For many nonprofit organizations, reaching the milestone of seven-figure fundraising can seem like an unattainable goal. However, with the right strategies and mindset, it’s not only possible—it can be a reality. Trevor and Tarren Bragdon, authors of the Amazon bestseller Seven Figure Fundraising, provide a clear blueprint for nonprofit leaders looking to scale their fundraising efforts. Their insights, drawn from years of experience in both politics and nonprofit leadership, offer practical, actionable advice for growing revenue and creating sustainable success.
In their approach, Trevor and Tarren emphasize that fundraising is a skill that can be learned and perfected. It’s not about waiting for the next big viral campaign to sweep the internet; it’s about applying proven strategies consistently and with discipline. Their approach is grounded in simplicity and clarity—traits that any nonprofit can adopt to see significant growth.
The Common Challenges of Fundraising
One of the most common challenges nonprofits face is that no one teaches you how to fundraise. Many nonprofit leaders start out passionate about their cause but are never formally trained in how to effectively raise money. They might excel at delivering services or advancing their mission, but when it comes to fundraising, they find themselves struggling. This is especially true for those who move into leadership roles where securing major gifts becomes a critical part of their job.
Trevor Bragdon recalls this struggle firsthand. When he started the Foundation for Government Accountability (FGA) in Florida, he had a $50,000 grant to kick things off. Fast forward to today, and FGA has an annual revenue of $15 million. How did this transformation happen? It wasn’t through a viral moment or a stroke of luck. It was through disciplined execution, learning, and refining fundraising strategies over time.
One of the biggest misconceptions in the nonprofit world is that if you do good work, the money will follow. While this may be true to some extent, it doesn’t tell the full story. Great work needs to be paired with great storytelling and effective fundraising strategies. Without this, even the best nonprofit can struggle to survive financially.
Standing Out in a Crowded Nonprofit Market
In the competitive world of nonprofit fundraising, standing out is essential. Potential donors are constantly being approached by a myriad of organizations, all asking for their support. If your message doesn’t resonate, someone else’s will.
The Bragdons stress the importance of clearly and compellingly communicating your organization’s impact. It’s not enough to say, “We’re doing good work.” You must be able to articulate the difference your organization is making in a way that captures the attention and imagination of your donors. This is where many nonprofits fall short—they fail to differentiate themselves from the competition.
Your organization needs to answer two critical questions for potential donors:
- Why should they care about your cause?
- Why should they trust you to make a difference?
The ability to answer these questions with clarity and conviction will set your organization apart from the dozens of others vying for donor dollars. This clarity can be achieved through well-crafted messaging, compelling storytelling, and consistently showing the impact of your work.
The Myth of the Viral Fundraising Campaign
Many nonprofit leaders fall into the trap of chasing the next big viral campaign. The Ice Bucket Challenge is often cited as an example of how a viral moment can lead to massive fundraising success. However, while such moments are exciting and can generate short-term revenue, they are not a sustainable fundraising strategy.
As Trevor and Tarren explain, the focus should not be on creating the next viral sensation but on building a sustainable and scalable system for fundraising. The truth is, there’s no silver bullet for fundraising success. Instead, success comes from grinding it out—day in and day out—with proven systems and strategies that have been shown to work.
A well-developed fundraising plan doesn’t rely on gimmicks or luck. Instead, it builds long-term relationships with donors, engages them consistently, and communicates the value of their contributions. The most successful nonprofits are those that can inspire donors to give regularly, year after year, not just in a one-off viral moment.
The 3 Key Levers of Fundraising Growth: Grow, Keep, Add
At the core of the Bragdons’ approach is a simple formula for fundraising growth that applies to any nonprofit: Grow, Keep, Add. These three levers provide a clear framework for nonprofit leaders to focus their efforts and scale their revenue.
- Grow: Inspiring Existing Donors to Give More
The first lever is growth. To achieve sustainable success, your organization must have a system in place to encourage your existing donors to give more. These are individuals who are already committed to your mission—they believe in what you do. But many nonprofits fail to inspire these donors to increase their contributions over time.
A compelling pitch or high-stakes presentation can show donors the tangible impact of giving more. The key is to connect their increased donation to the potential for greater impact. For example, “With your additional support, we can build three new wells this year instead of one, providing clean water to hundreds more families.” By casting a vision for how their increased giving can lead to greater results, you can motivate your donors to give more generously.
- Keep: Building Donor Retention and Loyalty
The second lever is keeping donors engaged. Donor retention is one of the most overlooked aspects of fundraising. In many cases, nonprofits spend so much time and effort acquiring new donors that they forget to take care of the ones they already have. This creates what the Bragdons call a “treadmill effect,” where new donors are constantly being brought in, but an equal number are walking out the back door.
The average nonprofit loses 50% of its donors every year, which means that half of your fundraising efforts are spent just trying to stay in place. By focusing on donor retention and loyalty, you can create a base of support that grows year after year. One of the best ways to retain donors is by fostering a sense of partnership. Donors who feel connected to the mission and see their impact are far more likely to stay engaged.
One way to increase retention is by recognizing and appreciating your donors frequently. This can be as simple as sending personalized thank-you notes, providing regular updates on how their donation is making a difference, and involving them in special events or programs. The goal is to create a sense of belonging, so your donors feel that they are an integral part of your mission.
- Add: Attracting New Donors
The third lever is adding new donors. While keeping and growing existing donors is essential, you’ll also need to continually bring in new supporters to replace those who naturally drop off over time. However, adding new donors should not be the primary focus. It’s the last step in the process because, without solid retention and growth strategies, adding new donors will simply add more to the treadmill.
To attract new donors, the Bragdons recommend leveraging referrals and warm leads. When your existing supporters are passionate about your cause, they can be your greatest advocates. Encourage them to share their stories with friends, family, and colleagues, and create easy ways for them to refer new donors to your organization. In addition, cultivating relationships with high-net-worth individuals or corporate sponsors can bring in new sources of support.
Putting It All Together: A Virtuous Cycle
When combined, the “Grow, Keep, Add” formula creates a virtuous cycle for fundraising. As you grow existing donors, retain them year after year, and continually add new supporters, your base of funding steadily expands. Over time, this leads to sustainable growth, allowing your organization to scale its impact without relying on one-off campaigns or viral moments.
The Final Takeaway
The Bragdons’ approach to seven-figure fundraising is both simple and powerful. By focusing on clear, proven strategies rather than chasing trends or hoping for viral success, nonprofit organizations can build sustainable revenue streams that allow them to grow and thrive. The “Grow, Keep, Add” formula is a practical framework that any nonprofit can apply to unlock seven-figure fundraising success.
Ultimately, great fundraising isn’t about luck or being in the right place at the right time. It’s about discipline, clarity, and executing a solid plan that inspires donors to invest in your mission.
