Nonprofit Revenue Growth: What does it take to grow from $2M to $10M annually?
I typically have lots of calls with nonprofit leaders at the end of the calendar year. This past year was at an all time high. Makes sense. You're thinking about climbing that revenue hill again and want to know what it looks like if I was at your side for those 12 months training you, your staff, and your board.
Well, I had an interesting day this past year during these calls. I had two potential client conversations scheduled on the same day.
There were a lot of similarities between the two nonprofits:
👥 Both leaders were running similar sized organizations.
👥 Both knew they needed more unrestricted revenue for general-operating expenses.
👥 Both had reached out because they are experts in something other than fundraising.
👥 Both suspect their development teams and boards might be leaving money on the table.
But, here's where the similarities stopped . . .
I asked . . . What are your growth plans? How much money do you need?
Organization A knew the answer immediately. She stated "I want to be raising $10M annually. We have a goal to reach millions more girls through STEM education in the next few years and we need to grow from $2M to $10M to do it." Boom. It' not every day I hear that question answered from an abundant mindset perspective. I was thrilled because I can give her the step-by-step path for her, her board, and her team to 5X.
Organization B hemmed and hawed. They struggled to answer the question. They couldn't allow themselves to think about what that growth number would even be. Eventually, the number they gave me was around 5% more than they are raising now. In reply, I asked if they raised 10% or even 20% more each year, could they use it? Would it benefit their mission? "Yes, of course, but we've not had that track record and I just don't know how we'd have the time to invest in shifting that much." The answer was rooted in a very conservative approach and scarcity mindset.
Here's the thing:
👥 Both have amazing missions worthy of millions more each year.
👥 Both deserve more funding so they can invest in their infrastructure, systems, and overhead (to then, grow programs)
👥 Both need a step-by-step plan that makes growth realistic, practical, and achievable.
👥 Both hired me to do just that :)
I have zero doubt Organization A will reach $10M annually and ahead of schedule. We're already seeing results. Organization B can too. But, first they'll will need to make a significant mindset shift, planning shift, and budgeting shift.
That's where we started in January.
I'll say it time and time again. Your nonprofit's revenue growth has WAY LESS to do with your fundraising activities and WAY MORE to do with your comfort level and mindset around investing, spending, learning, and challenging the status quo.
Lean into it. There's never been a better time.
Whenever you’re ready, here are THREE things you can do next:
👣 Follow me on LinkedIn where I share the same lessons I teach my clients about attracting larger gen-ops dollars so they can scale.
🍎 Read my GUIDE! THE TRUTH ABOUT GIVE/GETS :: Top 5 Reasons Your Board’s Give/Get Is Leaving Thousands (Sometimes Millions) on the Table. See how limiting board members to the Give/Get model keeps your staff from reaching their full fundraising potential. Here to get it.
📈 Work with me to fund your organization’s Strategic Plan and scale your budget by 2 - 5X // If you’re a business-minded CEO already raising MILLIONS but still need more general-operating revenue to invest in growth, you can apply to work with me here.
