Building Strong and Cohesive Fundraising Teams for Nonprofit Success
Effective fundraising teams are the backbone of nonprofit success. Without strong collaboration, clarity, and consistency, even the best fundraising strategies can fall flat. As someone who has worked with countless nonprofit leaders, I’ve seen firsthand how team culture can make or break an organization’s ability to secure funding and sustain impact.
In my recent conversation with James Meisner, founder of The Keypost Group, we explored the key elements of building cohesive and productive fundraising teams. James, who has helped facilitate the raising of hundreds of millions of dollars for nonprofits, shared his insights into the common pitfalls and solutions for strengthening nonprofit fundraising staff.
Why Team Culture Matters in Fundraising Teams
James put it best when he said, “It’s not finance, it’s not strategy, it’s not technology that is the ultimate competitive advantage—it’s teamwork.” He emphasized that in a chaotic and uncertain nonprofit environment, having a strong team is the best defense against unpredictability.
When fundraising teams lack a solid foundation, nonprofits struggle with:
High turnover and burnout
Misalignment between departments
Poor donor stewardship and inconsistent fundraising results
By focusing on team cohesion, nonprofit leaders can create a culture that fosters collaboration, accountability, and success.
The Three C’s of High-Performing Fundraising Teams
James introduced a simple but powerful framework for building effective fundraising teams: Clarity, Community, and Consistency.
1. Clarity: Defining Roles and Expectations
Many nonprofit fundraising staff members struggle because they don’t have a clear understanding of their roles. James highlighted a major issue: “I am shocked at how confused people are about what their job is and what they’re supposed to be doing every day.”
Clarity is crucial for team success. Every fundraiser should know:
Their specific responsibilities
How success is measured (e.g., donor meetings, revenue targets)
How their role aligns with the organization’s mission
Lack of clarity leads to frustration and inefficiency. As Brene Brown famously said, “Clarity is kind.” Leaders owe it to their teams to provide clear expectations and goals.
2. Community: Fostering a Supportive Team Environment
A healthy team culture is one where members support one another and share both successes and challenges. James noted, “A healthy community fuels growth. An unhealthy community resists any form of inspection.”
I’ve seen this play out in organizations where teams operate in silos. Instead of collaborating, fundraisers work in isolation, leading to missed opportunities. One of the most effective ways to create a sense of community is through intentional relationship-building.
For example, I once hosted a major fundraising event, and right before it began, I came down with the flu. Because I had spent months fostering a sense of teamwork and investment among my event partners, two of them stepped in to run the event seamlessly in my absence. That’s the power of community—when one person falters, the others step in without hesitation.
Nonprofit leaders should ask themselves:
Do my fundraising teams feel connected to each other?
Are they invested in one another’s success?
Do they have space to collaborate and communicate openly?
3. Consistency: Creating a Stable and Reliable Culture
Clarity and community alone aren’t enough—teams need consistency to thrive. As James explained, “Organizations lead through fits and starts. You can’t judge the success of something in two weeks or even sixty days. You need the consistency of working your system over and over again.”
Consistency means:
Regular team check-ins and accountability meetings
Celebrating wins, no matter how big or small
Treating all team members fairly and holding everyone to the same standards
James shared a powerful lesson about consistency: “We had a tradition where every fundraising win was celebrated by ringing a gong. It didn’t matter if it was a major gift or a small one—it was about reinforcing the behavior we wanted to see.”
By maintaining consistency in celebrations, expectations, and accountability, fundraising teams develop trust and resilience.
Overcoming the Nonprofit Inferiority Complex
During our discussion, James and I touched on a common issue in the nonprofit sector—the tendency for small nonprofits to downplay their value. “Only 2% of nonprofits in the U.S. ever break $1 million in annual funding, and only 0.4% break $10 million,” James pointed out.
Too often, small nonprofits feel like they aren’t “big enough” to be taken seriously. But the reality is that some of the most innovative solutions come from small and midsized organizations. Instead of seeing size as a weakness, nonprofit leaders should recognize their strengths: agility, creativity, and deep community engagement.
Nonprofit fundraising staff should reframe their mindset from “We’re just a small nonprofit” to “We’re a lean, impactful organization making a difference.”
Building Stronger Fundraising Teams Starts Today
James wrapped up our conversation with an important call to action: “Don’t wait. You are not going to have a perfect plan. Just start. Take imperfect action and begin building a better team today.”
For nonprofit leaders looking to strengthen their fundraising teams, here’s where to begin:
✅ Define clear roles and expectations
✅ Foster a team culture of collaboration and support
✅ Maintain consistency in goals, accountability, and recognition
When fundraising teams operate with clarity, community, and consistency, they not only perform better but also create a sustainable and fulfilling work environment.
Are you ready to transform your nonprofit fundraising staff into a high-performing team? Start implementing these strategies today and watch how they elevate your fundraising success.