Mastering Fundraising

Mastering Fundraising with Duane RohrbacherAI, Operations, and the Future of Fundraising
What happens when a seasoned development leader leans fully into artificial intelligence?
In this episode of Mastering Fundraising, Chris Looney sits down with Duane Rohrbacher, Executive Director of Development at UC Irvine, to explore how AI is already transforming fundraising operations and what leaders must understand to stay ahead .
Duane brings a rare perspective. With a background in higher education administration and years of frontline and operational leadership, he has been actively experimenting with AI tools since their earliest public releases. What began as curiosity quickly became a strategic advantage.
This is not a theoretical conversation about the future. It is a practical discussion about what fundraisers can do right now.
In this episode, you will learn:
How AI can reduce writing time for proposals, stewardship reports, and donor communications by as much as 80 percent
Why project management may be the most underappreciated fundraising skill and how AI strengthens it
The distinction between low touch, high volume fundraising and high touch major gift work
How smaller shops can leverage AI to operate like larger teams
Why personalization may actually increase, not decrease, in an AI enabled world
The critical importance of protecting donor data and implementing ethical guardrails
Duane challenges fundraisers to move beyond casual experimentation. Instead of using AI for novelty, he argues that professionals must train it intentionally, integrate it into workflows, and treat it as a strategic partner.
At the same time, he makes something equally clear: AI does not replace relationships. It enhances preparation. It strengthens follow up. It improves discipline. But major gift work still demands in person engagement, active listening, and authentic human connection.
For leaders wondering whether AI belongs in fundraising, this conversation provides clarity. For those already experimenting, it offers direction.
If you care about efficiency, accountability, and staying competitive in a rapidly changing field, this episode is essential listening.
Listen now and consider one simple question:
Are you using AI as a novelty tool, or are you building it into your operating system?

Mastering Fundraising with Dr. Cheryl A. BourgeoisReinventing Organizations, Building a Culture for Philanthropy, and Executing with Discipline
In this episode of Mastering Fundraising, Chris Looney welcomes Dr. Cheryl A. Bourgeois, President and CEO of the St. John’s Health Center Foundation in Santa Monica, California .
Since stepping into her role in 2023, Dr. Bourgeois has led the foundation through its 50th anniversary while surpassing ambitious fundraising goals, raising more than $41 million to advance medical care, research, and patient services. But this conversation goes far beyond revenue totals.
Dr. Bourgeois offers a candid look at what it takes to step into long established institutions and thoughtfully lead change without dishonoring legacy. She shares how listening tours, data analysis, and board engagement laid the groundwork for reinvention while preserving trust.
You will hear practical insights on:
Leading through imposter syndrome and learning in real time
Honoring the past while introducing bold new strategies
Building a true culture for philanthropy across an entire organization
Why nonprofits must operate with the same discipline and accountability as any for profit enterprise
Designing five year strategic plans that are aspirational, measurable, and actionable
Using dashboards and clear KPIs to drive performance and transparency
Remaining nimble when environmental disruptions threaten even the best laid plans
Dr. Bourgeois also challenges leaders to reject complacency. Continuous improvement is not optional. It is essential for relevance, growth, and long term impact.
If you are a nonprofit executive, chief advancement officer, or board leader seeking clarity on strategic planning, culture building, and execution, this episode delivers both inspiration and a practical roadmap.
Listen now and consider: Is your organization evolving fast enough to remain essential?

Mastering Fundraising with Dyan SublettFollowing Your Heart, Playing the Long Game, and Leading with Integrity
What would you tell your younger self at the start of a fundraising career?
In this powerful and deeply reflective episode of Mastering Fundraising, Chris Looney sits down with Dyan Sublett, President of the Martin Luther King Jr. Community Health Foundation, to explore the lessons she wishes she knew earlier and the principles that have shaped her extraordinary leadership journey .
Dyan’s path spans mission driven higher education, Sundance Institute, UCLA, the YMCA, and now a transformative health system in South Los Angeles. Along the way, she has built programs from the ground up, led through complexity, and helped reimagine what is possible in communities often overlooked.
This conversation is not about tactics alone. It is about character, courage, and clarity.
In this episode, Dyan shares:
Why playing the long game in donor relationships always outperforms short term pressure
The power of saying yes strategically and the equal power of saying no to protect mission and values
How integrity shapes reputation and why that matters more than a single gift
What it means to hire for grit, resilience, and hunger rather than resume alone
How building nontraditional teams through blended staffing can elevate performance
Why listening, silence, and thoughtful questions often unlock transformational gifts
Dyan also offers a deeply personal reflection on service as worship and how following your heart can lead to both professional success and personal fulfillment.
If you are a nonprofit leader who wants to grow not just revenue, but wisdom and impact, this episode will challenge and inspire you.
Listen now and consider: Are you playing the long game?

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.

What if the future of your fundraising program does not hinge on one major gift, but on mastering three fundamentals?
In this episode of Mastering Fundraising, host Chris Looney sits down with one of the most respected leaders in healthcare philanthropy, Bill Littlejohn, to explore the essential building blocks that sustain organizations for decades: acquisition, retention, and growth of individual donors.
With more than 40 years of experience spanning the American Cancer Society, national consulting, and over two decades at Sharp HealthCare, Bill shares hard-earned insights on how strong philanthropic cultures are built. This conversation moves beyond theory and into practical strategy, metrics, leadership mindset, and institutional alignment.
In this episode, you will learn:
Why fundraising is not complicated, but it is complex
The difference between philanthropy and fundraising and why that distinction matters
Why acquisition must be continuous to avoid long-term donor decline
Why the second gift is the most important gift
How retention fuels your future major gift pipeline
Why growth must include both moving donors up and deepening relationships
How to build dashboards and track meaningful metrics beyond dollars raised
Why activity metrics matter just as much as revenue totals
How institutional culture determines fundraising success
Bill also shares how Sharp HealthCare embraced philanthropy as an institutional value, not just a functional necessity, and how that cultural commitment shaped long-term growth and impact.
If you are concerned about donor attrition, the so-called donor crisis, or the increasing competition in a crowded nonprofit landscape, this episode offers clarity and direction.
Fundraising success is not about chasing quick fixes. It is about disciplined strategy, data-driven decisions, and a relentless focus on acquiring, retaining, and growing donor relationships.
If you want to earn your advanced degree in fundraising, this is the conversation for you.
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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 1 is a conversation with Claudia Looney, a truly extraordinary fundraiser and development professional, who shares tips and guidance on engaging board members successfully in the fundraising process. 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