Why Most Campaign Fundraising Strategies Are Failing (and How to Fix Yours)

Fundraising is part of every campaign but it can be quite challenging. Too often, campaigns sabotage their own success by burning through donors, ignoring genuine engagement, and relying on ineffective or outdated tactics. Recently, I sat down with Justin Nudo, president of E3N Strategies, on my podcast The Art of Campaigns, where we tackled the realities of modern fundraising.... and what you can do to avoid some of the more common mistakes.

 

 

The Real Problem: Donor Burnout and Trust

Have you noticed it getting tougher to reconnect with donors cycle after cycle? You're not alone. Many campaigns exhaust donors by constantly asking for contributions without genuinely engaging with them. As Justin put it bluntly, many fundraisers treat donors as "an easy quick dollar," neglecting the essential human connection.

Moreover, unethical practices like pre-checked recurring donation boxes and aggressive re-solicitations are tempting quick fixes, but these tactics undermine long-term donor trust and can lead to resentment and diminishing returns.

Your Donors Are People, Not ATMs

Justin emphasized that effective small-dollar fundraising means understanding what genuinely motivates donors and what issues resonate with them. True engagement (such as personal calls, meaningful conversations, and targeted outreach) builds lasting relationships rather than transient transactions.

PACs, IEs, and Building Real Relationships

Yes, Independent Expenditure Committees and PACs primarily benefit campaigns with existing networks. But Justin shared that even first-time candidates can access PAC support by aligning objectives clearly and building genuine relationships. Understanding and articulating how your campaign connects with PAC interests can unlock significant funding.

Navigating Union Relationships

Building rapport with unions can dramatically bolster your campaign, but the dynamics between union leadership and their membership can be complex. Justin advises understanding this internal landscape and planning strategically, as sometimes membership sentiment differs from leadership decisions.

The Secret Weapon: Donor Modeling

Campaigns often overlook data-driven strategies. Justin highlighted the power of modeling donor data, matching your candidate’s profile with the historical interests of donors. This approach allows targeted outreach, significantly improving fundraising efficiency by identifying high-potential supporters based on proven interests.

Good Fundraisers Are Rare... and Important!

Fundraising isn’t merely about making calls. It requires analytical skills, emotional intelligence, psychological insight, and sociability. Justin emphasized this unique skill combination makes proficient fundraisers rare but incredibly valuable. Prioritize finding, training, and retaining these talented individuals.

Making Call Time Work (Without Losing Your Mind)

Candidates universally dread call time. Rejection is emotionally taxing, but Justin shared practical advice: depersonalize the process. Frame fundraising as procedural rather than personal, focusing on numbers, not emotions. This mindset shift helps sustain candidate morale and enhances effectiveness.

The Host Committee

Small-dollar events aren’t automatically successful; their effectiveness hinges entirely on a proactive and committed host committee. Ensure your hosts actively leverage their networks, introducing new donors rather than exhausting your existing pool.

Multi-Channel Contact Strategies

Call response rates are declining, but Justin identified a solution: integrate warm introductions through texts, emails, or social media messages before calls. Building familiarity first significantly boosts engagement rates when the candidate ultimately reaches out personally.

I've Seen Campaigns Win and Lose Because of This

The truth is, fundraising tactics define campaign trajectories. Justin and I both have seen campaigns rise or fall based on these strategies. If you're struggling, revisit your approach: respect your donors, build genuine connections, leverage data strategically, and prioritize effective team members.

Campaign fundraising is fundamentally about human relationships. Get this right, and your campaign can thrive. Neglect it, and you’re risking far more than your next quarterly report.

Caitlin Huxley hosts The Art of Campaigns podcast, exploring proven strategies for successful campaigns with industry-leading experts.