Revenue

Help!! with Real Life Scenarios

We have a BIG pipeline... and nothing is moving.

Flip for Helia's take
You have a BIG pipeline!!! You are 50% of the way there.
Do you have a Weekly Pipeline Meeting? If you meet every week to go through the pipeline, clear out old leads, strategize on your top 3-5 prospects, AND reach out to 2-3 new folks a week — it will start moving. I promise.
Read "Stop Hoping You'll Hit Your Revenue Target"

I HATE Fundraising!!!

Flip for Helia's take
We get it! It doesn't come naturally to everyone. That's ok!
While there's no "right" way to do this, we start with the things we like to do best (1:1 meetings, events, keynotes). We lean into those and drop the stuff we hate. I promise, the results will be even better that way.
Read Fundraise from Your Strengths

Government used to be our most reliable revenue, but now…

Flip for Helia's take
The world is always changing and, well, we change with it.
The reality: government funding was never as reliable as we wanted it to be. Looking to each other -- building partnerships and strengthening our communities -- THAT has staying power.
Read "Government was Never the Whole Answer."

Deals aren't closing. I just keep hearing no.

Flip for Helia's take
This is, well, kind of the worst.
The reality? Folks probably don't need (or don't understand) what you're offering. In these moments, GET CURIOUS! What is needed? What would the ideal state look like? Won't be easy — and you'll learn everything you need to know.
Read "Stop Hoping You'll Hit Your Revenue Target"

We really, really need more predictable revenue.

Flip for Helia's take
Don't we all!!
Predictable revenue means we can operate from confidence versus panic. AND, if you build the system and execute against it (e.g. have a pipeline and meet weekly to work it), the money will come.
Read "Fundraising That (Almost!) Runs Itself."

We don't have enough folks in the pipeline and I'm not sure where to start

Flip for Helia's take
This is going to be fun, I promise!
Make a BROAD list everyone you know and start reaching out with (1) What you need + want and (2) An ask for their help to get there. Think HOW to do things, advice they have, etc. Start with 2-5 folks/week and beautiful things will come.
Read "The Magic in Reaching Out to Others."

Where do I even start?

Flip for Helia's take
So many places, so many options, SO OVERWHELMING.
Start by connecting with others, and follow the clear rule that asking for advice gets you money, asking for money gets you advice. Track EVERYTHING in a pipeline (Google Sheets!) and set up a weekly meeting to track progress.
Read "Fundraising That (Almost) Runs Itself."

It's time to scale!

Flip for Helia's take
CONGRATS — that's a big statement and means something!
There are a million places to focus — and for us, this is an ideal moment to double down on marketing. You have the brilliant things. You have the systems. Now let's get you in front of people!
Read "Marketing for the Messy Middle."

There has to be an easier way to do all of this, right?

Flip for Helia's take
Yep. There is.
There are a million little pieces of fundraising. You don't want to outsource it all — for obvious reasons — and AI can legit make it a lot easier.
Read "Natalie's AI for Fundraising Toolkit" to get some ideas moving.

How do I build something I like doing AND I'm proud of?

Flip for Helia's take
What a beautiful question!
The reality -- this is all you. Start with your community (local or virtual). What do YOU wish was there? Are you in a position to help build it? If so, run with it! If not, start talking to people and find your partners!
Read Timothy's story "Build Something Worth Belonging To" for ideas and inspiration.

Where should we focus our energy?

Flip for Helia's take
YES to this question!
We all hear about diversification — and a recent study found when people narrowly focused, they do better. So, your goal is to pick 2-3 total places to go deep. And how to decide? Do what you LIKE to do!!!
Read "Fundraise from Your Strengths."

We need to change our business model.

Flip for Helia's take
Very real.
AI is a great thought partner to start thinking through — and making sure you have everything on the table and are thinking broadly matters. A lot.
Read "The Organization Doesn't Matter. The Work Does" for inspiration and direction.
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Want to talk to someone who’s been there?
These folks have done this work inside orgs like yours.

All Revenue Articles

Article The Magic in Reaching Out to Others Why a real human will almost always move you further than 5 hours with AI
Jess Skylar with Jess Skylar
Resource Toolkit Jess’s Reach Out Anyway Toolkit Everything you need to make the ask — from the email you've been sitting on for three weeks, to the seven-month job search that turns into a network-building practice.
Helia with Helia
Article Marketing For The Messy Middle A marketing framework for mid-stage orgs that, well, works
David deSouza with David deSouza
Resource Toolkit David’s Marketing Playbook Toolkit Build a customer-first marketing system — one that's connected to who you're actually serving and what your business is trying to do.
David deSouza with David deSouza
Resource Toolkit Cindy’s Government Partnership Toolkit Build the relationships that keep good work moving during a crisis — before you need them.
Cindy Vatalaro with Cindy Vatalaro
Article Government Was Never the Whole Answer A Helia Member Story on building partnerships that keep good work moving when funding gets cut
Cindy Vatalaro with Cindy Vatalaro
Resource Toolkit Helia’s Pipeline Tracking Toolkit Stop hoping you'll hit your revenue target. Start knowing.
Emily Schaffer-Kling with Emily Schaffer-Kling
Article Stop Hoping You’ll Hit Your Revenue Target Why you're always behind on revenue (and how to finally get ahead)
Emily Schaffer-Kling with Emily Schaffer-Kling
Resource Toolkit Toolkit For A Great Convening Choose the right format for your gathering — before you plan a single agenda item.
Sebastian Johnson with Sebastian Johnson
Article The Secret Sauce of Good Convenings How to design gatherings that actually move things forward
Sebastian Johnson with Sebastian Johnson
Article What Your P&L Won’t Tell You  How the Net Asset Roll Forward shows you what's actually going on with your restricted revenue
Andrea Chen with Andrea Chen
Resource Toolkit Amy’s Budget Reality Toolkit Build a budget that holds up all year — and have the conversations that make it possible.
Amy Omand with Amy Omand
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