Lunch and Learn: The Most Underrated Donor Engagement Strategy You’re Not Using (Yet)

If you’ve been wondering how to move people from “interested” to “engaged” without making a hard ask or hosting a major gala, let me introduce you to one of my favorite donor cultivation tools: the Lunch & Learn.

It’s simple. It’s inexpensive. It’s wildly effective. And best of all—it’s not a pitch. It’s an introduction.

In this episode of The Influential Nonprofit, I broke down exactly what a Lunch & Learn is, why it works, and how you can implement it to create meaningful, long-term relationships with potential donors, volunteers, or advocates. Whether you’re running a hospital foundation, an animal shelter, or a tiny arts nonprofit, this strategy works—and I’ve seen it in action.

What Is a Lunch & Learn?

A Lunch & Learn is a one-hour, low-pressure event where people can get to know your organization better. You serve lunch, offer an overview of your mission and impact, and create space for personal connection.

Here’s what it’s NOT:

  • A formal gala

  • A fundraising ask

  • A long PowerPoint presentation

  • A one-and-done effort

Here’s what it IS:

  • A way to move people from awareness to interest

  • A casual introduction for new contacts

  • A tool to empower board members to invite others

  • A repeatable, scalable system to build relationships

The Donor Journey (and Why This Works)

The donor journey has four parts:
Awareness → Interest → Connection → Action

Most organizations do a good job at the first step—getting attention through events or social media. But many get stuck in the connection phase. That’s where Lunch & Learn comes in. It bridges the gap between someone who’s curious about you and someone who feels connected enough to take action.

It’s a warm, welcoming way to move people deeper into your orbit.

“Remember: people won’t give unless they know you, like you, and trust you. Lunch & Learn creates the space for all three.”

Real-Life Results: Why I Keep Preaching This

When I was on the board of the Foster & Adoptive Care Coalition, we were required to bring guests to two Lunch & Learns a year. And when I facilitated donor focus groups later, I’d ask, “How did you find this organization?” Again and again, the answer was: “I came to a Lunch & Learn and just fell in love.”

No high-pressure ask. No major campaign. Just a personal invitation, a meaningful connection, and the rest unfolded naturally.

How to Host a Lunch & Learn (Without Stress)

Let’s break this down into manageable steps:

1. Set a Schedule

Start with quarterly. Ideally, do it monthly. Once it becomes a rhythm, it will get easier to manage. Put it on the calendar and commit.

2. Make It Easy to Attend

Host it at your office, a partner space, or even on Zoom. Don’t let lack of space stop you. A conference room, community center, or library works just fine.

3. Use Personal Invitations

This is key: personal outreach trumps automation. Ask board members, donors, staff, and volunteers to each bring one guest. This isn’t about “who has money”—it’s about who’s curious and connected.

4. Keep It Tight

Plan for 60 minutes total:

  • Light food (boxed lunches, buffet, or snacks)

  • Personal introductions from attendees

  • Organizational overview focused on impact, not services

  • Testimonial or story (from a donor, client, or board member)

  • Q&A and conversation

Pro tip: Do not run over. Start on time, end on time. Respect their schedule.

5. Follow Up

Send a personal thank-you call or email to each attendee. Not to ask—but to appreciate. You can include a next step (“Let’s grab coffee” or “Want to come visit our program next week?”) if it feels aligned.

Content Ideas for Your Lunch & Learn

You don’t need a fancy presentation. You just need connection. Here are a few content ideas to inspire you:

  • A video or news clip about your work

  • A short story from a staff member or client

  • A donor or board member sharing why they got involved

  • A “behind the scenes” look at a recent win

  • A simple overview of your impact (“We serve 1,000 meals a month,” “We’ve trained 300 advocates,” etc.)

Bonus idea: Offer an educational mini-session (e.g. “Tips for navigating elder care” or “How to support adopted teens”) to provide immediate value.

FAQs: “But What If…”

What if I don’t have a space?
Partner with a church, library, or coffee shop. Or go virtual!

What if no one shows up?
Start small. One great conversation beats ten no-shows. Keep inviting.

What if someone asks to donate?
Great! Let them. But don’t make it your focus. This is about relationship, not revenue—at least at first.

Why This Works (Even If You Hate Fundraising)

The brilliance of a Lunch & Learn is that it removes the pressure—from you and from them. You’re not asking for money. You’re offering an opportunity to connect. That’s it.

And when people feel safe, valued, and seen, they lean in.

“Fundraising doesn’t start with asking—it starts with listening. Lunch & Learn gives you that space.”

Final Thoughts: Give People a Way to Fall in Love

Here’s what I want you to remember: You don’t need everyone to say yes. You just need to give people a clear, kind, consistent way to get closer.

Lunch & Learn is that way. It's simple. It's scalable. It works.

Want Help Creating a Donor Journey That Works?

If you're ready to stop guessing and start growing your donor base with ease and clarity, let’s talk.

👉 Book your free Influence Activator Call
I’ll help you map your donor journey, craft a killer Lunch & Learn, and build relationships that last.

Maryanne Dersch