The world feels uncertain. Crises come fast. Budgets shrink. Priorities shift. And in the nonprofit world, fundraisers are often expected to do more—with less—while holding everyone else together.
So what do you rely on when the ground beneath you feels unstable?
Not just tactics.
Not just tools.
You rely on your emotional intelligence—your ability to stay grounded, listen deeply, and lead with empathy, even in the face of ambiguity.
Crisis Doesn’t Cancel Generosity—But It Changes the Conversation
During the height of the COVID-19 pandemic, many nonprofits paused their fundraising outreach. The fear was understandable: “People are hurting. They won’t give right now.”
But what we learned is this: people will give—if you connect with their humanity first.
Fundraisers who led with compassion, checked in with donors personally, and made space for grief and uncertainty saw something remarkable: increased engagement. Not because they pitched harder, but because they showed up with emotional presence.
That’s the core of emotionally intelligent fundraising.
Emotional Intelligence Helps You Adapt in Real Time
Uncertainty tests everything—your plans, your projections, your confidence.
But emotionally intelligent fundraisers don’t panic. They adapt by tuning in:
- To the donor’s emotional state.
- To the internal temperature of their own organization.
- To their own anxiety, and how to manage it productively.
This is the kind of intelligence Daniel Goleman described as “the capacity to manage emotions to facilitate thought and action.”
In times of crisis, this means asking different kinds of questions:
- “How are you doing—really?”
- “What’s on your mind when you think about the future?”
- “How can we serve our community right now—and how might you want to be part of that?”
These aren’t fundraising tricks. They’re trust-building tools.
People Remember How You Made Them Feel
You may not remember every nonprofit appeal you received during a crisis.
But you’ll remember who called to check on you.
Who sent a handwritten note.
Who paused the pitch and simply said, “We’re in this together.”
That’s what donors remember, too.
It’s not about being perfectly polished. It’s about being emotionally attuned. That’s what earns permission to continue the fundraising conversation—sometimes immediately, sometimes down the road.
Start with Heart When Everything Feels Fragile
In Start with Heart, I wrote that emotional intelligence isn’t just a skillset—it’s a posture. A way of holding space, staying flexible, and honoring others’ lived experience.
That posture becomes your steady hand in times of instability.
And it’s what helps donors feel safe, connected, and ready to respond—even when everything else feels uncertain.
So when the world shakes, don’t default to panic.
Default to presence.
Default to empathy.
Default to heart.
Dr. Bill Crouch is a national speaker, consultant, and founder of BrightDot. He helps nonprofit leaders navigate uncertainty with clarity, compassion, and emotionally intelligent fundraising strategies. His book, Start with Heart, offers a roadmap for thriving in both stable and uncertain times.
Related Resources:
- Fundraising Is Not Sales: It’s Emotional Intelligence in Action
- Why Would A Donor Want To Build A Relationship With a Fundraiser?
- The Fundraiser’s Superpower: Mastering Empathy to Inspire Giving
- The Ripple Effect: Using Emotional Intelligence to Empower Others and Multiply Impact
