Building a Culture of Fundraising in Community Health
By Danielle Jackson, MPH, Director
Why sustainability is about more than dollars and grants.
Community health centers know better than anyone that sustainability isn’t just about operations or compliance — it’s about people, purpose, and partnerships. Yet, as funding landscapes evolve, many health centers are facing a new challenge: how to sustain their missions when reimbursements tighten and costs continue to climb.
The solution isn’t only in chasing new grants or corporate sponsors. It lies in building a culture of fundraising — one where every staff member, board member, and community partner sees fundraising as a natural extension of the work they already do every day.
“Fundraising isn’t about asking for money — it’s about inviting others to invest in your mission.”
Fundraising as Mission Work
Fundraising is not separate from the mission — it is mission work. Each dollar raised represents someone who believes in your organization’s vision of health equity and access. When your team sees fundraising as inviting others to participate in that vision, it shifts from a transactional task to a relational practice rooted in community building.
A true culture of fundraising engages everyone — staff, leaders, board, and volunteers alike. When everyone can speak confidently about your organization’s impact, fundraising becomes more authentic and meaningful. It transforms from “asking for money” into “inviting people to make a difference.”
“Sustainable fundraising begins with authentic relationships, not transactions.”
Individual Giving: Where Sustainability Begins
Across the nonprofit sector, individual donors continue to be the most powerful and reliable source of philanthropic support.[i],[ii] For community health centers, this means the real opportunity often starts close to home — among staff, community members, and even patients who see firsthand the impact of your work.
A few small but high-impact strategies include:
Launching a monthly giving program that encourages ongoing, accessible contributions.
Building a donor stewardship plan with timely thank-yous, quarterly updates, and patient stories that show impact.
Creating opportunities for non-financial involvement — like volunteering or advocacy — to deepen relationships over time.
Small gifts and steady engagement can create an enduring base of support that weathers funding shifts and policy changes.
Engage the Whole Organization
Sustainable fundraising thrives when it’s shared across the organization.
Train staff and board members to tell your organization’s story with confidence and clarity.
Start meetings with mission moments — brief stories of impact that remind teams why their work matters.
Form a cross-functional “fundraising champions” group to help identify supporters, assist with campaigns, and bring creative ideas forward.
“When everyone is a fundraiser, sustainability becomes part of the culture.”
Craft a Compelling Case for Support
Your case for support is the foundation of all fundraising communications. It should clearly answer:
Why us? What makes your services or approach unique?
Why now? What urgent need or opportunity makes your work critical today?
Why you? Why should donors or partners feel inspired to invest?
Ground your message in real stories and authentic data. Combining emotional storytelling with measurable outcomes helps donors connect both heart and mind to your cause.
Rethink Events and Partnerships
Not every event needs to be a gala. In fact, community-centered gatherings — open houses, breakfast fundraisers, volunteer days — often yield greater engagement and authenticity. These settings allow supporters to meet staff, see programs in action, and feel part of the mission.
Likewise, local business partnerships can expand visibility and shared impact. From sponsorships to employee volunteer days, these collaborations bring new energy (and often funding) to your work.
The Power of Stewardship
True fundraising success is about relationships, not transactions. A thoughtful stewardship plan ensures donors feel valued and informed long after their first gift.
Timely acknowledgments, updates on how funds are used, and ongoing engagement all communicate one essential message: You matter to this mission.
“When donors feel seen, valued, and connected, they don’t just give—they stay.”
A Culture of Care, Inside and Out
Ultimately, fundraising in community health is about alignment — connecting your internal culture of care with your external community of support. When every person in the organization feels ownership of the mission and confidence in sharing its story, fundraising becomes a reflection of what health centers do best: build trust, foster relationships, and improve lives.
[i] Giving USA. June 24, 2025.Giving USA 2025: U.S. charitable giving grew to $592.50 billion in 2024, lifted by stock market gains. Retrieved from https://givingusa.org/giving-usa-2025-u-s-charitable-giving-grew-to-592-50-billion-in-2024-lifted-by-stock-market-gains/
[ii] Urban Institute. September 2025. Giving Dashboard. Retrieved from https://apps.urban.org/features/giving-dashboard
Reach out to Danielle Jackson for fundraising and development support - Facktor is here to help.