The nonprofit landscape is ever evolving.
Donors increasingly expect transparency. Supporters seek personal communications and experiences. Federal policies disrupt progress. Organizations recognize the importance of diversifying their revenue streams for long-term sustainability.
Through the ups and downs, one thing we know for certain: authentic connections are at the heart of sustainable philanthropic revenue.
The Association of Fundraising Professional’s most recent report of The Fundraising Effectiveness Project (December 2025) tells us that while the sector’s rate of donor decline slowed slightly in the most recent quarter, the majority of fundraising growth is driven by large and frequent donors. The report emphasizes the need for nonprofits to “diversify their donor base by reactivating lapsed supporters and cultivating new donors into long-term contributors to strengthen the sector’s resilience in the year ahead.”
Relationships are vital to this resilience.
“Relational fundraising is an opportunity to be in conversation with donors and treat every donor as an individual with their own unique strengths, gifts, social networks and, of course, financial capital to contribute,” said Every.org’s Allison Fine upon the release of The Relational Fundraising Playbook, a free guide offering nonprofits practical strategies to transform donor engagement for long-term sustainability.
“Yes, you will need to prospect for new donors,” continues Fine, “and yes, you will need to ask for donations, but this approach will get you off the frantic, hamster wheel of transactional fundraising […]; The ultimate goal is to enable you to connect on a more human level with your donors in order to increase your donor retention rates.”
Nonprofit experts Tom Wick and Kim Silver integrated their research on this topic into their upcoming Framework for Nonprofit Organizations to Develop Sustainable Major Gift Fundraising: Moving from Transactional to Relational Fundraising, a practical tool for boards and staff. “Relationship-based fundraising helps organizations expand their ability to secure sustainable, increased giving,” says Wick. While event participants’ total giving grows 2-5% over time, Wick explains, donors cultivated via personal relationships increase their giving by 15-20% annually.
Imagine the possibilities when event participants are also cultivated and stewarded personally.
Finally.
Relational fundraising is getting its long overdue moment in the spotlight.
The shift away from transactional (aka revenue-focused) fundraising, despite grumbling you may see online, is good news for nonprofit events. It’s not an alarm that major events are canceled, effective immediately. Rather, it’s a signal to both evolve our approach to major event planning and to reimagine events as essential components of a holistic fundraising and stewardship strategy.
Because “event” isn’t necessarily synonymous with “gala.” While a signature annual dinner may still anchor your revenue stream, smaller events, like parlor meetings—intimate gatherings held in a private home featuring a brief program and in-depth conversation—are effective engagement tools that foster trust and authentic connection.
Thoughtfully planned events can offer unmatched opportunities to engage with current, lapsed, and prospective supporters to build affinity and philanthropic loyalty.
As leaders recognize the need to diversify revenue streams and fundraising becomes more relationship-driven, evolving our event strategy towards strengthening relationships built on trust is more important than ever.
“Nonprofits are finding success by shifting from expensive fundraising events to intimate small-group experiences focused on impact that build authentic philanthropic partnerships,” says Wick.
By focusing on long-term support instead of immediate dollars, we reframe events as vital, relationship-centered tools.
The question that you (and your team, if you are lucky enough to have one) must answer before planning any event: What is the primary purpose of this event?
In other words, WHY?
Because an event’s true value lies not only in the dollars raised that night, but in the relationships it strengthens, it is essential to identify for whom and why you are considering adding (or keeping) an event on your calendar.
Common primary goals for events are fundraising, stewardship, visibility, and mission. These categories are neither exhaustive nor mutually exclusive. Any fundraising event, for example, will also lean heavily on stewardship and mission. Use these categories as a starting point to help identify the primary reason you are throwing your energy into planning this particular event at this particular time for your particular audience.
Primary goal: Raise unrestricted, campaign, or program-specific revenue
What most people think of when they hear “event,” these activities directly generate revenue through ticket sales, sponsorships, auctions, or donations.
Examples
Incorporate when you want to:
Primary goal: Strengthen relationships, engagement, and loyalty
Guests are not directly asked for money at these stewardship, cultivation, and recognition events.
Examples
Incorporate when you want to:
Primary goal: Expand reach; elevate identity with broader community
Often referred to as “friendraisers,” these events introduce your organization to new audiences and reinforce your public presence.
Examples
Incorporate when you want to:
Primary goal: Actively provide mission-driven programming; make a direct impact
The program itself is the event, especially common in education, arts, health, and human services.
Examples
Incorporate when you want to:
Just as one fundraising letter and thank you note does not a communications plan make, a comprehensive events calendar boasts a balance and rhythm that ensures consistent engagement (and tempers staff burnout).
Cultivation, stewardship, acknowledgement, recognition, mission delivery, and visibility are all ongoing efforts that center relationships—genuine connections with individuals who bring their own motivations, goals, and passions to the organizations they support. A healthy calendar of events reflects this holistic picture, incorporating strategic engagement to maximize long-term organizational health.
Every nonprofit is unique, and your event calendar will reflect those differences. What may work to grow support for a national education network could fall flat for a local animal shelter. A new community health group may need to spend more time on outreach events than an established medical organization. Budget, staff, location, leadership, name recognition, political climate, current donor base, and need all contribute to what shapes a strategic calendar of events.
A balanced calendar may include:
This mix ensures you’re continually building relationships, not solely asking for money. The cadence should allow for successful execution, prompt follow up, and ample prep for the next effort.
Moving towards a relational approach takes time and patience—well-spent investments with the potential to transform your fundraising. Tools such as Wick and Silver’s framework provide structure and direction to make this change. Used thoughtfully, events can be worthwhile investments of time and resources towards growing sustainable support.
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Define your event’s why F is for Fundraising S is for Stewardship V is for Visibility M is for Mission Delivery Strategize your Annual Event CalendarExplore Al Summary:
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