How to Build a Nonprofit Income Strategy That Actually Works

You’re not alone if you want sustainability—but aren’t sure how to get there. But let’s be honest—most are stuck hoping the next grant,  mix gala, or big donor will come through.

Hope isn’t a strategy. A real nonprofit income strategy is.

If you’ve ever wondered, “How do I make my nonprofit sustainable without burning out my team?”—this post is for you.

Most nonprofit leaders want to build something sustainable. But let’s be honest—many aren’t sure how.

They have a plan… kind of. Often, it depends on donors showing up, government funding continuing, or great weather for a special event. If your financial strategy relies on things you can’t control, it’s not a real income strategy.

So is long-term funding only for the lucky? Not at all. It has everything to do with a clear, consistent income strategy built for your mission—not a generic (same as everyone elses) fundraising plan.

Based on two decades of helping nonprofits create lasting plans, I can assure you: sustainability is possible. You need to:

• Make your income strategy a core part of your strategic plan—not an afterthought,
• Build it around your unique strengths, solving a problem your funders care about, and
• Stay focused so you don’t burn out chasing everything.

3 Real-World Nonprofit Income Strategy Examples

These three organizations didn’t guess their way to sustainability. Each chose a specific income approach and stuck with it over time. The details won’t match your organization—but the principles will.

Case #1  Mote Marine

Nonprofit Income Strategy:  Focus on Individual Donations  

Mission: Research & education | Annual Income: $18M

Overview

Mote didn’t just want donors. They created a strategy that wove donor relationships into every corner of their work. From summer camps to aquarium exhibits, every program advanced the mission and drew the community closer.

Backstory

During his 35-year tenure at Mote Marine, Kumar Mahadevan helped Mote Marine Laboratory grow from a small research lab into a significant institution. In the late 1970s, Mote’s senior leaders realized that to fund research—the Laboratory’s fundamental goal—Mote needed to obtain individual donations from the local community. Research grants were never going to provide 100 percent of the funds required. To grow donations, Mote began a long-term process. It expanded its youth programs by developing science education resources and summer camps. In the 1980s, Mote continued its focus by opening an aquarium. Even though it provides over $1,000,000 in operating support and 350,000 visitors each year, building the aquarium was all about engaging local donors. More recently, Mote added limited-time exhibits to the aquarium, such as visits by penguins, sea lions, and now, Survivors-Beautiful and Extreme Adaptations. (This an other nonprofit income strategies are found in Let’s Raise Nonprofit Millions Together and 7 Nonprofit Income Streams.

Case #2 Opportunity Village

Nonprofit Income Strategy: Balance Mission Income, Donations & Government Support

Mission: Jobs for adults with disabilities | Annual Income: $26M

Overview

Opportunity Village balances three income streams:

• Mission earned revenue (50 percent)

• Individual donations (25 percent)

• Government funding (25 percent)

They keep those streams flowing with consistent effort—not luck. Staff visit lawmakers. Their board, family engagement and Magical Forest event turns mission into community joy. They create jobs others can’t.

Backstory

To support government funding, staff continuously visits all elected officials in their offices in Carson City, Nevada, and Washington, DC. Staff regularly invite officials to visit Opportunity Village. (See How to Secure Government Funding for Your Nonprofit for details on Opportunity Villages’  proven approach.

To support individual donations, among other activities, it offers a holiday multi-day event, called the Magical Forest, to the Las Vegas community. The event celebrates the holidays and brings a forest to the desert and engages residents. Families are encouraged to get the word out and their large boards have affluence and influence.

To support mission earned income, Opportunity Village develops thousands of job opportunities, many by turning seeming disadvantages into advantages. Think: providing janitorial services in high security buildings. Their employees solve security clearance and job turn over challenges that plague the industry.

Case #3 Houston Food Bank

Nonprofit Income Strategy: Maximize Volunteer Power

Mission: Feed 137,000 people weekly | Annual Income: $148M

Overview:

When Houston Food Bank hit a roadblock—too few hands to sort food—they didn’t shrink the mission.

They built a volunteer-powered engine that multiplies their reach.

Backstory

The major roadblock that  The Food Bank of Houston found in providing more food to the community was the need for hands to organize and sort food for distribution, such as the content of donation barrels. To offer more mission, The Food Bank of Houston’s adapted a strategy to maximize volunteer hours.  They execute the strategy by staying open 22 hours a day and providing volunteers state-of-the-art sorting equipment. The machinery makes the sorting fun. Additionally, their distribution center includes a conference center, available at cost to businesses and community groups.

While the groups visit, they are encouraged–you guessed it to sort food.

Besides the mission and income results, their efforts resulted in over 23,500 individuals donating 200,000 hours of their time in recent years with parralel growth of corporate and individual donations.

So, What Makes a Nonprofit Income Strategy Work?

A effective nonprofit income strategy isn’t wishful thinking—it’s your leadership in action. It’s:

• Integral to your strategic plan—not a separate track

• Customized around your strengthens and opportunities and what you can control

• Repeated, refined, and sometimes yes… a little boring (in a good way)

Want Long-Term Sustainability? Start Here.

Do the leadership work and craft an income strategy. Work it. Then work it some more.

Long-term revenue doesn’t come from lucky breaks. It comes from clarity, consistency, and a strategy that fits your organization.

Start now. Your future self—and your board, your team, and your mission—will thank you.

Want help building your nonprofit income strategy? Let’s Talk Nonprofit Income Strategy!

Ready to start building your nonprofit’s revenue plan? Your first step is choosing a destination worth funding. Here’s how to get specific.