Frontline Fundraising Tip: Stand in that Line

By: Connie Lewin, Founder and Principal Consultant

A few weeks ago, I went to a local “Meet the Funders” event packed with nonprofit leaders looking for ways to make fundraising feel less like a black box and more like a real relationship. After the panel, everyone was invited to meet each funder, and the room quickly turned into long lines of leaders practicing their 60‑second pitch.

The Executive Director sitting next to me had her eye on one particular funder. She wasn’t trying to “sell” them; she genuinely wanted to understand their priorities and whether her organization was a good fit. As the line grew longer, her enthusiasm waned, and she asked me, “Is it worth standing in line?"

I said, “Yes, even if you only get one minute. This is your chance to make a real connection. You can always follow up later.”

She joined that line. Fifteen minutes later, she came back, relieved and energized. She had introduced herself, shared her mission, and, most importantly, got clarity on how that funder thinks about impact.

Will that brief interaction automatically result in a gift or a grant? Maybe, maybe not. But this is the heart of frontline fundraising: building a relationship, not just submitting an application into a void.

For many fundraisers, the pain point is clear:

• You’re tired of feeling like you’re shouting into the abyss of online portals and generic emails.

• You rarely get honest feedback or dialogue about fit, timing, or priorities.

• You know your work is powerful, but you’re not sure funders ever really see you or your community.

Here’s the reframe: you are not just “asking for money.” You bring what funders are actively looking for—

• Deep expertise on the issues.

• Real proximity to the community.

• The ability to turn dollars into meaningful, measurable change.

The right donor or funder isn’t just seeking outcomes; they’re looking for partners in the work. When you show up face‑to‑face—at events, site visits, or even a quick coffee—you close the distance between “anonymous applicant” and “trusted partner.”

At Lewin Philanthropy Advisors, my work is to help Executive Directors and Development Directors close that distance on purpose, not by chance. That means:

• Identifying donors and funders whose values genuinely align with your mission,

• Coaching you through what to say and ask in each interaction, so donors experience a real relationship with your work,

• And building the trust that turns initial interest into sustained, unrestricted investment.

Frontline fundraising isn’t about being the loudest voice; it’s about being the most connected. The takeaway is simple: sometimes it starts with deciding to stand in the line.