Mastering Fundraising

What if the future of fundraising depends less on competition and more on collaboration?
In this episode of the Mastering Fundraising Podcast, Chris Looney sits down with Fulcrum Nonprofit Leadership (Fulcrum) member Mary Hatton for a thoughtful conversation about collaboration, foundation relationships, technology, and the enduring power of human connection in philanthropy.
Drawing from her leadership journey and her experience convening the Catholic Advancement Roundtable, Mary shares why fundraisers serving different organizations should be willing to learn from one another, share information, and work together, even when they may be pursuing support from many of the same donors and foundations.
The conversation explores what fundraisers need to understand about today's increasingly competitive foundation landscape, including the importance of researching prospective funders, following application guidelines carefully, understanding funding priorities, telling compelling stories, and having the patience to build authentic relationships over time.
Mary also offers a powerful reminder as AI and technology become increasingly integrated into fundraising: nothing can replace genuine, person-to-person relationships.
Her advice to fundraisers is refreshingly simple: Pick up the phone.
Call the donor. Start the conversation. Listen. Build the relationship. Follow up with a personal note. And don't get discouraged.
As Mary explains, fundraising is more than raising money. It is an invitation for people to become part of a vision and a mission.
In this episode:
• Why collaboration can be more powerful than competition in fundraising
• What foundations want nonprofit organizations to understand
• How to build relationships with foundations, including invitation-only funders
• Why research and preparation matter before submitting a grant application
• The role AI can play in fundraising and where the human connection remains irreplaceable
• Why storytelling continues to be essential to philanthropy
• The opportunities Mary sees for the next generation of donors and fundraisers
• Why every fundraiser should remember to pick up the phone
This conversation is a timely reminder that philanthropy is a collective effort built on trust, relationships, shared purpose, and a commitment to advancing mission.
Listen to this episode of the Mastering Fundraising Podcast with Mary Hatton and discover why the future of fundraising may depend on our willingness to collaborate, connect, and keep the human relationship at the center of everything we do.
Check out the full episode on YouTube at: https://youtu.be/ERarFKyvzxM

From Transactional to Transformational: The Leadership Journey Every Fundraiser Should Understand
What prepares someone to become an exceptional Chief Development Officer?
According to Tianna Haradon, CFRE, it isn't one promotion, one campaign, or one major gift. It's a career built intentionally, one experience at a time.
In this episode of Mastering Fundraising, Tianna shares how she evolved from managing sponsorship checklists and event logistics to leading one of Southern California's most respected fundraising programs as Chief Development Officer at The Wooden Floor.
Along the way, she reveals why every stage of a fundraising career matters.
You will learn:
• Why the earliest fundraising roles create the foundation for long-term success.• How transactional fundraising develops the discipline, organization, and attention to detail that every leader needs.• What transforms fundraising from simply raising dollars into building lifelong partnerships.• Why listening is one of the most valuable leadership skills a fundraiser can develop.• How mentorship, transparency, and honest feedback accelerated her growth into executive leadership.• Why successful fundraising leaders spend more time strengthening relationships than making asks.• What aspiring Chief Development Officers should be doing today to prepare for tomorrow's leadership opportunities.
Perhaps Tianna's most important reminder is that careers are not built by skipping steps. They are built by mastering each one.
Whether you're beginning your fundraising journey, leading a development team, or preparing for your next leadership opportunity, this conversation offers practical wisdom and encouragement for every stage of your career.
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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.

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.

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.

Mastering Fundraising with Chad Peddicord: Hiring and Retaining Major Gift Officers Who Thrive
Finding great major gift officers is difficult. Keeping them is even harder.
In this episode of Mastering Fundraising, Chris Looney sits down with Chad Peddicord, Vice President of Philanthropy at the Catholic Leadership Institute, for a candid conversation about one of the profession's most pressing challenges: building and retaining high-performing fundraising teams.
Drawing from decades of leadership experience, Chad shares why hiring should be viewed as a mutual process of discernment rather than a quick transaction, why fundraising talent extends far beyond a resume, and how curiosity, emotional intelligence, and genuine mission alignment often matter more than years of experience.
The conversation also explores practical strategies for onboarding new major gift officers, creating meaningful professional development, leading with vulnerability, and building cultures where talented fundraisers want to stay. Chad offers refreshing perspectives on interview exercises, management practices, and why great leaders spend as much time developing people as they do measuring performance.
Whether you're hiring your next frontline fundraiser, leading a development team, or considering your own career in philanthropy, this episode offers practical wisdom that can strengthen both your fundraising results and your leadership.
In this episode, you'll learn:
• Why the best hiring process is a period of mutual discernment, not simply candidate evaluation.• The qualities that separate exceptional major gift officers from average performers.• How to interview for fundraising talent beyond traditional experience.• Why curiosity is one of the most valuable traits a fundraiser can possess.• Practical onboarding strategies that help new fundraisers succeed quickly.• Leadership behaviors that improve retention and strengthen team culture.• Why vulnerability and transparency are essential leadership tools.• How to create ownership instead of simply giving answers.• Ways to connect fundraising metrics directly to organizational mission.• The question every fundraiser should ask before accepting a new position.
If you're committed to mastering the art and science of fundraising leadership, this is a conversation you won't want to miss.

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.

What happens when a successful CEO steps away from executive leadership and into frontline fundraising?
In this episode of Mastering Fundraising, Chris Looney sits down with Jamie Cappetta, Senior Vice President at FOCUS (Fellowship of Catholic University Students), to explore one of the most fascinating career transitions in the nonprofit sector.
After years leading organizations as a CEO, Jamie made the uncommon decision to leave the executive seat and return to what he believes is one of the most mission-critical roles in any organization: building authentic relationships with donors.
Together, Chris and Jamie discuss:
• Why Jamie chose to leave executive leadership and what made the transition possible• The leadership skills that transfer naturally into fundraising, and the new ones every executive must develop• Why trust, authenticity, and genuine friendship remain the foundation of transformational philanthropy• The biggest misconception executives have about fundraising, especially the timeline required to cultivate major gifts• How activity, persistence, and courage matter more than fearing rejection• The emotional reality of leaving a CEO title behind and finding purpose in a different leadership role• Why the best fundraising organizations measure meaningful activity, not simply dollars raised
Throughout the conversation, Jamie offers an honest reflection on identity, leadership, faith, and professional growth. His insights will resonate with fundraising professionals, nonprofit executives, board members, and anyone discerning the next chapter of their leadership journey.
Whether you're a seasoned chief executive, an experienced fundraiser, or someone considering a transition into development, this conversation provides practical wisdom and a refreshing reminder that great fundraising is ultimately about authentic relationships, patient stewardship, and faithfully advancing a mission that matters.
Listen now and discover why some of the strongest development leaders are those who first learned to lead organizations.