Raising Money for Nonprofits in Terrible Times

"I've always said to my staff that 75% of your job is pounding the pavement," Lucas says. She started her $100 million fund drive four years ago and is up to $79 million now, with three years left to go. "In tough times you have to go back to the fundamentals. It's all about relationships."

Nonprofits are in trouble just like profit-making businesses. According to the Bridgespan Group, a consulting firm, 75% of them have been hurt by the economic downturn, and 52% say they have less money now--half of those losing 10% to 20% in revenue and a quarter losing more than 20%.