Partnering for Progress: The Art of Appealing to Funders in Challenging Times
In today’s nonprofit landscape, many organizations are navigating complex challenges, from evolving community needs to major shifts in federal funding. It’s no surprise that conversations around grantmaking practices are intensifying, and everyone is feeling the heat.
I understand the frustration. Many funders have intricate requirements that can feel like insurmountable barriers at a time when everything seems to be on the line.
It’s important to remember, however, that funders (and their requirements) aren’t barriers to overcome, but partners in problem-solving.
Funders have an extraordinary opportunity to help move missions forward. And when we engage them thoughtfully, sharing our realities with honesty, respect, and empathy, we open the door to deeper relationships and better outcomes for everyone involved.
But how we approach funders and engage in these conversations matters just as much as the content of the ‘ask.’
Fundraising Is Just a Fancy Word for Relationship Building
At its core, fundraising is about more than securing resources. It’s about building trust, cultivating understanding, and aligning around shared values. That means approaching funders not just as sources of support, but as fellow champions of the work.
Here are a few ways to strengthen connections with funders and start meaningful conversations, even when the process feels challenging:
First, Lead with Curiosity
When we encounter funding guidelines or application processes that feel restrictive, it’s natural to feel discouraged. But rather than pushing back in frustration, try approaching the situation with curiosity and ask:
How do their processes and requirements support what they’re trying to accomplish?
What pressures (internal or external) might this funder be responding to?
Is there space to offer insights that might help them better meet the needs of grantees like us?
By asking thoughtful questions without an agenda, we invite dialogue and often uncover opportunities to share context that can influence future decisions.
Second, Share Stories, Not Just Feedback
Funders often value transparency, especially when it’s paired with a spirit of partnership. If a process creates unintended barriers, or if shifting funding priorities leave critical work under-resourced, consider reaching out directly to share what you’re seeing on the ground.
Personal stories and real-world examples can go a long way in helping funders understand the ripple effects of their choices, because stories put the focus on the impact on the people your organization serves, not on an application process that may feel cumbersome or complicated..
Stories create the potential for more flexible, trust-based approaches.
Third, Focus on Mutual Purpose and Respect
Of course, not all funders are approachable, and not all systems are designed with equity or access in mind. But most funders aren’t the villains of this story. Most care deeply about the impact of their giving and are open to feedback, especially when it's offered in the spirit of shared purpose.
When we acknowledge that shared commitment and look for places where our missions overlap, we lay the foundation for more collaborative and impactful relationships.
One simple but powerful mindset shift? Focus less on “how do we get this grant?” and more on “how can we work together to create the greatest possible impact?”
Fourth, Be Thoughtful About Timing and Tact
If something isn’t working, it’s absolutely okay to say so. But how and where we share those concerns can make all the difference. Constructive feedback tends to land best when delivered in private, relational settings, where trust exists and mutual respect is evident.
Just like nonprofits, funders are made up of people. And people respond best when they feel seen, heard, and respected.
So, before sharing feedback, ask yourself:
Are we speaking to someone who knows us, trusts us, and respects us as a thought partner?
Are we approaching them with generosity, offering perspective that helps the funder advance their mission…not just ours?
Remember, Your Funders are Your Partners in Your Mission
Funders aren’t above critique, and they want and need to hear how their practices affect nonprofit teams on the ground. Therefore, this isn’t about avoiding hard conversations. It’s about having them in ways that preserve and strengthen the relationships we rely on to do our work. Influence comes from integrity, empathy, and shared investment in a better future.
Let’s be sure that when we reach out, we make space for dialogue, because the real work of change—the kind that leads to better funding models, stronger partnerships, and deeper impact—happens in relationships. And relationships, like missions, are worth protecting.
My best,
Dani
About The Author
For the past 25 years, Dani has helped nonprofits at local, regional, and global levels find sustainable solutions to tricky growth and funding issues. She works with leaders and teams to optimize their approach to fundraising, strategic planning, marketing, and more! Dani is passionate about helping motivated people build vibrant and effective nonprofit organizations—so they can make a meaningful impact in the world!