The Key to Better Fundraising: Slow Down

Written By Megan Hodges

I often tell our clients you have to slow down to speed up.

In fundraising, it’s easy to get caught up in reaching your goals. You have pressing needs, you have ideas you want to deliver, and you need funds—as soon as possible—to make it all happen. We often tell ourselves we need to move quickly to get out there and make the big solicitations.

But things aren’t always as urgent as they seem, and small, intentional delays can have big payoffs down the road.

Earlier this summer, I was working with one of our clients to prepare for a meeting with a donor—someone with a high capacity to give, but who was still relatively new to the organization. I told them to put their plans to ask for a gift on hold. Instead, I just wanted them to listen.

They ended up having a wide-ranging conversation that created space for the donor to reflect on their place in the community. The donor talked about the friendships they’ve made, the impact on their family, and how the organization’s values really aligned with their own. They also started imagining how their relationship with the organization might deepen in the years ahead.

At the end of the meeting, our clients shared a few details about their current campaign but kept the focus on answering the donor’s questions, which were detailed and enthusiastic.

When the time comes for a solicitation, I’m confident the donor will feel a deeper commitment to the organization. They’ll have a stronger sense of the value of their contributions, and won’t feel like an ATM, but a genuine partner in the mission.  

That’s what I mean by slowing down to speed up.

I often encourage clients to approach donors with relationship-building goals first. For instance, do you want them to show up more often? Volunteer in some way? Would you like them to introduce you to someone? Do you want their opinions or feedback?

When you’re only thinking about speed, you miss those opportunities to strengthen the relationships that will bolster your organization in the long run. If you slow down, you can learn what matters to a donor and what they care about. You can bring them closer to the organization in non-monetary ways. And when you do eventually make that ask, you’ll see bigger gifts and your campaign will take off.


Megan Hodges

Consulting Services Director

From her early work broadening access to higher education at Princeton University to expanding opportunities for tens of thousands of low-income public school students through DREAM (formerly Harlem RBI) and Success Academy Charter Schools in New York City, Megan is motivated by the ability of individuals and organizations to translate mission and vision into measurable impact.

She has driven over $250 million in philanthropic support, built and led high-performing teams, and guided organizational expansion to new states and cities. Megan spent five years on the team providing overarching strategy and day-to-day oversight for Princeton University's $2 billion Aspire capital campaign and successfully led DREAM’s $25 million Level the Field capital campaign.

As Consulting Services Director, Megan manages client engagement as well as our exceptional team of collaborating consultants. She advises a broad range of clients on feasibility studies, capital campaigns, major gift fundraising, and strategies to drive organizational success.

Megan earned a B.S. in Media Theory and Communications from New York University. She is based in Richmond, VA, with her three dogs, enjoys cooking, and is always planning her next travel adventure (up next: Dublin).

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