This may not be a popular opinion in every corner of the nonprofit world, but here it is:
The results you get—in fundraising, in leadership, in life—start with your mindset.
Now let’s be clear: yes, there are real systemic barriers to success. Absolutely true. There are also circumstances we can’t control. But even with all that, making progress often starts with clearing out the old mental clutter that’s holding us back.
Nonprofit fundraising expert Rhea Wong talks about something that many of us struggle with, scarcity mindset. In our sector, we often wear it like a badge of honor that we can create a dollar’s worth of impact with a dime. Many of us come from family or cultural backgrounds where we picked up beliefs like:
- Money is hard to come by
- As soon as money comes in, it disappears
- Hanging on to every penny is the only way to survive
- Struggling financially is a sign that we’re doing “real work”
Sound familiar? But here’s the thing: your mindset shapes your thoughts, feelings, and actions. The stories you tell yourself about funders, money, and your own worth influence how you show up in the world, and in front of funders.
Rhea Wong describes it like this:
- Something happens, like you miss a fundraising goal.
- You start thinking, “We’ll never raise enough!” or “This is impossible!” or “People don’t support our work!”
- That triggers emotions like anxiety and fear about your budget and your future.
- You meet with a potential donor, but those emotions seep into how you carry yourself in the conversation.
- The donor declines, and you feel even more defeated.
That’s a self-fulfilling prophecy in action.
So, How Do You Shift That Mindset?
Books have been written on this, but here are six practical (and doable!) ways to get started:
1. Start with awareness.
Notice how you react when money comes up. What thoughts and emotions pop into your head? How does your body feel? What old stories are you telling yourself? Don’t try to fix it, just notice it. Awareness is the first step to change.
2. Name your negative mindset.
Yes, name it! Psychologist Carol Dweck recommends giving that bundle of unhelpful beliefs a name. It helps you separate from that voice and not take it so seriously. Example: “Wow, Money Margaret showed up strong during our budget meeting today!”
3. Talk to it.
Once you’ve named it, notice when it shows up and respond. It might sound silly, but try thanking it for trying to protect you. Then gently remind it that you’re safe, and that you’re trying a new approach.
4. Fake it ‘til you make it.
Ask yourself: “What would I do if I knew we’d win every grant we applied for?” Write your proposal with that energy. Walk into donor meetings with that belief. Build a plan based on success, not fear.
5. Practice gratitude.
Gratitude and anxiety can’t exist in the same space. When you feel a scarcity mindset creeping in, pause and name three to five things you’re grateful for, big or small. This quick reset can shift your emotional state.
6. Visualize abundance.
Create a daily visualization practice where you envision winning enough funding to fully fulfill your vision and making the changes in your organization. If you think this is “woo woo,” it’s not. It’s science. Top tier athletes like Michael Phelps, Serena Williams, and LeBron James, have used visualization for years with great success.
Bottom Line
If you want to win more grants, start with your mindset. Yes, the grant world is competitive. Yes, funding can be hard. But if your internal story is stuck on “we’ll never have enough,” it’s going to show up in your actions…and your results. When you shift from scarcity to abundance, everything changes. It’s not magic. It’s mindset, and it’s powerful.