Fundraisers’ Perspectives: Innovation and Connection in Latin American Fundraising

In the world of fundraising, every professional brings a unique perspective shaped by their experiences and context. At in2action, we are committed to staying connected with colleagues worldwide who share ideas, experiences, and future outlooks. On this occasion, we spoke with two leaders in the field of fundraising: Flavia Lang Revkolevsky from Brazil and Marcelo González Salinas from Bolivia. They shared insights on how fundraising strategies have evolved, the current challenges, and their visions for the future.

Both have nearly 25 years of experience in the sector, offering invaluable knowledge and expertise. Flavia is renowned for her work at Greenpeace and her focus on digital donations, while Marcelo has spearheaded fundraising strategies in Bolivia and other Latin American countries, specialising in institutional and corporate partnerships. Through their responses, we uncover both shared themes and differences that define fundraising in their respective contexts.

In your experience what strategies were effective in the past?

Flavia Lang Revkolevsky: “When I started at Greenpeace, digital channels were in their infancy, and there was very little competition. In Brazil, Greenpeace was the only organisation operating in that space. We had some strategic alliances and managed to acquire an average of 300 donors per month, sometimes up to 600. Today, not all organisations achieve those numbers. It was the perfect era: very low costs and excellent results. Now, even with investment, achieving such results isn’t guaranteed.”

Marcelo González Salinas: “In the past, effective strategies in Latin America focused on strengthening relationships with institutional and corporate donors. In-person events and social responsibility campaigns were key. Charity dinners, fairs, and sports events provided direct connections between donors and beneficiaries. Additionally, partnerships with local and regional governments facilitated access to funds, especially in areas of community development and the environment. These approaches fostered closeness, which increased trust and commitment.”

What strategies are working now?

Flavia: “Digital channels remain very strong, but now you need more strategy, investment, tools like AI, and a more sophisticated approach. All channels are still effective—for example, direct mail isn’t dead, contrary to popular belief. But now, it is combined with QR codes and methods like Pix, a popular money transfer system in Brazil. Today, there is more personalisation, better list segmentation, and experimentation with new stories. Everything requires higher investment and refinement, but the donor experience is better than before.”

Marcelo: “While the previously mentioned strategies are still relevant, digital tactics and long-term engagement are gaining ground. The use of social media and digital donation platforms has grown significantly. Collaborations with companies under shared value models have also proven effective, aligning the success of initiatives with the mission of each NGO and corporate commitment. Additionally, cooperation funds and partnerships with international organisations remain crucial, supported by strategies that emphasise transparency and evidence of impact.”

Looking ahead, in your view, what are the main challenges and successful strategies?

Flavia: “I think the focus needs to be on the donor experience. Donors now want to feel like they’re part of the organisation. In the past, communication was one-way; now, it’s like a friendship: if you don’t pay attention, you lose the donor. It is also important to address payment systems because many donors are lost due to issues in the collection processes. Personal contact remains key, but it has changed significantly after the pandemic. People move differently in cities, affecting where and how we work. Additionally, issues like security and virtual payment methods bring new challenges. That is  why we are focusing more on enclosed spaces like supermarkets or shopping centres, where donors feel safe and are more likely to use their cards.”

Marcelo: “One of the main challenges for NGOs in Latin America is economic uncertainty and competition for resources. Some successful strategies to overcome these obstacles include:

  • Diversifying income sources: NGOs need to diversify their funding, focusing not only on major donors but also on small, recurring contributions and online fundraising platforms.
  • Innovation in communication and storytelling: Impact stories presented in visual and multimedia formats remain a powerful way to connect emotionally with donors.
  • Transparency and accountability: Implementing digital tools to report impact in real-time can help build trust and maintain donor interest in the long term.
  • Collaborative strategies and consortia: Joining forces with other NGOs and actors in collaborative initiatives can improve access to funding and achieve greater impact.”

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

If you’d like to learn more about experiences from colleagues around the world, check out more content like this on our Blog. You can also watch the full interview with Flavia below. Follow us on social media to stay updated on how fundraising continues to evolve in Latin America and beyond!