Explore every episode of the podcast The Focused Fundraiser
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| 72 Teens Paid to Paint, Zero Tuition: Fundraising Alongside Earned Revenue | Laura Wetter | 06 oct. 2026 | 00:18:19 | |
When your nonprofit earns revenue, some donors assume the sales cover everything. Laura Wetter, Development Director at Urban ArtWorks in Seattle, answers that by being specific about who pays for what. Urban ArtWorks gets paid to paint commissioned murals, and that money supports the artists and staff. Foundations and individual donors fund the youth programs, which are free and pay teens a stipend to take part. Last year, 172 teens completed the mural apprentice programs, and every one of them earned $500. In this episode of The Focused Fundraiser, Rob Burke talks with Laura about fundraising alongside earned revenue. She shares how Urban ArtWorks tells the story of outcomes donors can't see on a finished wall, like confidence, leadership, and job readiness. She also walks through the four storytelling threads she leans on when arts funding is scarce, how her team treats corporate team-building days and mural commissions as the start of longer partnerships, and the biggest shift she made moving from grant writing to individual giving. If your nonprofit earns revenue and raises gifts, or you're thinking about adding an earned revenue stream, this one's for you. Laura joined the nonprofit sector in 2007 as an AmeriCorps VISTA in Chicago. Before Urban ArtWorks, she raised money for economic development work ranging from business lending and local food and farming to neighborhood development on Chicago's West Side. CHAPTERS 00:00 - Cold open: who actually funds the youth programs 00:45 - Welcome: fundraising when your nonprofit also sells its work 01:38 - From AmeriCorps VISTA in Chicago to Urban ArtWorks in Seattle 02:43 - Writing: the skill that carried across every mission 03:54 - Growing individual giving, and pausing the event to rethink it 05:04 - Earned revenue vs. donations: what commissions pay for and what gifts fund 07:10 - Raising money for outcomes donors can't see 09:20 - Four storytelling threads for when arts funding is scarce 12:09 - Turning team-building days and mural clients into recurring partners 13:54 - From grant writer to individual giving: the biggest mindset shift 15:30 - Keeping relationships at the top of a crowded to-do list 16:59 - Tactical takeaway: be grateful for your team 17:37 - How to connect with Laura CONNECT WITH LAURA LinkedIn: https://www.linkedin.com/in/laura-wetter-0691284/ Urban ArtWorks: https://urbanartworks.org ABOUT THE FOCUSED FUNDRAISER Hosted by Rob Burke, CMO at DonorDock. Seasoned fundraisers share hard-earned wisdom on what moves the mission forward, because doing more doesn't lead to success. Focusing on what matters most does. Learn how DonorDock helps you find clarity and build strong donor relationships through Smart Stewardship: https://www.donordock.com | |||
| Mission Drift vs. Mission Evolution: How Nonprofits Lose Their Way | Sharmon Lebby | 22 sept. 2026 | 00:21:28 | |
Most nonprofits chase funding before they've built anything strong enough to hold it. Sharmon Lebby has spent two decades watching mission-driven organizations either build infrastructure or run on passion until it breaks down, and she's done both herself. In this episode of The Focused Fundraiser, Sharmon shares the story of applying for a multimillion-dollar federal grant when her organization's budget was about $5,000, and why her board saying no was the best thing that happened to her. She explains why strategy, systems, and storytelling have to come before fundraising, how a Grand Forks nonprofit thrives on less than $100K a year because of the community it built, and what real collaboration looks like when two organizations want the same money. We close on mission drift: where it starts, how to tell it apart from healthy mission evolution, and the one diagnostic question every fundraiser should ask. Sharmon Lebby is the founder of Blessed Designs Consulting and Board President of Intersectional Environmentalist. Her book, Rippled Impact, is on its way to the editor. CHAPTERS 00:00 - Introducing Sharmon Lebby 00:48 - Growing up in service and founding a nonprofit from scratch 02:07 - The multimillion-dollar grant mistake on a $5,000 budget 03:51 - Focus: build slow, build solid 04:50 - Strategy, systems, and storytelling before funding 06:00 - The Grand Forks nonprofit thriving on under $100K 08:17 - What an ethical clothing brand taught her about donors 10:59 - Collaboration over competition when money is on the table 13:30 - A partnership that worked: five founders, one community 15:33 - Where mission drift starts 17:38 - Mission drift vs. mission evolution 19:19 - Tactical takeaway: sit down with 3 to 5 community members 20:27 - Connect with Sharmon and her upcoming book, Rippled Impact CONNECT WITH SHARMON Website and free resources (including the Purpose Drift Diagnostic): https://www.blesseddesignsco.com/friends LinkedIn: https://www.linkedin.com/in/sharmon-lebby/ Intersectional Environmentalist: https://intersectionalenvironmentalist.com ABOUT THE FOCUSED FUNDRAISER Hosted by Rob Burke, CMO at DonorDock. Seasoned fundraisers share hard-earned wisdom on what moves the mission forward, because doing more doesn't lead to success. Focusing on what matters most does. DonorDock helps small nonprofits find clarity and build strong donor relationships through smart stewardship. Learn more at https://www.donordock.com | |||
| The $50K Gift Hiding in Your Donor Database: Legacy Giving Done Right | Tess Conrad | 15 sept. 2026 | 00:19:06 | |
Your most loyal $100-a-year donor might be sitting on a $3 million house and a $50,000 legacy gift your nonprofit will never see if you keep saying "planned giving." In this episode of The Focused Fundraiser, Rob Burke sits down with Tess Conrad, who builds planned giving programs for charities across the US and Canada. Tess explains why the term "planned giving" confuses donors (and fundraisers), how to open a legacy conversation without making it transactional, and why financial advisors are quietly out-fundraising the nonprofit sector by steering charitable dollars into donor-advised funds. You'll learn the "brochure pass" technique for gauging donor interest, how to run a legacy giving survey that gets donors to raise their hands, and the research-backed stat every skeptical board needs to hear: donors who add a charity to their will increase their annual giving by 77% on average (Dr. Russell James). What you'll learn:
Chapters: 00:00 - Cold open: "Planned giving" is jargon 00:40 - Welcome and meet Tess Conrad, CFRE 01:25 - From theater degree to face-to-face canvassing to planned giving 02:16 - The language swap: what to say instead of "planned giving" 04:05 - Opening the legacy conversation without being transactional 04:31 - The brochure pass technique 06:16 - Finding hand raisers: checkboxes and legacy giving surveys 07:35 - Making the case to a skeptical board or Executive Director 09:39 - The 77% stat: legacy donors give MORE annually (Dr. Russell James) 10:54 - Why financial advisors are out-fundraising the nonprofit sector 13:05 - The DAF debate: deferred dollars vs. today's needs 15:37 - Loyal small donors: your best legacy prospects 17:17 - Tactical takeaway: write your legacy giving "why" message 18:33 - How to connect with Tess Connect with Tess Conrad: About The Focused Fundraiser: Rob Burke sits down with seasoned fundraisers to unpack their hard-earned wisdom on what moves a mission forward. Because doing more doesn't lead to success — focusing on what matters most does. Curious how DonorDock can help you build donor retention through smart stewardship? Visit https://www.donordock.com | |||
| Board Report Cards: How JA Activates 68 Board Members | Laurie Sallarulo | 08 sept. 2026 | 00:21:02 | |
A board of 68. A staff of 50. 70,000 students a year. Most organizations would call that unmanageable — Laurie Sallarulo turned it into a fundraising engine. In this episode of The Focused Fundraiser, host Rob Burke talks with Laurie, President & CEO of Junior Achievement of South Florida, about how she runs something big without letting it get slow. When she arrived almost twelve years ago, her first instinct was to cut the board in half. Instead she assigned every board member a relationship manager, wrote down exactly what "board member" means, and started sending quarterly report cards. Board members now notice when something's missing from theirs. Laurie also gets into the four criteria she screens every board prospect against (including the one she calls "no jerks"), why she stopped tracking dollars in her weekly development meetings and started tracking meetings and asks instead, and how JA converts 5,000 annual volunteers into donors with a $10-a-month campaign and a QR code on every wall. Plus: what to put in front of a donor when your program's real outcome is ten years out. If your board is polite but passive, or your volunteer program has never produced a gift, this one's for you. CHAPTERS 01:21 - From Brooklyn to banking to advertising to the nonprofit sector 02:36 - Which corporate habits transferred, and which didn't 02:52 - Running a nonprofit is running a business 04:27 - Why she didn't cut a 50-person board in half 05:03 - Giving every board member a relationship manager 06:00 - Getting clear on the give/get, the personal gift, and introductions 06:30 - Quarterly report cards — and why board members read them 07:00 - The overnight retreat that changed board relationships 07:20 - Four criteria for every board seat (including "no jerks") 08:05 - Welcomed vs. belonging: stewarding board members like donors 08:35 - Unreasonable Hospitality, The Power of Moments, and stewardship plans for everyone 10:25 - Mobilizing 5,000 volunteers a year through the school district 10:51 - Where volunteer-to-donor conversion stalls out 11:22 - It works both ways: 89% donor retention starts with engagement 12:15 - One Future: $10 a month, QR codes, and the end-of-day ask 12:50 - Turning employer partners and paid internships into gifts 13:46 - What development directors should expect from their chief executive 14:16 - Alignment: CEO, COO, and CFO leading development together 15:20 - Clarity on goals — and on the behaviors that get you there 15:45 - Tracking meetings, proposals, and asks instead of dollars 17:04 - Proving impact when the outcome is ten years away 17:30 - Fifth grade, eighth grade, high school: telling the full-spectrum story 18:10 - College grads who can tell their JA BizTown story 18:40 - Pre-apprenticeship: 100 students, $4 million in economic impact 19:16 - Tactical takeaway: ask everyone you know who else you should meet 20:13 - How to connect with Laurie and JA South Florida RESOURCES MENTIONED
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| Your Strategy Problem Is Probably a Trust Problem | Austin Satrom | 01 sept. 2026 | 00:24:25 | |
Best systems, wrong person? You fail. Best person, terrible systems? You still fail. Austin Satrom has spent his career sitting with leadership teams and boards that have hit a ceiling, and he's found the distinction between the two is where most nonprofits get stuck. In this episode of The Focused Fundraiser, host Rob Burke talks with Austin — founder of Breakthrough Advising and a certified System & Soul coach — about what it actually takes to stop running your organization on heroics. They get into carving out time to work on the organization instead of in it, building an org chart that starts with the what instead of the who, the CEO/board chair covenant Austin puts on paper, and how to run a weekly meeting that produces decisions instead of another meeting. Then Austin makes the case that the strategic plan collecting dust on your shelf is one of the most underused fundraising tools you own. If your board meetings feel busy but never decide anything, or your growth has outrun the systems meant to support it, this one's for you. CHAPTERS 00:00 - Best systems, wrong person: why both have to be right 00:11 - Welcome: why good people in good orgs still spin their wheels 01:02 - Falling into the nonprofit world from ministry and corporate 02:24 - Running on heroics: what to install and what to cancel 02:57 - Working ON the organization instead of in it 05:11 - When revenue and impact outgrow your systems 05:48 - The org chart that starts with the what, not the who 09:16 - The CEO and board chair covenant 09:45 - What goes in it, and why both parties sign 12:12 - What separates a meeting that decides from one that doesn't 12:35 - The weekly sync: start on time, end on time 13:30 - The scoreboard: five metrics, no rabbit trails 15:00 - Prioritize the issues list instead of ticking down it 17:20 - EOS, Traction, and structure for the nonprofit sector 17:38 - Strategy problem or trust problem? 18:10 - Micromanaging, delegation, and the leader's honest question 21:04 - Tactical takeaway: pull your strategic plan off the shelf 21:30 - Using the plan to shape donor stories and show stewardship 23:29 - How to connect with Austin + wrap up LINKS
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| The Donor Data Hiding in Your Database (And How to Use It) | Colleen Mitchell | 25 août 2026 | 00:22:29 | |
Colleen Mitchell talks about generosity in three different rooms. She runs annual giving at MidAmerica Nazarene University, pastors youth and families at her church, and teaches freshmen the rest of the week. Her takeaway from all three: relationship doesn't change just because the room does. In this episode of The Focused Fundraiser, host Rob Burke talks with Colleen about what she learned from the admin seat in an advancement office, the historical donor data sitting unused in most databases, and why the $5-a-month recurring donor is her favorite person to work with. She also breaks down Champions Challenge, MNU's athletics crowdfunding campaign that invites people to invest in what's already working instead of leading with scarcity and urgency. If you run the annual fund, wear more than one hat, or feel like the need never ends, Colleen's answer to burnout is simpler than you'd expect: go say thank you. CHAPTERS 00:00 - Relationship doesn't change when the room changes 00:24 - Welcome: one fundraiser, three different rooms 01:07 - The accidental path into fundraising 02:47 - What the admin seat taught her about the whole shop 03:54 - Becoming the bridge: asking "why do we do it this way?" 05:10 - The donor data you already have and aren't looking at 05:53 - Quick wins, and the limits of constituency codes 07:00 - What actually changed about how they use their data 07:38 - The database admin who typed in 35 years of yearbooks 08:53 - Where they still struggle: donor contact info 09:31 - Stewardship packets and matching student stories to donors 10:51 - What preaching and teaching taught her about donors 11:54 - Making the case for annual giving 12:56 - The quiet cohort: $5 to $25 every paycheck 13:47 - "I get the rest": the overwhelm and the upside 15:56 - How to spot a donor who's ready for the next step 17:08 - Champions Challenge: leading with gain instead of gap 18:47 - The women's soccer team that caught the vision 20:04 - One thing every fundraiser should do today: say thank you 20:34 - How saying thank you protects you from burnout 21:43 - Connect with Colleen + wrap up KEY TAKEAWAYS
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| You Don't Have a Tech Problem, You Have a People Problem | Tim Lockie, The Human Stack | 18 août 2026 | 00:26:29 | |
Fundraisers are at the mercy of their systems. And when the technology doesn't work, most nonprofit teams do the same thing: they buy more of it. Tim Lockie, founder of The Human Stack, says that almost never works, because the real problem lives in the human stack, not the tech stack. In this episode of The Focused Fundraiser, host Rob Burke sits down with Tim Lockie, who built a seven-figure Salesforce consulting firm before turning his focus to the part of technology everyone overlooks: the people. Tim explains why your CRM struggles are usually culture problems in disguise, walks through his orchestra analogy for understanding tech adoption, and shares a simple framework for figuring out whether your tech is ahead of your culture or your culture is ahead of your tech. You'll learn why "digital voluntolds" are quietly holding your fundraising team together, why new software keeps becoming expensive shelfware, and how to think about letting AI into your work without amplifying the problems you already have. CHAPTERS 00:00 - Intro: doing more vs. focusing on what matters 01:01 - Tim's path: 20 years in nonprofits and a seven-figure Salesforce firm 03:01 - Why no software solves the people problem 05:47 - Signs your team has thrown in the towel on its database 05:59 - The orchestra analogy: instruments, sheet music, and musicians 08:56 - Adoption vs. orchestration: playing well together 09:53 - The conductor and the "first chairs" who actually drive change 12:58 - The techie by necessity, and what they should stop doing 15:00 - The power differential and the rise of "digital voluntolds" 16:14 - Is your culture ahead of your tech, or your tech ahead of your culture? 17:57 - Why tech rollouts die and become expensive shelfware 20:28 - Adoption comes down to ownership 21:13 - AI, ethics, and fundraising.ai 22:00 - Three rules for letting AI into your fundraising work 24:54 - Tactical takeaway: the six-question digital health quiz 25:43 - Where to connect with Tim KEY TAKEAWAYS
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| Donor-Centric Storytelling: How to Turn Your Mission Into Gifts | Mary Rockwell Thon | 11 août 2026 | 00:16:10 | |
Most fundraisers who say they hate fundraising were never actually trained to do it. That was true for Mary Rockwell Thon, until she learned to talk about giving in a donor-centric way. Twenty years later, she's raised money for Girl Scouts, the Alzheimer's Association, child abuse prevention, and now MENTOR Vermont. In this episode of The Focused Fundraiser, host Rob Burke talks with Mary about the storytelling habit every fundraiser should drop, why the $10-a-month donor can be worth more than a one-time big gift, and how to make donors feel the impact of slow, relationship-based work. Mary also shares a grounded, honest take on ethical fundraising and where AI does and doesn't belong in nonprofit communications. If you're on a lean team, or you're the whole team, this conversation is full of practical ways to spend your limited hours where they actually pay off. CHAPTERS 00:00 - Intro: focusing on what moves a mission forward 00:51 - Mary's accidental path into fundraising 02:46 - The training that changed everything: donor-centric fundraising 03:49 - The storytelling habit to drop and the one to add 04:45 - Make your organization the guide, not the hero 05:18 - What transfers from cause to cause, and what to unlearn 06:28 - Different fundraising styles: events, major donors, corporate 07:21 - Ethical fundraising and asset-based storytelling 08:35 - Navigating AI in nonprofit communications 09:29 - Disclosure, composite stories, and honesty with donors 10:14 - Donor retention in a small market 11:56 - Making impact felt when outcomes are slow 13:35 - Where lean and solo teams should spend their time 14:40 - Find a development mentor: you don't have to do it alone 15:14 - Wrap up KEY TAKEAWAYS
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| 70 Million Meals, Zero Trucks: Move for Hunger's Fundraising Playbook | 04 août 2026 | 00:23:20 | |
Move for Hunger has transported more than 70 million meals to food banks and pantries across the US and Canada, and they don't own a single truck. In this episode, Rob Burke sits down with Jennifer Bushinger-Ortiz, Director of Development at Move for Hunger, to unpack how you fund a mission that runs on a network instead of a warehouse. Jennifer has spent nearly two decades in development, and she brings a refreshingly honest take on building a corporate-first fundraising model, making enormous impact numbers feel human, holding two messages at once (fighting hunger and cutting food waste), and knowing when a big, risky campaign is worth it. If you lead fundraising or development at a nonprofit, this one is full of tactics you can use this week. Chapters 00:00 - Welcome to The Focused Fundraiser 00:56 - From theater to fundraising: Jennifer's path 03:21 - Inside Move for Hunger's corporate-first model 06:45 - Making big numbers mean something: food as the hero 10:11 - Holding two messages: hunger and food waste 12:27 - Segmenting your story for the room you're in 14:40 - Big, risky campaigns and a Guinness World Record 17:55 - The fundraising tactic Jennifer thinks is overrated 20:38 - Tactical takeaway: keep learning, trust your gut 22:21 - How to connect with Jennifer Key Takeaways
About Move for Hunger Founded in 2009 by Adam Lowy, Move for Hunger rescues food that would otherwise be thrown out when people move and gets it to food banks and pantries. In the US, 38% of perfectly good food ends up in landfills. It's not a food creation problem, it's an access and waste problem. Links
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| How to Fundraise for a Cause Your Donors Will Never See | Morgan Gross & Sjeel Haarhuis | 28 juil. 2026 | 00:26:21 | |
Can you get someone to give to a cause they'll never see in person? Morgan Gross and Sjeel Haarhuis, co-founders of Fundraising Beyond Borders, have spent a combined decade-plus raising money for international programs across East and Southern Africa. In this episode, they break down the four pillars of fundraising across distance, why authentic beats polished every time, and how "shiny object syndrome" quietly wrecks small nonprofit teams that are already stretched thin. Whether your donors are down the street or across the world, this conversation is about building trust you can't do in person, choosing the right channels for your actual donors (not everyone else's), and focusing on the two or three fundraising activities that will actually move the needle. Chapters: 00:00 - Cold Open: The Shiny Object Syndrome Trap 00:32 - Welcome to The Focused Fundraiser 01:29 - Morgan's Path: From Second-Grade Teacher to Zambia 02:53 - Sjeel's Path: From the Netherlands to Nonprofit Ops 03:51 - What International Fundraising Teaches Every Nonprofit 04:15 - The Four Pillars of International Fundraising 05:48 - Moving Donors to Give to a Cause They Can't See 08:03 - Why Authentic Beats Polished 09:51 - Choosing the Right Channels: Acquisition vs. Retention 12:24 - Mobile Giving and the Apple Pay Shift 12:58 - Email Stewardship: Quality Over Frequency 13:55 - Pressure-Testing a Fundraising Plan 16:07 - Finding Your Ideal Donor 16:53 - What Lean Teams Should Stop Doing 19:10 - Busyness vs. Building Fundraising Capacity 21:14 - Say "Not Yet," Not "No" 22:34 - Tactical Takeaways 23:47 - Relationships First, Community Second 25:19 - Connect With Fundraising Beyond Borders Key Takeaways: Fundraising across distance rests on four pillars: donor trust, cross-cultural communication, digital presence, and connection. Authentic, unedited content (a live video, a behind-the-scenes look) builds more donor trust today than a polished, produced campaign. Know your ideal donor and put your time where they actually are, not on every channel at once. Small teams grow fastest by focusing on two to three fundraising activities with the highest ROI, not by chasing every "shiny object" idea from a webinar or board member. Say "not yet" instead of "no" to new ideas. It keeps the door open without derailing your focus. Stewardship beats frequency in email. Send fewer, better emails rather than hitting an arbitrary weekly quota. Links: Fundraising Beyond Borders: fundraisingbeyondborders.com DonorDock: donordock.com | |||
| Stewardship Is the New Acquisition: Building a Recurring Donor Base from Scratch | Jackie Jones | 21 juil. 2026 | 00:20:20 | |
Most fundraisers are taught to chase: more grants, more new donors, more names on the list. Jackie Jones did the opposite and built something that lasts. In this episode of The Focused Fundraiser, Rob Burke talks with Dr. Jacqueline "Jackie" Jones, founder of the I SEE ME Foundation, which helps girls build inner confidence in a social-media age. A former accountant turned 26-year teacher turned nonprofit founder, Jackie funds free programming through community partnerships, in-person conversations, and a foundation of small recurring donors. We get tactical on how she stewards those relationships, where she lets AI help (and where she refuses to), and the hardest lesson every founder eventually faces: letting go. If you run a small shop and feel like you're applying for everything and gaining nothing, this one is for you. ⏱️ CHAPTERS 00:00 - Why "I SEE ME" exists: confidence in a social media age 01:05 - From accountant to 26-year teacher to nonprofit founder 03:28 - The fundraising lesson: stop applying to everything 05:07 - Why $5/month recurring donors keep the lights on 06:43 - Beyond the statistic: story-driven giving that sticks 08:21 - Using AI ethically without cheapening the relationship 11:57 - Building a brand that stays focused 14:23 - The founder bottleneck: learning to let go 17:48 - Tactical takeaway: connect, don't just collect 19:14 - Where to find Jackie and I SEE ME ✅ KEY TAKEAWAYS
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🎧 The Focused Fundraiser is where we talk about focusing on the fundraising practices that actually matter, with the experts and founders doing the hard work. New episodes weekly. | |||
| Using AI in Fundraising Without Breaking Donor Trust | Sami Zoss | 14 juil. 2026 | 00:28:25 | |
Fundraising drives relationships and the big gifts. Nobody puts the systems, the data, and the back-end operations on the flyer, and that's exactly the work that keeps an organization alive. In this episode of The Focused Fundraiser, host Rob Burke talks with Sami Zoss, founder of Zoss Collaborations and a former higher-ed foundation COO who calls herself a "systems girly with an ADHD aesthetic." Sami makes the case for a project-management mindset in nonprofits (the non-techie kind), the healthy tension between relationship-driven fundraisers and the people who build the systems, and how to earn trust through small wins instead of big overhauls. We get practical about the smallest data cleanups with the biggest payoff, how to advocate to your board for the time to fix your back end, and where AI is genuinely useful for a development team versus where it's just hype. She closes with one of the most doable tactical takeaways we've shared: get one thing out of your head and into the institution every week. If you've ever felt too busy raising money to fix the systems underneath it, this one is for you. Chapters 00:00 - The unglamorous side of fundraising: systems and operations 00:45 - Sami's path: from criminal justice major to foundation COO 03:08 - A "systems girly with an ADHD aesthetic" 03:57 - The most common broken system: no project management 06:25 - Getting relationship-driven fundraisers to trust a process 06:55 - "We're going to trip over money": building trust through small wins 11:06 - Leadership buy-in and the grace to fail 12:27 - Institutional knowledge walking out the door 13:06 - The smallest data cleanup with the biggest payoff 15:42 - "Too busy raising money to fix the back end" 18:52 - Where AI is genuinely useful, and where it's hype 24:12 - Context is everything: using AI safely 26:22 - Tactical takeaway: one thing out of your head each week Key takeaways Most nonprofits are so good at saying yes that they lose track of what they're working on and whether it's still mission-aligned. A light project-management mindset fixes that. Trust between fundraisers and operations is built in small, incremental wins, not big overhauls. You need leadership buy-in to fail gracefully. Processes are wrong before they're right. Institutional knowledge walks out the door when staff leave. Document it before that happens. Smallest cleanup, biggest payoff: keep contact info current and run a monthly contact-record cleanup. Advocate to your board for the time to fix systems. Lower the short-term fundraising expectation to raise long-term accuracy. AI is useful when it's genuinely useful, not just interesting. Mind your context and your data, and never let it manipulate the donor relationship. AI amplifies the relationship, it doesn't replace it. Tactical takeaway: every Friday, write down one thing that lives only in your head and get it into the institution. Connect with Sami Zoss Zoss Collaborations | Fundraising.AI advisory council About DonorDock DonorDock helps nonprofits find clarity, build stronger donor relationships, and grow retention through smart stewardship. Learn more at https://www.donordock.com Subscribe for a new episode every week. | |||
| Stop Building the Plane While You Fly It: Nonprofit Structure & Burnout | Leah Wiley | 07 juil. 2026 | 00:21:45 | |
Passion starts a nonprofit. Structure keeps it alive. In this episode of The Focused Fundraiser, host Rob Burke sits down with strategic advisor Leah Wiley, who spent nearly two decades as a community organizer before she began coaching nonprofit leaders. Leah explains why so many mission-driven organizations stay in "building the plane while flying it" mode for too long, how that fuels leadership burnout, and what it actually takes to build the structure underneath the mission. We get into letting go of the vine as you scale, stewarding your staff the way you steward donors, the discipline of saying no, and the one question every fundraiser should ask themselves today: am I doing this alone? If passion alone isn't moving your mission forward, this conversation will help you find the focus and the framework to do work that lasts. Chapters 00:00 - Building the plane while flying it 00:50 - Leah's path: from community organizing to nonprofit coaching 03:36 - Strengthening how an organization is structured 04:41 - The #1 structural problem: building too long without a blueprint 06:45 - Letting go of the vine as you scale 09:16 - Burnout and why it comes up every episode 11:35 - Stewarding your staff the way you steward donors 13:20 - Saying no and focusing on what matters most 17:12 - The question to ask donors: why do you do this work? 18:44 - Tactical takeaway: am I fundraising alone? 20:35 - How to connect with Leah Key takeaways "Building the plane while you fly it" is healthy at launch and a liability when it lasts for years. Strong mission-driven organizations require a strong mission-driven architecture: bookkeeping, hiring, roles, and a fundraising plan that fits the strategy. Burnout is usually a structure problem, not a willpower problem. Stewardship starts internally. Leaders who ask their staff about their lives and roles build cultures people don't want to leave. Ask donors why they got involved and what keeps them here, then actually listen. Fundraising should never sit on one person. Board, staff, and volunteers all have a role. Connect with Leah Wiley Email: leah@ledcoaching.net About DonorDock DonorDock helps nonprofits find clarity and build stronger donor relationships through smarter retention and stewardship. Learn more at https://www.donordock.com Subscribe for a new episode every week. New conversations with the people in the trenches of nonprofit fundraising. | |||
| Stop Chasing New Donors. Pick Up the Phone. | Patrick Kirby | 30 juin 2026 | 00:26:33 | |
Every nonprofit wants more new donors. Patrick Kirby thinks that is exactly the problem. The people who already love your mission are where your major gifts, your bequests, and your steadiest support come from, and they are the ones we keep ignoring. In this episode, Rob Burke sits down with Patrick Kirby, founder of Do Good Better Consulting and author of Fundraise Like a Fifth Grader. After 20 years helping nonprofits "suck less at fundraising," Patrick makes the case for going back to the basics: real human connection, one question almost no one asks their donors, and a phone call with no ask attached. He breaks down what to track in your CRM, how to get a reluctant board to open doors instead of fundraise, and how to fight the burnout taking down nonprofit leaders across the sector. If you have ever felt like fundraising advice was written for someone with a bigger team or a bigger budget, this conversation is for you. Chapters 00:00 - Don't Forget the Donors Who Loved You First 00:30 - Welcome and Meet Patrick Kirby 01:25 - From Losing an Election to Winning at Fundraising 02:52 - The Biggest Mistake: Skipping the Basics 05:28 - Why Retention Beats Chasing New Donors 05:52 - The One Question: How Do You Like to Be Thanked? 08:59 - Matching Gratitude to Communication Style 11:10 - Stewardship Is Showing Impact All Year 13:13 - What to Actually Track in Your CRM 16:22 - How to Get a Reluctant Board to Open Doors 20:31 - Burnout, Turnover, and Playing the Long Game 23:40 - Tactical Takeaway: Pick Up the Phone 25:37 - Patrick's Book and Where to Connect Key Takeaways - The most common fundraising mistake has nothing to do with budget or team size. It is trying to do everything and forgetting the basics. Technology should free up your time for human connection, not replace it. - Retention beats acquisition every time, yet nonprofits do the opposite. Love the ones who have loved you longest. They are where major gifts and bequests come from. - Ask every donor one question almost nobody asks: "How do you like to be thanked?" It unlocks a hyper-personalized gratitude plan and tells the donor you actually know them. - Don't go a full year without connecting. Ask permission to send updates and notes with no solicitation attached, then steward consistently across the calendar. - Track the right things in your CRM: last contact, communication preferences, how they like to be thanked, and the weird, specific details that prove you are curious about the person, not the pocketbook. You never ask for a major gift unless you know the name of the donor's dog. - Stop asking your board to fundraise. Ask them for warm introductions instead, recalibrate expectations every year, and set a doable KPI (one or two names a quarter, not five a month). - Burnout is the number one issue facing nonprofit leadership. Acknowledge it, treat fundraising as a long game, and find a peer community so you know you are not alone. - The single best thing you can do today: pick up the phone. Call a donor to say thank you and share their impact. Make no ask. Let the CRM handle the back-end work so you can focus on the conversation. Links - Do Good Better Consulting: https://dogoodbetterconsulting.com - Fundraise Like a Fifth Grader (Amazon): https://www.amazon.com/s?k=Fundraise+Like+a+Fifth+Grader+Patrick+Kirby - See how DonorDock helps you build relationships and retention through smart stewardship: https://donordock.com | |||
| Why Development Directors Quit in 16 Months | Eddie Allen | 23 juin 2026 | 00:22:37 | |
Most nonprofits run the same play: hire a development director, watch them work themselves to the bone, then watch them walk out the door 16 months later. Eddie Allen says that cycle isn't a people problem. It's a systems problem. In this episode, Rob Burke sits down with Eddie Allen, founder of Pacific Northwest Fundraising and author of the forthcoming book The Unicorn Development Director, to unpack why fundraising breaks when an organization builds it around one impossible job. Eddie explains the difference between fundraising, development, and philanthropy, why the math behind turnover is far worse than the often-cited $130K, and how "infrastructure fundraising" gives the person in the seat a fighting chance. If you have ever felt like your role wasn't actually possible, this conversation reframes the problem and points to what to do instead. Chapters 00:00 - Doing More Isn't the Goal 00:52 - Meet Eddie Allen and the Fractional Model 03:04 - The Unicorn Development Director Problem 05:30 - The Real Cost of Turnover 08:18 - Raising Money Now Without Burning Out 11:39 - Systems Problem or Money Problem? 15:35 - Why Retention Beats Acquisition 17:23 - Where to Spend 10 Focused Hours a Week 20:05 - The Tactical Takeaway 21:01 - The Book and How to Reach Eddie Key Takeaways Communications, marketing, database management, grant writing, and major gifts are separate jobs at large nonprofits. Smaller orgs pile them all onto one development director and wonder why the role fails. "No database, no donor development." Almost every project starts by building the data clearinghouse first, because data lives in someone's head or scattered across spreadsheets. Development takes time. Major gifts can take 24 to 48 months, yet most hires are told to raise money right now. That timing mismatch is built to fail. The true cost of turnover is roughly double the $130K salary-and-benefits figure once you count mission interruption, brand damage, donor distrust, and staff stress. Retention loses to acquisition because of bandwidth, not strategy. When one person is doing nine jobs, stewardship is the first thing to get dropped. Block standing time on your calendar for donor conversations (Eddie protects a weekly Wednesday lunch slot) and spend 80% of your time on the 20% that moves the organization forward. About the Guest Eddie Allen is the founder, CEO, and self-described "lead guide" of Pacific Northwest Fundraising, a fractional development team that gives nonprofits C-suite-level fundraising experience without the cost of building a full team in-house. His book, The Unicorn Development Director, comes out in July. Links Pacific Northwest Fundraising: https://pacificnorthwestfundraising.us Email Eddie: eddie@pacificnorthwestfundraising.us Learn how DonorDock helps you build relationships and retention through smart stewardship: https://donordock.com | |||
| Galas Are Getting Played Out. Try This Instead | Ryan Yuhas | 16 juin 2026 | 00:18:46 | |
Ryan Yuhas has fundraised for food, faith, animals, and now furniture. He's seen what carries across every mission type and what only worked in one place. In this episode, he digs into why galas and golf outings are losing steam, the events grassroots nonprofits are using to bring in entirely new donor bases, and the simple mechanic Open Door Exchange uses to turn in-kind furniture donors into recurring cash donors. We also get into the human side of stewardship, including why donors leave when fundraisers leave, what a great executive director actually does for your job, and the story of a veteran with PTSD and five kids that explains why furniture is more than furniture. If you run events, work with in-kind donations, or have ever felt like you're carrying your fundraising shop alone, this one is for you. Chapters 00:00 - Welcome and intro to Ryan Yuhas Key takeaways
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| Be a Secret Shopper to Your Own Nonprofit | Farra Trompeter, Big Duck | 09 juin 2026 | 00:22:53 | |
What if your donor retention problem is not a copy problem, but a brand problem? Farra Trompeter has spent 30+ years in the nonprofit sector and 19 of those at Big Duck, helping organizations build brands that move donors. In this episode, she breaks down why brand is more than logos and colors, how brand stickiness inside your team determines whether donors recognize you, and why most rebrands fail to lift fundraising results. We dig into the donor retention crisis, the difference between major-donor stewardship and the watered-down version everyone else gets, and the sub-brand strategy Big Duck used with the International Rescue Committee to build the Rescue Collective. Farra also explains why Q4 planning starts in Q3, and ends the episode with a tactical move every fundraiser can do this week: become a secret shopper to your own giving. If you want donors who stay, this is the conversation. Chapters 00:00 - Cold open: Be a secret shopper to your own giving 00:38 - Welcome and intro to Farra Trompeter 01:48 - Farra's path: from telefundraiser to Big Duck Co-Director 03:30 - What brand actually means for a development director 05:33 - Brand, culture, and where they overlap 06:22 - Why rebrands fail to lift fundraising results 09:04 - AI, generative tools, and brand consistency 10:43 - Donor retention is a stewardship problem, not a copy problem 12:54 - Monthly giving and sub-brands (Rescue Collective) 15:26 - Designing Q4: start in Q3 with a warm-up 17:25 - Prioritizing stewardship year-round 18:31 - Segmentation and treating mid-level donors like they matter 20:31 - Tactical takeaway: secret shop your own giving 21:46 - How to connect with Farra and Big Duck Key takeaways - Brand is every email, ask, event, and acknowledgement, not just your logo. - Internal "brand stickiness" comes before external recognition. - Donor retention is built between asks, not inside them. - Q4 results are decided in Q3 with a non-fundraising warm-up. - The fastest way to find your stewardship gaps: give to your own organization from a personal account and watch what happens. Links - Smart Communications Podcast: https://bigduck.com/insights/?type=podcasts - Farra Trompeter on LinkedIn: https://www.linkedin.com/in/farra - DonorDock: https://www.donordock.com | |||
| Relationship Mapping, Grant Transparency & the Biases Costing You Donors | Tori Tishman | 02 juin 2026 | 00:20:32 | |
Tori Tishman has fundraised across education, healthcare, and political campaigns, and she came out of it with strong opinions about what the sector gets wrong. In this episode, Rob and Tori dig into relationship mapping for major donors, why grant reporting needs a radical transparency overhaul, the uncomfortable truth about pay in nonprofits, and how cognitive biases might be quietly tanking your fundraising results. Whether you're running your first capital campaign or you're a seasoned development director, Tori's systems-driven approach to CRM documentation, institutional knowledge, and storytelling will give you a new way to think about the work. What you'll learn: How to use relationship mapping and LinkedIn to unlock the right person to make a major donor ask Why fundraising is never just about numbers — and what that means for how you build trust The case for radical transparency in grant reporting (and why it protects you legally) Tori's honest take on pay transparency and executive compensation in the nonprofit sector How to structure a capital campaign — from goal-setting to leveraging foundation gifts as social proof Storytelling in HIPAA-sensitive environments: how Tori tracks and anonymizes client stories Why the playbook you build today protects your org the day you're gone The one exercise every fundraiser should do to uncover the biases holding them back Chapters 00:00 - The Ask Has to Come From Someone They Trust 00:42 - Welcome to The Focused Fundraiser 01:15 - Tori Tishman's Background in Fundraising 02:09 - Diversifying Revenue and Relationship-Centered Fundraising 03:48 - What Actually Works With Major Donors 05:37 - AI + CRM: Why Unstructured Data Is a Game Changer 06:50 - Dysfunction in the Nonprofit Sector 07:11 - Radical Transparency in Grant Reporting 09:38 - Pay Transparency and Executive Compensation 10:46 - Capital Campaigns: Strategy, Goals, and Getting There 12:59 - Advice for Fundraisers New to Multi-Million Dollar Campaigns 13:46 - Storytelling as a Fundraising Tool 15:16 - Telling Stories in Healthcare Under HIPAA 16:23 - Systems Thinking, CRM Documentation, and Institutional Knowledge 18:37 - Tactical Takeaway: Examine Your Cognitive Biases 19:50 - Where to Find Tori Tishman Connect with Tori Tishman: LinkedIn: Victoria Tishman Medium: Fundraising blog Learn more about DonorDock: donordock.com | |||
| Fundraising as Ecosystem Building: Lessons from Zimbabwe with Terrence Mugova | 26 mai 2026 | 00:20:23 | |
What if you thought about fundraising the way a farmer thinks about soil, not just what you can extract, but what you're building over time? Terrence Mugova joins Rob Burke from Bulawayo, Zimbabwe, where he founded Educate, a financing company that helps students at more than 50 schools afford school fees, and runs a hunger relief program and money coaching practice in his community. Terrence brings a perspective rarely heard on fundraising podcasts: what it actually looks like to raise money without collateral, without a wealthy network, and inside an economy that's wrestled with hyperinflation. In this episode, Terrence breaks down how he built a sustainable funding model that blends donor relationships, corporate shared-value partnerships, micro-loans, and earned revenue — and why he believes nonprofits everywhere need to start thinking more like business operators. He also shares a sharp critique of how global organizations often get it wrong when they show up in Africa with a predetermined vision and no understanding of local context. If you work in fundraising — whether in the US or anywhere else — this episode will challenge you to widen your lens. Chapters: 00:00 - Fundraising as Ecosystem Building (Teaser) 00:22 - Welcome and Guest Introduction 01:21 - Terrence's Story: Almost Losing His University Seat and Founding Educate 04:15 - Starting Small: Six Students, One Proof of Concept 07:25 - What Success Really Means: Identity, Action, and Dreams 08:57 - The Fintech Partnership: Making Diaspora Education Funding Direct and Accountable 10:26 - Building a Sustainable Funding Mix Beyond Grants 14:14 - Shared Value Partnerships: Speaking the Language of Business People 15:53 - What Global Nonprofits Get Wrong When They Enter Africa 19:11 - Tactical Takeaway: Approach Fundraising Like Building an Ecosystem Learn more about DonorDock: https://donordock.com | |||
| From 500 to 3,200 Donors: Stewardship, Retention & Planned Giving with Andrew Kerr | 19 mai 2026 | 00:23:25 | |
Andrew Kerr shares how he grew the Georgia Conservancy's donor base from 500 to 3,200 donors, lifted retention from 33% to 51%, and built a planned giving program with 25 estate commitments totaling over $2 million — all in just a few years. This episode is packed with practical tactics: how to scale your thank-you process with a handwriting robot and video messages, how to use the PASS Framework to create urgency without fear-based fundraising, how to prospect for foundation and corporate grants using LinkedIn Sales Navigator, and exactly how to start the planned giving conversation without it feeling awkward. Andrew's tactical takeaway alone is worth the listen: time blocking the last 30 minutes of every day for stewardship will change your numbers. Key Takeaways:
Chapters: 00:00 - Introduction & Andrew Kerr's Origin Story Links & Resources Mentioned: DonorDock — donordock.com | |||
| Fundraise From Your Laptop: The Sprint Method with Christina Edwards | 12 mai 2026 | 00:24:56 | |
If your fundraising strategy is basically "year-end campaign and maybe a gala," Christina Edwards has something to say about that. As founder of Splendid Consulting and creator of the Sprint Method, she has worked with thousands of nonprofits and identified the same bottleneck again and again: organizations stuck in the grant-gala cycle, burning out their teams, and getting diminishing returns. In this episode, Christina breaks down why email is where conversions happen (not social), how to build a "social street team" using ambassadors and micro influencers you already know, why you should be planning in 3-6 month windows instead of annually, and how the Sprint Method lets you fundraise from your laptop in short controlled bursts throughout the year — including when a surprise donor match lands in your inbox this week. Her tactical takeaway is one of the most actionable ones we've had on the show: send your list a micro moment email today. Key Takeaways:
Chapters: 00:00 - Why Compounding Systems Beat One-Off Campaigns Links & Resources Mentioned:
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| How to Win Corporate Partners: The Pipeline Strategy That Pays Off | 05 mai 2026 | 00:25:38 | |
Most nonprofits have a fundraising plan. Very few have a fundraising pipeline. And that difference? It's costing them corporate partners, donor retention, and long-term sustainability. In this episode, Rob sits down with Alexa Diaz Formidoni, founder of Be Better Together and creator of the Development Fundraising Pipeline (DFP). Alexa brings 20+ years of experience from both sides of the table, leading development inside major nonprofits like Junior Achievement and Neighbors for Neighbors, and now consulting organizations on how to build the systems that make funding predictable. They dig into why corporate sponsorship feels hard (and how to fix it), why the first "no" is just a touch point, and what it actually takes to build a relationship-based funding model that holds up when the economy shifts. What you'll learn:
Chapters: 00:00 - Introduction 00:53 - Alexa's 20-year journey: LLS, Junior Achievement, and building community 06:06 - The difference between a fundraising plan and a real funding pipeline 10:21 - Stewardship starts at acquisition: why it's all relationship building 13:35 - Corporate sponsorships beyond galas: common mistakes and smarter approaches 17:00 - Touch points, timelines, and why 12-25 months is the real runway 22:17 - Tactical takeaway: ask yourself this question before tomorrow 24:34 - How to find Alexa and the Development Fundraising Pipeline
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| The Fundraising Power of Radical Transparency | Kerry Lowry, M25 Initiative | 28 avr. 2026 | 00:21:56 | |
What happens when your nonprofit's biggest outcomes can't be captured in a spreadsheet? Kerry Lowry, founder of the M25 Initiative in Reno, Nevada, has figured out how to fundraise anyway. In just 18 months, Kerry has grown M25 from a vision to an organization running programs in rehab facilities, building toward prison reentry work, and housing people in sober living, largely through grassroots community relationships, radical transparency, and a simple but powerful approach to storytelling that makes donors feel like the heroes they are. In this episode, Rob and Kerry dig into what it actually takes to fundraise without grants, without a big team, and without a perfectly packaged impact number — and how organizations serving the hardest-to-quantify populations can still build deep donor trust. Key takeaways:
Chapters:
About M25 Initiative: https://m25nv.org/ 🔗 Learn how DonorDock helps nonprofits like M25 build stronger donor relationships: https://www.donordock.com | |||
| The Hidden Cost of Avoiding Conflict in Nonprofits | 21 avr. 2026 | 00:18:50 | |
What happens inside the leader when the systems around them stay broken? Daniela Cohen, founder of Transformative Conversations, has spent 15+ years in nonprofit leadership in Canada and South Africa, and experienced burnout firsthand. Now she works at the intersection of leadership coaching and conflict transformation, helping nonprofit leaders (especially women) shift out of survival mode so they can lead with confidence and sustain their impact long-term. In this episode, Rob and Daniela unpack the invisible patterns that drain nonprofit leaders: conflict avoidance, over-giving, the confidence gap you can't see from the outside, and the identity trap that turns dedication into depletion. If you've ever felt like if you stop, everything falls apart — this conversation is for you. Key Takeaways: Why conflict avoidance is costing your organization more than you think What the "invisible confidence gap" looks like for development directors How over-giving is different from mission alignment — and how to tell the difference The mindset shift that changes everything: "just because I can doesn't mean I should" One simple, practical thing you can do today to stop running on empty Connect with Daniela:Website: https://transformativeconversations.ca Learn how DonorDock helps nonprofits build a strong donor base through smart stewardship: https://donordock.com Chapters00:00 - Welcome & Introduction | |||
| AI, Tool Fatigue, and the Future of Nonprofit Fundraising | Matt Bitzegaio | 14 avr. 2026 | 00:29:10 | |
Most fundraising teams don't have a technology problem. They have a process problem. And buying a new tool just makes the broken process run faster. In this episode, Rob sits down with Matt Bitzegaio, CEO and co-founder of DonorDock, to discuss where the nonprofit sector is right now and where it's headed. Matt has spent over 20 years working with CRMs across for-profit and nonprofit organizations. He's seen what works, what doesn't, and what's actually changing versus what's just hype. They dig into the biggest shifts happening in fundraising operations, why "tool fatigue" is real and getting worse, what AI can genuinely do for you today (and what it can't), and what the next generation of nonprofit software actually needs to look like. If your systems feel messy, your team is stretched thin, or you're wondering whether AI is going to save you or just create more noise, this episode is for you. Links & Resources
Chapters 00:00 - Introduction: A Different Kind of Episode Key Takeaways
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| The Real Fix for Development Turnover | 07 avr. 2026 | 00:27:30 | |
The average development director lasts 18 to 24 months, and that number is shrinking. Christina Martin Kenny, founder of Guava Tree Strategies, has spent her career figuring out why fundraising teams burn out, why they leave, and what it actually takes to fix it. In this episode, Rob and Christina dig into the structural problems that lead to constant fundraiser turnover: hiring when you're already desperate, writing job descriptions for an imaginary unicorn, and expecting one person to build a culture of philanthropy from scratch. Christina also shares her Solo Fundraiser Survival Guide framework for pushing back on unrealistic revenue goals with data. If your organization has ever lost a great development director too soon, this conversation is for you. Chapters: 00:00 - Introduction: Why fundraiser burnout is a structural problem 00:44 - Christina's path into nonprofits and her own experience with turnover 03:19 - The 18-24 month average tenure — and why it's getting worse 03:48 - The root cause: organizations hire fundraisers when they need money 07:00 - Writing job descriptions for who you want to be, not where you are 08:02 - Flipping the budget mindset: profit first for nonprofits 09:22 - The Solo Fundraiser Survival Guide: pushing back with data 13:29 - Shared ownership of fundraising across the organization 17:43 - Reframing what fundraisers actually do (it's not asking for money all day) 20:31 - What to do when you're a few months in and already seeing red flags 22:18 - Go see your programs: the antidote to fundraiser burnout 23:25 - How to interview when job descriptions are unrealistic 25:22 - The fractional fundraiser movement and where it fits 25:22 - Tactical Takeaway: experience your programs firsthand Key Takeaways:
Connect with Christina:
Learn more about DonorDock: donordock.com | |||
| Profitability Isn't a Dirty Word | Kim Nagle on Financial Sustainability | 31 mars 2026 | 00:29:21 | |
What does it cost to change a life, and what's the return on that investment? Kim Nagle has spent over three decades answering that question. As the creator of the DAMN Plan and author of Nonprofit Profitability, Kim brings hard-won for-profit business thinking into the nonprofit sector. Not to strip away the mission, but to make it last. In this episode, Rob Burke and Kim dig into why so many nonprofits are one month away from closing their doors, why cashflow is more important than total fundraising revenue, and how telling the financial truth to your board (even when it's uncomfortable) can actually strengthen your organization. Kim also shares a powerful tactical takeaway: calculate the ROI of a changed life, so your donors understand exactly what their investment is worth. If you're a fundraiser, an executive director, or a board member who wants to stop white-knuckling your organization's finances — this episode is for you. Learn more about DonorDock: https://donordock.com Attend WellTold: https://welltoldconference.com/ Chapters: 00:00 - Introduction: Kim Nagel and Why Financial Sustainability Is Backwards | |||
| The Right Story at the Right Time: How to match your message to your donor's journey | 24 mars 2026 | 00:23:58 | |
What if your nonprofit doesn't have a storytelling problem.. it has a timing problem? In this episode, Rob Burke sits down with Max Kringan, founder of Tellwell Story Co., who has spent nearly two decades helping mission-driven organizations use human stories to deepen donor engagement and drive real fundraising results. Max breaks down his "storytelling rhythm" framework and explains why the most effective nonprofits aren't the ones collecting the most stories, they're the ones matching the right story to where each donor actually is in the relationship. He also shares how Ronald McDonald House Charities of the Red River Valley consistently nails their gala storytelling by focusing on hope rather than trauma, and why your About page might be quietly pushing donors away. You'll walk away with a concrete framework, a fresh perspective on donor relationships, and one action you can take today. Chapters: 00:00 - Introduction and Welcome | |||
| Audaciously Visible: How to Own Your Message and Raise More Money | 17 mars 2026 | 00:20:08 | |
Most fundraisers don't lose donors by asking too big...they lose them by playing it safe, apologizing for their needs, and never showing up boldly enough. Dayna Del Val joins Rob Burke to change that. Dayna spent 13 years as President and CEO of a regional arts nonprofit before becoming a speaker and coach who helps leaders become audaciously visible. In this episode, she shares how her acting background unlocked her approach to donor conversations, why so many nonprofit professionals shrink in the moments that require boldness, and the one shift that can transform how you walk into every donor meeting. Whether you're heading into your fundraising season, prepping for a major ask, or just tired of feeling underprepared when it matters most, this conversation will give you practical tools and real permission to show up differently. Dayna is also a featured speaker at the WellTold Nonprofit Conference this April, details in the links below. WellTold Conference: https://welltoldconference.com/ Learn about DonorDock: https://www.donordock.com/ CHAPTERS: If this episode sparked something in you, subscribe so you never miss a conversation that helps you focus on what moves the needle in fundraising. | |||
| Relational vs Transactional Fundraising (What Fundraisers Get Wrong) | 10 mars 2026 | 00:28:10 | |
Are you focusing on the right fundraising strategies or just doing more tasks? In this episode of The Focused Fundraiser, Rob Burke sits down with nonprofit growth expert Noah Barnett to break down what actually drives sustainable fundraising. They dive into the difference between transactional fundraising vs relational fundraising, why most nonprofit teams struggle with strategy, and how fundraisers can prioritize donor stewardship, donor retention, and meaningful relationships even with limited time and small teams. Noah also shares a powerful growth framework for nonprofits, how to think about fundraising technology and donor CRM systems, and why your data strategy matters more than your tools—especially as AI becomes more integrated into nonprofit fundraising. If you’re a nonprofit leader, fundraiser, or development director looking to improve donor engagement, fundraising strategy, and sustainable nonprofit growth, this conversation will give you practical ideas you can apply immediately. You’ll also hear about the upcoming WellTold Conference, where fundraisers gather to sharpen storytelling, leadership, and fundraising strategy. Welltold Conference: www.welltoldconference.com DonorDock: www.donordock.com CHAPTERS0:00 Introduction to The Focused Fundraiser 0:45 Noah Barnett’s nonprofit background 1:47 The WellTold Conference and why it matters 4:44 Transactional vs relational fundraising 10:00 A simple growth strategy framework for nonprofits 16:44 How fundraisers should evaluate technology tools 23:12 Why data matters for AI and fundraising 24:01 A tactical donor stewardship action you can take today 26:29 The power of community at fundraising conferences | |||
| Build a Revenue Engine with Major Gift Strategy | Sherry Quam Taylor | 03 mars 2026 | 00:22:11 | |
Discover how to build a sustainable revenue engine through high-ROI, investment-level giving conversations. On this episode of The Focused Fundraiser, Sherry Quam Taylor, a leading fundraising strategist, reveals the "other half of the story" that most nonprofits miss when talking to major donors. Learn why mid- and major-level donors need more than just mission stories, how to align your fundraising hours with actual dollars, and why framing giving as an investment (not a transaction) transforms your revenue strategy. Perfect for executive directors, major gift officers, and development leaders ready to move beyond event-driven fundraising. Featured Guest: Sherry Quam Taylor, Fundraising Strategist (Chicagoland) Conference Mentioned: WellTold 2026 (April, Fargo, MN) — in-person + online https://welltoldconference.com/ CHAPTERS 0:00 – Welcome & Guest Introduction 0:39 – Sherry's Background: Corporate to Nonprofit 2:03 – The "Hours to Dollars" Mentality 3:12 – The Hard Truth: Fundraisers Tell Only Half the Story 5:16 – Why ROI Matters: CEO-to-CEO Conversations 5:37 – Who Should Attend Sherry's WellTold Session 6:56 – WellTold Conference Overview & Speaker Lineup 7:45 – Diving Into Major Gift Strategy | |||
| Why Inclusive Fundraising Is the Foundation of Every Strong Giving Program | Clay Buck | 24 févr. 2026 | 00:27:29 | |
T. Clay Buck has spent over 30 years in the trenches of nonprofit fundraising and he's got a message every fundraiser needs to hear: the foundation of a great giving program isn't a tactic. It's a philosophy. In this episode of The Focused Fundraiser, Clay joins Rob Burke to talk about what inclusive fundraising really looks like, why recurring giving is an outcome (not a strategy), and how to tell compelling stories even when your mission doesn't fit the "sad picture" mold. Clay is also previewing two of his upcoming talks at the WellTold Conference this April — "The Impossible Story" and his future-focused look at where philanthropy is headed over the next 5, 10, and 20 years. Whether you're a development director juggling five roles or an ED trying to build real donor relationships on a tight budget, this conversation will shift how you think about your fundraising program from the ground up. 🎟️ WellTold Conference — April 2026 in Fargo, ND (in-person + online). welltoldconference.com 📌 What you'll learn in this episode:
🔗 Learn more about DonorDock: https://www.donordock.com 0:00 Welcome to The Focused Fundraiser | |||
| The Secret to Strong Nonprofit Boards and Better Fundraising | 17 févr. 2026 | 00:21:41 | |
Are your nonprofit board members disengaged from fundraising? In this episode of The Focused Fundraiser, Rob Burke sits down with nonprofit strategist Christal Cherry to talk about how boards set the tone for fundraising culture, how executive directors can better manage up, and how to build strong governance practices that drive real impact. With over 20 years of experience in nonprofit leadership, fundraising, and board development, Christal shares practical strategies to help fundraisers: • Reframe fundraising as storytelling and relationship building • Engage disengaged board members • Build accountability between boards and executive directors • Strengthen board governance and recruitment practices • Increase recurring giving and planned giving • Improve donor retention with meaningful appreciation If you’re a fundraiser, executive director, or board member looking to build stronger relationships and create a healthy fundraising culture, this episode is packed with actionable advice you can implement immediately. Christal will also be speaking at the WellTold Conference in Fargo (and virtually), where nonprofit leaders will walk away with hands-on, actionable strategies—not just inspiration. Listen now and learn how to focus on what truly matters in fundraising: relationships, accountability, and mission-driven leadership. CHAPTERS 00:00 Welcome to The Focused Fundraiser 00:55 Christal Cherry’s nonprofit journey 02:04 Why speak at the WellTold Conference? 03:33 How boards set the tone for fundraising culture 05:55 Making fundraising less scary for board members 06:16 How to engage a disengaged board 08:08 Board accountability and partnership with leadership 11:43 Managing up as an executive director 13:25 Building strong board governance 17:01 Fundraising trends: recurring & planned giving 19:17 Tactical takeaway: creative donor appreciation 20:41 Storytelling, leadership, and actionable fundraising | |||
| Why Storytelling Is the Most Powerful Fundraising Tool | 10 févr. 2026 | 00:20:49 | |
Fundraising isn’t about perfection, it’s about connection. In this episode of The Focused Fundraiser, host Rob Burke sits down with Amanda Clark-Wahl, founder of Cocktails and Caregivers, to talk about storytelling, donor relationships, and the fundraising habits that actually move the needle. Amanda shares her personal journey into nonprofit leadership, why caregivers are often invisible, and how simple, authentic storytelling can outperform polished campaigns. They also dig into donor stewardship, thanking supporters, fundraising events, hiring your first employee, and why unpolished videos are often the most effective tool fundraisers have. If you’re a nonprofit leader, fundraiser, or executive director looking to raise more while staying mission-focused, this episode is packed with practical, real-world insights. 👇 Topics covered: • Storytelling vs statistics in fundraising • Donor retention and stewardship • Thank-you strategies that actually work • Video fundraising without big budgets • Hiring your first nonprofit employee • Gala fundraising realities • Staying focused on mission while growing Chapters / Timestamps00:00 – Welcome to The Focused Fundraiser 00:27 – Amanda’s caregiver journey and nonprofit origin story 02:35 – Balancing full-time work and nonprofit leadership 03:46 – Why storytelling drives donor behavior 05:49 – Where nonprofits get storytelling wrong 07:10 – Emotional transparency in fundraising 08:35 – What nonprofit messaging should stay the same (and what should change) 11:08 – Non-negotiable fundraising activities 12:42 – Unpolished video thank-yous that work 14:53 – Hiring your first nonprofit employee 16:48 – Fundraising habits leaders must learn 18:45 – Tactical takeaway for fundraisers 19:26 – The power of saying thank you | |||
| Fundraising vs Development: What Nonprofits Get Wrong | 03 févr. 2026 | 00:23:53 | |
Fundraising doesn’t have to feel reactionary or chaotic. In this episode of The Focused Fundraiser, host Rob Burke sits down with nonprofit leader Erin Davison to unpack one of the biggest challenges fundraisers face today: balancing short-term fundraising pressure with long-term donor stewardship. Erin shares real-world insights from leading nonprofits through economic disruption, crisis, and growth, and explains why stewardship isn’t seasonal, fundraising calendars can be misleading, and nonprofits must stop thinking like charities and start operating like confident businesses. This conversation is a must-listen for nonprofit leaders, development professionals, and executive directors who want to simplify fundraising, strengthen donor relationships, and build sustainable growth. What you’ll learn:• Why reactionary fundraising hurts long-term success • How stewardship should operate year-round • The difference between fundraising and development • How to educate boards and CEOs on donor development • Why transparency and storytelling build stronger donor trust • How to plan fundraising without living in crisis mode Chapters00:00 – Welcome to The Focused Fundraiser 00:44 – Erin Davison’s nonprofit journey 02:43 – The fundraising habit to leave behind 05:58 – Why stewardship must be year-round 06:57 – What fundraisers should prioritize earlier 10:27 – Leading through crisis and disruption 12:22 – Why nonprofits must think like businesses 13:39 – Short-term pressure vs long-term relationships 15:34 – Fundraising vs development explained 18:10 – Transparency with donors and investors 19:31 – Honest storytelling and real impact 22:33 – One action every fundraiser should take today | |||
| From Major Gifts to Legacy Giving: Real Fundraising Strategies | 27 janv. 2026 | 00:15:00 | |
What does it really take to build sustainable donor relationships and confidently talk about planned giving? In this episode of The Focused Fundraiser, host Rob Burke sits down with Rachel Gitner, Director of Advancement at Serendipity Center, to unpack what works in fundraising across large institutions and small nonprofits. Rachel shares practical lessons from her journey—from classical singer to leading development efforts in healthcare, education, and mental health nonprofits. Together, they dive into donor trust, relationship-building, planned giving conversations, and how fundraisers can use systems (and AI) to stay focused and effective. Whether you’re new to fundraising or leading development strategy, this episode is packed with real-world advice you can use today. 🎧 Topics include:
00:22 – Rachel’s path into nonprofit fundraising 02:18 – What skills translate across nonprofit sectors 03:22 – Fundraising at large vs. small organizations 05:44 – Wearing many hats vs. specialization 05:59 – Turning local relationships into long-term donors 08:53 – Tracking donor conversations and follow-ups 10:24 – Using AI and donor databases effectively 11:19 – How to talk about planned giving with confidence 14:12 – One thing every fundraiser should do today | |||
| Ethical Storytelling & Donor Trust with Joshway Founder David Robertson | 20 janv. 2026 | 00:21:31 | |
How do you build donor trust, steward supporters well, and grow a nonprofit with clarity and purpose? In this episode of The Focused Fundraiser, David Robertson, founder of Joshway, talks about building a mission-driven nonprofit rooted in personal story, strong business fundamentals, and ethical storytelling. David shares how his background in fintech shaped Joshway’s donor journey, why nonprofits must think like businesses (without losing heart), and how to steward donors in a way that builds long-term trust — not transactional giving. This conversation is packed with practical fundraising advice, especially for small teams and one-person development shops. 🎧 Topics include: • Turning personal pain into purpose • Applying for-profit strategy to nonprofit fundraising • Donor stewardship that actually builds trust • Ethical storytelling without exploiting beneficiaries • Using data and KPIs without losing the human story • Messaging clarity for growing nonprofits • A powerful reflection every fundraiser should do today If you’re a fundraiser, nonprofit founder, or development leader looking to sharpen your strategy and reconnect with your “why,” this episode is for you. Chapters00:00 Welcome to The Focused Fundraiser 00:51 The story behind Joshway 02:05 Starting a nonprofit rooted in personal loss 03:49 What fundraisers can learn from for-profit business 07:33 Why data and metrics matter in nonprofit growth 08:00 Choosing the right CRM for donor stewardship 11:55 Measuring impact through real stories 12:23 Ethical storytelling without using people as props 14:01 Building donor trust through stewardship 16:47 Inviting donors into the mission 17:11 Messaging clarity for small nonprofit teams 19:38 Tactical takeaway for fundraisers 20:02 Remembering your “why” 21:12 Final thoughts & DonorDock mention | |||
| Donor Retention, KPIs & What Actually Works in Fundraising | 13 janv. 2026 | 00:21:02 | |
What should fundraisers focus on at the beginning of a new year? And what should they stop doing altogether? In this episode of The Focused Fundraiser, Rob Burke and Chris Stibbs, Director of Development at Growing Futures, talk about what actually moves the needle in modern nonprofit fundraising. From donor retention and stewardship to avoiding burnout, segmentation, KPIs, and realistic goal-setting, this conversation is packed with practical insights for fundraisers at every level. Key Topics Covered: • Healthy fundraising habits for the new year • Donor stewardship vs. transactional fundraising • Donor journeys and segmentation strategies • KPIs that actually matter • Grant strategy and approval tracking • Mid-level donor growth • Avoiding burnout on fundraising teams • One simple action every fundraiser should take today Chapters00:00 – Welcome to The Focused Fundraiser 00:47 – Chris Stibbs’ fundraising journey 02:47 – What a healthy start to the year looks like 04:27 – Moving from transactions to stewardship 06:07 – Fundraising trends that aren’t working anymore 07:15 – Donor journeys & segmentation 09:03 – Why every donor matters 10:29 – The overlooked power of mid-level donors 11:21 – Setting realistic fundraising goals 13:27 – KPIs fundraisers should actually track 15:53 – Grant strategy & approval rates 17:27 – Hard conversations fundraisers avoid 19:51 – Tactical takeaway: one thing to do today | |||
| How Better Marketing Leads to Better Fundraising | 05 janv. 2026 | 00:19:29 | |
What if better marketing was the key to greater impact? Daniel Francavilla, founder of Good Growth Company, to unpack how brand clarity, messaging, and focus directly influence fundraising success. Daniel shares why “marketing” isn’t a dirty word in the nonprofit world, how brand builds trust with donors, and why doing fewer things better leads to stronger donor relationships. From choosing the right marketing channels to using storytelling and proof effectively, this conversation is packed with practical insights fundraisers can apply immediately. If you’re a fundraiser, nonprofit leader, or executive director trying to cut through the noise and raise more by focusing on what truly matters—this episode is for you. Key Topics Covered:
00:00 – Welcome to The Focused Fundraiser 00:54 – Daniel’s journey into nonprofit marketing 02:24 – Why marketing skills are missing in social impact 03:25 – Misconceptions nonprofits have about marketing 04:51 – Why brand matters more than you think 05:07 – How clarity builds donor trust 06:56 – Defining nonprofit brand positioning 07:14 – The 5 elements of strong nonprofit branding 09:41 – Choosing the right marketing channels 11:55 – Email, SMS, and owning your audience 12:41 – Paid ads for nonprofits: realistic expectations 15:33 – Making the case for marketing internally 17:45 – One tactical takeaway every fundraiser can do today 18:57 – Final thoughts on focus and impact | |||
| Doing Less to Raise More: The Fundraising Focus Most Nonprofits Miss | 30 déc. 2025 | 00:21:19 | |
What does it really take to build strong donor relationships that last? In this episode of The Focused Fundraiser, Rob Burke and Serena Steele, Development Director at the Center for Working Families, talk about relationship-based fundraising, donor stewardship, and why doing less—but better—leads to greater impact. Serena shares her unconventional path into nonprofit fundraising, practical systems she uses to steward donors long-term, and how setting healthy boundaries makes you a better fundraiser—not a weaker one. This conversation is packed with grounded wisdom for fundraisers navigating year-end pressure, burnout, and the constant tension between short-term revenue goals and long-term donor retention. If you’re a nonprofit professional looking to focus on what truly matters in fundraising, this episode is for you. 🎯 What You’ll Learn:
Chapters 00:00 Welcome to The Focused Fundraiser 00:28 Serena’s Path Into Nonprofit Fundraising 02:32 Turning Volunteering Into a Career 04:48 Stewarding Long-Term Donor Relationships 05:16 Practical Donor Stewardship Systems 07:55 Using Google Alerts for Donor Engagement 08:46 Staying Focused During Uncertain Times 11:32 Short-Term Revenue vs Long-Term Relationships 15:28 Doing Less to Raise More 16:11 Setting Boundaries as a Fundraiser 18:12 Recognizing Seasons of Work and Rest 18:54 Tactical Takeaway for Fundraisers | |||
| The Secret to Appeals That Consistently Overperform | 23 déc. 2025 | 00:24:19 | |
What does it really take to build sustainable fundraising without burning yourself (or your team) out? In this episode of The Focused Fundraiser, host Rob Burke sits down with Maddie Szymanski, Director of Development & Marketing at CP and founder of Lucky Seven Dog Rescue. Maddie shares hard-earned lessons from more than a decade in nonprofit leadership—from building donor relationships and running successful appeals to avoiding burnout and creating systems that last beyond any one fundraiser. If you’re a nonprofit fundraiser, development director, or executive leader juggling too many priorities, this episode will help you refocus on what actually moves the needle. | |||
| 13 Years in One Fundraising Role: How Pam Still Loves Her Job | 16 déc. 2025 | 00:17:55 | |
This episode of The Focused Fundraiser dives into how small-shop fundraisers can beat burnout, build better donor relationships, and focus on what matters most. Rob Burke sits down with Pam Thompson, Development Director at Cystic Fibrosis of North Dakota, to unpack what 13 years in the same fundraising role has taught her about avoiding burnout, setting boundaries, and juggling “all the hats” in a tiny development shop. Pam shares how she turns a Turkey Trot into a year-end fundraising engine, uses donor segmentation and journeys in DonorDock, and treats every supporter according to their unique “donor love language.” You’ll hear practical ways to use your nonprofit CRM for better notes, stronger donor retention, and moving people from a $25 gift to long-term, major-donor relationships. If you’ve ever felt overwhelmed, behind on thank-yous, or afraid to pick up the phone, this conversation will help you simplify, refocus, and build a healthier, more sustainable fundraising practice. What you’ll learn:
If you’re curious how DonorDock can help you focus on what matters most and build a strong donor base, visit DonorDock.com and keep up with future episodes of The Focused Fundraiser. CHAPTERS 00:00 Welcome to The Focused Fundraiser & intro to Pam 00:27 Pam’s unlikely path into fundraising 01:28 Burnout is real: how Pam stayed 13 years in the same role 02:37 Wearing all the hats in a small development shop 03:24 Prioritizing the “loudest” tasks & Turkey Trot focus 05:10 Turning a Turkey Trot into a year-end fundraising engine 06:45 Tagging Turkey Trot participants & email journeys in DonorDock 07:31 Donor “love languages” & personalized stewardship 09:12 Using CRM notes to deepen donor relationships 11:10 Fighting fundraiser burnout with peers & perspective 12:50 From $25 gift to major donor: the long game 13:36 Overcoming overwhelm with simple next steps 15:39 The one thing every fundraiser should do today: pick up the phone 16:42 Closing thoughts & DonorDock invitation | |||
| Why Fundraisers Are Burning Out | How to Build a Sustainable Dev Team | 09 déc. 2025 | 00:26:22 | |
How do you run year-end fundraising without burning out your team or putting donors in a “fishbowl”? 🎧 In this episode of The Focused Fundraiser, host Rob Burke sits down with Raegan Mach, Director of Development at Urban Bridge in Oklahoma City, to talk about relationship-based, community-centric fundraising, trauma-informed donor engagement, and how project management can totally transform your nonprofit fundraising strategy. You’ll hear how Urban Bridge invites donors into a youth-focused space without centering donors, how Raegan builds an annual and quarterly development plan, and how her team launched a “10 for 10” monthly giving campaign for Urban Bridge’s 10-year anniversary. They also dive into using your nonprofit CRM and integrations (like DonorDock) to track campaigns, tag donors, and avoid siloed spreadsheets. Raegan also shares why fundraiser burnout and high turnover are one of the biggest threats to long-term sustainability—and what leaders can do to better invest in their development teams with benefits, professional development, and healthy culture. If you care about major gifts, year-end fundraising, donor stewardship, and retaining both donors and fundraisers, this conversation is for you. 👉 Learn more about DonorDock and how it can help you simplify donor management and fundraising: [add your link here] CHAPTERS 00:00 – Welcome to The Focused Fundraiser 00:30 – Raegan’s path into nonprofit development 01:58 – Fundraising as relationship-building 03:33 – Trauma-informed donor engagement at Urban Bridge 06:30 – From donor-centric to community-centric fundraising 08:58 – Development planning, calendars & project management 11:46 – CRMs, integrations & tracking campaign data 14:42 – Designing a strategic year-end giving campaign 19:45 – Turning year-end giving into year-round relationships 21:45 – Micro-reporting, touchpoints & donor storytelling 23:03 – Fighting fundraiser burnout & investing in your team 25:38 – Wrap-up & DonorDock invitation | |||
| "How Dare You Assume They Don’t Want to Give?" | 02 déc. 2025 | 00:19:55 | |
What if your most personal pain became the fuel for a powerful fundraising mission? 💛 In this episode of The Focused Fundraiser, host Rob Burke talks with Ashley Hamm, co-founder and Executive Director of Dear NICU Mama. Ashley shares how her son’s 3-month NICU stay led her to launch a nonprofit that provides peer support for NICU moms—and how she’s learned to focus her fundraising, not just “do more.” You’ll hear: – Ashley’s NICU story and why Dear NICU Mama exists – The surprising challenge of fundraising for a deeply personal mission – How a small nonprofit measures impact when the work is emotional and relational – Why revitalizing their nonprofit board in 2024 was a game changer – Practical ways small-shop executive directors can stay focused and avoid burnout – The fundraising quote that changed everything: “How dare you assume they don’t want to give?” (via Patrick Kirby) – How tools like DonorDock help build a strong donor base through better stewardship If you’re a nonprofit leader, fundraiser, or executive director wearing “all the hats,” this conversation will encourage you to focus on what matters most: your mission, your people, and your donors. CHAPTERS 00:00 Intro – Welcome to The Focused Fundraiser 00:28 Ashley’s NICU story & founding Dear NICU Mama 03:05 Fundraising when the mission is personal 06:03 Measuring impact for peer support nonprofits 09:25 How Ashley stays focused as an executive director 13:06 The one thing she’d invest in sooner: the board 14:57 Building a supportive, high-impact nonprofit board 17:50 “How dare you assume they don’t want to give?” 19:39 DonorDock and episode wrap-up Want to learn how DonorDock can help you find clarity and build a strong donor base through smart stewardship? Visit: DonorDock.com | |||
| Fundraising Is an AND Game: Smarter Events, Bigger Impact with Trevor Nelson | 25 nov. 2025 | 00:22:19 | |
Rob and Trevor unpack the real truth behind successful fundraising events, why “fundraising is an AND game, not an OR game,” and how organizations can reduce burnout, retain donors, and design smarter, more intentional events that raise more money. Trevor and his team at HGA have supported thousands of fundraising events and helped raise millions, giving him a deep, data-backed perspective on what actually works. From redefining what an event is, to avoiding the most common preventable mistakes, to creating donor experiences that actually build long-term loyalty—this conversation is full of actionable insight. CHAPTERS00:00 – Welcome to The Focused Fundraiser 00:39 – Introducing Trevor Nelson of HGA Fundraising 01:47 – Trevor’s background & how he fell into fundraising 03:13 – The most common preventable event mistake 04:47 – Micro vs. macro events: why smaller can be more impactful 05:22 – Fundraising as an AND game, not an OR game 06:38 – Avoiding fundraiser burnout & protecting your energy 09:23 – How events impact donor retention 11:28 – Messaging & stewardship after the event 11:57 – What’s working in events heading into 2026 13:30 – Stop nickel-and-diming: be bold in the ask 15:57 – Misconceptions nonprofit leaders have about events 18:17 – Redefining “events” & operating on a budget 20:11 – Trevor’s #1 tactical takeaway for fundraisers 21:31 – Closing & where to connect with Trevor | |||
| Nonprofit Automation That Still Feels Personal (with Rachel Bearbower) | 18 nov. 2025 | 00:25:10 | |
In this episode of the Focused Fundraiser podcast, host Rob interviews Rachel Bearbower, founder of the Nonprofit Automation Agency and former executive director, about how nonprofits can use automation to improve their fundraising effectiveness. Rachel shares her journey from accidentally starting in the nonprofit sector to becoming an automation expert. The conversation covers key topics including how automation can make fundraising more consistent and personal rather than cold or impersonal, the importance of starting with a CRM as your source of truth when building a tech stack, and specific automation examples like draft thank you emails that speed up donor response time. Rachel addresses common misconceptions about automation being impersonal and provides practical advice for dealing with fragmented technology systems. The discussion also touches on how proper systems and documentation can help mitigate knowledge loss from high fundraiser turnover. Rachel's key takeaway emphasizes building systematic donor stewardship processes before implementing automation tools. | |||
| Beating Imposter Syndrome and Raising Millions: A Fundraiser’s Guide | 11 nov. 2025 | 00:22:56 | |
This interview features Elizabeth Scott, Director of Development at Galleo Latino Community Development Fund, sharing her journey from ordering copy paper at the League of Women Voters to managing a multimillion-dollar fundraising budget. Elizabeth Scott discusses practical fundraising strategies including grant writing techniques, the importance of accurate data and approachable language, and building relationships with funders. She emphasizes planning ahead by using slow periods to prepare grants, limiting daily tasks to 3-5 items for better focus, and reusing successful grant language. The conversation covers current challenges in fundraising due to political uncertainty affecting foundation and corporate giving, especially for DEI-focused organizations. Scott also addresses nonprofit burnout, advocating for open conversations about mental health and the importance of taking breaks. She concludes with tactical advice for fundraisers to subscribe to newsletters from potential funders to stay informed about their current funding priorities. | |||
| Identify • Engage • Ask • Steward: Fundraising That Works (Amy Pokela) | 04 nov. 2025 | 00:20:22 | |
In this episode, Amy Pocola, a seasoned nonprofit strategist, shares her journey into fundraising, emphasizing the importance of focusing on what truly matters. She discusses the common challenges faced by fundraisers, regardless of the size of their organizations, and highlights the significance of building strong donor relationships. Amy encourages fundraisers to prepare for key giving periods while maintaining a long-term vision and strategic planning. She also stresses the importance of self-care, urging fundraisers to prioritize their well-being amidst the stresses of their work. The session concludes with an invitation to explore additional resources for support. | |||
| Run Your Nonprofit Like a Business (Without Losing the Mission) | 28 oct. 2025 | 00:15:22 | |
In this episode of The Focused Fundraiser, host Rob Burke sits down with Kristen Mitchell, co-founder & executive director of Youth Futures, to unpack practical nonprofit fundraising strategies: leading as an accidental fundraiser, why authenticity beats charisma, lessons from capital campaigns, building business-grade systems, and how to prioritize donor outreach with time blocking, your CRM, and LinkedIn/Sales Navigator. Kristen also shares a refreshing take on “burnout,” staff wellness programs, and staying connected to client stories to fuel resilience. You’ll learn: • Why founders/EDs must embrace being the face of the organization • How to seed momentum for new sites with pre-opening capital • The daily habit that keeps fundraising from getting sidelined • Tactical tools: Calendar + CRM + LinkedIn (and Sales Navigator) • How to build a development department and run your nonprofit like a business • Mindset shifts to avoid burnout and keep donor relationships warm | |||
| 20,000 Calls, $16M Raised: Kel Haney’s Phone Strategy for Nonprofits | 21 oct. 2025 | 00:26:58 | |
Focusing on building strong donor relationships is key to successful nonprofit fundraising. To improve your nonprofit organization, implement effective fundraising strategies and follow essential fundraising tips. Strong nonprofit strategies lead to better donor relationships and overall success. In this episode of The Focused Fundraiser, host Rob Burke sits down with fundraising consultant Kel Haney—who’s made 20,000+ fundraising calls and helped raise $16M—to unpack a realistic, phone-first strategy for mid-level donors, Giving Tuesday, and year-end fundraising. We dig into segmentation, CRM hygiene, burnout prevention, voicemail tactics, and Kel’s 5-minute ask framework (no scripts, just a simple tent-pole structure). If you’re a nonprofit leader or fundraiser looking to boost donor retention and drive major results from mid-level gifts, this is your playbook. What you’ll learn: • How to define and prioritize mid-level donors ($1k–$10k) with their own strategy • The 5-minute phone call structure: opening, main event, specific ask, wrap-up • Why matches are magic (1:1 for year-end, 2:1 for Giving Tuesday) • Segmenting by behavior and channel preference using your CRM • The voicemail + follow-up email tactic that landed an $18k gift • Burnout-smart planning and realistic goals for November–December | |||