Top 13 fundraising mistakes to avoid and how to fix them

And if you've been at this for any length of time, you know the truth, small mistakes can turn into big problems fast. A campaign doesn’t hit its goal. Donors stop replying. Your team works twice as hard for half the results. Sound familiar?

Here’s the good news: most fundraising mistakes are easy to fix once you know what’s going wrong. The trick is spotting them early, getting honest about what’s not working, and making some simple changes that can take your results from “just okay” to something you’re proud of.

We’ve worked alongside hundreds of nonprofits over the years and seen the same handful of issues come up again and again. In this guide, we’ll walk through the top 13 fundraising mistakes that cost teams time, money, and momentum, and give you some straightforward ways to fix them.

And if any of this feels familiar? That’s okay. You’re not alone, and you don’t have to figure it out by yourself. At Harness, we partner with nonprofits every day to simplify fundraising, grow donor relationships, and help teams focus more on impact and less on stress.

Let’s dig in.

Start here: the biggest fundraising mistakes we see (and fix)

There’s no such thing as a perfect fundraiser, but there are patterns. After working with hundreds of nonprofits over the years, we’ve seen the same mistakes come up time and time again.

Some are strategy-related. Some are tech problems. Most are just habits that developed over time, without anyone noticing. The good news? All of them can be fixed. And once they are, everything starts working better, from donor communication to campaign results.

Let’s walk through the 13 mistakes that tend to cause the most trouble, and how to fix each one before it slows you down.

1. Not having a clear fundraising plan

If your team is jumping from one campaign to the next without a plan, you’re not alone. It’s easy to fall into the cycle of reacting, launching fundraisers when the budget gets tight or copying what worked last year without asking why. But here’s the problem: without a clear plan, you’re just guessing. And guessing usually means wasted time, missed goals, and confused donors.

A strong fundraising plan gives you direction. It sets your goals, outlines who you’re talking to, and maps out how you’ll reach them. It also helps your team stay on the same page, so you’re not working in different directions or duplicating efforts.

We’ve seen that the nonprofits with the most success aren’t always the biggest or flashiest. They’re the ones with a plan, and the discipline to stick to it. Whether you're raising $5,000 or $500,000, clarity beats chaos every time.

Quick fix: Start simple. Set one clear fundraising goal. Break it down by timeline, audience, and channel. Then build your campaign around it. A little planning up front can save you a lot of scrambling later.

2. Using outdated or ineffective fundraising tools

Still using spreadsheets to track donors? Manually sending follow-ups? Copy-pasting last year’s donation form? These things might feel “good enough,” but they’re quietly draining your time and limiting your results.

Fundraising has changed. Donors expect easy, mobile-friendly ways to give. They want to feel known, not just asked. And your team needs tools that actually save time, not create more work.

When we work with nonprofits, one of the first things we look at is their setup. Is your donation form easy to use on a phone? Can you track donor activity in one place? Are follow-up emails automated or eating up someone’s afternoon? The tools don’t have to be fancy, but they do need to work for you, not against you.

Quick fix: Audit your current tools. Ask: What’s slowing us down? What could we automate? Then look for one simple upgrade, like switching to a better donation form or turning on automated thank-you texts. Small tech changes can make a big difference fast.

3. Sending one-size-fits-all messages to donors

Not all donors are the same, so your messages shouldn’t be, either. When every supporter gets the same email or thank-you note, it’s easy for them to feel like just another name on a list. And when people feel overlooked, they stop giving.

We’ve seen it happen again and again: a nonprofit sends a campaign to their whole list without any tweaks, and then wonders why only a few people respond. The truth? What works for a first-time donor might not land with a longtime supporter. Major donors, volunteers, monthly givers, they all need something a little different.

This isn’t about writing dozens of emails. It’s about knowing who’s in your audience and speaking to what matters most to them. A small change in tone, timing, or message can lead to a big change in response.

Quick fix: Break your list into simple groups, like new donors, recurring donors, or major givers. Then tweak your message slightly for each group. Even one sentence that says “we see you” can help supporters feel like part of the mission, not just a wallet.

4. Neglecting relationship building with potential donors

Fundraising isn’t just about the ask, it’s about the connection you build before and after it. If the only time someone hears from you is when you need money, they’re less likely to give…and even less likely to stick around.

We’ve worked with a lot of teams that pour all their energy into campaign season, then go quiet once it’s over. But donors want to feel like they matter all year, not just when you’re trying to hit a goal. Building trust takes time, and the best relationships are built on real, ongoing communication.

This doesn’t mean you need to send weekly updates or throw fancy events. Even small touches, like sharing a quick story about impact, or checking in to say thanks, can go a long way. The goal is to make donors feel like part of your work, not just a funder of it.

Quick fix: Start with your warmest leads, past donors who haven’t given in a while, or folks who’ve shown interest but never donated. Reach out with no ask, just an update or thank-you. It’s a small gesture that opens the door for a stronger connection later.

5. Forgetting about donor retention after the first gift

Getting a donation feels great, but keeping that donor around? That’s where the real impact starts. If your fundraising strategy is all about bringing in new donors and you’re not following up with the ones you already have, you're leaving a lot on the table.

We’ve seen nonprofits work so hard to get that first gift, only to lose the donor because there was no plan for what comes next. No thank-you, no update, no reminder that their support still matters. And it’s not because teams don’t care, it’s usually because they’re stretched thin and just trying to keep things moving.

The thing is, donors want to keep giving. They just need to be reminded why it matters. A little follow-up, a simple check-in, or a story about what their gift helped make possible, it all helps turn one-time givers into long-term supporters.

Quick fix: Pick a few recent donors and send a quick update. No ask, just a thank-you and a sentence or two about their impact. Want to go further? Set up an automated follow-up series that runs after every donation, so no one slips through the cracks.

6. Ignoring your major donors

Not every donor gives the same amount, but many teams treat every donor the same. Your major donors, the ones who give large gifts or give consistently, need more than a thank-you email. They need a relationship.

We’ve seen organizations lose major donors simply because they didn’t check in. Not out of neglect, just out of habit. But these are the people who believe deeply in your work. They’re often ready to do more, if they feel seen, heard, and appreciated.

That doesn’t mean wining and dining or making a big production. It means staying in touch, asking for input, and making them feel like real partners in your mission.

Quick fix: Pick your top 5–10 major donors and schedule personal check-ins. A phone call, a handwritten note, a one-on-one update, it all makes a difference. Let them know they’re not just another name in your system.

7. Making fundraising all about raising money

It’s easy to focus on the numbers, how much you need, how fast you need it, how far off the goal you are. But when fundraising becomes just about the dollars, people tune out.

Donors don’t give because you need money. They give because they believe in your mission. They want to feel connected to something bigger than themselves. If your messaging is only focused on the ask, and not the impact, you’re missing the heart of why people give.

At Harness, we talk a lot about mission-first messaging. When you lead with purpose and back it up with clear stories, supporters feel more invested, and more likely to give again.

Quick fix: Before your next appeal goes out, ask yourself: “Where is the mission in this message?” Make sure you’re connecting the donor to real-world outcomes, not just asking for cash.

8. Setting unrealistic or vague fundraising goals

Saying “we want to raise more this year” isn’t a plan, it’s a wish. Vague or overly ambitious goals can hurt your team’s focus and confuse your supporters.

We’ve seen teams push out a campaign with a huge goal and no clear reason behind it. The result? Donors feel unsure, and the team burns out trying to make the numbers work. A strong goal is clear, realistic, and tied to something specific your donors can get behind.

Quick fix: Set one primary goal and make it visible. Be specific, like “$25,000 to fund three new programs.” Break it into smaller wins so your team and your supporters can see the progress along the way.

9. Overcomplicating the donation process

You could have the best story, the clearest goal, and the most generous audience, but if your donation process is clunky, people won’t finish.

We’ve worked with nonprofits who had five-step donation forms, no mobile support, or confusing buttons buried on the website. Donors would start, get frustrated, and drop off before completing a gift.

Today, your donation form needs to be fast, mobile-friendly, and easy to use. No distractions. No friction. Just one clean path to giving.

Quick fix: Test your donation form on your phone. If it takes more than 30 seconds or feels confusing, it’s time for a refresh. Make sure your “donate” button is visible on every page, and keep the form short and simple.

10. Ignoring the power of social media to engage donors

Social media isn’t just for sharing events or announcements, it’s one of the best tools you have for building relationships with donors. If you’re not using it consistently, you’re missing daily chances to stay connected.

We’ve seen small nonprofits create big waves just by showing up online. You don’t need a full-time content team. You just need to tell stories, show impact, and make it easy for people to share and support your work.

The key? Be present and be real. Donors want to know what’s happening behind the scenes, not just when you’re launching a campaign.

Quick fix: Pick one platform and post at least once a week. Share a quick story, a thank-you, or a milestone. Keep it simple, and invite your audience to engage. Over time, those little touches build real loyalty.

11. Skipping post-campaign reporting and transparency

Your campaign hit its goal, great! But what happened next? If donors never hear how their gift made a difference, they’re less likely to give again.

We see this mistake all the time. Not because teams don’t care, but because they’re already onto the next thing. But donors want to know their gift mattered. They want to see the result, the story, the proof.

Transparency builds trust. It shows that you’re not just raising money, you’re delivering on your promises.

Quick fix: After every campaign, send a follow-up that shows results. It doesn’t need to be fancy, a short email with a few photos or a quick video update works just fine. Just make sure donors see the impact they helped create.

12. Trying to fundraise without team alignment

If your fundraising, marketing, and leadership teams aren’t talking to each other, things get messy fast. You’ll end up with mixed messages, duplicated work, or campaigns that don’t have the backing they need to succeed.

This happens a lot in fast-moving or growing nonprofits. Everyone’s busy, so coordination gets pushed to the side. But when teams align, campaigns run smoother, and everyone feels more invested in the outcome.

Quick fix: Set up a short monthly check-in between fundraising and marketing. Share plans, timelines, and messaging. You don’t need a full committee, just a few people on the same page can make a huge difference.

13. Doing it all alone without expert support

Fundraising is complex. There are strategies, tools, timelines, donor expectations, it’s a lot for a small team to handle. But too many nonprofits try to do it all in-house, even when they’re stretched thin.

We’ve seen firsthand how powerful it is when a nonprofit gets the right support. With guidance, systems, and a partner who’s walked this path before, everything gets easier, and more effective.

That’s exactly why we built Harness Executive. It’s not just about having better tools. It’s about having someone by your side to guide strategy, answer questions, and help carry the load.

Quick fix: Ask yourself: What’s taking the most time or causing the most stress? Then explore options for support, whether that’s a consultant, a peer network, or a trusted partner like Harness.

Supporting your mission, one smarter shift at a time

No nonprofit gets it right all the time. Mistakes happen, especially when you're juggling limited time, tools, and people. But the good news is, most fundraising challenges aren’t unsolvable. They just need a fresh look and a few smart shifts.

By catching these common mistakes early, and making simple changes to your plan, tools, and donor communication, you set your team up for better outcomes and less stress. And the more your systems support your mission, the more time you get back to focus on what matters most: your impact.

If you're ready to take the guesswork out of fundraising, you're not in it alone. Harness partners with nonprofits to make giving easier, donor relationships stronger, and teams more confident. Whether you're just getting started or looking to level up, we’re here to help.