Mastering Fundraising

In the latest episode of Mastering Fundraising, Chris Looney, CEO of Fulcrum, sat down with Gloria Crockett to explore how fundraising can move beyond transactions and into true movement building. The conversation centers on a critical distinction: the difference between running a campaign and building a movement. A campaign has a defined goal and timeline. A movement builds ongoing momentum, deepens relationships, and invites donors to become advocates, partners, and champions. Gloria shares practical insights from decades of nonprofit leadership, including: • Why disruption is necessary in today’s crowded philanthropic landscape • How shifting from “Will you give?” to “Will you join us?” changes donor engagement • What it takes to elevate a major gifts program with courage and clarity • Why donor experience and authenticity drive transformational growth • How teams build internal confidence to innovate rather than repeat what has always been done This episode challenges leaders to rethink not the importance of revenue, but the approach to generating it. If your organization wants stronger relationships, greater momentum, and more sustainable results, this conversation is worth your time. Check out the full episode on YouTube here: https://youtu.be/MkoZpLZ8OWY

What does it really take to align your board and CEO around a successful campaign? In this episode of Mastering Fundraising, Chris Looney sits down with LaMont Hayes, Associate Vice President of Development at the National WWII Museum, to unpack one of the most critical and misunderstood dynamics in campaign fundraising: managing board and CEO involvement. With more than 20 years of experience leading major campaigns across healthcare, higher education, arts and culture, and now one of the nation’s premier museums, LaMont shares practical, candid insight into: • The distinct roles of the board and CEO in a campaign • Why preparation is the ultimate sign of respect for a CEO’s time • How to make trustees effective ambassadors without forcing them to “ask” • The power of dashboards, clarity, and defined roles • Why early board giving is non negotiable • Lessons learned from misaligned donor strategy • The simple truth that drives philanthropy: people want to feel special LaMont also shares stories from campaigns that exceeded goal and ones that did not, offering real-world wisdom about listening to donors, aligning strategy, and building long-term relationships beyond a single campaign. If you are preparing for a campaign, in the middle of one, or simply trying to better partner with your board and CEO, this conversation is packed with actionable insight you can use immediately. Watch the full episode and subscribe for more conversations with nonprofit leaders mastering their craft.

The fundraising playbook is being rewritten in real time. In this episode of Mastering Fundraising, Tom Mitchell draws on decades of leadership in higher education advancement to confront a hard truth: many institutions are hesitating at the very moment bold leadership is required. Tom has spent his career helping universities build strong advancement programs, develop talent, modernize strategy, and raise transformational resources in service of their communities. From campaign strategy to leadership development to innovation in data and analytics, his work has shaped institutions and influenced professionals across the country. In this conversation, he reflects on the inflection points that defined his journey and what they reveal about the future of fundraising. Together, we explore: • The Great Hesitation and why leaders are stuck between stability and change • The five inflection points that shaped Tom’s philosophy on leadership, talent, data, and AI • Why most advancement models are optimized for incremental growth, not exponential impact • The future advancement officer and the competencies that will matter most • Radical connectivity and the idea that donors give through institutions, not to them • Expanding beyond treasure to the Five T’s: time, talent, treasure, ties, and testimony • What higher education must do now to prepare for multi generational shifts in donor behavior If you lead advancement, development, alumni engagement, or philanthropy strategy, this episode challenges assumptions and invites you to think bigger. The question is not whether fundraising will change. It is whether we are ready to lead that change. Listen now and join the conversation shaping the future of our profession.

Hiring and Retaining Major Gift Officers: Getting It Right from Day One | Mastering Fundraising Why is it so hard to retain strong Major Gift Officers? And what are organizations getting wrong in the hiring process? In this episode of Mastering Fundraising, Christopher Looney sits down with Chad Peddicord, Vice President of Philanthropy at the Catholic Leadership Institute, to unpack the real costs of MGO turnover and what it actually takes to hire and lead well. This is not a surface level conversation. Chad shares candid reflections from his own experience, including: • Why retention begins long before day one • The hidden and compounding costs of MGO turnover • Why curiosity may be the most underrated trait in a great fundraiser • How mission alignment determines long term staying power • Why interviews for frontline fundraisers should feel more like auditions • The leadership vulnerability required to retain top talent Chad also explains his unique and rigorous hiring process, including mock solicitations with real donors, and why organizations should widen their search beyond traditional fundraising resumes. One of the most powerful takeaways: If a Major Gift Officer would not personally give to the organization, they should not take the job. Whether you are an executive leader trying to build a stronger philanthropy team, or a Major Gift Officer discerning your next move, this episode will challenge and equip you. Subscribe for more conversations that help you master your craft and lead with clarity and confidence.

Mastering Fundraising Episode: Co-Creating Impact With Donors featuring Anna Lee In this episode, Chris Looney sits down with Anna Lee, Executive Director of the AIP Foundation, to explore one of the most important and evolving topics in fundraising today: co-creating impact with donors and funders. Anna brings more than two decades of experience across corporate relations, foundation partnerships, and major gift fundraising. Now leading the philanthropic arm of the American Institute of Physics, she works at the intersection of science, philanthropy, and social impact, helping supporters invest in discovery and the people who make it possible. Together we explore • What co-creation really means in a nonprofit context • How to identify early signals that a donor is ready for partnership thinking • How fundraisers can do the internal homework that paves the way for shared design • The differences and similarities across individuals, foundations, and corporate funders • Real examples of co-creation, from the first spark of an idea all the way to execution • How to translate technical or scientific work into clear and inspiring language • Why transparency and trust are essential for long term partnerships • The role of storytelling in helping donors feel ownership of the impact they help create Anna also shares practical advice for fundraisers who feel hesitant to invite donors into early stage conversations, and offers a simple but powerful reminder. The strongest partnerships start with active listening. If you are a nonprofit leader, fundraiser, or anyone who wants to deepen donor relationships and design programs with greater clarity and alignment, this episode will give you tools you can use right away. Tune in and learn how to move from transactions to true collaboration.

In this episode of Mastering Fundraising, host Chris Looney sits down with Jamie Cappetta, Senior Vice President at FOCUS, to explore a career move that many leaders consider but few openly discuss: stepping out of the CEO seat and into frontline development leadership. Jamie shares his deeply personal and professional journey from executive leadership in campus ministry to managing a major gift portfolio within one of the fastest growing Catholic organizations in the country. Together, Chris and Jamie unpack what truly transfers from executive leadership into fundraising, what does not, and what leaders must be willing to relearn when they return to the day to day work of donor engagement. This conversation goes beyond tactics. It touches identity, humility, patience, trust, rejection, and faith. Whether you are a seasoned fundraiser, a nonprofit executive, or someone discerning your next chapter, this episode offers rare insight into the inner life of leadership transitions and the long arc of authentic philanthropy. Key Takeaways Why executive skills like trust building, communication, and relationship management translate powerfully into fundraising The biggest misconception executives have about development, especially timelines for transformational giving How shifting from organizational oversight to donor relationships can challenge identity and ego Why activity, not dollars raised, is the most important early metric in development work How patience, persistence, and courage in the face of rejection shape long term fundraising success What organizations can do to better support leaders transitioning into development roles If you believe fundraising is about relationships, not transactions, this episode will resonate deeply. Subscribe to Mastering Fundraising for more conversations that strengthen leaders and advance mission driven work.

Mastering Fundraising welcomes Christina Romero, Executive Director of the Santa Ana College Foundation, for a powerful conversation on social capital, authenticity, and the Trust Triangle in donor relationships. Christina shares how genuine connection, emotional intelligence, and a personalized approach help fundraisers create meaningful donor experiences that last far beyond a single gift. Her insights include how to understand donor motivations, how to build trust through consistent and transparent communication, and why successful fundraising blends both personal and professional connection. In this episode you will learn: • How social capital shapes donor meaning and engagement • Why authenticity is the foundation of trust in fundraising • How the Trust Triangle strengthens donor relationships • How donor love languages and personal operating systems influence giving behavior • Practical strategies for fundraisers who are not naturally extroverted • Why personal equals professional when developing long term donor loyalty • Small habits that create big outcomes in donor stewardship If you are looking for practical ways to deepen donor relationships and elevate your fundraising practice, this episode offers inspiration and real world tools you can use immediately. Be sure to like and subscribe to Mastering Fundraising, and check out our other shows, Lead for Good and The Nonprofit Edge, for more conversations that support nonprofit leaders and fundraisers everywhere.

Episode Title: What Is Behind Christian Generosity and Fundraising for a Christian Organization Guest: Justin Coleman, Salvation Army In this episode of the Mastering Fundraising Podcast, host Chris Looney sits down with Justin Coleman to explore the deeper foundations of Christian generosity and what it truly means to fundraise for a Christian organization. This conversation goes beyond fundraising tactics to examine faith, stewardship, leadership, and responsibility. Justin shares how his leadership journey has always been rooted in ministry rather than a traditional career path, and how his faith shapes the way he leads teams, stewards resources, and builds trust with donors. Together, Chris and Justin unpack core biblical principles that inform Christian generosity, including the belief that God owns it all and we are simply stewards, that to whom much is given much is required, and that God loves a cheerful giver. Justin explains how joy in giving comes from understanding impact and how transparency and accountability are essential expressions of faithful stewardship. The conversation also highlights the unique responsibility fundraisers carry when representing Christian organizations, the importance of meeting human need without discrimination, and how leaders can invite donors into participation in God’s work rather than framing giving as sacrifice or obligation. Key Takeaways from the Episode: Christian generosity flows from stewardship, not ownership. Joyful giving grows when donors clearly see the impact of their generosity. Transparency builds trust and honors both donors and God. Fundraising in a Christian context is ministry, not transaction. Leaders must stay grounded in mission, especially during economic uncertainty. Vision, humility, prayer, and authenticity are essential for Christian fundraising leadership. This episode offers encouragement and perspective for fundraisers, nonprofit leaders, and anyone interested in faith based generosity that is rooted in purpose, trust, and impact.

In this episode of the Mastering Fundraising, host Chris Looney sits down with Ray Watts, Interim Vice President for Advancement at California State University, San Bernardino, for a thoughtful and practical conversation on plannual giving. Plannual giving is the intentional integration of annual giving and planned or asset-based giving. Ray challenges the traditional separation between these strategies and makes the case that loyalty, consistency, and generosity today are often the strongest indicators of legacy gifts tomorrow. This conversation moves beyond technical planned giving mechanics and focuses on donor behavior, mindset, and relationships. Ray reframes planned giving as a celebration of asset-based philanthropy and shares real-world examples from his career in higher education advancement. In this episode, you will learn: • Why planned giving should be understood as asset-based philanthropy, not a technical specialty • How annual giving behavior predicts future legacy giving • Why most donor wealth is not held in cash and what that means for fundraising strategy • The Three Circles of Philanthropy and how they help identify donor opportunity • How loyalty, leadership, and legacy intersect in donor relationships • Why planned gifts are often simpler than nonprofits assume • How annual fund and planned giving teams can work together more effectively • Practical ways to invite donors into conversations about perpetuity and long-term impact This episode is ideal for nonprofit leaders, fundraisers, and board members who want to build sustainable philanthropy while honoring donors as whole people, not just transactions. Be sure to like, follow, and subscribe to Mastering Fundraising, and check out our other podcasts, Lead for Good and The Nonprofit Edge, for more conversations on leadership, governance, and the future of the nonprofit sector.

Mastering Fundraising Podcast: Capital Campaigns with Ryan Marshall, Assistant Vice President for Development at Atrium Health Foundation In this episode of Mastering Fundraising, Chris Looney sits down with Ryan Marshall to explore one of the most important and misunderstood areas of fundraising: capital campaigns. Ryan brings more than a decade of hands-on campaign experience, from national consulting work to leading major philanthropic initiatives within Atrium Health, one of the most dynamic healthcare systems in the country. This conversation pulls back the curtain on what it really takes to prepare for a successful campaign long before the first gift is solicited. Ryan shares candid insights on organizational readiness, feasibility studies, early donor engagement, and how to build momentum that carries through the quiet phase and beyond. Key takeaways from the episode include: • Why organizations often fall in love with solutions instead of the problems donors want to solve • The five conditions every nonprofit should evaluate before entering a campaign • How leaders can build early buy-in through curiosity, listening, and donor partnership • Why the quiet phase is where campaigns are won or lost • How to guide volunteers with realistic expectations and clearly defined roles • Strategies for recharging momentum when a campaign feels stalled • Why adaptability is one of the most important leadership skills in campaign management • What healthcare systems will face in the next decade and why philanthropy must sit at the strategy table • The mindset shift that turns transactional giving into transformational support Ryan’s blend of humility, clarity, and practical wisdom makes this a must-listen for any fundraiser preparing for a campaign, considering a campaign, or currently in one. Listen, learn, and subscribe for more conversations that help you master the art and science of fundraising.

Integrating Storytelling, Marketing, and Philanthropy with Victor Martin – University of Puget Sound How do you build a communications strategy that inspires generosity and strengthens donor relationships? In this episode of Mastering Fundraising, host Chris Looney sits down with Victor Martin, Vice President for University Relations at the University of Puget Sound, to explore how his team has successfully integrated a centralized marketing and communications function within the advancement office. Together, they discuss how storytelling, brand, and philanthropy intersect — and how aligning these disciplines can elevate fundraising results, enhance donor stewardship, and deepen community engagement. You’ll learn: How an integrated MarCom-Advancement model transforms institutional storytelling Ways to infuse philanthropy and donor impact into communications across all channels Strategies for improving collaboration between fundraisers and communicators The leadership mindset needed to unite teams around shared purpose Whether you’re a chief advancement officer, communications director, or frontline fundraiser, this episode offers a practical and inspiring look at how authentic storytelling drives meaningful philanthropy. 🎧 Listen now on YouTube, Apple Podcasts, Spotify, or Podbean — and subscribe for future conversations that help you master the art and science of fundraising.

A huge thank you to John Scola for joining me on the Mastering Fundraising podcast for a powerful and timely conversation on Ethical Fundraising — a topic that sits at the very heart of our profession. As Chair of the Association of Fundraising Professionals (AFP) Ethics Committee and a respected leader with decades of advancement experience, John shared deep insights into what it really means to uphold integrity while navigating the complex realities of philanthropy today. 💡 Key Takeaways from our conversation: ✅ Why defining and living out your ethical framework matters more than ever ✅ How to navigate gray areas when donor intent and mission don’t perfectly align ✅ The importance of transparency, accountability, and values-based leadership ✅ How to build an organizational culture where ethics aren’t just policies—but practice ✅ What the future holds for ethics in an age of data, AI, and shifting donor expectations If you care about elevating trust, integrity, and impact in fundraising, this episode is a must-watch.

A huge thank you to Keegan M. Bell, CFRE, Executive Vice President at the Irvine Public Schools Foundation, for joining me on Episode 10 of the Mastering Fundraising podcast. Keegan shared powerful insights on how to create layered donor relationships—connections that go beyond a single point of contact to involve development staff, executive leaders, and program teams. His approach reframes donor cultivation as a shared organizational responsibility and a reflection of leadership, not just fundraising. A few takeaways that really stood out: Donors should experience at least three types of relationships within an organization: development, executive, and program. Fundraising work is leadership work—it’s about vision, alignment, and shared purpose. Keegan’s personal philosophy of “refilling the cup of others” reminds us that supporting and sustaining our colleagues is just as vital as stewarding our donors. This conversation will resonate with anyone striving to build a stronger, more collaborative culture around fundraising and leadership. 🎧 Listen to Episode 10 of Mastering Fundraising to hear Keegan’s full insights and practical advice for every nonprofit leader. https://youtu.be/usBFf6FfYLk #Fundraising #NonprofitLeadership #Philanthropy #DonorEngagement #MasteringFundraising #FulcrumLeader #IrvinePublicSchoolsFoundation Fulcrum Nonprofit Leadership (Fulcrum) Christopher "Chris" Looney The Five Tool Fundraiser https://youtu.be/usBFf6FfYLk

🚨 New Episode Alert! 🚨 We’re thrilled to share the latest episode of the Mastering Fundraising Podcast, featuring an incredible conversation with Brian Hervey, Vice Chancellor for University Advancement and Alumni Relations at UC Irvine. Brian is a nationally recognized fundraising leader who guided UC Irvine through its historic $2 billion capital campaign—the largest in the university’s history. That effort didn’t just break records, it transformed the campus and expanded its impact on the region. 🎙 Why should you tune in? -Because this conversation offers a masterclass in: -Designing and executing a multi-billion-dollar campaign -Aligning philanthropy with institutional vision and strategy -Cultivating transformational donors while engaging the broader community -Building and motivating high-performing advancement teams -Navigating challenges, pivots, and lessons learned along the way -Spotting the trends shaping the future of fundraising If you’ve ever wondered what it takes to lead a campaign at this scale—or if you want to sharpen your own skills as a fundraiser—this episode is for you. #fundraising #philanthropy #masteringfundraising #ucirvine #leadership

Today on the Mastering Fundraising Podcast, I'm thrilled to welcome Kenya Beckmann, a respected leader in healthcare and higher education philanthropy and a key executive at Providence in California, one of the nation's largest health systems. Kenya brings extensive experience navigating the complexities of large, multi-entity fundraising environments. In this episode, we explore the shared support model—a strategic approach to fundraising that coordinates infrastructure and services across multiple foundations or agencies within a broader system. Kenya will share insights, lessons learned, and best practices that can help any fundraiser working in a federated or multi-unit setting. Whether you're supporting a local hospital foundation or leading enterprise-wide advancement operations, this conversation will shed light on what it takes to make shared services work—for fundraisers, for donors, and most importantly, for the mission.

Mastering Fundraising is a show for nonprofit leaders of all titles and all experience levels. Mastering Fundraising endeavors to cover the most important fundraising topics with the goal of helping the audience reach their full potential as fundraisers. Today on the Mastering Fundraising Podcast, we’re joined by Jim Boyle, who serves as the chief fundraiser on staff with the Charles Darwin Foundation based in the Galápagos Islands. Jim is working on one of the most ambitious and inspiring fundraising campaigns in the world to restore ecological balance to islands that are home to some of the planet’s most unique species. Beyond the boldness of that vision, Jim brings a deep perspective on what it takes to remain hopeful, optimistic, and motivated in the face of enormous challenges—whether it’s the soaring number of unhoused individuals in our communities, unchecked habitat loss, or the staggering scale of global ecosystem collapse. He reminds us that the fundraising journey isn’t just about dollars raised, but about sustaining our own spirit and energy for the long road ahead. Please like and follow this channel and the Mastering Fundraising Podcast as well as the Lead for Good and Nonprofit Edge Podcasts.

Today on the Mastering Fundraising Podcast, I’m thrilled to welcome Duane Rohrbacher, Executive Director of Development at UC Irvine. With extensive experience leading development operations in a major research university setting, Duane has been at the forefront of integrating innovative technologies — including artificial intelligence — to streamline fundraising processes, enhance donor engagement, and drive philanthropic impact. In this conversation, we’ll dive into how AI is transforming fundraising operations, what fundraisers need to know to leverage AI effectively, and the practical steps to adopt AI tools without losing the personal touch that makes philanthropy meaningful.

Mastering Fundraising is a show for nonprofit leaders of all titles and all experience levels. Mastering Fundraising endeavors to cover the most important fundraising topics with the goal of helping the audience reach their full potential as fundraisers. Today on Mastering Fundraising, we’re honored to welcome Dr. Sheryl A. Bourgeois, President and CEO of the Saint John’s Health Center Foundation in Santa Monica, California. Since her appointment in May 2023, Dr. Bourgeois has led the Foundation through its 50th anniversary year and surpassed its ambitious 2024 fundraising goal, raising more than $41 million to advance cutting‑edge medical care, research, and patient services. With a background in philanthropy leadership and a passion for community-driven impact, she guides strategic initiatives that fuel innovation at Providence Saint John’s Health Center—supporting areas from oncology and neuroscience to women’s health and community wellness. In our conversation, we’ll explore what inspired her journey into healthcare philanthropy, how she attempts to reinvent organizations that she leads, builds a culture of philanthropy, and build strategic planning with proper reporting. Mastering Fundraising is a collaboration between Fulcrum Nonprofit Leadership and The Five Tool Fundraiser. #fundraising #masteringfundraising #development @advancement #charity #nonprofit #nonprofitleader #nonprofitleadership #nonprofits @FulcrumNonprofitLeadership @The5ToolFundraiser

Mastering Fundraising is a show for nonprofit leaders of all titles and all experience levels. Mastering Fundraising endeavors to cover the most important fundraising topics with the goal of helping the audience reach their full potential as fundraisers. Episode 4 is a conversation with Dyan Sublett, an extraordinary fundraiser and development professional, who shares about all the things she wished she knew as a fundraiser when she got her start in nonprofit leadership. She calls these the lessons learned from a fundraiser who followed her heart. Specifically, the audience will learn about the following concepts: The power of Yes; The importance of No; Staying or Leaving; Hiring for Grit; Budgeting and Building a Nontraditional Team; and Listening and Silence. Mastering Fundraising is a collaboration between Fulcrum Nonprofit Leadership and The Five Tool Fundraiser. #fundraising #masteringfundraising #development @advancement #charity #nonprofit #nonprofitleader #nonprofitleadership #nonprofits @FulcrumNonprofitLeadership @The5ToolFundraiser

The Long Game: How Donor Engagement Compounds Over Time What does it really take to grow a $50,000 gift into a seven figure investment? In this episode of Mastering Fundraising, Chris Looney sits down with John O’Gorman, Senior Vice President of Development and Community Initiatives at Forest Park Forever, for a masterclass in long term donor engagement. John shares the story of a family foundation relationship that began more than a decade ago with a modest project based gift. Through listening, thoughtful stewardship, transparency during setbacks, and consistent communication, that relationship deepened over time, ultimately leading to a $1 million commitment and now a proposal for a $5 million gift toward a $100 million vision. This conversation is not about quick wins. It is about patience, trust, and disciplined relationship building. You will hear practical insight on: Why listening is the most underrated skill in fundraising How to use personalized communication to build trust The importance of tying major gifts to clear outcomes What transparency during delays or challenges does for credibility How stable leadership strengthens donor confidence Why stewardship after the gift is just as important as the ask John also reflects on his leadership journey from Jesuit Volunteer Corps to consulting to leading development at one of the nation’s great urban parks, offering insight into authenticity, passion for mission, and the value of longevity in nonprofit leadership. If you are serious about major gifts and sustainable growth, this episode reinforces a powerful truth: meaningful philanthropy is built over years, not months. Listen in and consider how your organization is cultivating donors not just for the next campaign, but for the next decade.