Building your future donor base

A message from the CICF Collaborative, including Central Indiana Community Foundation, Hamilton County Community Foundation, IMPACT Central Indiana, the Indianapolis Foundation, and Women’s Foundation of Indiana 

By Diana Coyle, CICF Director of Nonprofit Services and Sustainability 

Today’s volunteers—especially younger ones—are deeply motivated by a desire to make a difference. Indeed, nearly 8 in 10 people ages 12 to 25 report participating in some form of service. 

Many of these individuals see themselves as helpers, advocates, and community builders, but they may not automatically see themselves as financial supporters. 

The good news? Volunteers are one of your most promising pipelines for future donors. 

Start with what they already believe 

Volunteers already care. That’s a powerful foundation. 

Research shows that younger volunteers are especially motivated by impact, connection, and purpose. They want to know that what they’re doing matters, and they want to feel part of something meaningful. 

That mindset translates naturally into charitable giving when nurtured the right way. 

Make the connection between time and treasure 

It’s obvious: Help volunteers see that financial support is yet another way to make a difference. 

Many young people are already comfortable with this idea. Surveys show that donating goods or organizing fundraising efforts are among the most common forms of service for younger generations. In other words, they already understand that money—and mobilizing money—can drive impact. 

Your role is to connect the dots: 

• “You’ve seen the impact firsthand.” 

• “You know what it takes to deliver this work.” 

• “Here’s how a small financial gift can extend that impact even further.” 

Start small—and make it easy 

For many volunteers, especially students and early-career professionals, capacity is limited. That’s okay. 

Introduce giving in accessible ways: 

• Modest annual gifts 

• Monthly recurring donations 

• Peer-to-peer fundraising campaigns 

• Giving tied to volunteer milestones 

The goal is not the size of the gift, it’s the habit. A volunteer who donates once, even at a small level, is far more likely to give again. 

Grow with them over time 

One of the most important insights from recent volunteer trends is that engagement evolves. Commitments shift as young people move from school to careers to family life. 

Your strategy should evolve with them. 

As volunteers grow in their careers and financial capacity, so too can their philanthropy: 

• Annual donors can become mid-level supporters 

• Engaged donors can be introduced to major gift opportunities 

• Longtime supporters can begin thinking about legacy gifts 

• Committed champions can help build endowment funds for long-term impact 

Offer leadership and ownership 

Another key takeaway from the research is that young volunteers want more than participation—they want ownership. Many report higher engagement when they can help plan, lead, or shape activities. 

This is a powerful bridge to philanthropy. 

Consider: 

• Inviting volunteers to help lead fundraising campaigns 

• Encouraging them to organize giving initiatives 

• Creating ambassador or advisory roles 

When volunteers take ownership of outcomes, they become more invested—not just in the work, but in sustaining it financially. 

Build a culture of lifelong philanthropy 

Ultimately, the goal is not just to convert volunteers into donors—it’s to cultivate lifelong supporters of your mission. 

Volunteers who give are more likely to: 

• Stay engaged longer 

• Increase their support over time 

• Advocate for your organization within their networks 

And perhaps most importantly, they carry your mission forward across generations. 

The surge in volunteerism—especially among Gen Z and Gen Alpha—is more than a trend. It’s an invitation. By meeting volunteers where they are, starting small, and growing with them over time, nonprofits can build a powerful pipeline from service to sustained financial support.

About the author 

Diana Coyle, director of nonprofit services and sustainability, is dedicated to helping Central Indiana nonprofits access the tools, knowledge, and relationships they need to thrive. In collaboration with her CICF colleagues she supports CICF fundholders offering professional development, resources, and technical assistance that strengthen organizations and their leaders. With more than 15 years of experience in leadership and community engagement, she is committed to fostering connections that amplify the missions of nonprofits and create lasting impact across the region.

About the CICF Collaborative 

CICF Collaborative is a partnership of philanthropic organizations working together to strengthen communities across the region. Each entity within the CICF Collaborative (including the cornerstone entities, Central Indiana Community Foundation, Hamilton County Community Foundation, IMPACT Central Indiana, the Indianapolis Foundation, and Women’s Foundation of Indiana) brings deep knowledge, strong relationships, and its own individual, focused mission. The CICF Collaborative unites the entities by providing shared services, allowing the entities to operate more efficiently and effectively. By leveraging what we each do best, we’re able to better serve our communities and create more lasting impact, together. Learn more »