Make no mistake: we’re fundraising in a hostile environment. The US administration has been a disaster for American nonprofits. Executive orders are flying. Federal funding is being slashed. Programs we’ve relied on for decades are disappearing overnight.
Civil rights protections? Under attack.
DEI initiatives? Being dismantled.
The social safety net? Full of holes.
And nonprofits? Expected to pick up the pieces with fewer resources and more need than ever before.
So yeah. 2026 is going to be rough.
But here’s what I know about you:
You didn’t get into this work because it was easy. You got into it because you care. Because your mission matters. Because the people you serve can’t wait for things to get better.
And because of that? You’re going to make it through this year. Not just survive it, but thrive. Here’s how.
Stop Chasing Shiny Objects (Especially AI)
If you’ve been to a fundraising conference lately or any one of the gazillion “free” webinars, you’ve heard the pitch:
“AI will revolutionize your donor communications!”
“ChatGPT can write your appeals!”
“Automate everything and watch the money roll in!”
Let me be very clear: This is garbage.
AI cannot — and should not — replace the human connection at the heart of fundraising.
Your donors don’t want to feel like they’re being processed by a robot. They want to know that YOU see them. That their gift matters to an actual human being. That they’re part of something real.
Sure, AI can help with research. It might save you some time on administrative tasks. But the moment you let it replace genuine human connection? You’ve lost.
To say nothing of the serious ethical concerns. I’m frankly flummoxed at how readily our sector seems to have embraced AI. It perpetuates the racist, misogynistic biases inherent in tech. It makes stuff up and presents it as fact.
And most importantly: it has no soul.
Your donors can tell the difference between something written by a person who cares and something spit out by a machine. Every single time. Don’t let the tech bros tell you otherwise.
Double Down on What Actually Works
Want to know what’s going to fund your mission in 2026?
The same things that have always worked:
Solid, inspiring, consistent donor communications.
Your donors need to hear from you. Regularly. With real stories about real impact.
Not statistics. Not program descriptions. Not boring organizational updates (I am seriously NOT interested in your newest board member). Stories that touch their heart and give them hope.
Stories about the single mom who finally has safe housing. The kid who learned to read. The veteran who got the help he desperately needed.
Stories that show donors they’re not just giving money. They’re changing lives.
This means:
- Regular newsletters (yes, PRINT newsletters — more on that in a second)
- Thank you letters that actually say thank you
- Impact reports that focus on people, not numbers
- Appeals that ask clearly and compellingly
And here’s the secret: you need to do this consistently.
Not when you remember. Not when you have time. Not when you’re in crisis mode.
All. Year. Long.
Direct Mail Is Still Your Secret Weapon
I can already hear the groaning.
“Pamela, nobody reads mail anymore!”
“Everyone’s gone digital!”
“Direct mail is dead!”
Wrong. Wrong. Wrong.
Here’s a fact that won’t change in 2026: roughly 70% of charitable giving comes from people born before 1960.
These donors grew up with mail. They trust mail. They RESPOND to mail. And they’re still funding most of your programs.
Yes, you need digital. Yes, younger donors matter. Yes, email is important. But if you cut direct mail to “save money,” you’re cutting off your nose to spite your face.
Well executed print donor newsletters can raise as much money as an appeal. Sometimes more.
A well-crafted direct mail appeal, sent to the right people at the right time, will outperform almost any digital campaign.
Direct mail has a “sticky” quality that email can never touch. It sits on the kitchen counter. It gets opened days later. It gets passed to a spouse, a son or daughter.
It works.
Ask any “old-time” fundraising professional and they’ll tell you about the $1,000 check that arrived in an envelope coded from a 20 year old mailing.
So keep mailing. Keep telling stories. Keep asking.
Your donors are waiting.
You Cannot Do This Alone
Here’s an uncomfortable truth: most nonprofits are chronically understaffed in fundraising.
You’ve got one person trying to do the work of three. Maybe you’re the Executive Director and fundraising is just “one more thing” on your plate.
This has to stop. If you’re serious about funding your mission, you need to invest in fundraising staff.
Real people. With adequate pay. Who can focus on building donor relationships instead of scrambling to put out fires.
I know money is tight. I know budgets are stretched.
But here’s what’s more expensive than hiring fundraising staff: not having the money to run your programs.
If you truly can’t hire, then outsource. Bring in consultants. Get help with your donor communications.
Consider hiring a fractional fundraising expert. The long-term future of your funding depends on it.
The National Council of Nonprofits Has Your Back
You’re not alone in navigating this mess.
The National Council of Nonprofits has been tracking the impact of recent executive orders and policy changes on our sector. They’re providing resources, guidance, and advocacy.
They’re fighting for us in Washington while we’re fighting for our communities at home.
If you’re not already connected with them, visit councilofnonprofits.org to learn how recent executive orders are affecting nonprofits and what you can do about it.
Consider supporting their work. We need strong national advocacy now more than ever.
Because while we’re focused on our individual organizations, someone needs to be fighting for the sector as a whole. That’s them.
Make 2026 the Year of Gratitude
Here’s what will set you apart in 2026:
Radical, over-the-top, completely genuine gratitude.
Your donors are giving in uncertain times. They’re worried about the economy, the political climate, their own futures.
And they’re still choosing to support your mission.
That deserves more than a form letter.
It deserves a phone call. A handwritten note. A personal video. A newsletter that celebrates their impact.
It deserves you showing up as a real human being and saying: “Thank you. You matter. We couldn’t do this without you.”
Most nonprofits send one thank you letter and move on. Don’t be most nonprofits. Make gratitude your superpower.
Thank donors fast. Thank them well. Thank them often.
My friend Lisa Sargent is a master at this. She’s taught thousands of fundraisers how to write thank you letters that build real relationships. I’m giving you free access to her training: Lessons from #MotivateMonday: The Launch of Thank-ology.
Watch it. Apply it. Your retention rates will thank you. Because grateful donors stick around. They give again. They give more. They become monthly donors. They leave you in their wills.
Gratitude isn’t soft. It’s magic. What’s more, it’s strategic.
And in 2026, it might be the most important thing you do.
Keep It Human. Keep It Real.
As we head into this challenging year, remember this:
The best fundraising has always come from the heart, not the head.
Your donors don’t need fancy technology or slick marketing or AI-generated content.
They need YOU.
Your authentic voice. Your genuine passion. Your real stories.
They need to feel connected to something bigger than themselves. And you’re the bridge that makes that connection possible.
So yes, 2026 is going to be hard.
The administration is hostile. Resources are tight. The needs are overwhelming. But your mission still matters. Your donors still care.
And you have everything you need to fund your work:
- A plan. A story. A commitment to showing up for your donors every single day.
- Focus on the fundamentals. Tune out the noise. Keep your donors close.
- Make a plan. Work your plan.
And remember: you’re not in this alone.
We’re all in it together. Now let’s get to work.
Download your free 2026 Fundraising Calendar and Planning Guide at The Fundraising Calendar. Because the best way to navigate uncertain times is with a solid plan and the fundamentals that never fail.
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I can’t wait to meet with you personally.