Here's a question most nonprofits never ask: Does our event actually need a live auction?

They just have one. Because they've always had one. Because they saw one at another gala that crushed it. Because someone on the board said "we should do a live auction" and nobody pushed back.

That's not a strategy. That's a reflex

The Truth About Live Auctions

Live auctions can be incredible. When the room is right, the items are right, and the energy is right  a live auction creates excitement, competition, and real fundraising momentum.

But here's what nobody tells you: a live auction that doesn't fit your audience doesn't just underperform. It drains the energy from the room, eats into your program time, and can actually hurt your fundraising goals. 

Every audience is its own mini fundraising culture. What works brilliantly for one organization's crowd might land completely flat for yours. The shoe needs to fit not be forced.

When a Live Auction Makes Sense

A live auction works when:

Your guests actually WANT one. They're engaged, competitive, and have the financial means and emotional interest to bid. You can feel it in the room  they lean in, they watch the items, they talk about what they want to bid on.

Your items are right for YOUR audience. Not items you copied from another gala that did well. Not items you added just to fill the auction. Items that your specific guests will genuinely compete for.

The revenue justifies the time. A live auction can take significant program time. If your five auction items raise $4,000 but your paddle raise raises $60,000 — is that time well spent? Only you can answer that. But it's worth asking.

When to Skip It

Skip the live auction if:

Your guests aren't into it. If you've noticed people checking their phones, heading to the bar, or tuning out during your live auction  that's data. Listen to it.

You're doing it because you've always done it. Tradition is not a fundraising strategy. If nobody has questioned the live auction in five years it's time to question the live auction.

You're forcing items just to have a live auction. Weak items create weak energy. A room full of people not bidding on anything is one of the most deflating moments a gala can produce.

You saw another organization crush it with a live auction and want to replicate their results. Their audience is not your audience. Their items connected with their donors' specific interests and capacity. You can't copy that formula and expect the same outcome.

If You Do Have a Live Auction Less Is More

If a live auction IS right for your event keep it tight. Three to six items. Carefully chosen items that your specific audience will compete for. Nothing filler. Nothing forced.

A focused live auction with four incredible items will outperform a bloated one with twelve mediocre offerings every single time. And it won't eat your program alive in the process.

The Bottom Line

Your job isn't to have a live auction. Your job is to raise as much money as possible for your mission while creating an experience your guests will remember and want to return to next year.

Sometimes that includes a live auction. Sometimes it doesn't. The only way to know is to ask the right questions about your audience, your items, your data, and your goals — before you default to what you've always done.

Debbie Scheer is a licensed benefit auctioneer, professional emcee, fundraising event consultant, and keynote speaker based in Colorado, serving nonprofits nationwide. With hundreds of fundraising events under her belt she helps organizations create events that are strategic, inclusive, and meaningful — where guests feel great about giving and come back year after year. Reach out to Debbie to start the conversation.