How much does the organization spend on overhead? How much of the organization’s budget is dedicated to programs? What about fundraising? Are these really the right questions to ask?

"We just met with a foundation the other day, and that's what piqued their interest — the outcomes. A lot of donors are saying, 'If you can't show me the difference my dollar makes, I'm probably not going to give you that next year.' " - Joshua Hale, Big Shoulders Fund Executive Director "...over the years there's been an increase in requests to understand the tangible outcomes. Now [donors] say, 'Give me a specific story, give me a quantitative result.' " - Lorrie Lynn, United Way Director of Research, Planning and Education

Your organization has likely done a masterful job of cultivating strong funding relationships with a cadre of donors who value the fine work you do in the community. These donors have meaningful relationships with your leadership team and with your board members. In fact, they may socialize with your board members and executive director from time to time outside of the context of your organization. Or their spouses are on the board of another community organization together or know each other from their college days. Regardless, their support of your organization is primarily based on strong social and personal relationships and an emotional valuing of your cause.

Thomas Siebel, founder of Siebel Systems, Inc., achieved significant results when he decided to take a stand against methamphetamine ("meth") abuse in Montana a few years ago.  Investing several million dollars in media campaigns, Siebel dramatically improved the state's ranking among U.S. states in terms of meth abuse—moving from 5th to 39th—and more than tripled the percent of Montana teens who are aware of the dangers of meth—shifting that number from 25% to 93%.