All About Capital Campaigns: Nonprofits, Fundraising, Major Gifts, Toolkit

In this episode, Andrea Kihlstedt talks with Alexandra O’Connor about her journey in capital campaign fundraising. From learning the ropes at Community MusicWorks to leading an ambitious endowment campaign at The Gordon School, Alexandra shares insights on donor engagement, strategic planning, and balancing operations with relationship-building. They also discuss the challenges of increasing campaign goals, the power of feasibility studies, and the importance of confidence in fundraising. Whether you're looking to strengthen donor relationships, refine your campaign planning, or gain confidence in making big asks, this episode is filled with valuable lessons. Tune in to hear Alexandra’s journey and discover practical tips to elevate your own fundraising efforts!

In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt reveal the incredible power of the gift range chart, an indispensable tool for any capital campaign. Often called a gift pyramid or table of gifts, this chart does more than outline donation goals—it serves as a comprehensive roadmap for your campaign’s strategy. Amy and Andrea explain how this simple yet complex chart can eliminate the chaos of campaign planning by structuring communications, guiding timelines, and aligning staff efforts. They discuss how tailoring the chart to reflect your organization’s donor base not only helps assess feasibility but also inspires larger gifts. From crafting donor recognition plans to focusing on top-tier gifts, the gift range chart brings clarity and focus to your campaign. Drawing on real-world examples, they highlight how this tool can empower nonprofit leaders to streamline their efforts and engage donors more effectively. Whether you’re launching your first campaign or refining your approach, this episode will leave you with actionable insights to make your campaign more manageable and impactful. To see if your organization is truly ready for a capital campaign, download this free Readiness Assessment. This guide will help you evaluate six aspects of your organization, including the board and your case for support.

In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt dive into the often-overlooked power of curiosity in fundraising. They explore how understanding donors' motivations and personal stories can transform your fundraising efforts and create authentic connections that inspire giving. Andrea shares a real-life example of an arts organization and explains why asking meaningful questions—like what drives a donor's passion—is the key to meaningful engagement. Learn practical strategies to prepare for donor meetings, craft tailored asks, and build relationships that lead to sustained support. Discover why the best fundraisers focus on the "why" behind a donor's generosity, and how taking the time to understand your donors can pave the way for campaign success. Whether you're in the quiet phase of a campaign or preparing for a significant ask, this episode will give you actionable insights to enhance your approach and raise more money. Tune in to learn why curiosity isn't just important—it's essential for fundraising success. For more free capital campaign resources, visit https://capitalcampaignpro.com/campaign-resources.

In this episode of All About Capital Campaigns, Amy Eisenstein sits down with Mallory Erickson, fundraising expert, coach, and host of What The Fundraising podcast. Together, they dive deep into the origins of the scarcity mindset in the nonprofit sector, exploring how this pervasive mentality impacts fundraising practices and organizational culture. Mallory introduces concepts from her new book, What The Fundraising: Embracing and Enabling the People Behind the Purpose, highlighting actionable tools to shift mindset, reduce stress, and build authentic donor relationships. Discover how historical factors shaped the dynamics between funders and nonprofits, creating hurdles that persist today. Learn about the connection between mindset and fundraising outcomes, and how neuroscience supports a shift away from scarcity thinking. Mallory also shares two practical tools—one for the mind and one for the body—to help fundraisers manage stress and stay grounded during high-pressure campaigns. Whether you're gearing up for a capital campaign or navigating the challenges of day-to-day fundraising, this episode is packed with insights to transform your approach. If you’re looking to align your fundraising strategy with personal and organizational well-being, this conversation is a must-listen! If your aren't sure whether or not your organization is ready for a capital campaign, check out the Pre-Campaign Readiness Assessment from Capital Campaign Pro.

Join fundraising experts Amy Eisenstein and Andrea Kihlstedt as they unravel the essentials of capital campaigns, from small-scale projects to multimillion-dollar transformations. Discover why size doesn’t define a campaign's success, but its potential to catapult your organization forward does. Through relatable stories, expert insights, and practical tips, this episode explores how campaigns differ from annual fundraising, strategies for securing transformational gifts, and the lasting benefits of building donor relationships. This episode dives into the power of strategic fundraising to achieve long-term impact. Amy and Andrea discuss the importance of tailoring your campaign to specific goals, whether it’s funding a $10,000 project or a $20 million expansion. Learn how to leverage one-time gifts, engage major donors, and maintain strong annual fund contributions while pursuing your big dreams. They also share examples of how campaigns can enhance donor engagement and elevate overall fundraising efforts. Don’t miss the opportunity to explore the idea of mini-campaigns as a stepping stone between larger projects. These smaller, focused initiatives not only meet immediate needs but also provide a chance to strengthen donor relationships and practice capital campaign strategies on a smaller scale. Tune in for inspiring examples and practical guidance to help your organization thrive through intentional and impactful fundraising.

In this episode, capital campaign experts Amy Eisenstein and Andrea Kihlstedt will help you think through the process of determining the right goal for your campaign. You’ll learn that it takes more than simply knowing how much your project will cost. And setting the right campaign goal sets your campaign up for success. ------------- This is an encore presentation originally aired on February 7, 2022.

In this episode, campaign experts Amy Eisenstein and Andrea Kihlstedt have some fun role-playing examples of asking donors for complex gifts that combine campaign, annual and planned giving. --------     This is an encore presentation originally aired on June 27, 2022.

How do you determine the right price for naming opportunities in your capital campaign? Join Amy Eisenstein and Andrea Kihlstedt as they unravel the art and science behind donor recognition and stewardship. From avoiding common pitfalls in pricing naming opportunities to designing a donor recognition plan aligned with your gift range chart, this episode offers practical insights to elevate your campaign strategies. Discover innovative stewardship ideas, how to navigate DEI considerations in donor recognition, and why thoughtful planning from the outset can make or break your campaign’s success. Whether you're planning your first campaign or refining your approach, this episode is packed with actionable advice to inspire your next steps. ------------ This is an encore presentation originally aired on November 15, 2022.

In this episode, Amy Eisenstein and Andrea Kihlstedt dive into one of the most critical aspects of fundraising success: identifying your top 50 donor prospects. They discuss why these prospects are pivotal to your campaign's success, how to effectively identify and prioritize them, and strategies for leveraging your inner circle to uncover hidden potential. -------- This is an encore presentation originally aired on July 25, 2022.

Do you wonder how to approach the wealthiest individuals in your community about your capital campaign? In this episode, Amy and Andrea give you a new perspective - and some useful tools - to address this crucial step in your capital campaign. Discover how to identify potential donors, build genuine relationships around shared values, and create opportunities for collaboration that benefit both your mission and your community. Whether you're leading a capital campaign or simply looking to expand your network, this conversation offers actionable tips and inspiration to take the first step confidently. This is an encore presentation originally aired on April 11, 2023.

In this episode of All About Capital Campaigns, Amy Eisenstein hosts Melissa Bank Stepno from Helen Brown Group, a leading prospect research firm. Melissa brings her extensive knowledge to explore donor-advised funds (DAFs) and their transformative role in the nonprofit sector. With DAFs becoming a popular charitable giving vehicle, nonprofit leaders often have questions. Melissa explains what DAFs are, their tax advantages, and how they function as a “giving bank account” managed by nonprofits or financial institutions on behalf of donors. Discover the differences between DAF sponsors—community foundations, financial institutions, and single-issue funds like religious organizations—and how each contributes uniquely to the landscape of donor-advised funds. The episode dives into why donors choose DAFs beyond tax benefits, including simplicity, flexibility, and even anonymity. Melissa addresses a common question among nonprofit professionals: Are DAFs helping or hindering philanthropy? By unpacking both the advantages and challenges, such as the “distance” sometimes created between donor and organization, she sheds light on how fundraisers can build strong relationships with DAF holders and why this knowledge is crucial for campaign success. Amy and Melissa also discuss essential tools, like the DAFinitive database developed by the Helen Brown Group, which allows nonprofits to research and identify potential high-value DAF donors. Listen in for practical strategies to engage with DAF donors, including tips on how to leverage communication channels and online tools to facilitate DAF giving directly from your organization’s website. By the end, you’ll have a clear understanding of how to integrate DAFs into your fundraising strategy, connect with these uniquely positioned donors, and harness the full potential of donor-advised funds to boost your next campaign. Tune in to hear why understanding donor-advised funds is more important than ever for fundraisers and how DAFs can become a valuable part of your nonprofit’s campaign strategy. For more free capital campaign resources, visit https://capitalcampaignpro.com/campaign-resources

In this episode of All About Capital Campaigns, hosts Amy Eisenstein and Andrea Kihlstedt dive into the much-anticipated findings from the second annual State of Capital Campaigns Benchmark Report. This essential research, conducted by Capital Campaign Pro, unveils key insights into the capital campaign process, providing data-driven answers to questions that have lingered in the fundraising world for years. Amy and Andrea discuss pivotal takeaways, such as the reassuring evidence that capital campaigns do not detract from annual fund revenue. In fact, for over three-quarters of organizations surveyed, annual funds either held steady or grew during their campaigns, debunking the common fear of "cannibalization." The hosts also reveal the remarkable role of feasibility studies in enhancing campaign success, emphasizing that organizations who conduct these studies experience improved donor relationships, stronger staff performance, and more effective fundraising systems. Other enlightening topics include: The Value of Feasibility Studies: Organizations that invest in a feasibility study not only gain a clearer path forward but also report significant improvements in donor engagement and staff effectiveness. Board Giving Doesn’t Make or Break Campaign Success: Contrary to popular belief, organizations can succeed without having a wealthy board. The data shows that board contributions average around 15% of campaign goals, illustrating that success is achievable with a range of board structures. The Top-Heavy Nature of Capital Campaigns: Andrea and Amy break down the "Pareto Principle" in capital campaigns, where the top 20 gifts typically cover 70% of the campaign goal, emphasizing the importance of engaging major donors early in the process. Overcoming Economic and Political Uncertainty: Recorded on election day, the hosts reflect on how resilient campaigns are, even during uncertain economic or political climates. Their message? Don’t be spooked—successful campaigns continue to thrive regardless of external factors. Tune in to gain insights, bust myths, and learn best practices that will strengthen your campaign strategy. Be sure to download the full research report at capitalcampaignpro.com/research.

In this episode of All About Capital Campaigns, co-founders Andrea Kihlstedt and Amy Eisenstein dive into the hot topic of whether hiring a capital campaign consultant is a necessary investment or an unnecessary expense. They explore the significant role consultants play in guiding nonprofit organizations through the complex landscape of capital campaigns. From clearing up common misconceptions to highlighting the strategic advantages of expert guidance, this episode sheds light on how consultants can be the linchpin of a successful fundraising campaign. Andrea and Amy discuss the challenges organizations face when they attempt campaigns without experienced leadership, emphasizing the value of an external consultant who brings a wealth of knowledge and an objective perspective. They share real-world examples, debunk myths, and offer practical advice for nonprofits navigating their campaign journeys. Whether you're skeptical about the necessity of a consultant or curious about what they can bring to the table, this episode provides a thorough analysis. Discover why investing in a seasoned capital campaign consultant might just be the best decision your nonprofit can make to achieve its ambitious fundraising goals. Tune in and learn how to maximize your campaign’s ROI and ensure a smooth, successful journey from planning to completion. Don't miss this opportunity to gain valuable insights and actionable strategies from two of the leading experts in the field! For more free capital campaign resources, visit https://capitalcampaignpro.com/campaign-resources.

In this episode of All About Capital Campaigns, co-founder Andrea Kihlstedt speaks with Lila Thorne, former Director of Development at the Northern Forest Center, about their groundbreaking $30 million capital campaign. Lila shares the compelling story of how the Northern Forest Center launched an innovative campaign that combined philanthropy and impact investing to support communities across a 30 million-acre landscape spanning four states in the Northeastern U.S. Lila provides a behind-the-scenes look at the unique challenges and successes of this campaign, which initially set out to raise $20 million but surpassed expectations, driving them to raise the goal to $30 million. She discusses how the organization navigated asking for major gifts and impact investments, the power of big ideas in securing support, and the importance of developing a strong, resilient fundraising team. Along the way, Lila shares valuable lessons learned, such as the importance of meticulous planning, thinking big, and investing in your team’s success. This episode also delves into the innovative financial model that fueled the Northern Forest Center’s impact investments, how they managed to raise funds across multiple communities and states, and how they achieved success by securing significant investments from national foundations, corporations, and even a church. Lila explains how they were able to appeal to donors and investors alike by offering both philanthropic and investment opportunities, highlighting the organization’s ability to combine social good with financial returns. Throughout the conversation, Lila recounts the personal side of her journey, managing to lead a high-stakes campaign while also becoming a mother of three. Her story is both inspiring and informative, offering key takeaways for anyone involved in nonprofit fundraising, especially those embarking on capital campaigns that blend philanthropy with innovative financing. Tune in to learn: How a $20M goal turned into a $30M campaign The role of impact investing in nonprofit capital campaigns Strategies for managing large-scale, multi-community fundraising efforts How to cultivate a culture of asking for big gifts and why it works The importance of team building and leadership in campaign success Whether you’re planning your first capital campaign or looking for ways to innovate your fundraising efforts, this episode is packed with actionable insights and real-world advice from a successful campaign leader. Don’t miss Lila’s reflections on leading through challenges, taking risks, and achieving big goals, all while balancing work and family. Plus, hear Andrea Kihlstedt’s expert thoughts on what makes campaigns like this not only possible but successful. Listen now to discover how you, too, can create an inspiring and effective capital campaign! To see if your organization is truly ready for a capital campaign, download this free Readiness Assessment. This guide will help you evaluate six aspects of your organization, including the board and your case for support.

In this episode of All About Capital Campaigns, hosts Amy Eisenstein and Andrea Kihlstedt dive into one of the most crucial aspects of campaign planning: setting a realistic and effective capital campaign goal. Whether you're building a new facility, expanding your programs, or establishing an endowment, determining the right working goal is far from simple. Amy and Andrea discuss why a working or draft goal is essential and explore the factors that influence how much you can realistically raise for your project. They explain why organizations often misunderstand the role of feasibility studies, the importance of accounting for all project costs (from architectural fees to startup program costs), and why it's crucial to think big early in the planning process. You'll learn how to test your goal, inspire your board—especially more conservative members—to embrace a higher target, and the risks of setting a goal that's too low. Plus, the hosts share research from their latest Capital Campaign Pro Benchmark Report, which reveals that many organizations raise their goals after a feasibility study, further emphasizing the flexibility needed in goal-setting. Key takeaways include: How to create a comprehensive project budget. The role of a feasibility study in refining your goal. When and how to adjust your campaign goal throughout the process. How your campaign goal can inspire larger gifts from your lead donors. Whether you're just beginning your campaign or preparing to test your goal, this episode will provide you with actionable strategies to plan and execute a successful campaign that pushes your organization to the next level. Tune in now to get expert tips on setting a winning capital campaign goal! To ensure your campaign ends in a celebration, download our free Capital Campaign Step-by-Step Guide & Checklist. This intuitive guide breaks down each step of your campaign, and the timeline allows you to visualize your whole campaign, from start to finish!

In this episode of All About Capital Campaigns, co-hosts Amy Eisenstein and Andrea Kihlstedt dive deep into the critical role of CEOs and Executive Directors in leading successful capital campaigns. As the central figures, these leaders often feel overwhelmed by the complex, multi-faceted demands of a campaign, managing everything from program planning to board involvement, and campaign operations. Amy and Andrea break down the key challenges that arise when the heads of organizations try to juggle all these responsibilities, likening the experience to taming a multi-headed beast. They share insights on how to structure a campaign leadership team, ensuring that the board, development staff, and campaign chair collaborate seamlessly. The episode offers practical advice on how to unify these moving parts into a cohesive strategy, smoothing out communication gaps and empowering every stakeholder to play their role effectively. Listeners will learn how to create and sustain a "core committee" to drive campaign leadership, strategies for keeping all parties in lockstep, and how to prevent the typical pitfalls that occur when campaign leaders feel isolated or overburdened. Amy and Andrea also explore real-life examples from their CEO roundtable sessions, including stories of campaigns undergoing rapid organizational growth and the importance of clear communication during times of disruption. If you're an executive director or CEO navigating the complexities of a capital campaign, this episode provides expert guidance on how to lead with confidence, streamline operations, and build strong leadership teams. Plus, gain actionable tips on fostering productive relationships with your board and campaign volunteers, and discover the importance of regular leadership team meetings for addressing roadblocks before they derail your campaign. Tune in to learn how to transform your role as the campaign's chief communicator into one that promotes collaboration, engagement, and ultimately, campaign success! To see if your organization is truly ready for a capital campaign, download this free Readiness Assessment. This guide will help you evaluate six aspects of your organization, including your leadership and your case for support.

In this episode, Amy Eisenstein of Capital Campaign Pro sits down with fundraising expert Courtney Leonard, who shares her experiences from an 18-year career in philanthropy. Currently serving as the Vice President for Institutional Advancement at Clark University, Courtney delves into the challenges and triumphs of leading a $40 million comprehensive campaign at a small university. Courtney shares how her team leveraged strategic restructuring and pre-campaign planning to ensure they stayed on track while balancing the demands of a swift timeline. She emphasizes the value of cultivating donor relationships during the quiet phase of the campaign and how maintaining open communication with constituents helped build momentum without compromising on strategy. This episode is packed with practical advice for nonprofit leaders, from how to approach capital campaigns in smaller institutions to the importance of following a structured plan. Tune in to hear Courtney's reflections on lessons learned, unexpected challenges, and how the right planning can set a campaign up for long-term success.

In this episode, Amy Eisenstein and Andrea Kihlstedt discuss the importance of recognizing the unsung heroes of fundraising campaigns. These individuals often work behind the scenes, making crucial contributions that drive campaigns to success. Amy and Andrea share stories of meaningful and creative ways to show gratitude. They talk about how personalized recognition, such as handwritten notes or thoughtful gifts, can have a lasting impact. Tailoring gratitude to fit each person's personality ensures the appreciation feels genuine. The hosts offer practical examples to inspire listeners to think outside the box. Finally, Amy and Andrea encourage listeners to share their own ideas for showing gratitude. They emphasize the value of recognizing the key players in campaigns in a way that feels sincere and special to them.

In this episode, Amy Eisenstein and Sarah Plimpton tackle a common issue in the world of fundraising—campaigns getting "stuck." Every fundraising campaign experiences ebbs and flows, but the key to success is knowing how to navigate the valleys. Together, Amy and Sarah share actionable strategies to help you get your campaign back on track. From revisiting current donors for potential second gifts to leveraging project developments for renewed excitement, this episode is packed with insights. They also dive into the value of asking for donor advice, engaging your community foundation, and deploying targeted challenge gifts. Whether you're in the early stages of a campaign or facing a mid-point slowdown, these tips will give you the tools to reenergize your efforts. Join Amy and Sarah as they offer practical advice and success stories from real campaigns. Learn how to turn a stalled campaign into a momentum-building success, all while maintaining strong donor relationships and inspiring your community to achieve your fundraising goals.

In this episode of All About Capital Campaigns, hosts Amy Eisenstein and Andrea Kihlstedt dive into the delicate art of managing donor expectations when their funding ideas don’t align with your organization’s mission. Drawing from a real-life scenario, they explore what to do when a wealthy donor offers a significant contribution—but with a catch. The donor’s vision, in this case, starting a goat farm in Africa, doesn't match the organization’s strategic goals or mission. How do you navigate this complex situation without alienating the donor? Amy and Andrea share practical advice from a discussion with their CEO Roundtable, emphasizing the importance of sticking to your organization’s strategic plan while tactfully engaging donors in meaningful conversations. Discover strategies for redirecting donor interests, avoiding mission creep, and preserving relationships—even when the proposed project doesn’t fit. Learn how to buy time, leverage your board, and maintain transparency with donors, all while upholding your organization’s long-term goals. Key takeaways include: Tactful ways to decline donor proposals that don't align with your mission. How to use your board and strategic priorities as tools to guide conversations. The benefits of redirecting donors to other organizations when their passion projects don’t fit. Why generosity and collaboration with donors can lead to stronger, long-term relationships. Andrea and Amy also highlight one of Capital Campaign Pro’s innovative services: the monthly CEO Roundtable, where nonprofit leaders from around the globe come together to discuss challenges and solutions related to capital campaigns. This episode is packed with wisdom for nonprofit leaders on how to handle tricky donor situations with grace and strategic foresight. Tune in to learn how to keep your campaign on track, preserve donor relationships, and confidently steer your organization toward success. Visit CapitalCampaignPro.com to learn more about how Capital Campaign Pro can help you manage your capital campaign and navigate these vital donor conversations. Don't miss this insightful episode on managing donor expectations during your capital campaign!