3 Tips on Combating Scarcity Mindset in Fundraising

Dear Diary,

I want to discuss what it means to have a scarcity mindset. Scarcity is defined as a state of shortage, or lacking. A scarcity mindset is a psychological state of feeling like one is lacking in a certain area, typically money or time; feeling like there is a limit or there can never be enough of something.

As we have this conversation, Cynthia, a Licensed Clinical Professional Counselor (LCPC), based in Chicago, Illinois, will assist me in sharing tips on combating a scarcity mindset. A LCPC is a trained specialist working with families, and individuals, dealing with behavioral and emotional disorders, abuse, and an array of stressors.

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The fundraising industry is rooted in scarcity – the entire structure is based on the consistent search for and raising of, donations, major gifts, endowments, pledges, grants, partnerships, “every dollar counts,” all towards a mission. We are consistently searching for more prospects, and as a prospect researcher, I know the search. I see the portfolios, I hear the stories from prospect researchers around the world that even with many people to qualify fundraisers still feel like there isn’t enough; While, those in leadership raise the fundraising goal every quarter.

We uphold the industry’s significance. My introduction to fundraising was during an internship in which the office manager told me that without the development department the lights at the nonprofit could not stay on. My younger self instantly felt a sense of responsibility, and I immediately understood the role of the industry.

When you join the industry, the feeling of searching and asking becomes the job, and shifts into a routine. However, no one asks for the pressure, or the search, it’s handed to you when you look at the job description.

So, how do you breakthrough the feeling of lack?

Try to remember that your job is to fundraise, and you are doing enough.

When you reach the point when your job and your identity start fusing together, that is when the feeling of “not enough” is overwhelming you. That is when it takes control. So, it is very important that you recognize that your job is to fundraise, it is what you do between allocated hours. Doing the job does not equate to who you are or being enough as a human. They are not synonymous. There has to be a point in which you face yourself and seek stability in the ways you conduct your work because you can’t keep running the wheel. Once you reach a goal, acknowledge the peak, you have done enough.

Boundaries, boundaries, boundaries – repeat it forever.

Do not take the mindset personally, that nervous anxiety has to stop when it meets the borders of your personal life. For example, when you do not meet your dollar goal for the quarter, try to remember that it was not for a lack of trying and effort, you did your best. And now, you have to find peace at work, and then learn ways of leaving that disappointment at work where it belongs, so you can remember who you truly are as a human.

Another example, dear prospect researcher, when a fundraiser does not reach out to a prospect that you are very excited about but they are asking for other prospects– leave the prospect at work, keep the prospect in the profile. You have done your best.

Try to remember what is sustainable.

When the moment reaches, and you begin to feel slightly depleted, think of what you are placing value on. At work we have ethics, boundaries, and sensitivities towards the way we cater to donors and prospects. But why does that not translate to the way we treat ourselves when doing prospect research and/or frontline fundraising? Sustain the ways in which you approach your work, you are doing great work, and the way you feel while doing it and then treat peers, matters.

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As long as there is a need to continuously fundraise, we as fundraising professionals are going to have to remember how to discard a scarcity mindset. We are going to have to keep reassuring one another, partnering and supporting, coaching and learning, and most importantly giving each other the assurance that we are doing our best.

Until next time, June 15th!