What Are the Most Effective Fundraising Strategies for the Last Quarter of the Year?

The final quarter of the year is here—the busiest, most critical stretch for most fundraisers. For many organizations, the last three months account for up to 40% of total giving. That’s both exciting and overwhelming.

If you’re like a lot of fundraisers, you’re staring at a long to-do list and wondering: Where do I focus? How do I maximize these next 90 days without burning out?

The good news is you don’t need a dozen new strategies. What you need is a focused plan, built around proven practices that actually move donors to give—and to stay engaged with your mission long after the new year.

Here are the most effective strategies I’ve seen work for fundraisers in this crucial season:

1. Review Your Caseload and Make a Plan

Start with the basics: know your donors.

Look at who traditionally gives at year-end and create a specific plan for them. That means reporting back on the impact of previous gifts, developing a meaningful donor offer tied to their passions, and outlining cultivation steps that will deepen the connection.

And don’t forget your LYBUNTs—donors who gave “Last Year But Unfortunately Not This year.” Pull a list, sort it from largest gift to smallest, and decide who to prioritize. Every donor on your caseload won’t get a year-end ask, and that’s OK. Focus on the ones most likely to respond.

2. Set Clear, Specific Goals Per Donor

Too often, year-end strategy stops at “let’s send a reminder.” That’s not enough. 

Instead, set a specific goal for each donor. Look at their last 3–4 years of giving, think about what you’ve learned from your conversations, and ask for something intentional:

• “By this time last year, you had given $4,000. Would you consider a similar gift again this year?”
• “You’ve generously given $10,000 for the past five years. Would you be open to a conversation about some bold new projects we’re working on?”

Don’t just hope donors will give. Ask them directly and confidently.

3. Create Meaningful Touch Points

At year-end, donors are bombarded with appeals. What cuts through? Personal, relevant communication. 

• Send a handwritten Thanksgiving card with a real stamp.
• Record a 20-second video update from a program leader and text it to a donor.
• Share a short story or link that connects directly to their passion.
• Invite them to a quick Zoom update or small event.

Keep it simple, but meaningful. A thoughtful touchpoint will stand out in the noise.

4. Stay on Top of Follow-Ups

How many times have you heard, “Yes, I’ll give before the end of the year”—and then the gift never comes in? 

Don’t let these fall through the cracks. Create a system to track who promised, who’s pending, and when you’ll follow up. A polite, timely reminder can make the difference between a lost opportunity and a closed gift.

5. Thank Quickly and Creatively

One of the most overlooked (yet powerful) year-end strategies is prompt, personal thank-yous. 

Get gift reports as soon as donations are processed. Pick up the phone the same day. Or send a creative note that goes beyond “Thanks for your gift.” Share a quick story, a photo, or a personal connection to show impact. 

At a time when donors are getting dozens of transactional receipts, your authentic gratitude will shine.

6. Use Year-End Momentum to Qualify Donors

Year-end isn’t just about finishing strong. It’s also about setting up success for the year ahead.

This is the perfect time to qualify new donors. Adapt your thank-you calls into relationship-building conversations: “Thank you so much for your gift! I’d love to get to know you better and hear what inspired you to give.”

Donors are already leaning in this season. Take advantage of that momentum.

7. Check Your Assumptions (and Fears)

Here’s the hard truth: sometimes the biggest barrier to year-end success is you.

• Do you assume your top donors are too busy to meet?
• Do you fear that asking for more will turn them off?
• Do you hesitate to follow up because you “don’t want to bother them”? 

Push past these fears. Your donors care about your mission and want the chance to give generously.

8. Work Your Plan (and Protect Your Time)

Finally, discipline is key. Once you’ve built your plan, stick to it. Block time on your calendar for donor calls and follow-ups. Share your goals with your supervisor so they can hold you accountable. Ask colleagues to respect the focus you need during these weeks. 

And remember: this season is a marathon, not a sprint. Take short breaks, celebrate progress, and care for yourself along the way.

The Bottom Line

The last quarter of the year is not about doing everything. It’s about doing the right things, consistently and with focus.

• Know your caseload.
• Set donor-specific goals.
• Make meaningful connections.
• Ask boldly.
• Thank promptly.
• Qualify as you go.

It’s not too late to implement these strategies and finish the year strong. If you can stay focused and disciplined, you’ll raise more money and set yourself up for transformational donor relationships in the year ahead.