The philanthropic landscape feels different this time. Between recession talks, government funding cuts, and massive industry layoffs, even the most seasoned fundraisers are feeling the pressure. But instead of panicking, it’s time to get brutally honest about where we stand.
The Pipeline Assessment That Changes Everything
When uncertainty hits, financial clarity becomes your lifeline. I’m talking about a comprehensive donor pipeline assessment that answers four critical questions for every single funder in your database:
- Can we make an ask this year? Not every relationship is ready for solicitation, and that’s okay.
- When will we ask and potentially receive funding? Timeline matters more than ever when cash flow is tight.
- How much will we request? Be specific, not aspirational.
- What’s the likelihood of success? Base this on relationship strength, not wishful thinking.
This exercise allows you to face reality before reality forces your hand. You might discover you have a bigger funding gap than expected, or you might find hidden opportunities you’ve been overlooking.
The Three Scenarios That Guide Smart Decisions
Once you’ve assessed your pipeline, create three funding scenarios: worst case, expected case, and best case. I understand that some people might find this to be pessimistic, alarming even. But it’s just strategic preparation. And financial preparation is the charge of fundraisers. Each scenario should include specific actions you’ll take and decisions you’ll make.
Your worst-case scenario helps you identify your absolute minimum needs and forces you to think about difficult but necessary choices. Your expected case becomes your working plan. Your best case? That’s where you identify stretch opportunities and ambitious goals.
Why This Matters Now More Than Ever
Organizations that survive uncertain times aren’t the ones with the biggest endowments or the most connections. They’re the ones that see clearly, plan strategically, and act decisively. A strong pipeline assessment gives you the foundation to do all three.
The uncomfortable truth is that some organizations will thrive during this period while others struggle. The difference isn’t luck—it’s preparation. Start with understanding exactly where your funding stands, and you’ll be equipped to navigate whatever comes next.
