top of page

Ask Our Fundraisers: Answering Ostara’s Most Commonly Asked Questions

  • marisa4131
  • May 30
  • 5 min read

Updated: Jun 2


Here at Ostara, we have a wealth of knowledge at our fingertips. Today, our consultants answer your most frequently asked questions.


Q1: Is a wealth screening worthwhile for my organization?

Adam, Partner and Senior Consultant here at Ostara, says that it can be worth it in a few cases:


  • You have decent data on your donors. First and Last name and address are essential for the screening to find good ‘matches’ for your donor in the public databases it scans. Spouse name, email and employer improve the quality from there. Including summary giving to your organization (first/last/largest/total giving stats) on each donor enables the program to calculate customized modeling scores about their connection to and likelihood to give to your organization.

  • You understand the value – and limitations – of the screening results. These results are neither comprehensive in finding an individual’s total assets and giving histories, nor are they 100% accurate in what they calculate. The screening offers useful and sometimes surprising information, and the process is valuable to guide and prioritize your efforts when facing a large list with limited resources. Expect to gain insight into your donors’ philanthropic interests and capacity, and of course, you may find a few “diamonds in the rough.”

  • You have the capacity to use the information strategically. You may want to estimate your donor pool’s potential to give if, say, you were to launch a capital campaign. Or, you may be looking to inform existing major donor strategies or add new prospects to your pipeline. This may also be your strategy to help segment your entire pool of households to better tailor your donor development program. In all cases, it will require some clarity of the outcomes you are looking for, as well as the commitment and skills to execute your cultivations accordingly.


Q2: Should I approach invite-only grant funders

Our grants expert and Senior Consultant, Rob weighs in:


If you’ve spent any time doing grant research, you’ve likely encountered funders that state they are “invite-only” or “only contribute to pre-selected organizations.”


The answer is that while the odds of securing funding from these grantmakers are generally lower, we think it’s worth trying to connect with these funders because a thoughtful introduction can still open doors. Many funders with closed processes are often trying to manage volume or prioritize long-standing partnerships – not necessarily signal that new relationships are off the table forever.

If your organization’s mission and programs clearly align with a funder’s priorities, it can be worth reaching out through a concise, compelling introduction. This can be via email, a message submitted through their website, or a mailed letter. The key is to keep in mind that this outreach is not a formal grant request – it’s an opportunity to briefly highlight your work, establish potential alignment, and express interest in a conversation.


Keep your message short, focused, and impact driven. The goal is to spark interest – not to pitch a funding request. Ideally, your outreach will result in a phone call or an invitation to submit a letter of inquiry. That said, you may not receive a response, or the funder may let you know that your organization isn’t a fit or simply confirm that they only support pre-selected organizations. Whatever the outcome, your organization will now be on their radar – and that visibility could pay off down the line.


In short, don’t treat invite-only or pre-selection processes as a hard stop. View them as a soft barrier that can sometimes be navigated with the right mix of alignment, clarity, and consideration for how the funder manages its giving.


Q3: Why is it so important for fundraisers to integrate marketing into their work?

Mitra, a Senior Consultant, weighs-in on the importance of marketing and communications to fundraisers:

Fundraising isn’t just about asking for money, it’s about building relationships, telling stories, and inspiring action. That’s where marketing and communications come in.


In the nonprofit world, communications and fundraising are two sides of the same coin. One fuels the other. Great storytelling, strategic messaging, and consistent outreach can significantly boost donor engagement, retention, and giving levels.


Here’s how communications powers fundraising:

  • It Tells the “Why” Behind the Ask. Fundraising appeals work best when they’re rooted in a compelling story. Communications help craft the narrative that connects donors emotionally to your mission.

  • It Builds Trust Through Transparency. Regular updates via newsletters, social media, and annual reports reassure donors that their gifts are making a difference—and that your organization is a good steward of their support.

  • It Creates Consistency Across Channel. Whether it’s a campaign landing page, a thank-you email, or a donor event invitation, strong communications ensure your messaging is unified, clear, and mission-aligned.

  • It Keeps Donors Engaged Year-Round. Fundraising is not a one-time event. Ongoing communication keeps your cause top-of-mind and nurtures long-term relationships.


If you’re treating fundraising and communications as separate efforts, it’s time to realign When you treat communications as a strategic partner in fundraising—not just a support function—you unlock deeper engagement, you build a loyal community of advocates who believe in your mission, and you can pave the way to more sustainable revenue growth. 


Q4: How do I get my board more engaged in fundraising?

Finally, Scott, Partner & Senior Strategist gives us his final thoughts:


  1. Establish clear fundraising policies and board job descriptions that outline expectations for personal donations and participation in activities. This can include providing donor prospect names, writing, or signing thank you and solicitation letters, thanking donors personally, or participating in donor visits and program tours with donors.

  2. Identify and recruit members who possess the necessary skills or an understanding and willingness to engage in fundraising activities. During the recruitment process, share the job description and clearly outline the expectations, as well as the level of support and coaching provided. Reinforce these points during the new member orientation to ensure a smooth transition and alignment with the board's goals.

  3. Ask each board member to make a personally meaningful financial contribution. Understand that each board member has unique capacity to give and establish an ask amount that aligns with their capacity. This sets an example and demonstrates their commitment to the organization.

  4. Use a special pledge form to guide board members in making an annual fundraising commitment, considering the array of fundraising activities throughout the year.

  5. Develop an annual engagement plan with each individual board member, tailored to their skill sets and strengths. Include specific goals and activities like number of prospects identified, introductions, thank you calls, notes, visits, elected official outreach, etc. Check-in with them regularly to ascertain progress and offer encouragement and coaching as needed.

  6. Provide fundraising training and real-time pre-donor visit coaching that builds confidence and develops skills. Implement practical tools like donor visit outlines, talking points, sample scripts, and steps for approaching potential donors. Provide organizational branded thank you cards to each board member to utilize post visit or donation.

  7. Create mentorships by pairing inexperienced board members with staff or more seasoned past or current board members to increase their comfort with donor conversations, including personal solicitations.

  8. Encourage each member to give in a variety of ways, to make the organization a priority in their personal giving plan, or to contribute in other meaningful ways.

  9. Accommodate professional restrictions by identifying other opportunities for board members who may be prohibited from certain kinds of fundraising solicitations due to their profession or position. 

  10. Create a culture of Collective Accountability by celebrating achievements, discussing challenges, brainstorming strategy, and giving each board member an opportunity to provide updates on their activities in each board/committee meeting.


To connect with a member of the Ostara Group, or to learn more about how we can work with you to achieve your goals, contact us. Do you have any more burning questions? Email us at info@ostaragroup.com to let us know.



 
 
bottom of page