Raising Paddles: 5 Practical Fundraising Auction Tips from Dan Campbell

Dan Campbell is one of the most experienced fundraising auctioneers working today. As founder of Raising Paddles, he and his team deliver hundreds of live fundraising events each year, generating more than $120 million annually for charitable organisations. His background blends corporate leadership, personal mission and deep practical knowledge of donor behaviour, which gives him a rare and grounded understanding of what actually drives revenue in the room.

This blog distils the key lessons from his appearance on The Secret Guide to Fundraising, highlighting the practices that consistently separate good auctions from exceptional ones.

These are 5 key takeaways worth applying to your next live fundraising event. 

1. A strong auction is built long before the event night

The work done before guests ever take their seats has a far greater impact than anything that happens under the lights. Campbell notes that success is often determined by early clarity around messaging, run of show, and shared expectations.

“Eighty percent of the success of an auction happens before the night itself.”
If planning is shaky, even the most compelling auctioneer will struggle to overcome the foundation they were given.

2. The guest list shapes revenue more than the auction items

Campbell recalled a case where revenue leapt from eight hundred and fifty thousand dollars to over two million without changing the programme. All they altered was the people in the room.

“Fundraising outcomes shift dramatically when you put the right people in the room.”

The capacity and desire to give matter more than the length of the catalogue.

3. Breadth of participation beats one show-stopping gift

A single headline donation may look impressive, but it isn’t proof of deep engagement. Campbell views participation rate as a stronger indicator of connection and future growth.

“I would rather see one hundred people give than one person carry the night.”

A room that gives together builds energy, widens the circle of supporters and strengthens results long after the event ends.

4. Auctioneers perform best when they feel the mission

Raising Paddles intentionally pairs auctioneers with causes that resonate on a personal level. Campbell believes donors can sense when someone on stage truly understands the work and what it stands for.

“When I stand on stage, I stand there with confidence and empathy because I have lived experiences that connect to the mission.”

Make sure you take the time to fully inform your auctioneers and event staff of your mission and, if you can, find people to support you who relate!

5. Donors continue to give even in uncertain times

While the sector faces volatility, Campbell notes that auction outcomes remain broadly stable with no cliff edge drop in revenues. This is a good sign for a sector that relies on the generosity of others.

“Generosity is still strong. When donors feel valued, they step in and fill the gap.”The opportunity is still there but it can only be unlocked through thoughtful stewardship.

These lessons show that high-performing auctions are not a mystery. They are the result of intention, preparation and the discipline to design the room you want, not simply accept the room you have. Campbell has seen these principles work across hundreds of events, and there is still much more to learn.

To explore his thinking in full, listen to the conversation on The Secret Guide to Fundraising.