An organization without a clear read on its current fundraising health is trying to navigate with the destination but no starting point. It’s something more specific and, frankly, more uncomfortable to look at: Who are your actual annual campaign donors? But if most of those donors gave because someone they know asked them to, not because they know or care about your mission, you haven’t built a donor base. An organization can hit budget, even beat it, in a year where the underlying base of committed annual donors didn’t grow at all. Know your coordinates, then set the destination.