Fundraising Strategy Built Around Revenue, Relationships & Results
Every nonprofit has different goals, challenges, resources, and opportunities. That's why The Drury Group doesn't believe in one-size-fits-all fundraising solutions.
Our services are designed to meet organizations where they are, whether that means identifying missed revenue opportunities, maximizing a major fundraising event, strengthening the skills of the people responsible for fundraising, or providing ongoing development leadership.
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Services
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Find the Revenue You're Leaving on the Table.
Sometimes the greatest fundraising opportunities aren't new opportunities. They're already inside your organization.
Existing donors who could be giving more. Corporate relationships that haven't been fully developed. Sponsorship packages that haven't evolved. Event attendees who aren't being cultivated after the event. Board relationships that aren't being activated. Fundraising activities that require significant effort but aren't producing enough return.
The Fundraising Revenue Audit is a comprehensive review of your organization's fundraising operation designed to uncover those opportunities and determine where your greatest potential for growth exists.
WE EXAMINE:
• Historical fundraising performance and revenue trends
• Individual giving and donor segmentation
• Major donor pipeline and cultivation
• Corporate partnerships and sponsorships
• Fundraising events
• Raffles, auctions, and on-site revenue opportunities
• Fundraising messaging and the ask
• Board participation in fundraising
• Staff and volunteer effectiveness
• Donor stewardship, retention, and renewal
• Development processes and accountabilityWHAT YOU RECEIVE:
Fundraising Revenue Audit Report
A comprehensive assessment of your current fundraising operation, including strengths, weaknesses, gaps, and opportunities.
Revenue Opportunity Map
A prioritized view of the areas with the greatest potential to generate additional revenue.
90-Day Fundraising Growth Plan
Clear recommendations organized by priority, ownership, timing, and expected impact.
Quick-Win Recommendations
Immediate opportunities your organization can begin implementing without waiting for a long-term strategy.
Leadership Strategy Session
A presentation of findings and recommendations with organizational leadership.
30-Day Follow-Up
A follow-up strategy session to review implementation, progress, and emerging opportunities.
THIS SERVICE MAY BE RIGHT FOR YOU IF:
Your organization is raising money, but leadership believes it should be raising more.
You have multiple fundraising activities but aren't sure which deserve the greatest investment.
Corporate sponsorships have remained relatively flat.
Your donor pipeline isn't clearly defined.
Your board has strong relationships that aren't consistently translating into fundraising opportunities.
Your fundraising events are successful, but you're unsure whether they're reaching their full revenue potential.
Or you simply want an experienced outside perspective on where your next level of growth could come from.
THE GOAL:
Identify where revenue is being left on the table and give your organization a clear plan to capture it.
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Get More From the Room You Already Have.
A sold-out event doesn't necessarily mean a maximized event.
Your organization may already have the sponsors.
The tables may already be full.
The guests may already believe in the mission.
The opportunity is determining how much revenue that audience could actually generate.
The Event Revenue Accelerator is a strategic engagement designed to maximize the fundraising potential of a major gala, banquet, benefit, tournament, or signature fundraising event.
Rather than focusing on décor, catering, entertainment, or traditional event planning, we focus specifically on revenue.
WE EVALUATE AND OPTIMIZE:
• Sponsorship structure, pricing, and benefits
• Corporate partner opportunities
• Ticket and table strategy
• VIP and premium opportunities
• Raffle packages and pricing
• Games and additional fundraising opportunities
• Live and silent auctions
• Program flow from a fundraising perspective
• Mission storytelling
• Direct giving and the ask
• Seller and volunteer deployment
• Pre-event fundraising
• Revenue per attendee
• Post-event donor and sponsor conversionWHAT YOU RECEIVE:
Event Revenue Assessment
A review of your current event model and historical fundraising performance.
Revenue Growth Strategy
A customized plan identifying where and how additional event revenue can be generated.
Sponsorship Optimization Plan
Recommendations for sponsor levels, pricing, benefits, upgrades, renewals, and prospecting.
Raffle, Auction & On-Site Revenue Strategy
Recommendations designed to increase participation and average guest spend.
Program & Ask Recommendations
Strategic guidance on timing, messaging, mission moments, and direct giving.
Fundraising Floor Plan
A clear strategy for how sellers, volunteers, and fundraising opportunities should operate throughout the room.
Pre-Event Action Calendar
A prioritized timeline leading into the event.
Post-Event Conversion Strategy
A plan for turning event attendees, sponsors, and donors into deeper long-term relationships.
THIS SERVICE MAY BE RIGHT FOR YOU IF:
You have a successful annual gala, banquet, tournament, or signature fundraiser.
Attendance is strong, but revenue hasn't grown proportionally.
Your sponsorship levels haven't changed in years.
Your raffle or auction performs well, but you believe it could perform better.
Your volunteers primarily wait for guests to approach them.
Your event program contains a fundraising ask, but it isn't producing the response you want.
You're focused heavily on attendance instead of revenue per attendee.
Or leadership has set an aggressive event revenue goal and wants a strategy designed specifically to reach it.
THE GOAL:
Maximize the revenue potential of the audience, sponsors, donors, and opportunities already surrounding your event.
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Turning Conversations Into Contributions.
Your volunteers may know the mission.
They may know the raffle packages.
They may know how to process a payment.
But have they ever actually been taught how to fundraise through conversation?
The Fundraising Floor™ is The Drury Group's customized fundraising sales training system designed specifically for nonprofit staff, volunteers, committees, and event teams.
This isn't generic sales training.
We teach your people how to confidently engage supporters, create natural conversations, present fundraising opportunities, increase transaction value, overcome hesitation, and make the ask, while protecting the donor experience.
YOUR TEAM LEARNS:
• The difference between taking orders and actively fundraising
• How to confidently approach guests
• How to build genuine rapport
• How to naturally transition into the fundraising conversation
• How to present fundraising packages
• Price anchoring and value framing
• How to upsell appropriately
• How to read different personalities
• How to identify buying signals
• How to handle common objections
• How and when to close
• The power of the second ask
• How to re-engage supporters later in the event
• How to strategically work a fundraising floor as a teamTHE FUNDRAISING FLOOR™ METHOD:
CONNECT → DISCOVER → PRESENT → UPSELL → CLOSE → RE-ENGAGE
A simple, repeatable framework your team can use in real fundraising environments.
WHAT YOUR ORGANIZATION RECEIVES:
Pre-Training Leadership Discovery
We learn your event, fundraising offers, pricing, goals, challenges, and current sales process.
Customized Live Training
Interactive fundraising sales training built around your actual organization and event.
The Fundraising Floor™ Playbook
A participant resource containing the methodology, scripts, objection handling, upselling techniques, closing language, and event strategy.
Customized Sales Scripts
Language built specifically around your event and fundraising opportunities.
Live Role-Playing & Coaching
Your team practices real fundraising conversations, objections, upsells, and closes.
Seller Quick Reference
A simplified event-day reference containing key offers, goals, reminders, and sales language.
Pre-Event Strategy Session
A final strategy session before your team puts the training into action.
Post-Event Debrief
We evaluate what worked, what didn't, and where future performance can improve.
THIS SERVICE MAY BE RIGHT FOR YOU IF:
Your volunteers are passionate but uncomfortable asking for money.
People tend to stand behind fundraising tables and wait for guests.
Sellers automatically offer the least expensive package first.
Your organization doesn't have consistent fundraising language.
Your team struggles with objections.
Guests often say they'll “come back later” and never do.
Your event has plenty of attendees, but participation in raffles, games, or giving opportunities is lower than expected.
Or you want your fundraising team to become significantly more confident and intentional.
THE GOAL:
Give your people the confidence, language, and strategy to turn more conversations into contributions.
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Senior Fundraising Leadership Without the Full-Time Hire.
Not every organization needs another full-time executive.
But many organizations need experienced fundraising leadership.
The Fractional Development Director service gives nonprofits access to senior-level development strategy and leadership on an ongoing basis, without the expense and commitment of adding another full-time leadership position.
We work alongside your Executive Director, development team, board, and organizational leadership to create strategy, develop relationships, establish accountability, and move fundraising priorities forward.
AREAS OF LEADERSHIP MAY INCLUDE:
• Annual fundraising strategy and revenue planning
• Development calendar creation
• Donor pipeline development
• Major gift strategy
• Donor cultivation and solicitation planning
• Corporate partnerships
• Sponsorship development
• Fundraising event strategy
• Board fundraising engagement
• Development team coaching
• Fundraising messaging
• Proposal and ask strategy
• Stewardship and donor retention
• Lapsed donor re-engagement
• Revenue tracking and accountability
• Leadership fundraising strategyWHAT YOUR ORGANIZATION RECEIVES:
Development Strategy & Revenue Plan
Clear fundraising priorities and revenue goals.
Fundraising Calendar
A coordinated roadmap of donor, corporate, campaign, event, stewardship, and board activity.
Donor & Prospect Pipeline
A structured approach to identifying relationships, next actions, ownership, and potential asks.
Major Donor Strategy
Individualized planning around high-value prospects and supporters.
Corporate Partnership Strategy
A focused approach to identifying, cultivating, securing, renewing, and upgrading corporate relationships.
Leadership Strategy Meetings
Ongoing meetings focused on revenue, pipeline movement, opportunities, roadblocks, and next actions.
Team Coaching & Accountability
Strategic direction for staff, volunteers, or development personnel involved in fundraising.
Board Fundraising Support
Guidance for activating board relationships and increasing productive board involvement in development.
Monthly Development Scorecard
A clear view of revenue performance, pipeline activity, asks, meetings, sponsorship progress, and upcoming priorities.
THE FIRST 90 DAYS:
Days 1–30: Assess & Prioritize
Understand the organization, fundraising performance, relationships, team, events, goals, and greatest opportunities.
Days 31–60: Build & Activate
Begin moving donor relationships, corporate prospects, sponsorship opportunities, stewardship initiatives, and development priorities forward.
Days 61–90: Advance & Optimize
Move priority relationships toward asks, evaluate results, strengthen weak areas, and establish the next phase of fundraising growth.
THIS SERVICE MAY BE RIGHT FOR YOU IF:
Your Executive Director is carrying too much of the fundraising responsibility.
Your organization doesn't currently have a Development Director.
You have junior development staff who need senior strategy and leadership.
Fundraising activity happens, but isn't consistently connected to a larger strategy.
Your donor pipeline lives in people's heads instead of a defined process.
Corporate relationships aren't being systematically developed.
Follow-up and stewardship are inconsistent.
Your board wants to help fundraise but doesn't know how.
Or your organization needs experienced development leadership without adding another full-time executive.
THE GOAL:
Build a stronger, more intentional fundraising operation capable of producing sustainable revenue growth.
NOT SURE WHERE TO START?
You don't need to know which service your organization needs before contacting us.
That's our job.
We'll begin with a conversation about your organization, your fundraising goals, what's currently working, where you're struggling, and what you're trying to accomplish.
If we believe there's an opportunity to help, we'll recommend the engagement that makes the most sense.
And if we don't believe our services are the right fit, we'll tell you that too.