Fundraisers’ Perspectives: Experiences and Strategies for Success

In the  fundraising world, each professional brings a unique perspective based on their own experience and context. That’s why at in2action, we always strive to stay connected with colleagues from around the globe who can offer ideas, insights, and future perspectives. Today we  bring you the ideas of two leaders in the field of fundraising: Juan Lapetini (Argentina) and Carlos Simón (Costa Rica).  Both have over 20 years of experience. Juan serves as the Regional Partnerships Director at Donar Online,  and teaches fundraising in the Postgraduate Programme on Non-Profit Organisations at the University of San Andrés. Meanwhile, Carlos leads World Vision Costa Rica and the consulting firm iSmart360, with an innovative approach to digital donations and community impact. Through their responses, we not only learn about their career journeys but also uncover the similarities and differences that define fundraising in their respective contexts.

They shared their thoughts on how fundraising strategies have evolved, the current challenges, and their visions for the future.

In your experience, what strategies were effective in the past?

Juan recalls a less competitive time when organisations accessed international cooperation through projects aligned with the objectives of funding bodies. “It was possible to secure grants for sustainability and social development, and companies collaborated without today’s exhaustive requirements,” he explains. He highlights the success of campaigns like Huerta Niño, which achieved significant results with minimal investment thanks to trusted relationships, without the need for digital tools or complex strategies. “Back then, personalisation was more of a luxury than a necessity—what really mattered was building trust-based relationships without relying on digital tools or sophisticated strategies.

In Costa Rica, Carlos notes that traditional methods such as face-to-face interactions, mail campaigns, television, and radio appeals were most effective. “These typical channels delivered excellent results, particularly with individual donors,” he explains. While some elements from the past persist, such as strengthening relationships with major donors, the shift towards new approaches was already evident.

What strategies are working now?

For Juan, diversification of funding sources and technology are essential. “Today, at Donar Online, large-scale personalisation enabled by digitalisation is a reality,” he says. He stresses the importance of major donor programmes, where sustained trust and transparency are key, and of highlighting solid projects with clear evidence of impact in an increasingly competitive environment.

Carlos also acknowledges the pivotal role of digital technology: “It offers a better cost-benefit ratio, allows for broader reach, and facilitates donor conversion.” Additionally, he has developed specialised approaches for international grants and is venturing into high-net-worth donors. “We’ve started working with larger donors, which was not common in Costa Rica, and we have high expectations for this shift. Without a doubt, the digital world is  working well  and it is helping us make inroads with high-net-worth donors. This mix is beginning to bear fruit.”

Looking to the future: What are the main challenges and successful strategies?

Juan highlights the importance of connecting with donors through authentic commitment. “Younger generations want to be actively involved; financial transactions alone are no longer enough,” he reflects. He explores the Donor Vortex model, where community and sustained interactions create lasting impact. He also sees opportunities in partnerships with companies seeking alignment with meaningful values. However, he warns about the high turnover of colleagues and the disconnect from causes, emphasising that authenticity will be crucial. “I believe the future of fundraising success will not solely focus on fundraising itself, but on how we build genuine and sustainable support communities around our causes. Technological innovation will be vital to foster close and transparent interactions, enabling each donor to feel valued and integral to the impact achieved.

Carlos, on the other hand, points to the challenge of integrating emerging technologies such as artificial intelligence and the complexity of approaching to global donors with broad interests. He has redefined his strategy around an emotional concept: “We decided to focus on selling happiness, especially in our work with children.” This, combined with digital efforts like LinkedIn and attracting international donors, aims to strengthen the sustainability of his fundraising model. “We believe there’s a good opportunity to attract high-net-worth donors, especially by linking the concept of happiness with global change that is also reflected locally in Costa Rica.

The perspectives of both professionals reflect the evolution of fundraising, where technology and authenticity are essential to tackling current and future challenges. From creating genuine support communities to exploring new markets and tools, both agree that innovation and emotional connection will be fundamental pillars.

You can find more views from colleagues here. Follow us on our social media channels to learn more about how fundraising continues to transform in Latin America and around the world.