behavioral impact here) The best sales strategy isn’t a script about a product. In fact, it's the opposite. The best sales strategy is an anti-script. Because making our product the hero shows we might be older but not wiser. 📌 What "old way" from Wall Street's sales script would you send to the bin? 🗑 ---- 💾 Save this post if you are part of a fund house in growth mode ♻️ Repost to help someone in your network