The best fundraising relationships rarely begin with an ask.

They begin with listening: understanding what a community values, communicating where
an organization is headed, and finding the intersection between a potential partner’s interests and the mission.

A new white paper from the Sanford Institute of Philanthropy explores what this relationship-driven approach looks like in one of philanthropy’s most complex environments: K–12 public education.

Jhone Ebert, Superintendent of Clark County School District; Richard Carranza, former superintendent of San Francisco Unified School District and Houston Independent School District; and Jarrett Ransom, Strategic Advisor & Senior Trainer for the Sanford Institute of Philanthropy, share lessons from decades of building relationships among schools, businesses, foundations, and communities.

Their experiences illustrate principles that extend well beyond education:

• Start before the ask. Relationships built before an immediate funding need arises can become invaluable when opportunities emerge.
• Seek support, not simply funding. Partners can bring expertise, relationships, volunteers, advocacy, access, and other resources alongside financial investment.
• Find the intersection. Understand what matters most to potential partners and identify where those interests align with your mission.
• Be specific. Clearly defined challenges and tangible opportunities provide meaningful ways for partners to engage.
• Know your audience. The underlying opportunity may stay the same, but effective communication reflects what matters to each audience.
• Steward the relationship. Securing an investment is only the beginning. Ongoing communication, accountability, measurement, and execution help build lasting trust.

These lessons reflect the Cause Selling approach taught by the Sanford Institute of Philanthropy: fundraising grounded in authentic relationships and a deep understanding of the people and organizations whose support can advance a cause.

In Clark County, that approach transformed an early conversation about STEM opportunities with Toyota Financial Services into a $6 million, three-year investment. In Houston, a relationship Richard Carranza built years earlier with Salesforce founder Marc Benioff resulted in a $1 million commitment arriving within hours of Hurricane Harvey, not because an ask was made in that moment, but because the relationship had already been established.

For organizations seeking to move beyond transactional fundraising, these examples demonstrate the power of building relationships before support is needed.