Mastering Fundraising

Mastering Fundraising: A Conversation with Jocelyn Tetel - Episode 24

In this insightful episode of Mastering Fundraising, host Chris Looney sits down with longtime advancement leader Jocelyn Tetel of the Skirball Cultural Center to explore what it truly takes to cultivate sophisticated donors in today’s evolving philanthropic landscape.
With nearly three decades of experience, Jocelyn shares her unconventional journey from the insurance industry into nonprofit fundraising and reveals how relationship management, disciplined process, and genuine curiosity became the foundation of her success.
Together, Chris and Jocelyn unpack what defines a “sophisticated donor” today, from seasoned philanthropists with established giving portfolios to emerging donors shaped by family philanthropy and advisory networks. The conversation moves beyond theory into practical strategy, offering clear guidance on how to build trust, communicate effectively, and create meaningful engagement that goes far beyond transactional giving.
Listeners will gain valuable perspective on:
Why relationship management, not technical expertise, is the core skill of exceptional fundraisers
The importance of financial fluency and confidence when engaging high-capacity donors
How to avoid common mistakes that erode trust, including poor follow-through and transactional communication
The growing expectation for deeper donor engagement, transparency, and measurable impact
Practical ways to “unlock” a donor’s generosity through thoughtful, personalized connection
Jocelyn also offers candid advice for nonprofit leaders on hiring, culture, and the importance of building teams that can support sophisticated donor relationships at every level of the organization.
Whether you are a frontline fundraiser, executive leader, or board member, this episode provides a masterclass in cultivating meaningful, long-term donor relationships grounded in authenticity, discipline, and strategic insight.
If you’re looking to elevate your fundraising approach and better engage today’s most discerning donors, this is a conversation you won’t want to miss.

Mastering Fundraising: A Conversation with Sara Colvin - Episode 23

Navigating Leadership Change: Staying Grounded in the Midst of Constant Transition In this episode of Lead for Good, host Chris Looney sits down with Sara Colvin for a candid and deeply practical conversation about one of the most common yet least discussed realities in nonprofit leadership: constant change at the top. Drawing from her experience working under multiple chancellors and advancement leaders over more than a decade, Sara offers a powerful perspective on what it means to lead with stability when everything around you is shifting. She introduces the concept of “strategic direction whiplash” and unpacks the real impact that leadership turnover has on teams, donors, and long-term fundraising success. Throughout the conversation, Sara shares actionable insights on how leaders can remain grounded and effective during transition, including: *Why the best leaders become “institutional anchors” who preserve mission, memory, and momentum *How to support teams through changing expectations, KPIs, and leadership styles *The importance of anchoring donor relationships in mission rather than individuals *How to thoughtfully navigate donor engagement during leadership turnover *A practical leadership framework built around her “three P’s”: people, purpose, and production Sara also offers a compelling reminder that while leadership change can feel overwhelming, it is temporary, while the mission, the people served, and the impact of the work are what endure. This episode is essential listening for nonprofit executives, advancement professionals, and emerging leaders who want to lead with clarity, resilience, and purpose, even in the most uncertain environments. Listen in to learn how to steady the ship, protect what matters most, and continue leading for good no matter who’s in the corner office.

Mastering Fundraising: A Conversation with Gloria Crockett - Episode 22

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

Mastering Fundraising: A Conversation with LaMont Hayes - Episode 21

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.

Mastering Fundraising: A Conversation with Tom Mitchell - Episode 20

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.

Mastering Fundraising: A Conversation with Chad Peddicord - Episode 19

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: A Conversation with Anna Lee - Episode 18

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.

Mastering Fundraising: A Conversation with Jamie Cappetta - Episode 17

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: A Conversation with Christina Romero - Episode 16

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.

Mastering Fundraising: A Conversation with Justin Coleman - Episode 15

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.