I was recently approached to support on a fundraising engagement.
The brief was familiar.
Refine the fundraising strategy.
Build out a prospect list.
Coach the team.
I declined.
There are outstanding professionals who specialise in fundraising mechanics. Prospect research, pipeline management, donor strategy. It is a craft. And they do it better than I would.
And that is when I saw the pattern.
Two organisations I have been supporting on strategy, theory of change, and positioning have since gone on to raise new funding.
Did I raise the funds? No.
Did I build the prospect lists? No.
Did the strategic work contribute? Almost certainly.
Because when leadership is clear on:
• Where the organisation is heading
• The specific problem being solved and for whom
• Why this organisation is uniquely positioned to solve it
• What measurable outcomes will define success
Fundraising conversations change.
The narrative sharpens.
The confidence stabilises.
The team speaks consistently.
The board aligns.
And external stakeholders sense coherence.
As a former CEO, I know this well. Even with a strong development team, you are always fundraising. You are the face of the organisation. You signal direction. You communicate conviction. Your clarity becomes institutional confidence.
You do not need to be charismatic.
You do not need to be a fundraising technician.
But you do need clarity.
Often, what appears to be a fundraising challenge is in fact a positioning challenge.
Where I Can Support
If you are preparing for a significant investment, a scale inflection point, or a strategic reset, I typically support in three practical ways:
1. Strategic Narrative Reset
Pressure testing your theory of change, scale pathway, and differentiation so your story is precise and defensible.
2. Positioning for Scale
Clarifying the end game, sequencing priorities, and articulating the outcomes that matter most to funders and partners.
3. Leadership Alignment
Ensuring CEO, executive team, and board are aligned on message, ambition, and risk appetite before you go to market.
This is not about rewriting a pitch deck.
It is about strengthening the foundations beneath it.
If funding feels harder than it should, it may be worth stepping back before pushing harder.
Clarity first. Funding follows.
A quick reminder about the upcoming Women CEO Masterclass
13th April 5pm EAT
For International Women’s Day this year, I wanted to try something new.
Many women leaders tell me they wish they had access to candid conversations about the realities of the CEO role. The pressures, the mistakes, and the recalibration required to stay effective over time.
So I am hosting a live masterclass with experienced women CEOs reflecting on what they genuinely wish they had known earlier in the role.
Joining the conversation are Emily Bancroft (CEO Health Care Without Harm), Wawira Njiru (Founder and CEO Food 4 Education), and Jennifer Schechter (Co-Founder and former CEO, Integrate Health), each bringing hard earned perspective from leading organisations through growth and complexity.
No slides. No scripts. No success theatre.
Just disciplined, practical reflection on leadership, boards, identity, and longevity in the role.
It is a paid session to ensure a committed room. Scholarships and discounts are available.
If this would be useful to you, I would love to have you join - and it is open to men as well as women!
Register here:
https://luma.com/9tvo95o8
Warmly,
Liz
Strategic Advisor | Former CEO | Founder, Volante
Based in Kenya, available globally
