From Friction To Fuel: Finance And Fundraising Need Each Other
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In many nonprofits, there’s a quiet tension that rarely gets talked about openly. It shows up in budget meetings, campaign planning conversations and year-end projections. It’s the tension between the people responsible for protecting the integrity of the finances and the people responsible for raising them for mission impact.
Hi, I’m M. Gale’s new Controller. That means I’m a number cruncher. I work in finance, and have worked in several nonprofit shops. I’d like to talk about the friction in NPOs that sometimes exists between this role and the role of the frontline fundraisers.
In many organizations, these two functions are siloed. When that happens, it can create tension and the perception of competing priorities. Finance can seem like the cautious gatekeeper, while fundraising is like the ambitious driver pushing for growth. In reality, both are essential to the same goal.
The number cruncher focuses on resource allocation and financial stewardship. Finance must be compliant with legal and reporting standards; they can only report on the “money that’s there.” Meanwhile, the frontline fundraiser focuses on cultivating donor relationships, planning campaigns and organizing events to maximize revenue for community impact. Fundraisers often report pledges as revenue for the organization, focusing on a long-term approach to strengthening donor relationships rather than only immediate cash needs. In many ways, they act as a bridge between philanthropists who want to make a difference and the causes that need them.
It’s easy to see how friction can arise between these perspectives. But when the math and the mission align around shared goals, financial stewardship becomes a catalyst for impact rather than a constraint. Creating that alignment starts with understanding one another’s language and reporting standards.
When these two roles begin to share information openly and build a common vocabulary, the friction can become fuel for smarter decision-making. Fundraisers benefit from understanding cash flow cycles, reserve requirements and compliance boundaries. Finance teams gain valuable insight when they understand cultivation timelines, donor motivations and the strategic importance of long-term relationship building.
True alignment happens when both sides recognize they are not working against each other—they are simply operating on different ends of the same bridge. Fundraising brings opportunity; finance ensures accuracy and compliance. Together, they create a path to long-term sustainability and allow organizations to dream big while delivering responsibly.
By keeping a few practical practices in mind, teams can bridge the gap and strengthen their impact:
Build a shared language. Align on how terms like revenue, pledges, restrictions and cash flow are understood across teams.
Share context early. Finance benefits from understanding donor strategy and timelines; fundraisers benefit from understanding cash flow realities and reserve needs.
Recognize the value of both perspectives. Fundraising focuses on opportunity and growth, while finance ensures accuracy, integrity and compliance. Both are essential to stewardship and mission success.
Create regular points of collaboration. Budget planning, campaign strategy and reporting conversations are stronger when both teams are part of the discussion.
In the end, the goal isn’t to eliminate the tension between these roles—it’s to harness it. Healthy dialogue between the number cruncher and the frontline fundraiser transforms “competing” priorities into complementary strengths. When math and mission meet in the middle, organizations are empowered to make an impact that is both bold and lasting. And that’s where the real magic happens.
As Controller at M. Gale, April Jordan focuses on the intersection of accounting, human resources and leadership to keep the company’s operations as strong as the nonprofits they serve. “Translating complex financial data into actionable insights is more than just the numbers,” April says.