Raising Money in Competitive Markets: How to Break Fundraising Records Against All Odds

Fundraising is both an art and a system—and succeeding in competitive markets requires an entirely different level of strategy and discipline. I’ve spent my career raising money in environments where donors were already approached by multiple universities, pro teams, nonprofits, and community organizations. Yet we still set fundraising records.

Here is what I’ve learned:

1. Donors Don’t Give to Budgets—They Give to Purpose

People need to feel that their investment changes something meaningful. Whether it’s scholarships, facilities, academic support, or competitive opportunities, donors give when they see how their partnership directly elevates student-athletes.

2. In Crowded Markets, Relationship Velocity Matters

If donors receive 20 calls a month, you can’t be interaction #21. You must create memorable, authentic, relationship-centric touches that build emotional loyalty—not transactional asks.

3. You Must Lead With Clarity and Confidence

Donors support leaders who articulate a clear plan, clear needs, and clear results. I always present a “roadmap of impact” that donors can see, touch, and believe in.

4. Competition Is Not the Enemy—Indifference Is

You rarely lose a donor to another institution. You lose donors when they don’t feel valued. I work hard to make sure donors know the impact of their investment and the appreciation of our department.

5. Small Markets Produce Big Donors When You Build Belief

Some of the most transformational gifts in my career came from people who had never made a large gift before. When donors believe in your vision, they stretch, and they stretch boldly.

Record-breaking fundraising doesn’t come from wealthier markets.
It comes from disciplined leadership, authentic engagement, and a vision donors are proud to champion.