Explorez tous les épisodes du podcast Just Ask - Rethinking Development

Why does asking for a gift bring out so much fear?

What if the very act of “asking” isn’t just about fundraising, but about becoming an instrument of what God wants to do in another person’s life… and your own?

In this episode, Bryan and Greg explore The Healing Power of Asking.

We live in an age of shortcuts. AI can save time, automate tasks, and make almost any job easier. But some shortcuts cost you more than they save.

In this episode, we explore one simple mindset that will make you a stronger fundraiser, and why sometimes the best thing you can do — is take the stairs.

What if strengthening your annual fund was the key to unlocking your long-term fundraising strategy? In this episode, Greg takes the lead to explore how a focused mini-campaign within your annual fund can secure major gifts for operational priorities, creating the financial stability needed to spend more time cultivating planned and endowment gifts. It’s a practical conversation about balancing today’s needs with tomorrow’s legacy.

The annual fund is often treated as the center of a fundraising program. But should it be? In this episode, Greg offers a thought-provoking perspective that may cause you to rethink where your development team’s time and energy are best spent.

How soon can you ask for another gift?

It’s one of the biggest fears in fundraising: asking again too quickly. But is there actually a “right” timeline?

In this episode of Just Ask, we talk donor psychology, stewardship, timing, and why fundraisers often overthink the second ask.

Every fundraiser has a white whale.

The donor you just know could come through… someday. Is it discipline to keep going, or denial? Let’s talk about when to walk away.

If your development team feels like a revolving door, it’s not just a hiring problem: it’s a strategy problem.

In this episode, we dig into why talented fundraisers walk, what it’s actually costing your organization, and how smarter compensation and creativity can change the game.

For years, endowments have lived in the “we’ll get there” category.

But the reality is shifting. If long-term sustainability matters, building your endowment is no longer optional: it’s essential.

In this episode, we break down why now is the moment to start (or finally take seriously) your endowment effort.

AI is everywhere right now, but what actually matters for fundraisers?

Bryan and Greg discuss how AI is showing up in fundraising, the tasks it can take off your plate, and the judgment call every fundraiser has to make: what do you hand off, and what do you hold onto?

What if you could build the perfect fundraiser?

What qualities would they have? Stronger asks? Better scripts? More confidence?

Maybe.

But the real superpower might be something far simpler: listening.

In this episode of Just Ask – Rethinking Development, we explore why the best fundraisers don’t just talk: they listen.

You’re launching a capital campaign. The vision is clear. The excitement is building.

But who’s protecting the owner?

In this episode of Just Ask – Rethinking Development, Greg tackles a question many nonprofits overlook: Should you hire an Owner’s Representative for your building project?

What does an Owner’s Rep actually do?

They represent the owner, not the architect or contractor. They oversee planning, budgeting, cost control, risk management, and help navigate construction volatility and supply chain challenges.

The real question isn’t just what they do: it’s whether your organization truly needs one.

Greg breaks down:

• ​What does an Owner’s Rep have responsibility for?
• ​What is the opportunity cost of not hiring an Owner’s Rep?
• ​Are they worth the money?

Before you break ground, listen to this conversation.

Have you ever experienced the frustration of a campaign goal increasing after your feasibility study was complete? What went wrong?

In this episode, Greg shares the single most important estimate that determines whether your feasibility study will be accurate or woefully misleading.

He also explains the common missing elements that cause organizations to get this number wrong in the first place.

If you’re planning a campaign, this is a conversation you don’t want to miss

Some development leaders wait for direction.

Others go the extra mile.

What makes the difference?

In this episode, Bryan and Greg explore a mindset shift that changes how development leaders approach their work — and why the most effective fundraisers don’t think like employees at all.

Do fundraisers really care about donors—or just the donation?

Bryan challenges a common assumption that fundraisers are driven by need, not stewardship—and explains why that mindset gets philanthropy wrong.

Ever wish you could go back and give your younger fundraising self a few pointers?

Greg and Bryan unpack the insights, the pitfalls, and the practical advice they’d offer any new fundraiser stepping into the field.

Behind every transformational gift is a donor wondering whether the vision is real and their investment will matter.

In this episode, we unpack the simple questions that build confidence—and keep campaigns from stalling.

Fundraising is full of familiar phrases—but some might be past their prime.

In this episode, Bryan and Greg swap stories, share mild rants, and explore the words and clichés that feel tired, stale, or overused in nonprofit fundraising.

What’s the single most important factor that determines a major gift?

It’s not your case statement, your campaign, or your vision. It’s something more personal.

Greg explains the surprising key behind every major gift—and how leaders can build the kind of trust that moves generosity.

Before you book the caterer or send the invites, stop and ask: why are you holding an event in the first place?

In this episode, Bryan leads a candid conversation with Greg on what truly makes a fundraising banquet worth doing — and what the key steps are for a successful event.

Who are the donors most likely to make the ultimate gift—and what keeps your nonprofit in their will?

Dr. Russell James returns to Just Ask to share the top three insights every fundraiser needs to understand bequest giving.

Dr. Russell James of Texas Tech joins Greg today to share insights from decades of charitable giving research—and why three words, “identity, challenge, and hero”, can reshape how you connect with donors.

If you think the top reasons a campaign fails are because of money, messaging, or motivation—you’d be wrong.

The real killers are much simpler—and far more common. Last time, we uncovered the #1 reason campaigns fail. This week, Greg pulls back the curtain on reason #2, and it’s one that might be hiding in plain sight.

The last place any nonprofit wants to end up is in a stalled—or worse, failing—capital campaign.

But what’s the real cause when that happens?

With more than 30 years of experience leading campaigns for Catholic schools and institutions, Greg reveals the number one reason campaigns fail—and what you should be doing to avoid it.

What’s the difference between good and great?

Bryan makes the case today for why “hustle” is one of the key ingredients for fundraising success today, and yet, many nonprofits lack it.

What happens when you ask for too much?

Bryan is back with Greg to unpack a recent visit—one that led to one of the worst reactions to an ask he’s ever seen.

It raises the age-old fundraising question: Can you really ask for too much? Bryan says yes... but the story doesn’t end there. Tune in to hear why.

Welcome to part two of Greg’s conversation with Karyn Macfarlane, founder of Supporting Stars and certified Working Genius Certified Facilitator.

How does the Working Genius apply to a development teams of one?

Together Greg and Karyn go through the 6 Types of Working Genius by Patrick Lencioni and why knowing them can enhance your fundraising potential.

You can learn more about the Working Genius, take the test, or purchase the book at:

https://www.workinggenius.com

Find out more about Karyn and her work at supportingstars.com.

Greg sits down today for part one of a conversation with Karyn Macfarlane, founder of Supporting Stars and certified Working Genius Certified Facilitator.

Together they go through the 6 Types of Working Genius by Patrick Lencioni and why knowing them can enhance your fundraising potential.

You can learn more about the Working Genius, take the test, or purchase the book at:

https://www.workinggenius.com

Find out more about Karyn and her work at supportingstars.com.

Welcome to part two of a two part podcast series with our guest Stephanie Ballis, Director of Development for University of Idaho College of Law.

Greg picks up where we left off, diving deeper into Stephanie’s journey and insights from her career in fundraising.

Welcome to part one of a two part podcast series with our guest Stephanie Ballis, Director of Development for University of Idaho College of Law.

Stephanie spent almost seven years working in development for a Catholic elementary school, where she organized everything from gala auctions to fun runs — often with a very hands-on, community-driven approach.

There she ran up against the "candy bar" fundraising culture--where the idea of meeting with actual donors and building an endowment were out of the question.

Listen to her interview with Greg as she highlights the the fundraising growth possible when you “just ask!”

Bryan challenges the unspoken status quo of the non-profit world: spend as little money as possible.

Find out why you may be stunting the growth of your mission by striving to spend as little as possible under the pretense of “good stewardship.”

Are you comfortable giving your donors the honest truth?

Bryan discusses the necessity of honesty it comes to fundraising. On the surface, this sounds like a no brainer. However, in practice, there are a few obstacles you must be prepared for if you want to stay honest in fundraising.

We’ve all been in work meetings that took up massive amounts of time and accomplished very little.

Greg proposes one essential question to ask in every meeting. This question is your key to more purposeful meetings.

Spoiler: there may even be a surprise bonus question at the end.

Raiser’s Edge, Bloomerang, Donorbox, and every other database. What do they have in common?

Greg explains why one rule applies to each and every database.

What would happen to your fundraising if you listened to your people?

Greg discusses the timeless need to listen within your organization. Discover what holds employees back from sharing some of the best ideas leadership has never heard. Learn what you can do to listen more effectively.

Have you ever received a great gift that was unexpected or unusual?

Greg and Bryan shares their experiences of coming face to face with “miraculous” gifts.

Bryan and Greg are the Just Ask dynamic duo. From the outside, it may seem like they have fundraising all figured out. But even they face times where they need to take their own medicine.

Bryan dives into the necessity to re-commit to successful fundraising practices.

What will it take to revitalize Catholic schools?

Greg continues his search for the answer with Daniel Baillargeon from Mission Driven Catholic.

This is part two of a two part series.

To find out more about the work of Mission Driven Catholic, visit https://missiondrivencatholic.com/

How can Catholic schools be revitalized?

To answer this question, Greg sits down with Daniel Baillargeon, founder and President of Mission Driven Catholic.

Their mission is to help Catholic schools become centers of evangelization. As a nonprofit, they do this by working with Catholic schools to recruit, form, and equip leaders.

Listen to part one of a two part discussion on the key components needed for a revitalization.

Find out more about the work of Mission Driven Catholic at https://missiondrivencatholic.com/

An unfortunate belief is that non-profits are, by nature, non-efficient.

Bryan discusses with Greg why people have come to believe this and how we, as non-profits, can work to change this view.

The newsletter: is it still relevant to fundraising today? Are there better ways to keep donors engaged? Listen as Greg shares his take on the need for fresh perspectives in donor engagement.

When it comes to fundraising, it should not come as a surprise that the more consistent you are, the more successful you will be.

But, even the best fundraisers have days where you come to work, and you just don’t feel like doing it.

Bryan shares three ways to fundraise more consistently.

One thing matters when choosing a fundraising consultant.

Listening to what donors tell you they “want” can be dangerous. Why?

In this episode, Bryan makes the case that donors don’t know what they really want, and you will fundraise more when you invest in actions that really matter.

We apologize for the cutoff audio last time! Enjoy the complete episode here.

Greg tackles the dysfunction of putting loyalty to an individual above the overall well-being of the organization.

Some organizations have employees who are simply not right for their job — but leadership turns a blind eye. Learn how to address this situation in a way this is kind to the underperforming employee and fair to the co-workers who likely have been picking up the slack.

We’ll be back Monday with a new episode!

Today Greg tackles the dysfunction of putting loyalty to an individual above the overall well-being of the organization.

Some organizations have employees who are simply not right for their job — but leadership turns a blind eye. Learn how to address this situation in a way this is kind to the underperforming employee and fair to the co-workers who likely have been picking up the slack.

Is your timely execution of plans hampered by a boss or peers who agonize over decisions?

Today, Greg discusses what lies at the root of why some people find themselves unable to just make a decision.

Find out how you can still move the ball forward.

Is your boss a micro-manager? Understand what drives that behavior and what you can do about it.

Last week, Greg dived into topic of what causes a Dysfunctional Organization. Now Greg discusses the behaviors at the root of dysfunction. This is part one of a three part series on Dysfunctional Behaviors.

Are there days where it feels like you work in a dysfunctional organization?

Greg shares the one thing you need to know to begin to deal effectively in this situation.

When is the right time to hire a Development Director?

You are a non-profit facing a tight budget with a need to raise greater funds. But with a tight budget, can you really afford to hire someone for development?

Bryan shares some advice for when you know you are ready to hire a Development Director.

Bryan issues a challenge for fundraisers in 2025, and no it’s not applying to more grants.

Listen as Bryan and Greg discuss an audacious goal that will set up you and your nonprofit to have your best fundraising year yet.