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We know that auction travel packages have become a major revenue driver for nonprofit events. Unlike traditional goods, the high-dollar experiences produce excitement, competitive bidding and better overall returns consistently.
But the real opportunity is underwriting. If a sponsor or donor offers to pay for a travel package at the base cost, the nonprofit proceeds with every dollar raised and auctioned as pure profit. For organizations, underwriting support can significantly boost fundraising results.
How to find and successfully solicit those underwriting donors? Here are proven techniques nonprofits can use to take advantage of this strategy.
For most fundraiser events, money is generated with a small group of donors responsible for the majority of giving. In fact, it’s widely realized that a tiny minority of donors typically put the bulk of money in through donations you raise.
These are the people who represent your best opportunity to underwrite travel packages.
Who to target:
Major gift donors
Event sponsors
New companies looking for impact
Board members
Regular high-bid auction participants
Instead of having them tender bids, position underwriting as leadership; a way of driving leadership opportunities that will increase their impact.
Strategy: Review previous auction data to discern:
Who would bid on high-value items?
Who donated more money during the events?
Who has the capacity for larger gifts?
Who is looking to influence attendees?
Target this particular group at the outset of your outreach.
Not all donors are influenced to give in the same way. Some are motivated by recognition, while others are driven by experience.
Travel packages work really well because these connect with donors’ personal interests. These experiences tap into present travel budgets, with donors finding much of the financial justification easier to match with the experience.
How to identify them:
Survey donors about interests and lifestyle preferences.
Look back at previous auction purchases or bids.
Seek donors who often travel or buy experience items.
Why this works:
When a donor already loves travel, underwriting a package naturally has to come naturally. It links their own interests to yours, making the request more compelling.
One of the biggest mistakes nonprofits make is to present underwriting as a transactional sponsorship. Instead, it should be framed as a powerful way to multiply impact.
Key message:
“We can raise two to three times its value for our mission on this one gift.”
Travel packages tend to sell for more than their base cost, sometimes two to three times.
What to emphasize:
The gift unlocks more income for them.
They allow for a top-performing auction item.
Competitive bidding adds to their impact.
That turns the conversation from cost to outcome.
Fundraising is not about asking everyone for things. It’s about engaging the right individuals.
Using data-driven targeting can help nonprofits target the people or companies most likely to respond in a positive way. Studies indicate that focusing on people who are more likely to give substantially improves results.
What to analyze:
Past giving history.
Attendance and engagement at events.
Auction participation patterns.
Capacity indicators.
Action step:
Identify 10 to 25 high-potential prospects for the position of underwriter and focus on individual outreach.
Underwriting a travel package should give an impression that it’s special. Nonprofits can make it even more attractive by branding it as an exclusive endeavor.
Examples of positioning:
“Presenting sponsor” of a lavish travel package
Name recognition linked to the experience.
VIP access or perks at the event.
Letting the sponsor help with the auction itself.
Exclusivity enhances perceived value and motivates donors to come forward.
Experiential auction items already impart a sense of uniqueness and exclusivity, a trait that makes donors most appealing.
Another valuable fundraising asset, your board. There are often networks of high-capacity individuals on the board who might be ideal underwriting candidates.
How do you activate them:
Encourage each board member to list out 2 to 3 prospects.
Give clear talking points and materials.
Support peer-to-peer outreach.
Warm introductions are infinitely more effective than a cold solicitation. If we know someone we trust and they make the ask, donors are much more likely to say yes.
Donors don’t just give items. They give into impact.
Get Underwriting Support: Connect the travel package for your mission.
Examples:
“This trip will provide scholarships for 10 students.”
“Any proceeds from this package will support our community health program.”
When the opportunity is positioned along the lines of impact, it’s more meaningful, emotionally resonant. It also supports this sense that auction bidding is giving, not merely buying.
