FUNDRAISER’S FRIDAY
‘Fundraisers Friday,’ is the must-watch series for fundraisers serious about fundraising. Whether you’re just starting out or looking to elevate your current efforts, this series is packed with actionable takeaways to help you secure grants, inspire donors, inspire yourself, and reach new levels of revenue for your organization. Fundraising is one of the most challenging professions and the amount of support provided externally and internally is often limited. We’re Live each Friday for you! Don’t miss your chance to transform your fundraising – tune in to ‘Fundraisers Friday’ on The Nonprofit Show– build knowledge, build confidence, and lead your nonprofit to the next level of financial success!
Cohosts Julia Patrick and Tony Beall dig down into a topic that’s equal parts provocative and practical: the often chaotic intersection between nonprofit CEOs and fundraising.
Right out of the gate, Julia sets the tone: “I've seen this occur and I continue to see it occur... the CEO position and fundraising chaos—it can be a little intense, right?” That word—chaos—rings true for many nonprofit leaders who juggle major gift asks, team oversight, and community expectations.
But leave it to Tony to cut through the storm with clarity: “Initially, I would say... the CEO is not your primary fundraiser, but they are the one that has the ultimate accountability for the success of fundraising.” With that, the conversation takes off, weaving through structures, leadership styles, and evolving titles e.g. Chief Development Officer, all with real-world empathy and experience.
Tony points to the need for strategic involvement: “Every donor is in your portfolio to some degree.” It’s not about micromanaging—it's about knowing when to step up and when to empower your team.
And speaking of teams, Julia flags a common donor behavior that throws a wrench in delegation: “Higher level players want to meet with the decision-maker… they kind of discount the development people.” This dynamic often pressures CEOs to jump into ‘asks’, sometimes prematurely.
Tony offers a smart fix: don’t surprise donors. “If we're bringing the CEO into the conversation, we need to do that before the ask.” It’s about future-focused cultivation, not last-minute theatrics.
They also tackle a hot-button issue—bonuses. Tony doesn’t hold back: “My first reaction was: hell no.” But he tempers that with nuance, suggesting creative, non-cash incentives that support retention and morale.
The episode also takes a heartful turn as Tony shares the trend of successful fundraisers being poached by the private sector: “They’ve moved into wealth management and financial advisor roles… that comparison is tough to compete with.”
Packed with actionable thinking, reflective moments, and a dash of humor this convo is a must-watch for nonprofit teams assessing fundraising expectations.
#NonprofitLeadership #FundraisingStrategy #CEOInsights
Corporate Social Responsibility (CSR) is becoming increasingly critical for both corporations and nonprofits. Our cohosts dig into the nuances and potential of CSR partnerships. Cohost Tony Beall begins by defining CSR as "what organizations commit to in terms of how they want to represent their brand to the community," encompassing environmental, ethical, social, philanthropic, and economic responsibilities.
The duo discuss the strategic importance for fundraisers to understand these distinct CSR pillars to enhance their approaches. Cohost Julia Patrick admits, "I just lumped it all together," pointing to the common mistake nonprofits make. Tony expands on this concept, describing how nonprofits must align specifically with a company's CSR goals to effectively establish mutually beneficial relationships.
The discussion explores the intersection between CSR and cause marketing. Tony differentiates the two clearly: "CSR is focused on doing good as part of the business operation…cause-related marketing is how you express what's happening, how you engage customers."
Ethical alignment also becomes central in the conversation, citing the value for nonprofits to choose corporate partners whose activities align with their mission and values. Julia speaks to the weight of ethical decisions and the challenge when nonprofit leaders reject lucrative but misaligned partnerships. Tony concurs strongly, remarking, "You have to have those standards within your organization."
The two also talk about the practical need for clearly articulated agreements through ‘Memorandums of Understanding (MOUs)’, described as a necessary "formal handshake". This formality, rather than inhibiting relationships, provides clarity and aligns expectations, further nurturing a more sustainable corporate partnership.
Finally, they emphasize relationship nurturing and the critical importance of asking corporate sponsors about their reporting and engagement preferences. Tony says powerfully: "It is so important that we understand what is valuable and important and motivates the individual donors and the corporate supporters."
The critical art of cultivating donors for the long term—a concept that many nonprofits struggle to implement effectively.
Co-host Julia Patrick sets the stage by highlighting the challenge: “We live check to check. Such a bad mentality… we just get this and then we’re moving.” She speaks to the need to shift from short-term survival mode to a sustainable donor cultivation strategy. Co-host Tony Beall, a leading nonprofit consultant, breaks down the process, distinguishing cultivation from stewardship and offering practical steps to build trust-based relationships with donors.
One of Tony’s keys is the difference between cultivating and stewarding donors. He explains, “Cultivating a donor means getting them engaged, building trust, and preparing them to make an investment in your organization. Stewardship happens after the gift—it’s about gratitude and long-term relationship-building.” This distinction is crucial for nonprofits looking to create sustainable funding models.
The fast (and often witty) conversation also tackles a major issue in the nonprofit sector: fundraiser burnout. Citing data from the Association of Fundraising Professionals, Julia describes how the average tenure of a development professional is only 19 months. Tony offers input on combating this trend: “I’m more interested in building trust than likability. Saying no with an explanation builds trust. And trust is what makes donors stay committed beyond any single fundraiser’s tenure.”
The discussion extends to how fundraisers can navigate gatekeepers, effectively identify high-potential donors, and educate nonprofit leadership on the time and strategy required for successful fundraising.
For any nonprofit leader, fundraiser, or board member looking to increase donor engagement and retention, this episode is packed with essential strategies to build that ‘sustainable donor pipeline’.
#NonprofitFundraising #DonorCultivation #FundraisersFriday
Get ready to raise a celebratory glass . . .because this lively Fundraiser’s Friday is all about transforming donor fatigue into donor delight! Cohosts Julia Patrick and Tony Beall bring warmth, wit, and serious know-how to the table as they peel away the layers on keeping donors inspired, engaged, and continually enthusiastic. The pair jump into the heart of the matter: identifying the telltale signs of donor fatigue—like slipping retention rates or declining event attendance—and turning them into opportunities for growth.
Tony’s philosophy lays bare the significance of data and relationships. In his words, “We don’t look at our donors as a data point… we see them as individuals.” Julia adds on, reminding nonprofits that “It’s really about elevating the mission by sharing innovation and results, not just asking for money.” Together, they emphasize effective ways to combat donor fatigue—personalized communications, showcasing real-life impact, and consistently thanking those who invest their time, talent, and treasure.
They also propose revitalizing fundraising events by exploring intimate gatherings (like a cozy dinner in someone’s home) instead of large galas that may have lost their luster. Through creative solutions—like quick, heartfelt video messages or dynamic volunteer recognition—the duo shows you how to keep people genuinely connected and proud to support your cause.
By the end of the chat, you’ll learn how donor fatigue can be sidestepped with the right blend of authentic outreach, sincere gratitude, and fresh program ideas.
#DonorEngagement #FundraisingTips #Philanthropy
Love is in the air, and so is wisdom! In this special Fundraisers Friday – Valentine’s Day Q&A, cohosts Julia Patrick and Tony Beall dive into pressing nonprofit leadership questions, blending deep insights with their signature wit and camaraderie.
From unexpected board policies to the evolving role of marketing in fundraising, this episode is packed with practical takeaways that every nonprofit leader should hear.
One of the most thought-provoking questions came from a young expecting woman: Should boards have a maternity policy for their members? While many policies set attendance rules, they don’t always account for major life events. Tony championed a broader perspective: “Board members bring immense value. A leave of absence policy—rather than just maternity—ensures we retain exceptional talent.”
Julia, ever the strategic thinker, mentions the policy implications:“It’s not just about adding another policy; it’s about structuring governance to make room for life’s realities.”
This lively conversation also tackles the role of COOs in nonprofit structures. Should Development Directors report to them? Tony lays out a clear organizational map, explaining that a Chief Development Officer (CDO) should ideally oversee fundraising, ensuring alignment with the CEO: “Under the COO, stories are created. Under the CDO, they’re told. That’s why marketing and fundraising belong together.”
Julia emphasizes the power of proximity between marketing and fundraising teams:“Get their offices close together—energy happens when storytelling meets donor engagement.”
With a mix of heartfelt gratitude and laughter, the episode wraps up with a touching moment where Julia expressed appreciation for Tony’s early belief in The Nonprofit Show.
#NonprofitLeadership #FundraisersFriday #StorytellingMatters
Donor retention is the lifeblood of a sustainable nonprofit. Yet, it’s often overshadowed by the relentless pursuit of new donors. Cohosts Julia Patrick and Tony Beall break down why retention is just as—if not more—important than donor acquisition and how organizations can master it.
At its core, donor retention is about stewardship. “The way in which you steward a donor or investor once they’ve offered a gift is really important,” says Tony. Retaining donors isn’t just cost-effective—it builds credibility, strengthens advocacy, and fosters long-term community support. The cost of acquiring new donors is five to ten times higher than keeping existing ones. So why do so many organizations struggle with retention?
One issue, Julia notes, is that nonprofits often fail to communicate impact effectively. “If you can’t understand what your impact is going to be, it’s not a very fulfilling relationship,” she points out. Successful stewardship is rooted in consistency, transparency, and engagement. A well-timed thank-you, a compelling impact story, or even a simple check-in call can make all the difference.
Tony details how donor retention is about relationships, not transactions. “They want to be seen. They want to be heard. They want to feel like their contributions are meaningful.” From personalized communication to authentic transparency—even when outcomes aren’t ideal—trust is the key to donor longevity.
And it’s not just about gratitude; it's also about strategy. Donor retention metrics, such as calculating retention rates, should be a staple in nonprofit dashboards. “Any development officer should be able to share their donor retention rate,” Tony adds. Understanding these numbers gives organizations a roadmap to improve their engagement efforts.
#DonorRetention #NonprofitFundraising #StewardshipMatters
How do you transform a simple document into a powerful storytelling tool that inspires donor action? That’s exactly what cohosts Julia Patrick and Tony Beall tackled on this week’s Fundraisers Friday episode on How to Use Case Studies in Fundraising.
Case studies aren’t just dry reports filled with data; they are dynamic narratives that celebrate an organization’s impact. As Tony put it, “A case study is a celebration of the work and the accomplishments of your organization.” Rather than seeing them as another bureaucratic task, nonprofits should recognize them as strategic storytelling tools that capture purpose, execution, and impact.
The fast-paced conversation highlights the importance of humanizing data with powerful testimonials—from clients, volunteers, or even city officials—adding credibility and emotional depth. Julia points to this shift in nonprofit storytelling: “The sense was if you don’t have images of devastation, you won’t light a fire under anyone—but now we’re seeing hopeful, positive images of impact.”
Another key takeaway you’ll find? Who owns the case study? While some organizations leave this to research teams, Tony emphasized the role of marketing in crafting an engaging, visually compelling narrative. Plus, if nonprofits lack resources, they can partner with universities, business associations, and even SCORE (Gov’t agency) to leverage external expertise.
The duo wrapped up with a powerful call to action: case studies aren’t just about the past—they should be forward-thinking tools that drive engagement, build donor trust, and inspire action. Whether used for grant applications, board reports, or major donor conversations, these documents must prove why the organization’s work matters.
An essential yet often overlooked aspect of nonprofit fundraising: legal documents. Hosted by Julia Patrick and Tony Beall, this discussion provides an insightful overview of key legal agreements that protect both nonprofits and donors while ensuring compliance and clarity in financial engagements.
Tony emphasizes the critical nature of risk management within fundraising, explaining that documents such as donor agreements, gift acceptance policies, and sponsorship agreements are not just formalities but essential tools in establishing trust and accountability. "The fundraising professionals need to know why these documents exist, but it’s really the responsibility of the board and CEO to ensure these processes are in place," Tony says. He highlights that while fundraisers play a role in these agreements, the responsibility lies primarily with the CEO and board.
Julia shares real-world anecdotes, illustrating the legal complexities of donor relationships, including the significance of the "bad boy clause"—a provision for addressing potential reputational risks linked to donor behavior. "I think more and more, savvy donors and big players are going to be putting these types of constraints into legal documents," Julia adds.
A key part of the discussion centers around pledge agreements and the shift toward recurring donations, showcasing evolving donor expectations and digital giving trends. Sponsorship agreements are also dissected, emphasizing the necessity of clearly defined obligations and contingency plans for unforeseen disruptions.
The hosts remind us that while these legal frameworks may not be glamorous, they are indispensable in safeguarding organizational integrity, donor confidence, and sustainable fundraising success.
#FundraisingDocuments #Nonprofitfundraising #DonorTrust #fundraisingtools
Fundraising is as much an art as it is a science, requiring an understanding of donor psychology, strategic engagement, and institutional needs. In this episode of Fundraisers Friday, our cohosts dig into the nuanced realities of donor relations, tackling pressing questions about board membership, fundraising portfolios, donor engagement, and wealth screening tools.
The lively conversation begins with an ethical debate: Should major donors automatically be granted board seats? Co-host Tony Beall’s response is resolute—financial contributions should not be a ticket to governance. Instead, board membership should be earned through demonstrated commitment, expertise, and alignment with an organization’s strategic vision. He and co-host Julia Patrick explore alternative ways to recognize and honor significant donors, reinforcing the idea that influence should be wielded responsibly and not purchased outright.
Transitioning to other aspects of donor engagement, the hosts examine a frequently asked question: How many donors should a fundraiser manage in their portfolio? Tony breaks it down with precision—"major gift officers typically handle 75-150 donors, mid-level fundraisers manage 200-400, and annual fund managers may oversee up to 1,000 donors”. He points to the importance of organizational resources in determining manageable caseloads, describing how technology can play a vital role in optimizing donor stewardship.
Post-pandemic donor engagement strategies get the duo’s attention too. Tony advocates for quarterly in-person meetings with major donors, stressing that nothing replaces face-to-face interactions in fostering authentic relationships. He highlights creative and cost-effective ways to meet donors beyond formal settings, reinforcing the idea that ‘real’ engagement is about connection rather than transaction.
Finally, their chat turns to wealth screening tools—a topic that often gets mixed reactions from fundraising professionals. Tony offers a pragmatic view: while such tools provide valuable donor insights and improve targeted messaging, they should be evaluated based on an NPO’s revenue structure and fundraising strategy. For orgs heavily reliant on special events, wealth screening may not be a priority, whereas those seeking to expand individual giving programs might find it indispensable.
Throughout this fast-paced session, Julia and Tony blend expertise with humor, making complex fundraising topics engaging fun.
#FundraisingStrategy #DonorEngagement #NonprofitLeadership
Our cohosts don their metaphorical fortune-teller hats to peer into the "2025 Crystal Ball and Prophecies" of nonprofit fundraising. Tackling hot topics like AI ethics, the silver tsunami, Gen Z engagement, and inter-organizational collaboration, the duo blends humor with insight.
Tony Beall, aka ‘The Nonprofit Prophet’, reveals "AI is not a human replacement; it’s a tool for collaboration." Meanwhile, Julia Patrick, ‘Madam Fundyraz’, shows the urgency of embracing change, and what’s to come for nonprofits!
Their fun prognostications peer deep into donor retention, legacy giving, and the critical role of metrics in an increasingly data-driven sector. With a dash of humor and a call to action, this episode motivates fundraisers to embrace the future.
#FundraisingTrends #NonprofitLeadership #fundraisersFriday
Nonprofit organizations face a range of challenges, from developing donor gift policies to balancing staff involvement in board meetings. This Fundraiser’s Friday session brings new ideas from questions viewers asked. Watch more details from these ‘takeaway questions and answers’ our co-hosts offered:
Why is a donor gift policy essential? It establishes clear guidelines for managing donations, refunds, and ethical dilemmas, safeguarding the organization and its team.
How should development staff engage with board meetings? Periodic updates (quarterly or annually) suffice to maintain alignment without overburdening staff or meetings.
Should development staff monitor “give or get” policies? Yes, they track contributions, but policing underperformance should remain the board chair’s responsibility.
Should paid staff have voting rights on the board? No, paid staff should advise the board but not vote, maintaining clear governance boundaries.
How can nonprofits mitigate risks associated with large donations? By creating and following comprehensive gift policies that address scenarios like questionable donors or refund requests.
#NonprofitLeadership #DonationPolicy #BoardEngagement
Diversity, Equity, and Inclusion (DEI) in fundraising is more than a trending buzzword—it’s a litmus test for the values driving nonprofit organizations. In this eye-opening discussion between Julia Patrick and Tony Beall, the hosts confront the nonprofit sector’s struggle to break free from its traditional donor stereotypes. Tony launches the discussion with, "DEI is not a project or program—it’s norms and culture. It has to breathe within every facet of your organization, starting at the top." The conversation unearths the uncomfortable truth that many nonprofits continue to approach philanthropy with a narrow focus on wealthy white donors, sidelining diverse voices.
Julia highlights a glaring oversight, recounting her shock at boards serving predominantly Hispanic communities yet lacking Spanish-speaking members. "How can you make decisions for a population whose language you don’t even speak?" Her hard-hitting critique calls out the urgency for inclusivity in nonprofit leadership.
Tony provides actionable insights, championing “donor equity,” which shifts the focus from the dollar amount to donor engagement. He recalls the transformative impact of inclusive marketing materials, such as showcasing individuals using adaptive devices—a step that left him "teary-eyed." The key takeaway you’ll get? Representation matters at every level, from boardrooms to promotional campaigns.
The dialogue pushes organizations to adopt DEI as a core value, not just a fleeting initiative. "Call it out when it’s missing, celebrate when it’s present," Tony says, reminding nonprofits that fostering inclusivity requires persistent advocacy and intentionality.
You’ll discover how this conversation is both a wake-up call and a road map for nonprofits eager to build authentic, inclusive relationships with their donors and communities. Let’s move beyond checking boxes—this is a chance to redefine the future of fundraising.
The world of grants for nonprofits, with Julia Patrick and Tony Beall, in a dynamic Fundraisers Friday learning episode, “Grant Writing and Readiness.” Packed with actionable and powerful takeaways, this informative conversation is your gateway to mastering the art and science of grant writing, regardless of your nonprofit's size.
Julia kicks off with a wise reminder: “Grant writers are amazing human beings—they’re the oil in the machine of nonprofit success.” From there, Tony, aka “Mr. Nonprofit Consultancy,” shares his expertise on navigating grant cycles, taking some of the mystery out of the intimidating grant process, and showing how to leverage those relationships for long-term success. He offers up, “A grant is the perfect combination of style and substance. It needs to tell a story and evoke an emotion while delivering hard data and measurable outcomes.”
Key points thoughout the conversation include understanding the importance of grant cycles, the benefits of digitized grant portals, and how to handle rejection with grace and determination. Tony speaks to the value of collaboration: “Funders are looking for solutions that make the most impact—building relationships and collaborating with other organizations can open doors you never anticipated.”
Whether you're crafting your first grant application or refining your strategy, this episode offers insights to transform your approach.
Are monthly giving plans a stable, sustainable revenue source for nonprofits?
Explore the options and issues with cohosts Julia Patrick and Tony Beall. These plans, often overlooked, are essential for building consistent support and cultivating a pipeline of engaged donors. Julia kicks off by noting, “I think this is the secret sauce to a lot of really successful organizations.” Monthly giving allows organizations to focus on donor engagement without the intense efforts required for one-time donations.
Tony elaborates on the evolution of giving methods, observing, “The core values and foundation of this work haven’t changed, but technology has transformed how we approach it.” From the early days of pledge cards to today’s seamless online options, technology has empowered even small organizations to implement effective monthly giving programs.
As the discussion progresses, they highlight the critical role of stewardship in maintaining donor relationships. Tony explains, “You tend to have as much as 85 to 90% retention with robust programs.” This high retention underscores the importance of making monthly donors feel valued and part of a community. Whether by offering project-based updates or mission-centered communication, nonprofits can maintain engagement and encourage future involvement, potentially elevating monthly givers to major contributors.
Both cohosts agree that supporting staff, board members, and volunteers in promoting these programs can further strengthen results. With creative incentive programs, nonprofits can foster a team-driven approach, making monthly giving a core part of fundraising strategy.
#MonthlyGiving #DonorEngagement #NonprofitSuccess
Exploring the nuances of what it takes to succeed as a nonprofit fundraiser, especially in an evolving sector that is increasingly professionalized. In this Fundraisers Friday episode, Julia Patrick and Tony Beall chat about the rewarding yet challenging world of professional fundraising. Julia sets the beginning tone with a meaningful reminder in light of today’s tumultuous times. . . . “We’re going to need professional fundraisers now more than ever.”
Tony shares that nonprofit work wasn’t always viewed as a career path; rather, “a lot of us just kind of stumbled into this work.” Now, nonprofit professionals can earn a solid wage and receive specialized education. Both hosts emphasize the importance of core competencies—like ethical integrity, relationship building, and data analysis—to excel in this field. Tony comments, “To be a successful fundraiser, you have to have a high level of integrity and just, you know, ethics beyond question.”
A key part of their conversation is the value of persistence in a role known for its high turnover. Julia points out that many fundraisers only stay in one job for an average of 18-19 months, yet Tony reassures aspiring fundraisers with a can-do spirit, saying, “I believe all things are possible when we communicate in a way that ensures all things are possible.”
These two don’t just provide advice; it’s a call to action for fundraisers to be adaptable, passionate, and resilient in an often-demanding role. Whether you’re new to the field or a seasoned pro, this discussion will reenergize your commitment to making a difference.
#NonprofitLife #FundraisingSuccess #ProfessionalFundraiser
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