Culture of Philanthropy Archives - Fundraising Academy

Back to Blog

The Power of the Pivot: Honoring the Past and Shaping the Future of Black Philanthropy

August 6, 2026

By Lisa J. Baxter

Black philanthropy is, and always has been, powerful and ahead of its time. Structured by ancestral lineage, rooted in spirituality, and steeped in community, it is fueled by the intrinsic belief that we are one another’s keepers. As we celebrate Black Philanthropy Month, we pay homage to our history, honor our achievements, and prepare for the urgent work ahead.

As leaders, we choose every day to show up for our organizations. That choice becomes daily practice, and that discipline is serving the greater good, especially in times of deep uncertainty. My mother used to say, “Where there’s a will, there’s a way.” That will is exactly why Black philanthropy blooms wherever it is cultivated. It holistically addresses the community’s needs beyond the monetary. It develops and empowers future generations, reminding the world that this work is long-standing, born from the historical exclusion of Black communities. This is not just fundraising; it is social justice, community organizing, and true transformation. It is a raising of consciousness about the systems that African Americans have built to propel mutual caring and generosity.

5 Black Philanthropy-Inspired Change Strategies

The strategies for navigating change from this month’s Black Philanthropy fireside chat beautifully align with the Cause Selling Cycle :

1. Lead with Purpose During Times of Change

The leadership required of us today is anchored in purpose, trust, and self-determination. In shifting times, your strategic approach matters. Every decision must prioritize the success of the collective community, mission integrity, core values, and anticipated impact.

2. Build Authentic Relationships That Endure

Authentic, trust-based relationships are the bedrock of organizational success, echoing Phase Two of the Cause Selling Cycle. True community requires sacrifice, time, patience, and intentionality. Embracing this process is the difference between settling for transactional exchanges and cultivating transformational partnerships.

3. Embrace Innovation While Honoring Traditions

In an era of global shifts and rapid AI advancement, philanthropy remains in constant flux. True innovation in the Black community rarely means abandoning our roots; it is a brilliant reframing of how we honor tradition while seizing emerging opportunities. Balancing calculated risks with modern solutions will continue to elevate our work.

4. Develop and Empower Future Leaders

Developing and empowering future generations ensures our rich history of giving continues without interruption. Organizations like the Association of Fundraising Professionals of Greater Los Angeles (AFP-GLAC) provide vital blueprints through mentorship and fellowship programs. These initiatives build sustainable pathways for professional growth and long-term organizational resilience.

5. Advance Collective Impact Through Collaboration

Leveraging shared resources and locking arms allows us to dismantle heavy, systemic barriers while uplifting the community. We cannot operate in silos. We are, and always will be better together.

Reflection Question: Strategies are only as good as the actions they inspire. How will these insights call you to take action?

Where We’ve Been: A Legacy of Will

Our history is rich with centuries-old traditions of mutual aid and community resilience, evidenced by powerful institutional and grassroots milestones:
- The Smithsonian Institution: The National Museum of African American History and Culture raised over $400 million, largely driven by Black donors and first-time philanthropists. This historic feat permanently shattered the myth of donor apathy, showcasing the immense power of organized giving.
- Women-Led Grassroots Funds: Innovative models across California, such as the Black Equity Fund at the Inland Empire Community Foundation, are rewriting the rules of philanthropy. By placing grantmaking authority directly into the hands of community members, they ensure funding aligns precisely with real-time needs.
What We’ve Accomplished: Generosity as a Metric

African Americans historically give a higher percentage of their discretionary income to charity than any other racial or ethnic group:
- The Lilly Family School of Philanthropy: Their Everyday Donors of Color report series analyzed giving trends and verified that African Americans dedicate a larger percentage of their income to charity than other ethnic groups, with high rates of support for congregations and interpersonal community needs.
- Tides Foundation & NonProfitPRO: Data reveals that Black households give an average of 3% to 4% of their income to charitable causes, significantly outpacing the 1.5% to 3% average of other demographic groups.
Closing Thoughts: The Work Yet to Be Done

Despite clear data, Black philanthropy is often forced to constantly “prove itself,” even though its societal impact extends far beyond our own communities.

I recall serving an organization with a predominantly Black and Latino demographic. Recognizing the need for representative leadership, I proposed creating an inclusive council of local C-Suite leaders to provide fiscal support. I was met with immediate pushbacks and advised focusing elsewhere. The harmful, pervasive belief that African Americans or people of the global majority lack the means or desire to make transformational gifts is an implicit bias that still plagues the nonprofit sector.

If your organization operates with this exclusionary mindset, you are leaving money on the table and missing a sacred opportunity to build a true community. Philanthropy is not a luxury reserved for the wealthy; it flows from anyone with a heart to give and a willingness to sacrifice a greater impact.

Black philanthropy is the power of the pivot in action — the unique nimbleness to shift with the times or strategically stay steps ahead.

That is a legacy always worth celebrating.

Black Philanthropy Month Reads
- Decolonizing Wealth by Edgar Villanueva
- Madam C.J. Walker’s The Gospel of Giving Black Women Philanthropy During Jim Crow by Tyrone Mckinley Freeman
- Ready From Within: Septima Clark and the Civil Rights Movement, A First Person Narrative by Septima Poinsette Clark
- Mollie Moon and the Glamour, Money and Power Behind the Civil Rights Movement by Tanisha C. Ford
Author bio:Lisa J. Baxter is the Founder and Chief Community Builder of The Coleman-Baxter Agency, a boutique consulting firm that helps purpose-driven nonprofits and corporations tell stories that inspire action and build deep community. After a successful 19-year career in the nonprofit sector, Lisa pivoted into writing full-time and is currently working on her debut novel. She pens a weekly article on her Substack, “This Is My Time,” where she offers a candid GenX perspective on the realities of writing a first novel while navigating the shifts of midlife. You can connect with her on Instagram and LinkedIn.

References:
1. Black Philanthropy Month (BPM). 2026. https://backblackmovement.org/blackphilanthropymonth
2. Barber, A.R. (2021, December 10). Black philanthropy and a common agenda: A case study from the National Museum of African American History. The Greater Public Blog. https://greaterpublic.org/blog/black-philanthropy-and-a-common-agenda-a-case-study-from-the-national-museum-of-african-american-history-and-culture/
3. Patterson, K. (2026, February 25). What philanthropy can learn from Black women-led and community-centered funding. Candid. https://candid.org/blogs/community-centered-philanthropy-black-women-leaders/
4. Indiana University Indianapolis. (2021). Everyday donors of color: Giving trends and patterns. The Lilly Family School of Philanthropy. https://scholarworks.indianapolis.iu.edu/server/api/core/bitstreams/829fe636-91b6-4ea1-a683-e501148e2620/content
5. Caravalho, L. (2024, August 30). Debunking 3 common myths about Black philanthropy. Tides Foundation. https://www.tides.org/blog/debunking-3-common-myths-about-black-philanthropy/
6. Cole, A.L. (2023, November 28). 3 takeaways from a new report on giving trends by race. NonProfitPRO. https://www.nonprofitpro.com/article/3-takeaways-new-report-giving-trends-race/
bethtbf

August 6, 2026

blog

Black Philanthropy Month, Cause Selling Cycle, Culture of Philanthropy, Nonprofit Change Management
Back to Blog

Peer-to-Peer Fundraising: More Than Just Asking for Donations

July 14, 2026

By Jack Alotto, MA, CFRE

Peer-to-peer fundraising (P2P), also known as friend-to-friend fundraising, involves supporters raising funds by leveraging their personal networks. P2P is often used as a tool for giving days like Giving Tuesday, where supporters ask their friends and family for donations. But only focusing on donations can be shortsighted. Asking for a gift is just one way donors can increase, enhance, and strengthen revenue. They can also help you find new supporters and play a key role in encouraging them to make a gift.

That’s why it’s time to rethink your peer-to-peer fundraising strategy. Rooted in the principles of Cause Selling, this strategy invites supporters to share in your mission and the emotional connection you have to it — encouraging them to join a cause they genuinely believe in.

Why Use P2P?

Peer-to-peer fundraising thrives on respect, trust, family, friendship, mutual support, shared interests, expectations, and empathy. People are more inclined to read letters, respond to text messages, or answer phone calls from friends rather than from fundraisers. A close peer has a better chance of convincing a prospective donor to give using personal stories that evoke empathy and interest.

Beyond raising money, P2P can build your donor pipeline, deepen engagement, strengthen stewardship, and uncover new prospects. Used strategically, it can be a powerful engine for sustainable growth, not just a short-term boost.

Best Opportunities to Use P2P

Engaging donor peers is an effective method to move prospective donors through the fundraising cycle from prospecting to stewardship. Here’s how:

1. Prospecting

Start by asking major gift donors for referrals. Then, reach out to loyal donors who consistently contribute to help open doors. Asking donors or board members for introductions to potential supporters is crucial to expand your donor base and boost revenue.

2. Cultivation

Upon receiving a referral from a donor, ask the referrer about the prospect’s interests and capacity to make a contribution. Invite the donor to participate as a peer cultivator by attending meetings with the prospect.

3. Solicitation

If a donor is willing and has been trained to make a solicitation, they can be effective at making the ask. A donor who understands the mission of the organization may be effective in requesting a gift.

4. Stewardship

After receiving a gift, invite the donor to help acknowledge it, demonstrate its impact, and assist in renewing their peer’s support.

Pro Tip: Cause Selling emphasizes aligning donor interests with mission impact. Equip your peer fundraisers to share why they give — not just what your organization does. This personal story makes the ask more authentic and emotionally compelling.

Why Is P2P Important?

Networking is at the heart of effective fundraising, and your donors can be some of your best connectors. Involving them in the fundraising process not only expands your reach but also deepens their own engagement. To succeed, you’ll need to train and support donors in key areas like making introductions, participating in cultivation, and even helping with solicitations when appropriate.

Cause Selling emphasizes the importance of building relationships and aligning donor values with your mission. When donors are equipped to share their personal connection to your cause, they become powerful advocates, not just fundraisers.

Stewardship matters, too. Recognizing a donor’s role in a peer’s giving journey — whether through a thank-you note, call, or personal follow-up — reinforces their value in the process and encourages continued involvement.

Four P2P Tips to Keep in Mind
1. Be clear and concise: When asking for a referral, be respectful of their time and connections. Provide them with the information necessary about why your organization needs a donor pipeline and how they can help by making a referral.
2. Don’t hesitate: It may feel awkward for you to ask a donor or anyone (board member, volunteer) for a referral. But remember, they believe strongly in your cause and want to help. This is another way — beyond making an outright gift — that they can help your organization.
3. Keep your request reasonable: Asking for an introduction to someone in their network is fair. Avoid demanding a referral or asking on short notice. Make your referral request interesting and positive for the referrer. Always follow up with a thank you.
4. Remember your “why”: Leveraging peers extends your reach and amplifies the organization’s fundraising efforts.
Final Thoughts

Peer-to-peer fundraising provides a new opportunity to strategically engage supporters and acquire new donors. Do not hesitate to ask your donors, volunteers, and board members for introductions and referrals to their network. For those who prefer not to make a direct referral, you can ask them to share information about your mission and the work your organization does on social media.

Pro Tip: Create a toolkit with training and coaching to help volunteers succeed. Peer-to-peer fundraising expands the donor base and raises brand awareness, improving relationships with current supporters. It allows supporters to join fundraising efforts, broadening the reach and sharing the cause within their networks.

Author bio: Jack Alotto, MA, CFRE, is a trainer and consultant for Sanford Institute of Philanthropy. Reach him at jalotto@nu.edu or connect with him on LinkedIn at https://www.linkedin.com/in/jack-alotto-ma-cfre-8920526/
bethtbf

July 14, 2026

blog

Cause Selling Cycle, Culture of Philanthropy, Donor Engagement
Back to Blog

How Culture and Cause Selling Shape the Donor Journey

January 8, 2026

Written By: Jack Alotto, MA, CFRE
What is a Culture of Philanthropy?

A culture of philanthropy means everyone — board, staff, and volunteers — values relationships and fundraising, and all contribute to advancing the organization’s mission.

Fundraising and donor engagement are joint responsibilities, grounded in the principle that philanthropy is about building relationships and involves every staff member, not just the development team.

A true philanthropic culture prioritizes lasting relationships, gratitude, and alignment with the mission, encouraging generosity and shared purpose throughout the organization.

Two Key Elements of a Philanthropic Culture

Fundraising is not simply a function within the organization; it’s viewed as a central aspect of the organization’s mission. The commitment to fundraising permeates every level of the organization, reflecting its importance in sustaining and advancing the institution’s goals.

Gratitude

Gratitude is deeply embedded in the organization’s culture, extending far beyond the traditional thank-you notes. Appreciation is expressed consistently across all communications with donors, making it an integral part of the organization’s identity. This ongoing demonstration of gratitude ensures that donors feel valued and recognized for their contributions.

The organization honors its donors through genuine expressions of gratitude, meaningful recognition, and the sharing of impact stories. By highlighting the tangible effects of donors’ support, the organization fosters an environment that is welcoming and inclusive. This atmosphere encourages donors to continue their support and become repeat contributors.

Leadership

Leadership plays a pivotal role in modeling a culture of philanthropy. Leaders who actively participate in donor engagement and relationship-building efforts set the tone for the rest of the organization. Their involvement underscores the importance of philanthropy and reinforces the organization’s commitment to cultivating strong, lasting connections with donors.

How is a Culture of Philanthropy Embedded in the Donor Journey?

A culture of philanthropy transforms the donor journey from a series of fundraising tactics into a relationship-driven experience. It helps donors feel like partners in impact — deepening trust, increasing retention, and ultimately strengthening the sustainability of the organization.

Within the context of the Cause Selling Cycle, the donor journey unfolds through several interconnected stages:
- Prospecting: The journey begins with the identification of individuals who may be interested in supporting the organization. A culture of philanthropy is enhanced when everyone is encouraged to suggest individuals who may be aligned with the organization’s mission, vision, and values. In organizations where boards, staff, and volunteers are invested in the mission, they can introduce you to high-value contacts in their networks. When asked, they may join you on the first visit with that new prospect.
In my own career, donor acquisition is often supported by board members, major gift donors, and volunteers identifying individuals in their networks who may share the organization’s mission, vision, and values. When boards, staff and volunteers are deeply invested in the mission, they become enthusiastic ambassadors who can introduce high-value contacts to the organization.

Empowering boards, staff and volunteers as mission-driven ambassadors of your work is a passionate extension of their belief in your mission and involvement with your organization.
- Discovery: After prospects are identified, meetings are held to establish initial contact and begin building relationships. During these meetings, it is essential to understand and uncover the needs, interests, values, and motivations of each prospect. Donor discovery, in a culture of philanthropy, is a shared responsibility that treats donors as valued partners.
- Presentation: The organization then shares its mission and cause, aligning its values and goals with those of the prospective donor. It is during this stage that we uncover and respond to any objections. During this stage, a philanthropic culture values the donor as a partner in impact, leading to communications that prioritize storytelling, gratitude, and results.
- The Ask: Once a meaningful connection is established, a request for support is made. A philanthropic culture creates an environment beyond transactional fundraising, building a community where everyone feels ownership and understands giving as central to advancing the organization’s mission and work.
- Stewardship: After a gift has been received, the organization ensures excellent stewardship by maintaining ongoing communication and appreciation for the donor’s contribution. A culture of philanthropy encourages personalized recognition, invitations to deeper involvement, and ongoing support for staff and board members to ensure effective relationship building and donor engagement.
Every stage of the donor journey in the Cause Selling Cycle focuses on relationship-building. This lays the foundation for a strong culture of philanthropy, which is instrumental in driving organizational achievements and furthering the overall mission. When philanthropy is embedded across the organization, donors feel valued, understood, and connected to the mission at every stage.

Key Takeaways

A strong culture of philanthropy strengthens organizations by boosting employee engagement, improving recruitment and retention, and enhancing financial performance, trust, and resilience. Staff, board members, and volunteers become active champions of the mission, leading to stronger fundraising outcomes such as higher donor retention, increased giving, and growth in major gifts. By breaking down silos, fostering shared responsibility and leadership engagement, and integrating the Cause Selling Cycle, nonprofits can create lasting donor relationships and a greater impact.

Try Our Free Intro Course!

FUN600 introduces Cause Selling fundamentals and core fundraising skills to help you start building a strong culture of philanthropy at your organization. Use code JAN26INTRO by December 31, 2026, to enroll at no cost! To learn more about the Cause Selling Cycle, sign up for our no-cost Online Learning Portal.

Author Bio: Jack Alotto, MA, CFRE is a trainer and consultant for Fundraising Academy at National University. Reach him at jalotto@nu.edu or connect with him on LinkedIn at https://www.linkedin.com/in/jack-alotto-ma-cfre-8920526/
bethtbf

January 8, 2026

blog

Cause Selling Cycle, Culture of Philanthropy, Fundraising, Stewardship

The Power of the Pivot: Honoring the Past and Shaping the Future of Black Philanthropy

5 Black Philanthropy-Inspired Change Strategies

1. Lead with Purpose During Times of Change

2. Build Authentic Relationships That Endure

3. Embrace Innovation While Honoring Traditions

4. Develop and Empower Future Leaders

5. Advance Collective Impact Through Collaboration

Where We’ve Been: A Legacy of Will

What We’ve Accomplished: Generosity as a Metric

Closing Thoughts: The Work Yet to Be Done

Black Philanthropy Month Reads

Peer-to-Peer Fundraising: More Than Just Asking for Donations

Why Use P2P?

Best Opportunities to Use P2P

1. Prospecting

2. Cultivation

3. Solicitation

4. Stewardship

Why Is P2P Important?

Four P2P Tips to Keep in Mind

Final Thoughts

How Culture and Cause Selling Shape the Donor Journey

What is a Culture of Philanthropy?

Two Key Elements of a Philanthropic Culture

Gratitude

Leadership

How is a Culture of Philanthropy Embedded in the Donor Journey?

Key Takeaways

Try Our Free Intro Course!