Nothing But Major Gifts

Great leadership isn't about having all the answers. It's about creating the kind of space where others feel safe enough to ask the hard questions.  In this debut episode of Real Talk for Real Fundraisers, Jeff Schreifels is joined by Adrian Owen Jones, a partner at Success Lab and the CEO and Founder of Lady Jones Consulting, for a vulnerable and energizing conversation about what it truly means to lead well in the non-profit space. Together, they unpack how transformational leadership starts with deep listening—especially to the voices that are too often overlooked. Adrian shares how real leadership is rooted not in power or titles, but in curiosity, empathy, and the willingness to let others be fully seen. It's a style of leadership that builds trust, sparks collaboration, and fosters a culture of psychological safety. This conversation is a must-listen for anyone navigating the complex, human-centered world of fundraising. If you've ever wrestled with how to lead with authenticity while still driving results, this episode will leave you both challenged and encouraged.  Show Highlights: In this episode, you'll learn about…   How the most impactful leaders lead with openness and vulnerability and create safe spaces where people feel seen, heard, and free to grow. Leadership isn't about titles—it's about empowering others, sharing the spotlight, and believing in the potential within every team member. The biggest insights and ideas for how to become a better leader  Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com.  Additional Resources:  [Blog] Do You Want a Great Major Gift Team? Hire a Great Manager [White Paper] Evaluating and Rewarding MGO Performance [Courses] Take Our Certification Course for Fundraising Managers and Executives 

BIG NEWS! Our podcast is evolving. Welcome to Real Talk for Real Fundraisers. Non-profit work is not easy. It takes heart. It takes courage. And most days, it takes everything you've got. Today, more than ever before, it's important to have a community where you can tell the truth about what this work really demands, without judgment. A space where you can exhale, be reminded that you're not alone, and gather the tools and encouragement you need to keep going.That's what Real Talk for Real Fundraisers is all about.We created this podcast as a place to be real- about the challenges, the joy, the doubt, and the purpose that drives it all. Here, you'll find honest conversations, stories from the field, and practical insights you can carry into your day-to-day.Because the truth is, fundraising isn't just about raising money- it's about connecting with one another. It's about building real relationships, strengthening community, and showing up with authenticity and heart. It's about staying grounded in your values and true to your mission, even when the pressure is high. And that's the kind of work worth talking about.Stay tuned for our first episode, dropping soon!

We all have a desire to connect with others, but we're often afraid to bring our whole, real, and complete self to our work, which often becomes a liability over time. A lack of authenticity in fundraisers has real, revenue-related consequences for the non-profit.    But how do you foster authentic professional relationships, and not just deep, personal bonds? How do you balance building trust with someone while still achieving your donor and organizational goals?    In this podcast episode, Karen is joined by Nick Khoury, a brilliant strategist and communicator who has spent his career helping people and organizations thrive through the power of authentic relationships. Their conversation dives into a variety of key areas and attributes that fundraisers can develop to have more effective relationships with their donors.     Show Highlights: In this episode, you'll learn about…   How curiosity, courage, and consistency serve as the building blocks for successful donor relationships  The importance of clear expectations and having a solid plan, so you can avoid wasting time for both parties   Our biggest insights and ideas for how to approach and build authentic relationships 

How was the end of 2024? Did you make it through OK? A lot of fundraisers we work with enter January exhausted from the busy year-end season, which is often filled with last-minute donor meetings, calls, and holiday events. It can be a stressful time.     While we highly recommend taking time to rest and recover, there are also important strategies you need to focus on during this month to continue to build strong relationships with your donors and keep the momentum going deeper into the winter. We're here to help!    In this podcast episode, Jeff is joined by colleagues Diana Frazier and Edie Dahlen for a great discussion about the key strategies that fundraisers should implement to start their new year and how they can prepare and plan to surpass last year's goals.    Show Highlights: In this episode, you'll learn about…     How to properly thank and stay in communication with donors as their gifts process   The importance of a caseload refresh and what to consider as you review your portfolio  Our biggest insights and ideas for how to approach the start of 2025 and execute a plan for the entire year 

With about a week remaining in the year, most fundraisers feel like they've exhausted their to-do list. They've worked their plan, made their last calls, and written their thank-you cards. What happens to their donors now is mostly out of their hands.    While that may be true, there are still a few achievable strategies to adopt in your plan so that you can make the most of this final stretch before the new year and secure a few remaining and impactful gifts.    In this podcast episode, Jeff is joined by colleagues Matt Korn and Theresa Tapocsi for a great discussion about how to prepare for and approach the final week of the year, and make these final seven days count towards your revenue goals.     Show Highlights: In this episode, you'll learn about…     How to focus on the right donors and keeping the focus on your relationship together  Having a strategic follow-up, thank you, and impact reporting plan in place  Our biggest year-end insights and ideas for how to approach the final week of 2024 and look forward to 2025 

Relational fundraising isn't just a buzzword, it's part of the Veritus mission. Whether you're in mid-level, major gifts, or planned giving, being relationship-focused means that you are prioritizing the long-term relationship with the donor over just getting the money.     Ideally, everyone at your organization should see the donor as a vital partner in your work.    It's been our goal at Veritus to insert this model within the non-profit sector so more organizations can create thriving gift programs, build a culture that prioritizes collaboration over competition, and connect more strategically with their donors. It's a tough but ultimately rewarding transition that many are making.     In this podcast episode, Jeff is joined by colleague Karen Kendrick for a great discussion about the state of relational fundraising along with the trends and insights they've learned this year–and the ones they're anticipating in 2025.     Show Highlights: In this episode, you'll learn about…   The major lack of truly relationship-focused fundraising in most organizations  The interesting trends coming out of organizations who fill out the Veritus free donor file assessments.  Our biggest insights about relational fundraising and how organizations can utilize AI to their advantage in 2025 

At Veritus, we're all about relational fundraising, but too often, we hear about non-profit leaders making random budget cuts that negatively impact this tried-and-true approach.   We know that leaders are under a lot financial pressure at their organizations. Tough decisions have to be made when times and budgets are tight. But it's important for decision-makers to understand how these cuts can impact relational fundraising, and why they need to invest in relational major gifts when things start to feel pinched.    In this podcast episode, Jeff is joined by colleague Kendra Loper for an in-depth conversation about how leaders can better support their fundraisers' work and when to think twice about slashing parts of the budget.   Show Highlights: In this episode, you'll learn about…   How to shift your mindset about budget cuts and their revenue ramifications  The ways you can get creative and outsource fundraising work if budget cuts are mandatory  Our top tips and best practices for current managers who need to make budget cuts 

In the non-profit sector, if you aren't willing to advance into management, there is very little opportunity to grow as a fundraiser, take on new responsibilities, and increase your salary.   This is a frustrating reality, because not everyone is right for management.     Leadership requires a different skillset and specific perspective, one that's interested in finding success and delivering results through others. It's not as simple as taking your best frontline fundraiser and putting them in charge.    In this podcast episode, Jeff is joined by special guest Greg Gibbs, who shares whether management is the right track for your career, and provides some tips to help current managers get better at their jobs.    Show Highlights: In this episode, you'll learn about…     The greatest challenges managers face in the non-profit sector  How to determine whether a fundraiser is ready to take on a managerial role, and how to nurture them in the process  Our top tips and best practices for current managers looking to improve the structure of their organization  

More and more, fundraisers are being overworked and underpaid. They're frequently pulled in different directions and asked to accomplish tasks that don't fall under their domain – all without a solid support structure. It's caused many to leave the sector entirely.   There is so much important work to do in our world and we need to take care of our people in order to solve these big problems. That means implementing mindful, self-care practices so you're ready to approach your work with the energy and focus it deserves.     In this podcast episode, Karen and Megan share their top tips and best practices for managing burnout and overwhelming stress, and provide you with tools to quiet your inner critic.     Show Highlights: In this episode, you'll learn about…   The way fundraisers are experiencing and dealing with burnout in the industry and the best ways to resolve physical and emotional exhaustion  Some of the benefits that fundraisers receive when they practice self-care and mindfulness   Our team's top tips for handling stress and cultivating self-compassion 

It's not easy to let go of certain donors, but there comes a time in every fundraising cycle when you'll need to transition a donor relationship to someone else.     Whether the donor is moving from mid-level to a major gifts portfolio, or from a higher level of giving back into mid-level or direct response, transitioning them to another colleague is one of the best things you can do for your program, organization, and the donor! But you need to have protocols in place so that the transition feels seamless and keeps your pipeline free and clear of any clogs.      In this podcast episode, Jeff, Theresa, and Matt share their top tips and best practices for handling donor handoffs, shifting your thinking, and transitioning members of your caseload.     Show Highlights: In this episode, you'll learn about…   The kinds of protocols you'll need to develop when a donor matches the criteria to move up or down in their giving level  Some of the common issues we see in non-profits that lead to bumpy transitions for both donors and fundraisers  Our team's top tips for making donor handoffs a seamless process 

How many times has your organization pulled you into something that doesn't directly relate to your job? This kind of scenario is all too common in the non-profit sector, and the results of it are usually negative: fundraisers lose their focus, have less impact, and solicit less giving.  What if fundraising leaders and management stopped distracting their mid-level and major gift officers with unnecessary organizational tasks, activity-oriented metrics, meetings that aren't related to their donors, and community events? Well, the results for your organization would probably look a little better: increased revenue, higher donor retention rates, and less staff turnover.  In this podcast episode, Jeff, Karen, and Kendra share their top tips for how fundraising managers and leadership can let their teams do their jobs and find high-value success in their work.  Show Highlights: In this episode, you'll learn about…   The assumptions that leaders may subconsciously be making about their fundraisers  How to create a culture of trust and accountability  Our team's top tips for keeping a fundraising team on task 

With summer vacations wrapping up and back-to-school season in full swing, it's time to start taking a close look at your fundraising plans for the fall and year-end.    Are you feeling prepared for the busy months ahead? We know how valuable this time of year is in your fundraising cycle, which is why it's so important to focus on creating a strong strategic plan for your donors.   In this episode, Jeff Schreifels is joined by Debi Dunham, Client Experience Leader here at Veritus, and our special guest Jarrod Williams, Director of Development for the Urban League of Greater Pittsburgh and an alumnus of our online academy.   Listen in to this episode to learn what steps you can take right now and in the months ahead to set yourself up for a successful year-end fundraising season. Show Highlights: In this episode, you'll learn about… What fundraisers need to do during the fall fundraising season to prepare for a successful year-end How to shift your efforts so that you're using your time effectively in November and December Planning touch points that will cut through the noise during a busy time for your donors

It's the most intimidating part of fundraising: asking someone for a gift.   But that's not the only thing that fundraisers need to ask for. You're also requesting meetings, inviting donors to attend events, and asking them to share the personal drivers behind their giving.   So, whatever you're asking for – how do you do it in a way that honors the donor as a partner in your mission?  We developed our Permission-Based Asking™ model as a framework for more authentic dialogue. No more guessing what your donor is thinking or making assumptions about what's going on for them.   This episode is a re-release of one of our most-downloaded podcast episodes on asking, featuring Karen Kendrick, our Senior Director of Client Engagement, and Debi Dunham, Senior Client Experience Leader. Listen in to hear some real-life examples of how a permission-based approach to asking can transform your donor relationships.  Show Highlights: In this episode, you'll learn about…   How Permission-Based Asking™ works to build collaborative dialogue   Strategies to practice and develop your asking skills in any context  Results from Veritus clients who've used Permission-Based Asking with their donors 

Did you know that Veritus Group is an international consulting agency, with offices in the UK & Europe (in addition to our US & Canada team)? We often get questions about how The Veritus Way works in different cultural settings, so we wanted to spend some time sharing about our work with international clients and highlighting what's been working well for them.    In this episode, Jeff is joined by Sara Di Lullo, Director of Client Engagement for Veritus UK and Europe, along with Karen Kendrick, Senior Director of Client Engagement for Veritus Group in the U.S. and Canada. Tune in to hear Sara and Karen share how our clients are taking a relational approach to major gifts in an international context.     Show Highlights: In this episode, you'll learn about…   Some of the concerns we hear most often from leaders or fundraisers who aren't sure if The Veritus Way will work for them  The challenges to implementing a culture shift and adopting a strong major gifts strategy  How our approach has been working for our international clients 

Veritus Group was incredibly honored to be the Presenting Sponsor for the AADO Conference in 2024.    AADO (African American Development Officers Network) is a network of more than 3,500 fundraising professionals of color. Their annual conference is the premier event for fundraising, development, and operations professionals of color, and their allies.     During the conference, our team sat down with several AADO leaders and conference presenters to talk about the projects they're working on and the path toward racial justice in the non-profit sector.    Our guests on this episode are Birgit Burton, Chief Executive Officer of AADO; Nneka Allen, Founder of The Empathy Agency; and Christopher Beck, Senior Advisor for Principal Gifts and Inclusive Philanthropy at St. Jude Children's Research Hospital.     We were so inspired by this conversation and hope you'll come away feeling encouraged by the insights shared and the progress toward racial justice in our sector. Thanks for listening!    Show Highlights: In this episode, you'll learn about…   The journey toward racial justice in the non-profit sector  Progress made and current initiatives to support people of color in the fundraising community  What it looks like to create a space where people can bring their authentic selves to their work in philanthropy 

Over the past two decades, our team at Veritus has analyzed hundreds of different non-profits' data files, and we see the same trends over and over again. While overall revenue may go up year-over-year, many donors give less over time (or go away altogether). But organizations are often unaware this is happening because the loss is covered up by gifts from new donors.   So, what can you do about this? The first thing to do is start analyzing your donor file so you can understand where you have opportunities. For today's episode, Jeff is joined by Theresa Tapocsi (Client Experience Leader) and Amy Chapman (Director of Client Engagement) for a conversation about how we perform our free donor file assessment to identify the hidden potential in your donor file.   The sooner you understand what's happening in your data, the sooner you can take action. We hope this episode helps you think about your next steps in analyzing your donor data for opportunities to better engage your donors.  Show Highlights: In this episode, you'll learn about…   The data points Veritus looks at in our free Donor File Assessment and where organizations have the greatest opportunities to improve their fundraising programs  How we use historical performance to determine a 5-year forecast for your organization  Common reasons why non-profits reach out to Veritus for our free, no-obligations assessment of their donor file  Tips for anyone looking to start analyzing their own donor data in this way 

As a fundraiser, you play two roles in any donor meeting. First, you're there to be a partner to your donor, which means you're seeking to learn more about their passions so you can help to match those with your organization's programs.     And your second role is to act as a facilitator so that everyone is on the same page about the purpose of the meeting and leaves feeling like their time was well-used. This is a real skill that requires some practice.     In this podcast episode, Karen and Matt share their top tips for how fundraisers can successfully facilitate a donor meeting using our Permission-Based Asking™ model.    Show Highlights: In this episode, you'll learn about…   Some common challenges fundraisers have around meeting facilitation  An overview of our Permission-Based Asking™ model  Our team's top tips for facilitating an effective meeting with a donor 

Building a partnership between mid-level and direct response is crucial to your organization's success. Yet many organizations are missing out on opportunities to align these groups in a way that will strengthen the donor pipeline.     For this episode, we invited special guests Becca Burgess, VP of Client Services at Moore, and Kara Ansotegui, Senior Director of Leadership Annual Giving at the American Cancer Society, to join us for a conversation about creating a partnership between mid-level and direct response that will result in stronger relationships with donors at every stage of giving.     Show Highlights: In this episode, you'll learn about…   The difference between a high-touch direct mail campaign and a relational mid-level approach  Creative ways that organizations can promote collaboration between mid-level and direct response teams  Barriers that prevent these groups from coordinating their donor outreach 

Many non-profit leaders rely on metrics because it's easier than sitting down with their frontline fundraisers each week and helping them stay focused and accountable to their strategic plan. But when your fundraising performance metrics are not aligned with building meaningful relationships with your donors, it can cause a whole host of problems.  What are the metrics that really matter in fundraising, and how can managers best support their teams to stay on track with those key performance goals?  In this podcast episode, Jeff is joined by Matt and Debi for a conversation about the metrics that truly matter for your fundraising success and how we approach these metrics in our coaching work with fundraisers.  Show Highlights: In this episode, you'll learn about…   The difference between managed metrics (meaningful connections, cash flowed revenue goal, etc.) versus unmanaged metrics (visits, phone calls, emails)  How we define and measure meaningful connections  Our advice to leaders for how to provide fundraisers with coaching and accountability around the metrics that matter 

Many fundraisers aren't starting their caseloads from scratch – they're inheriting a donor caseload that was previously managed by someone else. Whether you're a new hire, or you're moving into a new role within the same organization and taking on a new caseload, this transition can be complicated.   How do you introduce yourself to these donors who already know your organization, but not you?   In this episode, Matt Gill and Diana Frazier offer steps you can take to help you navigate this transition depending on the specifics of your situation. We hope these tips will help you feel more confident about stepping into your new role in a way that honors the donor and strengthens their connection to your organization!  Show Highlights: In this episode, you'll learn about…   What to do based on the different scenarios in which you might be inheriting a caseload (starting at a new organization, or moving into a new role at your current organization, or redistributing caseloads) Protocols for introducing yourself to donors and where to use warm hand-offs from a previous caseload manager  Tips for leadership on how to support fundraisers who are taking on a new portfolio 

Is your organization set up to support the donor journey? What structures do you have in place to develop your donor relationships from initial acquisition to cultivation, mid-level, major gifts, and planned giving? These are some of the questions you need to consider as you work to build a healthy donor pipeline. In this episode, Richard and Jeff discuss five key focus areas for organizations seeking to improve their donor's experience at every stage of their giving journey.   Show Highlights: In this episode, you'll learn about… Why you need everyone in the organization to embrace a culture of philanthropy The different stages of a donor's journey with your organization and how to support them as the relationship progresses Balancing your investments across in every stage of the donor journey Creating offers that will inspire donors and deepen their commitment to your organization

We've all been in meetings where the conversation gets sidetracked. Maybe someone present is very chatty and wants to spend the first half hour catching up. Maybe one individual has another topic they want to discuss, outside of what was outlined in the agenda. Or maybe no one is clear on why they're there at all, so the conversation wanders until the time is up. How can you make sure your donor meetings stay on track, while being respectful of everyone's time and contributions? In this episode, Karen and Diana share their tips for how to effectively prepare for a donor meeting and what you can do when things don't go according to plan. Show Highlights: In this episode, you'll learn about… How to prepare for meetings and set expectations with all participants What you can say when a conversation gets off-track How to use Permission-Based Asking to move the conversation forward in a way that feels authentic and honoring How to handle emotions that may come up, in yourself and in your donor

In celebration of Women's History Month, today's episode is all about how women are shaping and changing the field of fundraising. Our special guest joining us for this conversation is Yolanda F. Johnson, President and Founder of YFJ Consulting and Women of Color in Fundraising and Leadership (WOC)™, which specializes in fundraising, philanthropy, and best practices for equity and inclusion. Listen in to learn more about Yolanda's work and to hear her perspective on lifting up more women and people of color in the non-profit sector. If you enjoy the episode and you'd like to continue the conversation with Yolanda, see the show notes below for ways to get in touch. Show Highlights: In this episode, you'll learn about… Yolanda's work through her organization, Women of Color in Fundraising and Philanthropy (WOC)™ The four pillars of allyship, and how embracing the idea of “sponsorship” can help to elevate more women and women of color in the sector    Mentorship opportunities for women who are interested in non-profit management and leadership Moving away from the scarcity mindset and finding ways for women to work together, to champion each other

Asking your donors for gifts isn't something you should save for the year-end giving season. When you're tuned in to your donor's giving preferences and interests, you can bring them additional giving opportunities even outside their regular giving season. For this episode, we invited two guest fundraisers and clients of ours to share their expertise on this subject. Sarah Coen-Frei, Senior Individual Giving Manager at Minnesota Public Radio, and Fritz Gutwein, Major Gift Officer at Bread for the World, join Veritus Group's Karen Kendrick (Senior Director of Client Engagement) and Diana Frazier (Senior Client Experience Leader) for this conversation about how to approach asking year-round.  We hope you find these tips helpful as you work toward your next donor asks! Show Highlights: In this episode, you'll learn about…  Moving away from transactional asking (e.g. waiting for year-end appeals) to adopt a more relational model How to use Permission-Based Asking when asking your donor for a gift Inspiring donors to give outside of their regular giving season

When you work at a non-profit organization, just as in any job, there will be times that you feel stuck, discouraged, or uninspired. This work is hard, and it's not uncommon to experience feelings of burnout or frustration.  If you're in a space like that, how do you shift your energy so you can bring your best self to your work with donors? For this episode, Karen and Renita share some questions to ask yourself on those days to help you approach your energy differently. We hope these suggestions leave you feeling encouraged with some strategies to help you move forward and find more satisfaction in your daily work! Show Highlights: In this episode, you'll learn about…  Mindset challenges that affect how you feel and show up in your work Practices to help you avoid burnout as a non-profit professional Steps leaders can take to support their staff

When you're looking for your next fundraising position, how do you evaluate which opportunities are most aligned with your professional goals? What questions should you ask in your conversations with hiring managers to learn more about their culture and evaluate whether the role is a good fit? In this podcast episode, Karen and Matt are joined by special guest Paul Towne, VP of Executive Search with Cooper Coleman. As a search consultant who works exclusively with non-profit and social impact organizations, Paul has extensive knowledge about how to interview for the right roles and identify which opportunities will be the best fit for you. We hope this conversation gives you some helpful ideas and tools to use when you're interviewing for your next fundraising role! Show Highlights: In this episode, you'll learn about…  Factors impacting the job-hunting landscape across the non-profit sector How to identify roles that will be the best fit for you What candidates should look for when interviewing at a non-profit Questions to ask that will help you learn more about an organization's culture 

Welcome to January! In these first weeks of the year, you're likely still finishing out the year-end season, thanking donors for gifts received, and assessing your performance compared to your goals. At the same time, you're working on communication plans and strategies for the year ahead.  In this episode, Jeff is joined by Theresa Tapocsi and Edie Dahlen, two of our Client Experience Leaders, for an overview of what fundraisers and leaders need to know right now while you're wrapping up from year-end and getting started on your top priorities in 2024. We are honored to walk alongside fundraisers as they chart their course for a new year. If you could use an external partner to support your work as a fundraiser, we'd love to chat. Schedule a call today for a no-pressure conversation about ways we can partner with you and your organization so you can achieve even more for your mission. Show Highlights: In this episode, you'll learn about…  Common challenges facing fundraisers in January after a busy year-end fundraising season How to evaluate your performance, beyond whether or not you met your revenue goals Where to focus your attention at the start of the calendar year Tips for leaders to help their teams celebrate their work last year and transition to new priorities in the year ahead

When we talk to passionate fundraisers who are deeply committed to their donors, their most common complaint about their work is that they don't feel supported by their managers. People leave organizations because of it, yet management skills are often undervalued in the non-profit space.  In today's episode, Karen and Jeff talk through some of the obstacles that may be holding you back as a leader for your fundraising team, and how you can take steps to turn things around. For anyone managing a team of frontline fundraisers, we hope you'll tune in to this episode for strategies to help you be the kind of manager who inspires your team to do their best work. And if you could use an external partner to support your work as a manager or non-profit leader, we'd love to chat. Schedule a call today for a no-pressure conversation about ways we can support you and your team so you can achieve even more for your mission. Show Highlights: In this episode, you'll learn about…  Some of the most common issues that cause managers and leaders to be ineffective in their roles Practices and actions that define the most effective non-profit leaders and managers How to change the culture at your organization and address any management issues that may be holding your team back

When an anonymous check for $100,000 arrived at the American Brain Foundation, their fundraising team was blown away. The organization certainly wasn't so large that this level of giving was typical. Who was this anonymous person, and what made them decide to give so generously?  In this episode, Jeff and Diana interview two members of the team at the American Brain Foundation (ABF) – Jane Ransom, Executive Director, and Lisa Dahlberg, Philanthropic Advisor – to learn how they responded to this unexpected gift. Their efforts to connect with this anonymous donor ultimately led to a multi-million-dollar commitment for ABF. Listen in to learn how a transformational gift like this is possible for your organization. Show Highlights: In this episode, you'll learn about…  How an anonymous gift led to a multi-million-dollar commitment The steps that ABF took to learn more about the donor's passions and goals The internal culture at ABF that supported this transformational partnership

When you have a healthy donor pipeline, there will come a time when you need to transition a donor relationship to someone else. Whether the donor is moving from mid-level to a major gifts portfolio or from a higher level of giving back into mid-level or direct response, you need to have protocols in place so that the transition feels seamless to the donor.  For today's podcast episode, Karen Kendrick speaks with Diana Frazier, Senior Client Experience Leader, and Kara Ansotegui, Director of Client Engagement Services, to ask them about their top tips for how you can meaningfully transition a donor relationship in a way that honors the donor and strengthens their connection to your organization. Show Highlights: In this episode, you'll learn about…  The kinds of donor transitions you need to develop protocols around (how to move a donor from mid-level to major gifts or planned gifts, or back down to mid-level) Some of the common issues we see in non-profits that lead to bumpy transitions for both donors and fundraisers How to manage transitions when you have a hybrid mid-level / major gifts caseload

When moves management was first introduced as a strategy to help fundraisers manage their caseloads, it was a step forward in putting some much-needed structure around the donor pipeline.  But now, some non-profits have taken the idea too far. A lot of organizations have gotten stuck on rigid definitions of what “stage” a donor is at. Moves management has led to these metrics that have caused fundraisers to forget about how actual relationships work. In this podcast episode, Richard and Jeff share an alternative approach to caseload management that will allow you to move your focus back to your donor. Show Highlights: In this episode, you'll learn about…  Having a mindset of cultivating donors all the time, instead of designating a status for “Cultivation” How to stay focused on the donor relationship, rather than the stage How to advocate for this new approach when leadership has only known moves management

At the AFP Conference last summer, two fundraisers from the East Texas Food Bank reached out to Jeff. They wanted to share with him how taking our Certification Course two years ago has made a huge difference for them in building deeper donor relationships and bringing in more revenue for their mission. We felt so inspired by the conversation and the long-term results they're seeing now, two whole years after taking the training. So, for today's episode, we invited Hannah Harris, Donor Engagement Advisor, and Alex Fruth, Director of Development for the East Texas Food Bank, to come and share with us about their experience with The Veritus Way of fundraising.  If you've been considering taking a training with us, or you're wondering what it would mean for your organization to adopt a more relational approach to fundraising, listen in to hear from Hannah and Alex about how it's made an incredible difference in their work with donors.  Show Highlights: In this episode, we ask Hannah and Alex to share about…  Key takeaways from our Certification Course and how it's impacted their work The before-and-after difference of adopting The Veritus Way Learning to use Permission-Based Asking™ in donor conversations

One of the greatest barriers to your success in relational fundraising is whether or not the rest of your organization understands and supports this work.  We hear stories all the time from frustrated fundraisers who aren't able to get important program information, can't easily share the impact, and don't have donor offers to present.  So for this episode, we're sharing some guidance, tips, and language to help you start talking about fundraising within your organization so you can get everyone on board and moving in the same direction.  Show Highlights: In this episode, you'll learn…  The problems that arise when organizations don't understand or value the role of fundraising How fundraisers and leaders can educate other groups about fundraising How to connect with Program and Finance teams so they can see the impact donors have on their work How to explain a relational approach to fundraising for those without a background in it

We get a lot of questions from our community about basic best practices in fundraising. And we get it! It's one thing to understand these ideas in theory, but even the most experienced fundraisers run into questions when it comes to implementation. So, for this podcast episode, we've compiled some of the most common questions we receive about the basics to encourage you and help you make sure you've got the basics down.   Show Highlights: In this episode, you'll learn…  Why you still need to ask donors to give, even though they're receiving direct mail How to layer direct mail communications with your relational strategy Why it's necessary to build a strategic communication plan for each major donor Why you need a 7-step donor qualification process The role of wealth ratings in qualifying your donors

For your organization to continue to grow, you need to invest in an organized program for identifying and stewarding planned gifts. Planned giving is an essential part of relational fundraising, yet so many fundraisers avoid it simply because they don't have a system that supports them to engage donors in this way. So for this podcast episode, we'll be talking about the three legs that make up a successful planned giving program. Listen in to learn how to build a program that will support your fundraisers in securing more planned gifts for your organization's mission. Show Highlights: In this episode, you'll learn about…  How we define the three legs of planned giving, and where these areas can support each other Organizational division of labor for these functions – whether you have a distinct position for each role, or one person who manages them all What can go wrong when an organization is not properly supporting all three areas of planned giving Opportunities for collaboration between major gifts and planned giving

If you put off your year-end planning until October or November, you may find yourself scrambling to get things done at the last minute, without any broader strategy behind your communications. Which is why we recommend starting now!  But we know it can be overwhelming to think about everything you need to do at year-end. So in this episode, we're sharing some of our favorite tips and ideas to help you build efficiencies into your year-end plan, so that this time of year can stop being overwhelming and start being fun, creative, and impactful. Show Highlights: In this episode, you'll discover…  What gets in the way of effective year-end planning Tips for fundraisers looking for efficiencies in their year-end planning and strategy How non-profit managers and leaders can help their teams create an effective plan for year-end

At this point, most organizations have realized the value of having a relational major gifts program. But there are still many non-profit leaders out there who can't get over the initial cost of investing in a major gifts program, even though those programs can have an ROI of 10 to 1, or more!  So, what's holding you back from investing in major gifts? In this re-release of one of our most popular episodes, Jeff and Richard discuss the obstacles that are holding leaders back from investing in major gifts. They also share about the average ROI you can expect from a mature major gifts program, and the foundational elements you need to have in place in order to see those benefits.  Show Highlights: In this episode, you'll discover…  The obstacles that hold non-profit leaders back from investing in major gifts, and how to overcome those objections Average return-on-investment you'll see from a mature major gifts program, and setting expectations for how long it takes to get there The key elements of a major gifts program, including: a donor-centered culture, support from your leadership and finance team, and measurable results that demonstrate the efficacy of your programs

Having a culture of collaboration is critical to your success in fundraising. Do you have solid relationships with your counterparts in Finance, Program, and Marketing? Or does each department prioritize their own individual goals, at the expense of your mission? Poor communication and competition between departments means that your donor is not getting the best possible care and service, and they may choose to give elsewhere. In this re-release of one of our most listened-to episodes, Jeff and Richard discuss how fundraisers can promote better relationships within their organizations so that everyone is aligned in supporting the donor journey. Show Highlights: In this episode, you'll learn…  Why it's so important for fundraisers to collaborate with other departments How to bridge the gap between your non-fundraising colleagues and donors How fundraisers can encourage better communication between groups

It's summertime! Hopefully, you're taking some quality time off. And whenever you're back in the office, you may even find yourself with some quiet days where your inbox is not blowing up and all your meetings are cancelled. This is a great time to reflect and plan for how you're going to meet your goals by year-end. In this episode re-release from 2021, Jeff is joined by Lisa Robertson, Director of Client Services at Veritus Group. Together, they share five ideas for what you can do this summer that will set you up for a successful year-end.  Show Highlights: In this episode, you'll learn about…  Reviewing your caseload to determine whether any donors need to be moved How to get creative with your donor outreach during the summer Using the slower summer months to focus on professional development And more ideas for how fundraisers can make the most of the summer season!

Even before the pandemic, finding and hiring the right candidates for fundraising roles was a challenge. Now, many organizations are struggling to even get a good pool of candidates, let alone find the right candidate from within that pool.  In this podcast episode, Jeff and Karen are joined by special guest Paul Towne, Executive Search Consultant with Cooper Coleman. As a search consultant who works exclusively with non-profit and social impact organizations, Paul has extensive knowledge about how to attract the right candidates and identify the best match for the position.  We hope this conversation gives you some helpful ideas and tools to use when you're hiring for your next fundraising role! Show Highlights: In this episode, we discuss…  Why organizations are having such a tough time hiring fundraisers How the rise of remote and hybrid work has impacted the job market How to attract diverse applicants and select candidates who are a good fit for your organizational culture and community

Many fundraisers can share about a time where a donor overstepped one of their personal boundaries. Yet historically, the non-profit sector has not been proactive about preparing for when a donor says or does something inappropriate. A fundraiser is tasked with bringing in funds for an important cause, but that should never come at the expense of their personal well-being. Fundraisers need to be clear on their own personal boundaries, and they need to feel the support of their organization when a situation arises.  In this episode featuring special guest Rachel Wyley, CEO and Founder of Culture Kinesis, we talk about the power dynamics at play and how fundraisers and leaders can respond when a donor says or does something that crosses a line. Show Highlights: In this episode, we discuss…  The power dynamics at play in conversations between donors and fundraisers  How to define your own personal boundaries for both physical and psychological safety The lack of support for fundraisers who are dealing with uncomfortable or inappropriate situations What can leaders do to better protect and care for their staff How fundraisers can respond when a donor says or does something that crosses a boundary

Your donors give because it makes them feel connected to their heart and passion for making a difference in the world. And your organization is probably not the only one they're giving to, which means that your donors are getting a lot of messages from the organizations they sponsor.  With so much competition for their attention, how do you stand out from the rest and win your donors' hearts? In this episode re-release from 2021, Richard and Jeff offer seven ways that you can stand out with your donors, so you can build more authentic relationships and encourage donors to engage with you as partners in your mission. Show Highlights: In this episode, you'll learn…  What it means to bring your authentic self to your donor relationships The power of listening and asking good questions in your donor conversations How to build strategic, personal touch points into your communication plan that will remind the donor that you know who they are as an individual

The 2023 report by the Fundraising Effectiveness Project revealed that for the first time in a decade, the national average for major giving revenue went DOWN by -4% in 2022. This has generated a lot of concern in the fundraising community about the future of philanthropy. The good news is – you don't have to accept decreasing revenue as the new normal.  When this report came out, we took a look at how our clients had done by comparison. While the findings showed that nationally, major gifts revenue was down -4% for the first time since 2013, our clients saw an average increase of +22%. And for donors giving $500-$5,000 level (what we would identify as mid-level), national numbers were down -3.9% in revenue in 2022 compared to 2021. Our mid-level clients, however, were up +7%. Getting this kind of growth isn't rocket science. It takes dedication and commitment to implement a system and structure that's designed to create long-lasting partnerships with your donors where they feel deeply connected to your organization's mission. In this podcast episode, Jeff and Richard examine the results of the report and share how non-profits can adopt strategies to reverse these trends and increase giving to their organization. Show Highlights: In this episode, you'll learn…  Key insights from the Fundraising Effectiveness Project on the state of donor giving in 2023 Strategies that enabled Veritus clients to grow their revenue, despite lower giving nationally What fundraising leaders can do to achieve these results for their organization

Have you ever experienced the impact of a coach in your life? Maybe you had a great coach when you played sports or an instrument. Or perhaps you've worked with a life coach, spiritual advisor, or someone who's an expert in a hobby of yours. How has that impacted you?  The role of a coach is somewhat different from a teacher or instructor. They're not just lecturing or demonstrating. A coach takes a different approach. They see your strengths, and they work with you to hone your abilities and make tweaks to your process so you can improve. They help you see your own roadblocks and work with you to move past them. Then they're available to keep reminding you of what you've learned, guide you through solutions to overcome obstacles, work on creative ideas, and encourage you to keep going.  When you have this kind of support, it can be transformative to your work. But unfortunately, coaching is often not valued in the fundraising world. And this is having a detrimental impact on your ability to be successful as a fundraiser or fundraising leader.  Today's episode is all about why we believe that everyone needs a coach. With the right support, you can do even more for your mission.   (Interested in what coaching could look like for you or your team? If you'd like to learn more about our coaching approach, schedule some time to chat with us. We love getting to work with fundraisers like you and we're happy to answer any questions you have about coaching or other resources to support you in your work.) Show Highlights: In this episode, you'll learn…  Why there's such a need for coaching in fundraising Our process for co-managing fundraisers in partnership with organizational leadership Advice for listeners who are interested in finding a coach or supporting their team in a coaching capacity

This topic is a controversial one. But stay with us for a minute! Any fundraiser's primary objective is to connect with donors. And those donors are people with busy lives. They might only be available after 5pm, or only on weekends. They might be located internationally. For so many reasons, MGOs need to be flexible so they can meet when it's convenient for the donor. So, should MGOs also be expected to sit at a desk from 9am to 5pm, Monday through Friday? It seems like the answer would be obvious – it's simply not sustainable for fundraisers to work all the time. Yet many organizations promote a culture that requires 40 hours in the office, at whatever cost, regardless of the many events and donor meetings the fundraiser attends outside those hours. This has got to change if organizations want to keep great fundraisers. Today's episode is all about creating the kind of environment that gives fundraisers the freedom they need to nurture their donor relationships without working 60+ hours every week. Show Highlights: In this episode, you'll learn… Why we believe that major gift fundraising is not a 9-5 job What happens when leadership doesn't allow flexible schedules for MGOs (who are also expected to meet with donors outside of 9-5) What it means to manage by objectives, rather than overseeing every hour or every step of the process How leaders and fundraisers can advocate for a culture that supports flexibility and prevents burnout

If you've shied away from bringing up planned giving in your donor conversations… you're not alone! Whether you're a major gift officer, mid-level officer, executive director of your organization – many people feel some hesitation about bringing up a topic that touches on the donor's death. On this podcast episode, Jeff and Richard interview Robert Shafis, our Director of Planned Giving Services, to put some of those fears to rest and give you some tools and strategies to help you feel more confident about discussing planned giving. Remember, at its core, planned giving is an incredible way for your donors to leave a legacy that will support your organization into the future. And it truly is accessible to anyone. Listen in to learn how you can start to have these conversations so you can make a bigger difference for your organization while providing your donors with the opportunity to leave something behind that's meaningful to them. Show Highlights: In this episode, you'll learn about… How to overcome the obstacles that are stopping you from bringing up planned giving with your donors What it looks like when fundraisers are speaking confidently about planned giving (and when they're not) How to incorporate planned giving into your broader fundraising strategy What indicators to look for and how to begin a conversation with a donor about making a planned gift

Are your board members actively engaged in fundraising for your non-profit? And if not – how can you encourage them to get involved? In this episode, Jeff Schreifels and Karen Kendrick are joined by Renita Tyson for a conversation about how non-profits can build a better partnership with their boards. Renita is a Client Experience Leader at Veritus Group with a background in numerous sectors, from Fortune 500 companies to small industrial manufacturers. She's held positions in sales, marketing, development, and senior management, and she also brings her own experience as a board member herself. Whether you're seeking out new board members, or you'd like to see more participation from an existing board, this episode will give you some new perspective on how to support your board members so they can do more for your mission. Show Highlights: In this episode, you'll learn about… The role of board members in fundraising How to shift the way your board thinks about fundraising and engage them in your mission The resources your board needs in order to do an effective job Recommendations for organizations seeking to diversify their board

Imagine this scenario: you're a leader of a non-profit, and you run into a major donor at an event. They ask how things are going at the organization. How do you respond? A: “Things are great! We're on track to meet our revenue goals by the end of the year.” B: “Right now, we're focused on growing our XYZ Program so we can provide more services for families in need. We've seen some incredible results through this program already; can I share a little about what we hope to do in the year ahead?” It's pretty clearly B, right? And yet, a lot of fundraisers are so focused on the money that they struggle to talk about their mission in a way that connects with donors. For this podcast episode, we've invited a special guest to help us discover what it means to speak in terms of your mission. Luke Wilson, CEO of A Rocha Canada, will share how focusing on his organization's mission has transformed his conversations with donors. As you're listening in, think about your own elevator pitch and whether it's working to engage donors with your mission in a meaningful way. Show Highlights: In this episode, you'll learn about… Why so many fundraisers and non-profit leaders struggle to talk about their mission What gets in the way of having more meaningful donor conversations The difference between a money-focused conversation and a mission-focused one

Sometimes fundraisers are so self-sacrificing in their work that they lose themselves. They give 110%, until they can't do it anymore. These are the ones who are at risk of burning out and leaving the profession entirely. That's why we're devoting this episode to a conversation about self-love and setting boundaries to give yourself room for renewal. When you practice self-love and self-care, you'll be able to bring more to your role as a fundraiser and create deeper relationships with donors from a place of self-awareness and respect. This special episode features Karen Kendrick, Senior Director of Learning at Veritus, along with special guest, Nneka Allen, Founder of The Empathy Agency. Show Highlights: In this episode, you'll learn… The obstacles to self-love, particularly in the fundraising profession How setting boundaries shapes your capacity for self-love and your relationships with others Where to begin your journey to self-love, so that you can show up more authentically with your donors and be the bridge between their passion and your organizational mission

If you're over-investing in donor acquisition and cultivation, but not investing enough in the upper end of the pipeline, then the donors that you've acquired can't be properly cultivated into mid-level, major gifts, or planned gifts. And the reverse is a problem too, when non-profit leaders insist on discovering new major donors outside of their existing donor pools, because they're not investing enough in donor cultivation. How do you find the right balance? In this episode, Richard and Jeff discuss the components of the donor pipeline and how to invest across each stage of the donor journey. Show Highlights: In this episode, you'll learn… The different stages of the donor pipeline including acquisition, cultivation, mid-level, major gifts, and planned giving How these stages relate to one another and where to invest across the donor pipeline so you're seeing maximum ROI How to use our Diversification Analysis worksheet to evaluate the balance of your investments across the pipeline

Successful fundraising programs depend on great managers who can provide fundraisers with feedback, accountability, and encouragement. It's a full-time job, and it requires a certain set of skills. Yet many non-profit managers are expected to continue to manage their own caseloads in addition to their team's. They may have been moved into their role without training or support. And on top of that, the skills that make someone a successful fundraiser don't necessarily translate to being an excellent manager. This is where a co-management solution comes in. In this podcast episode, Richard and Jeff explain what we mean by “co-management.” They share how Veritus partners with non-profit organizations to provide this service and how it compares to in-house management of frontline fundraisers. Show Highlights: In this episode, you'll learn... What “co-management” means and how it works for non-profit organizations How co-management solutions compare to in-house management Benefits of co-management and how to overcome obstacles