Sometimes the smartest fundraising move isn’t going bigger — it’s going deeper.
For years, the nonprofit gala was the gold standard: formal, expensive, high-profile, and staff-intensive. A big ballroom. A plated dinner. A silent auction. A live auction. A paddle raise. A lot of stress.
I’ll admit something: I’ve long had a bias against fundraising events.
Not because they can’t work. But because when you actually run the numbers — really run them — many events don’t deliver what we think they deliver.
Once you calculate:
- Direct costs (facility rental, catering, AV, décor, insurance)
- Indirect costs (the value of staff time spent planning, coordinating, and executing)
- And the opportunity cost (what didn’t get done while everyone was focused on pulling off the event)
… the financial picture can look very different than the glossy post-event celebration might suggest.
In some cases, fundraising events actually lose money. In other cases, they “raise money” — but at a cost that is far higher than we’re willing to admit.
So the question isn’t: Are galas good or bad? The better question is:
Are they the smartest use of our time, energy, and donor goodwill?
Why This Conversation Is Happening Now
A few realities are colliding:
- Rising event costs across the board
- Donor fatigue with formal dinners and long programs
- Lean staff teams juggling too many priorities
- A growing desire for authentic connection over spectacle
- Increased comfort with virtual and hybrid engagement
The result? Many nonprofits are quietly rethinking the gala model — not necessarily abandoning it, but asking harder questions about its purpose and performance.
Curated, Relationship-Centered Gatherings
When I talk about moving “smaller,” I don’t mean smaller in ambition. I mean smaller in scale — and deeper in connection. Think:
- Salons hosted in someone’s home
- Carefully curated dinners
- Mission briefings with a program leader
- Donor-and-beneficiary conversations
- Small gatherings of 15–40 thoughtfully selected guests
The word I like here is curated.
These are not mass invitations. They are intentional rooms. People who belong in the same conversation. People who can build on one another’s energy and interest. Why can these gatherings ooutperform large galas?:
Lower Cost Structure
No ballroom.
No elaborate décor.
No six-figure catering bill.
When expenses drop, net revenue rises — even if gross revenue is lower.
Stronger Relationship Value
In a curated setting, people talk to one another. They ask real questions. They stay after the program to keep talking.
These gatherings may not raise the most money that night. But they raise more money later, because the follow-up is easier and the trust is stronger.
Hybrid Events Done Thoughtfully
Hybrid events are not a replacement for in-person experiences. They are an expansion of them. The most effective hybrid models:
- Offer meaningful virtual participation (not just passive viewing)
- Include interactive elements (live Q&A, polls, small group discussions)
- Allow engagement at different price points
- Remove geographic and physical access barriers
What if your organization hosted something like:
- A live, in-person panel with a virtual Q&A component?
- A breakfast gathering with a virtual sponsor spotlight?
- A mission update that includes both a room-based audience and online participants?
- A short in-person program followed by a virtual discussion?
The key isn’t scale, it’s inclusion. Hybrid formats can allow you to deepen relationships with people who might never attend a ballroom gala, but who care deeply about your mission.
Community-Rooted Events Over Prestige Events
Sometimes, it makes sense to try an event that is more community-driven: Walks, creative showcases, volunteer-linked gatherings, neighborhood conversations. These types of events are relationship-driven They might be hosted by supporters or even volunteers, rather than just board members or staff. They are designed to reflect the community your organization serves.
These events feel aligned. Authentic. Sustainable. They don’t exist to impress… they exist to connect.
When Galas Still Make Sense
This is not a “galas are bad” manifesto. Galas may still be effective when:
- They are heavily underwritten
- They function primarily as stewardship or visibility events
- They anchor a larger campaign or mark a significant milestone
- Staff capacity is strong
- Your donor base genuinely enjoys and expects them
But here’s the question I encourage organizations to ask:
If we freed up the time, money, and energy spent on this event, what else could we accomplish?
More major gift conversations? More foundation proposals? More stewardship? More programs and services for your community?
Opportunity cost matters. When we focus intensely on one massive event, we are — by definition — not focusing on something else.
Going Bigger vs. Going Deeper
When I calculate the true cost of many fundraising events, I often come back to the same conclusion:
Big doesn’t automatically mean better.
Curated gatherings, relationship-centered dinners, and thoughtfully designed hybrid experiences can:
- Reduce financial risk
- Create stronger donor experiences
- Generate meaningful follow-up opportunities
- Protect staff from burnout
Sometimes the most impressive event isn’t the one with 400 guests. It’s the one where 25 people leave feeling transformed — and ready to act.
Sometimes the smartest fundraising strategy isn’t scaling up. It’s scaling intentionally.
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