20 for 20 – 20 Fundraising Lessons for 20 Years

This year, we have reason to celebrate.

In 2026, AC Fitzgerald marks 20 years of working alongside nonprofits committed to strengthening civil society, protecting freedom, and advancing philanthropy.

Over the past two decades, the nonprofit sector has weathered economic booms and downturns, a global pandemic, heightened political polarization, and rapid cultural change. Through it all, one constant has endured: individuals and private foundations continue to give generously when they believe in the mission, trust the leadership, and see their values reflected in the work.

At AC Fitzgerald, our role has never been to chase trends for their own sake. It has been to help organizations interpret a changing landscape, build durable fundraising systems, and cultivate donor relationships rooted in trust, clarity, and purpose.

As we begin this anniversary year, I want to share 20 hard-won fundraising lessons from the past 20 years—lessons shaped not by theory, but by real organizations, real donors, and real challenges.

1. There are more than enough philanthropic dollars to support your cause.
2. Fundraising is built on trust and relationships—not magical lists of billionaires.
   Sustainable philanthropy is earned one relationship at a time. Lists don’t give; people do.
3. The next challenge is always unknown and always closer than you think. Be ready to pivot. Resilient organizations build flexibility into their plans before a crisis forces it.
4. A compelling case for support creates inspired giving. Explain the “why” of your work before the “what”.
5. Set high expectations for board member involvement.
6. Don’t take donors for granted. No one owes you a gift.
7. Optimism matters—but discipline and persistence matter more. Hope without strategy is naiive. Persistence without adjustment is wasteful.
8. Invest in acquisition. If you are not growing your donor base, you are shrinking.
9. Acquisition programs are a waste of money if you don’t have retention. Aim for superb stewardship.
10. Invest in the infrastructure that will optimize your team’s abilities.
11. Take care of your team, and yourself. Reassess your work if people are burning out.
12. Don’t assume every other organization has it all figured out. Most nonprofits are improvising. The strongest ones build systems that work even when leadership changes.
13. Keep your sense of humor—it’s a leadership skill, not a luxury. Perspective and humility go a long way when the pressure is high and the stakes are real.
14. Work with urgency but take the long view. This is a marathon, not a sprint.
15. Have an abundancy mindset. There is no fixed pie for philanthropy.
16. You can earn an “A” in fundraising, but you can never attain 100%. There is always more that can be done. Strive for consistency and progress.
17. Build authentic but purposeful relationships for the long haul.
18. Develop an attitude of gratitude at your organization.
19. Donor intent is sacred. Honor it—or risk everything.
20. Thank your mentors. We all stand on the shoulders of giants.

Twenty years in, one thing is clear: fundraising is not about formulas or shortcuts. It is about leadership, clarity, discipline, and respect—for donors, for mission, and for the long view.

The next decade will bring new tools, new pressures, and new expectations from donors who are more discerning than ever. But the fundamentals will not change. Organizations that tell the truth about their work, honor donor intent, invest in relationships, and build for sustainability will continue to thrive.

We are deeply grateful to the clients, partners, and mentors who have trusted us over the past 20 years. As we look ahead, we remain committed to helping nonprofits build institutions worthy of the causes they serve—and worthy of the donors who make their work possible.

Here’s to the next chapter.