“Ben and I saying it doesn’t make it easy. It will remain hard. But honestly, if you feel the odds are against you in your job, there are many things you could do that help you succeed in spite of those odds.”
How do you beat tough odds in fundraising? For many fundraisers, the odds are now tougher than ever. Whether it’s because your cause is less popular, or your charity is small or less well-known… There are many reasons you may feel like an underdog.
Interestingly, some charities do secure valuable gifts, partnerships and grants, in spite of big disadvantages. Clearly this fact does not make life fair or make fundraising easy. But it means that if we seek them, we can find valuable insights.
Having studied dozens of examples, in this episode Rob reveals two strategies that successful ‘underdog charities’ use when they succeed against difficult odds. In discussion with fellow Bright Spot trainer Ben Swart, he uses examples to show how these techniques can help you slay your own fundraising dragons.
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Episode overview
Introducing Ben Swart and the Underdog Challenge (00:01:19)
Rob welcomes Ben and they discuss the ongoing challenge of fundraisers feeling as though the odds are stacked against them.
Patterns of Underdog Success (00:03:38)
Rob shares his fascination with underdog charities that achieve fundraising success against the odds, and outlines his research into their strategies.
David and Goliath Story Reframed (00:04:23)
The biblical story of David and Goliath is discussed, including Malcolm Gladwell’s reinterpretation and its relevance for underdog charities.
The Power of the Sling: Underdog Strengths (00:07:31)
Rob details how David’s use of the sling was a strategic advantage, highlighting that success is not just about luck or pluck.
Translating Underdog Lessons to Fundraising (00:10:47)
Ben asks how these underdog lessons can be applied to charity fundraising; Rob introduces two key strategies for success.
Full Court Press: Doing the Hard Things (00:11:31)
Rob explains the “full court press” approach—doing what others avoid, such as making proactive phone calls to your charities’ donors.
Examples of Proactive Fundraising (00:13:59)
Rob and Ben share real-life examples of fundraisers who achieved outstanding results by making calls and building strong relationships.
Case Study: Refuge and Corporate Partnerships (00:19:26)
A discussion of Refuge’s success in securing corporate partnerships, referencing previous podcast episodes and research into underfunded causes.
Refuge’s Pitch Strategy and Lived Experience (00:20:31)
Ben describes how Refuge’s team refined their pitch and how they involved someone with lived experience early in the process.
The Energising Effect of Bold Moves (00:25:49)
Rob highlights how making bold, unconventional moves can energise fundraisers and transform outcomes.
Switchboard’s Podcast Solution (00:27:11)
Rob shares how Switchboard used a podcast to attract volunteers and advance its mission, demonstrating creative problem-solving.
Final Advice for Underdog Fundraisers (00:29:17)
Rob offers practical advice: prioritise valuable, relationship-building tasks early in the day to improve your fundraising odds.
Further Resources
Fundraising Bright Spots episode 138: Doing things differently with Ben Akers
Fundraising Bright Spots episode 140: Fundraising for unpopular causes with Sarah Jane O’neil
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