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.