Hunting vs. farming — what’s the better fundraising strategy?
Written by Caitlin McBride, Senior Fundraising Consultant at Further Together
In fundraising, there’s a debate around whether a “hunting” style or a “farming” style is best. Some people argue that fundraising should be all about hunters—go-getters who can secure big gifts fast. Others insist it’s all about farmers—the relationship builders who prioritize long-term sustainability. So, which is the better strategy?
Welllllll.....you need both.
Hunters and farmers aren’t opposing forces; they’re two halves of the same whole. You need hunters to go after the big prospects, and you also need farmers to make sure your donors stay with you for the long term.
Hunters: Bringing in the new prospects
Hunters are bold – and they bring that boldness to fundraising. They thrive on finding new prospects, making big asks, and closing the deal. Their ability to focus on immediate wins is a huge asset, especially when your organization needs to meet a specific goal or launch a new campaign.
Hunters excel at:
Opening new doors: They know how to identify and connect with potential donors who’ve never engaged with your cause before.
Taking risks: Hunters aren’t afraid of hearing “no.” They see rejection as part of the role.
Chasing impact: They focus on maximizing short-term results, which can be critical in a crisis or for funding growth.
But hunters alone can’t sustain an organization. Without farmers to nurture the relationships they start, those new donors might not stick around.
Farmers: The steady relationship builders
As a natural farmer, I know firsthand the power of building deep connections. Farmers focus on donor retention, trust, and long-term sustainability. We’re in it for the marathon, not the sprint.
Farmers thrive on:
Cultivating loyalty: We prioritize making donors feel valued and appreciated so they stay engaged.
Long-term planning: Farmers think strategically about how today’s efforts will support tomorrow’s impact.
Building community: We foster relationships that go beyond transactions, creating a true sense of belonging for donors.
The flip side: without hunters, we farmers can miss out on new, immediate opportunities and the potential to grow.
Strong fundraising is about balance
Don’t read this and say — “I’ve got to get myself a farmer!” Truly, it’s not about choosing one approach over the other—it’s about finding the right balance.
Hunters bring in the new opportunities that the farmers need to cultivate and harvest. Farmers ensure the relationships hunters initiate lead to sustained support. Together, they create a fundraising ecosystem that’s both innovative and sustainable.
My personal perspective
I’m a farmer through and through. I thrive on the steady work of nurturing relationships and creating meaningful connections. For me, fundraising is about building a community where donors feel truly connected to the cause.
But I love to work with hunters. They remind me to take risks, think bigger, and try new things. Their energy and boldness complement my patience and focus. Together, we’ve achieved results I couldn’t have imagined on my own.
At Further Together, we specialize in helping nonprofits strike this balance. Whether you need help finding bold new opportunities or strengthening donor relationships, we’re here to make sure your fundraising strategy includes the best of both worlds.
Ready to find your balance? Let’s get to work.