{"id":10528,"date":"2026-06-03T15:08:34","date_gmt":"2026-06-03T05:08:34","guid":{"rendered":"https:\/\/www.johnsonrecruitment.com.au\/?p=10528"},"modified":"2026-06-03T15:09:40","modified_gmt":"2026-06-03T05:09:40","slug":"eofy-fundraising-pressure-are-nonprofits-properly-resourced-for-modern-campaigning","status":"publish","type":"post","link":"https:\/\/www.johnsonrecruitment.com.au\/eofy-fundraising-pressure-are-nonprofits-properly-resourced-for-modern-campaigning\/","title":{"rendered":"EOFY fundraising pressure: Are nonprofits properly resourced for modern campaigning?"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">As the end of financial year approaches, fundraising teams across Australia are entering one of the most important \u2014 and often most intense \u2014 periods of the year.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">EOFY campaigns remain a critical revenue driver for many nonprofit organisations, but conversations across the sector suggest this year feels different.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Donor expectations continue to evolve. Acquisition costs remain elevated. Competition for attention is increasing. Teams are being asked to deliver more with the same \u2014 and in some cases fewer \u2014 resources.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In recent conversations with nonprofit leaders and through insights shared at the recent Fundraising Institute Australia Conference, one theme surfaced repeatedly:<\/span><\/p>\n<p><span style=\"color: #c11f33;\">Fundraising has become significantly more complex, and many organisations are questioning whether their current team structure and capability are keeping pace.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As organisations push toward campaign targets and begin planning for FY27, perhaps the bigger question is no longer simply <\/span><i><span style=\"font-weight: 400;\">\u201cWill we hit our fundraising goal?\u201d<\/span><\/i><\/p>\n<p><span style=\"font-weight: 400;\">It may be: <\/span><span style=\"color: #c11f33;\">Do we have the right fundraising capability to succeed in the years ahead?<\/span><\/p>\n<h4><strong><span style=\"color: #c11f33;\">The fundraising environment has changed<\/span><\/strong><\/h4>\n<p><span style=\"font-weight: 400;\">For many years, fundraising growth could often be achieved by doing more of what had worked before.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">More acquisition.<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">More appeals.<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">More channels.<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">More activity.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Today, the reality looks different.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Fundraising leaders are increasingly navigating a more sophisticated and demanding environment, balancing short-term revenue pressures with long-term sustainability.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Some of the themes emerging across the sector include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Rising donor acquisition costs<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Greater competition across digital channels<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Increased focus on donor retention and stewardship<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Higher expectations around supporter experience and personalisation<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Growing reliance on data, reporting and insights<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Increased pressure to demonstrate ROI<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">More board and executive scrutiny of fundraising investment<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">At the same time, demand for services across many nonprofit sectors continues to rise.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Success is becoming less about campaign volume and more about building the capability to deliver sustainable growth.<\/span><\/p>\n<h4><span style=\"color: #c11f33;\"><b>Donor acquisition is harder \u2014 and teams are carrying more<\/b><\/span><\/h4>\n<p><span style=\"font-weight: 400;\">One of the strongest themes emerging from sector conversations is the ongoing pressure around donor acquisition.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Traditional acquisition channels are delivering lower volumes than they have historically. Digital remains essential but increasingly competitive. Community fundraising continues to perform well for some organisations \u2014 but not universally.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And donor expectations continue to evolve.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Importantly, acquisition challenges do not exist in isolation.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When acquisition slows:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Future donor retention is impacted<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Regular giving pipelines become narrower<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Major donor pathways shrink<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Long-term fundraising sustainability becomes harder to maintain<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Many organisations are asking:<\/span><\/p>\n<p><span style=\"color: #c11f33;\">Are we investing in the right channels?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But another equally important question is emerging:<\/span><\/p>\n<p><span style=\"color: #c11f33;\">Do we have the right people and capability to optimise those channels?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Fundraising roles themselves are evolving.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Today\u2019s fundraising professionals are increasingly expected to operate across campaign strategy, digital marketing, CRM and data capability, donor stewardship, supporter journeys, analytics, board engagement and operational leadership.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The fundraiser of today looks very different to the fundraiser of ten years ago.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Likewise, Heads of Fundraising and Fundraising Directors are increasingly expected to lead growth agendas, influence executive teams and communicate fundraising outcomes in more commercial and strategic terms.<\/span><\/p>\n<h4><span style=\"color: #c11f33;\"><b>Team capacity is becoming a strategic conversation<\/b><\/span><\/h4>\n<p><span style=\"font-weight: 400;\">One of the less visible themes emerging across the sector is team capacity.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Fundraising conversations often focus on channels, campaigns and performance metrics.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Less often do organisations ask:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Do our people have the bandwidth to execute the strategy?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Are roles designed for today\u2019s fundraising environment?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Are capability gaps beginning to emerge?<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Fundraising teams are often highly resilient and deeply committed to purpose.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But resilience and sustainability are not the same thing.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Increasingly, organisations are recognising that capability planning is not simply a people issue \u2014 it is a fundraising strategy issue.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Some of the shifts we are seeing across the market include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Investment in specialist digital fundraising capability<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Strengthening philanthropy and major gift functions<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Introducing supporter experience and stewardship roles<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Increasing leadership depth<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Reviewing team structures and spans of control<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Greater focus on succession planning<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">These decisions are rarely about increasing headcount for growth\u2019s sake.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">They are about ensuring fundraising capability can support future impact.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">At the same time, fundraiser retention is becoming an increasingly important conversation.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">High-performing fundraising leaders remain in demand, while organisations balance budget constraints, leadership succession and changing workforce expectations.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The organisations retaining strong fundraising talent are often those that create clarity, invest in leadership, empower decision-making and recognise fundraising as a strategic capability.<\/span><\/p>\n<h5><span style=\"color: #c11f33;\">How Johnson Recruitment can support the fundraising and philanthropy community<\/span><\/h5>\n<p><span style=\"font-weight: 400;\">The conversations emerging across the sector leave us optimistic.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Yes \u2014 the challenges are real.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But there is also enormous innovation, ambition and momentum across fundraising and philanthropy.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Organisations are becoming more sophisticated in how they think about growth, capability and long-term sustainability.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And importantly, more conversations are beginning around capability \u2014 not simply activity.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">At Johnson Recruitment, we partner with nonprofit organisations across Australia to recruit fundraising and philanthropy leaders who can navigate this evolving landscape.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Whether organisations are reviewing fundraising structure, investing in specialist capability, planning leadership succession or preparing for the next phase of growth, we support our clients to build teams that create long-term impact.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Because while fundraising strategies and donor behaviours will continue to evolve, strong fundraising outcomes are ultimately built by strong fundraising teams.<\/span><\/p>\n<p>If these themes resonate with your organisation, I&#8217;d welcome a confidential conversation.<br \/>\nContact <a href=\"https:\/\/www.johnsonrecruitment.com.au\/team-member\/lisa-pratt\/\"><span style=\"color: #c11f33;\"><strong>Lisa <span style=\"color: #c11f33;\">Pr<\/span>att<\/strong><\/span><\/a> at <strong><a href=\"mailto:lisa@johnsonrecruitment.com.au\"><span style=\"color: #c11f33;\">lisa@johnsonrecruitment.com.au<\/span><\/a><\/strong> or <strong><span style=\"color: #c11f33;\"><a style=\"color: #c11f33;\" href=\"tel:0493+632+441\" target=\"_blank\" rel=\"noopener noreferrer\">0493 632 441<\/a>.<\/span><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>As the end of financial year approaches, fundraising teams across Australia are entering one of the most important \u2014 and often most intense \u2014 periods of the year. EOFY campaigns remain a critical revenue driver for many nonprofit organisations, but conversations across the sector suggest this year feels different. Donor expectations continue to evolve. Acquisition&hellip;<\/p>\n","protected":false},"author":17,"featured_media":10535,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_seopress_robots_primary_cat":"none","footnotes":""},"categories":[33,40],"tags":[],"class_list":["post-10528","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article","category-market-update"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/posts\/10528","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/comments?post=10528"}],"version-history":[{"count":5,"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/posts\/10528\/revisions"}],"predecessor-version":[{"id":10540,"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/posts\/10528\/revisions\/10540"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/media\/10535"}],"wp:attachment":[{"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/media?parent=10528"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/categories?post=10528"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.johnsonrecruitment.com.au\/af-api\/wp\/v2\/tags?post=10528"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}