Yes, You Do Need to Ask All Year Long!

Non-profits can have a strong mission, a dedicated team, and years of community service behind them, yet still struggle to reach the people who could become their most meaningful supporters. Often, the challenge begins with who has a seat at the table and whether the organization has built the relationships needed to earn trust beyond its traditional networks. In this episode of Real Talk for Real Fundraisers, Jeff Schreifels and Christopher Beck sit down with non-profit leader Harold Witherspoon to discuss how board composition, cultural trust, and long-term relationships shape an organization’s ability to fundraise and serve its community. Drawing on more than 30 years in the non-profit sector, Harold shares why organizations need to look beyond familiar networks and build genuine connections with the communities they hope to reach. Harold starts with the board, arguing that its strength depends in part on how well it represents the broader community. When decision-makers share similar backgrounds and perspectives, organizations can become comfortable with the way things have always been done, missing opportunities to connect with new audiences. He explains why building relationships is a long game, comparing it to dating: trust takes time, and meaningful partnerships grow through getting to know one another rather than rushing toward an outcome. From there, Jeff, Christopher, and Harold explore the value of relationship capital, the difference between serving a community and inviting its members to become stakeholders, and the importance of sustained engagement in building trust. Harold also shares his approach to recruiting and onboarding board members, developing existing staff into fundraising roles, and balancing a compelling mission with the sound business practices non-profits need to succeed. Show Highlights: In this episode, you’ll learn about… Why board composition matters and how a lack of diverse perspectives can limit an organization’s fundraising and community outreach.

This week we're sharing an episode from our friends at System Catalysts, a podcast about the philanthropists and changemakers working to improve the systems that shape our world. We think this conversation will change how you see the major donors on your caseload. Anthropologist Bridget Kustin, Senior Research Fellow at Oxford's Saïd Business School and Director of Ownership Project 2.0, has spent years studying billion-dollar family businesses and family offices. Instead of approaching wealth holders with criticism or flattery, she approaches them the way she once approached families in Bangladesh: as people, with curiosity about how their world actually works. What she found may surprise you. Nearly every wealth holder she met genuinely wanted to do good. So why isn't more money moving toward lasting change? Bridget points to a deep fear of failure that often starts at birth, a complicated and very personal relationship with risk, and a reluctance to gamble away what a family spent generations building. She also shares that many wealthy families give in ways that are ad hoc and inconsistent, often without a clear philanthropic strategy. For fundraisers, there's a lot here to sit with. Bridget hears again and again from wealth holders that she's one of the few people in their lives who doesn't want their money. That says something about the world our donors live in, where nearly every relationship comes with an ask. It's a good reminder that donors want to be known as people first, and that helping them tell a story of meaningful success, even when a problem won't be fully solved in their lifetime, may be what unlocks their giving. In this episode: Why most research on the wealthy falls into either criticism or praise, and what gets missed in between What family-owned businesses reveal about long-term thinking, risk, and responsibility Why so much philanthropy at the highest levels is scattershot rather than strategic How fear of failure and loss aversion keep capital from moving Why partnership, not individual credit, is what makes systems change possible Bridget's challenge to listeners: if you admire someone's work, what's stopping you from joining it? Learn more: Ownership Project 2.0: https://www.sbs.ox.ac.uk/research-and-insight/centres-and-initiatives/ownership-project-20-private-capital-owners-and-impact Ownership Project Action Lab: https://www.gtc.ox.ac.uk/academic/global-philanthropy-initiative/ownership-project-action-lab-from-academic-research-to-real-world-impact Bridget's research: https://www.researchgate.net/scientific-contributions/Bridget-Kustin-2123035529 Listen and subscribe to System Catalysts here: https://lnk.to/systemcatalysts-show

If you’re looking at your year-end number and then at your to-do list and wondering how you’ll get it all done, you’re far from alone. Late September into October is when that pressure lands on almost every frontline fundraiser, and the roughly 75 days left in the year can feel impossibly short. In this episode of Real Talk for Real Fundraisers, Jeff Schreifels is joined by Lauren Centrella, a Veritus client experience leader and former frontline fundraiser, to walk through those 75 days one stretch at a time. Together, they break down how to prioritize your caseload, prepare for year-end asks, and stay focused on the donor relationships that matter most, so you can finish the year with a clear plan and feel good about the work you’ve done, whatever the final number. Lauren starts with the first week of October, when it pays to slow down and audit your caseload donor by donor. They cover where each donor stands against their goal and last year’s giving, who hasn’t given yet, and which gifts, including DAFs, stock, and QCDs, may come with earlier deadlines than you expect. They also discuss the internal conversations with Finance, Program, and Marketing that need to happen before the year-end rush makes them harder to have. From there, Jeff and Lauren cover how to prioritize high-value donors, revisit Tier C prospects, and use Permission-Based Asking™ through mid-December. They also discuss communicating with managers when goals shift and finishing strong with follow-ups, DAF gifts, out-of-office planning, and thank-you calls that deepen donor relationships. Show Highlights: In this episode, you’ll learn about… What to review in the first week of October, including donor goals, giving history, and gifts with early deadlines

Most stewardship programs are built around a formula: give at this level, receive this letter; give more, get invited to this event; give enough, get your name on a wall. But that model is quietly failing because donors can tell when they’re being processed instead of known. In this episode of Real Talk for Real Fundraisers, Jeff Schreifels and co-host Christopher Beck have a candid conversation with Dwayne Ashley, founder and CEO of Bridge Philanthropic Consulting, one of the largest full-service fundraising and advisory firms in the world. They explore what stewardship looks like when donors are treated as partners rather than sources of capital, including why the ask should move at the donor’s pace, why calling a donor for advice can be more meaningful than another impact report, and how gift acceptance and naming policies can quietly cost organizations major gifts. At the heart of the conversation is a simple idea: people give to people. Donors are evaluating your leadership, your flexibility, and whether they trust the people behind the mission just as much as they’re evaluating your programs. Jeff also shares a story from earlier that morning about being on the receiving end of a permission-based ask and what it felt like to experience that approach as a donor. This is a conversation about moving beyond transactional stewardship and creating donor experiences that actually feel personal. From designing experiences people want to attend to adapting your approach across generations, Jeff, Christopher, and Dwayne make the case that effective stewardship isn’t about following a formula. It’s about knowing the individual donor and building a relationship that works for them. Show Highlights: In this episode, you’ll learn about…

Fundraiser turnover is one of the biggest threats to long-term fundraising success, and the cost goes far beyond an empty desk. When a fundraiser leaves, organizations lose donor trust, relationship momentum, institutional knowledge, and often significant future revenue. In this episode of Real Talk for Real Fundraisers, Jeff Schreifels is joined by co-host Christopher Beck for a candid and important conversation with Daphne Valcin, MCC, founder of Valcin Strategic Solutions, a leadership development consulting firm focused on helping organizations build stronger leaders and healthier workplace cultures. Drawing from her extensive experience as an executive coach, trainer, non-profit leader, and leadership development consultant, Daphne offers powerful insight into why so many talented fundraisers are leaving, and what leaders can do to change that. Throughout the episode, Jeff, Christopher, and Daphne unpack the deeper causes of fundraiser burnout, moving beyond the assumption that turnover is simply an HR issue. They explore how vague job descriptions, poor onboarding, unrealistic workloads, weak management, and outdated leadership styles create environments where fundraisers struggle to thrive. The conversation also examines the challenges faced by fundraisers of color and the hidden cost of turnover, especially when donor relationships are interrupted and trust is broken. This is a real-talk conversation for non-profit leaders who are ready to stop normalizing burnout and turnover, and ready to start building organizations where fundraisers feel valued, supported, and equipped to stay for the long haul. Show Highlights: In this episode, you’ll learn about… Why fundraiser turnover is not just an HR issue, but a major financial, strategic, and relational challenge