Don’t Add Another Event Until You Read ThisI get it – events feel like momentum. They’re visible. They’re exciting. And if your board or staff is worried about revenue, the first suggestion is often: “What if we did another fundraiser?” But here’s the thing I wish more nonprofits understood: More events aren’t always the solution. Sometimes, they’re the problem. Events are expensive – even when they "make money"Sure, your spring gala might net $12,000 after expenses. But how many staff hours did it take to plan? How many other fundraising activities were delayed or abandoned in the lead-up? Did it bring in new major donors or long-term monthly supporters? Or was it mostly your usual crowd eating chicken and bidding on a silent auction basket? I’m not saying you should never do events. But I am saying you need to know what each one is actually doing for your mission – and at what cost. I have strong feelings about 5Ks and golf tournaments – and here’s whY Because they trick you into thinking you’re fundraising, when what you’re really doing is facilitating a transaction. Participants are there to run, or to play golf. They’re not connecting to your mission. They're not hearing stories of impact or seeing their role in your work. They’re getting a t-shirt and a swag bag – and then they’re gone. You might as well be selling donuts on the street corner. So how do you know if an event is actually worth it? Ask yourself:
What if we have an event and I can’t cancel it? Now, if you’ve got an event that’s locked in – maybe it’s tradition, or there’s a sponsor you don’t want to lose – make it count. Infuse as much mission into that event as you possibly can. Don’t just entertain – connect. I once went to a Broadway revue fundraiser for a group supporting teens in foster care, and in between each number, they played short audio clips of the teens sharing their stories. It was powerful. I still remember those voices. That’s what sticks. And that kind of emotional resonance is what opens the door for deeper engagement. Pair that with a strong follow-up plan – something that nurtures those attendees beyond their ticket or entry fee – and you can turn one-time guests into long-term donors who truly understand and care about your work. The Hidden Cost No One Talks AbouT Every event on your calendar takes time – time your team could be spending building real relationships with major donors, deepening stewardship, or crafting a compelling campaign that brings in five- or six-figure gifts. That’s the real opportunity cost. It’s not just the hours spent on centerpieces or silent auction items – it’s the connections you didn’t make, the asks you didn’t have time to prep, the impact that got delayed because your best energy was tied up elsewhere. If you want transformational gifts, you need the bandwidth to pursue them. Events rarely give you that. A smart plan does. How to Stop Letting Events Run Your StrategY In my Smart Start Fundraising System, we assess your fundraising “vehicles” – the methods you use to reach donors. Events are just one of many vehicles. And often, there are smarter, leaner options with better ROI. But the real magic happens when you zoom out and create a Plan – one that aligns your fundraising activities with your goals, capacity, and budget. Not every organization needs a gala. Some need a good direct mail strategy. Others need better donor journeys or stronger partner engagement. When your events support your overall plan instead of driving it, everything clicks. Before you plan another event… Ask yourself: Is this the best use of our time, energy, and budget? And if you’re not sure? 💡 That’s exactly what my course, The Smart Start Fundraising System, helps you figure out. We walk through your fundraising menu, evaluate the ROI of each activity, and build a plan that plays to your strengths – without burning your team out. 🎯 Enrollment is open now! You’ll get instant access to the training, tools, templates, and bonuses – plus 5 CFRE credits. 👉 [Click here to enroll today] and start building a smarter, more sustainable fundraising plan. Because you deserve a fundraising strategy that works as hard as you do. Cheers! PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you! If you liked this…
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Jessica Cloud, CFREI've been called the Tasmanian Devil of fundraising and I'm here to talk shop with you. Archives
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