What the Fundraising

Behind every transformational charitable gift lies a trail of data waiting to become a meaningful human connection. Also, in a world where numbers often overpower stories, strategic prospect research serves as the quiet engine driving modern fundraising success.

Let's meet Katherine Scott and Sarah Marcotte, co-authors of From the Ground Up: Prospect Research for Nonprofits. Both bring nearly two decades of industry expertise, and their shared experience led them to write the foundational guide they wished they'd had when starting their careers.

Today's conversation explores how researchers act as backstage stage managers, translating wealth screening...

Fundraising is often mistaken for a mechanical game of hitting quotas, but sustainable growth requires balancing metrics with human connection. When organizations focus solely on short-term numbers, they risk turning lifelong donor relationships into transactional exchanges.

Today, let's meet Charlie Melichar, Principal at Foster Avenue, a consulting firm dedicated to positioning and communications strategy for major campaigns. Drawing on deep sector expertise, Charlie helps institutions clarify their unique identity and build strategic fundraising frameworks that truly resonate.

The discussion tackles the critical gap between rigid KPIs and genuine impact, urging leaders to establish a guiding "...

Technology is rapidly reshaping how organizations create social impact, and AI is emerging as a powerful force for change.

Naomi Morenzoni is Senior Vice President of Corporate Philanthropy and Employee Impact at Salesforce, where she leads corporate giving, employee volunteering, matching programs, and sustainability initiatives. With 14 years at Salesforce, Naomi brings a unique perspective on using business as a platform for community change. She also oversees initiatives such as the Salesforce Accelerator and the company's nature and sustainability fund, supporting innovative solutions and the transition toward a net-zero, nature-positive world.

Today's conversation explores Salesforce's founding 1...

Asking better questions and leaning into uncomfortable moments can help teams build real trust and connect deeply with donors!

Kyle Buchmann, Senior Vice President at Wisconsin Foundation and Alumni Association, shares practical lessons from his long career in higher-education fundraising. He joined the Wisconsin Foundation and Alumni Association in 2012, moving up from leading the engineering development team to his current role as Senior Vice President. Drawing on his experience managing frontline fundraisers and leading large teams, Kyle explains how to guide people through big changes and train them to succeed.

When modern technology fails to solve an organization's friction, the root cause is rarely the software; it is the human systems behind it. This episode reframes digital transformation, proving that operational harmony relies far more on culture, mindset, and people than on shiny digital products.

Meet Tim Lockie, who brings over 20 years of experience working inside and outside the nonprofit sector. As a human-centric tech and AI expert, Tim has spent his career helping organizations bridge the gap between technical infrastructure and human behavior. 

Today's conversation dismantles common software marketing myths, pointing out how buying p...

In this episode of What the Fundraising Podcast,

What happens when we stop thinking about fundraising as simply asking for money and start thinking about it as relationship building, connection, and philanthropy?

In this episode of What the Fundraising Podcast, Mallory Erickson talks with Jay E. Davenport, Vice President for Development and Alumni Relations at Penn State University, about building a culture where alumni engagement, fundraising, leadership, and philanthropy are deeply interconnected.

Drawing from his 32-year career in higher education, Jay shares how his experience at VCU shaped his philosophy around “base building”, nurt...

Mallory Erickson and Cindy Wagman pull back the curtain on what it really looks like to build partnerships between coaches, consultants, and technology companies in the social impact space.

Cindy Wagman is a nonprofit consultant, educator, and founder of the Nonprofit Fractionals Network. After years of working as an in-house fundraiser, Cindy began consulting in 2015 and later built a business focused on helping nonprofit professionals transition into fractional consulting while creating sustainable businesses without burnout.

Originally recorded as a webinar, this conversation explores why tech companies want to partner with coaches and consultants, what you...

Have you ever wondered how to turn speaking opportunities into a meaningful part of your business?

In this solo episode of What The Fundraising, Mallory Erickson gets candid about how she built her paid speaking business, what she did before people were paying her, how she decides which opportunities are worth her time, and why being a great speaker is only one part of building a sustainable speaking career.

Mallory shares what she learned from years of unpaid speaking, how she used content partnerships to make early opportunities financially possible, and the role that webinars...

What does it actually take to write a book?

In this solo episode of What The Fundraising, Mallory Erickson pulls back the curtain on her experience writing and publishing her book, What the Fundraising. From signing a publishing contract with Wiley before she even knew what she wanted to write, to getting pregnant, navigating a difficult pregnancy, becoming a new parent, and rewriting the entire book six weeks postpartum, Mallory shares the messy reality behind the finished product.

Mallory also talks about the limiting belief she had that she needed a book in order to...

In this episode of What the Fundraising Podcast,

What does it really take to start a podcast and more importantly, keep doing it for years?

In this behind-the-scenes episode of What The Fundraising, Mallory pulls back the curtain on how the podcast started, why she created it in the first place, how she landed her first sponsors before she even had listeners, and what has kept her going for more than 300 episodes.

But this isn't really an episode about podcast equipment, download numbers, or how to land sponsors.

It's about building...

What actually makes a personal brand memorable?

According to Mallory Erickson, it's not a perfectly curated aesthetic, a complicated content strategy, or having the perfect business plan. It's getting crystal clear on the problem you want to solve—and how you solve it differently from everyone else.

In this solo episode of What the Fundraising, Mallory pulls back the curtain on how her own personal brand and coaching business actually developed. Spoiler alert: it wasn't particularly strategic, linear, or polished. It started with a problem she was experiencing herself, a desire to help other fundraisers, an...

Planned giving may sound complicated, but it does not have to be!

This episode features Tony Martignetti, an expert in planned giving strategies & accelerated programs. Tony began his planned giving career in 1997 after working as a lawyer for two years. In 2003, he started Martignetti Planned Giving Advisors, where he provides consulting services for nonprofits. He is also the author of the upcoming book Planned Giving Accelerated, which will be published in September.

In the conversation, Tony explains that the basic ideas behind planned giving have stayed the same over the years. He encourages small and...

We are releasing a special bonus episode of What The Fundraising! In this episode of What the Fundraising Podcast…

I talked to behavior scientist and author BJ Fogg, PhD. BJ is one of my biggest teachers and superheroes, he has run a lab at Stanford University for 20 years now, and for the last 10, he’s dedicated his work to behavior design.

His book Tiny Habits is a wonderful explanation of how our brains work and what small but effective techniques we can use to create habits and beat fears. His Fogg Behavior Model is perfect for...

In this episode of What the Fundraising Podcast,

What if the reason you're avoiding fundraising outreach isn't because you're bad at fundraising, but because you have a readiness gap?

In this solo episode of What the Fundraising, Mallory Erickson breaks down three common fundraising readiness gaps that can quietly stand between you and your next yes: confidence, clarity, and consistency. She shares the behavioral science behind why we avoid outreach, why vague to-do lists create procrastination, and how frantic bursts of fundraising can make relationship-building feel transactional.

Most importantly, Mallory gives you one...

In this episode of What the Fundraising Podcast,

What if music could do more than entertain people? For Mike, concerts have become a way to bring people together and raise money for an important cause: finding better treatments for epilepsy.

Mike Gomoll founded Joey's Song, a 100% volunteer organization, following the loss of his son. Based in Madison, Wisconsin, the organization is dedicated to funding research grants aimed at minimizing and ultimately eliminating seizures. Rather than spreading its efforts across awareness campaigns and patient services, Mike has kept the mission deliberately focused on research, making it...

What if becoming a better leader starts with letting go of who you think you should be?

Meet Rebecca Blume, the Vice Chancellor for Advancement at the University of Washington Bothell. She has 22 years of fundraising experience and has worked with organizations including Fair Start and the YWCA in downtown Seattle. 

To start the conversation, Rebecca shares how her experiences helped her become more confident and comfortable with her leadership style. She discusses viewing life as seasons rather than chasing perfect balance, using a pendulum to shift attention toward what matters most. 

Moreover, Re...

In this episode of What the Fundraising Podcast,

Capital campaigns don't succeed by luck; they succeed through preparation, education, and strong leadership. Today, let's discover why empowering board members with the right knowledge can transform uncertainty into confidence and lay the foundation for a successful fundraising campaign.

Meet Amy Eisenstein, CEO and Co-Founder of Capital Campaign Pro, who brings over 30 years of nonprofit experience, including two decades as a fundraising consultant. She is joined by Sarah Plimpton, Vice President and Chief Happiness Officer at Capital Campaign Pro, whose extensive background spans fundraising, campaign leadership, consulting...

After a week of executive coaching tools, reflections, and strategies, Mallory closes out this series with one of the most important foundations of sustainable growth: consciousness. In this episode of What The Fundraising, Mallory explores how increasing awareness of our thoughts, emotions, and behaviors can help fundraisers move from stress-based reactions into more intentional, empowered action.

Many fundraisers spend their days in response mode—reacting to challenges, uncertainty, donor behavior, and endless priorities. Mallory shares how executive coaching helps create more space between what happens and how we respond, allowing us to make decisions from a place of...

Fundraising is deeply human work. It requires vulnerability, connection, courage, and the ability to hold the hopes and dreams of an entire community. But in a profession that often carries immense pressure, it can be easy for fundraisers to forget something essential: they are already enough.

In this special executive coaching episode of What The Fundraising, Mallory Erickson offers a heartfelt reminder to fundraisers everywhere. She shares why self-love, self-compassion, and recognizing your own worth are not barriers to growth—they are the foundation for sustainable impact and meaningful change.

Mallory invites listeners to pause, re...

Fundraising is filled with uncertainty, vulnerability, and moments of discomfort—but what happens when those feelings start driving our decisions? In this episode of What The Fundraising, Mallory Erickson dives into the hidden ways fundraisers respond to discomfort and how those stress responses can unintentionally derail fundraising success.

Drawing from her executive coaching work and research on fundraiser behavior, Mallory explores how flight and freeze responses show up in everyday fundraising activities. From avoiding donor conversations to endlessly perfecting reports and strategies, these patterns can keep fundraisers stuck in cycles of busy work, scattered action, and missed op...

Have you ever felt torn between competing priorities—wanting to excel at work while also being present for your family, or saying "yes" to helping everyone even when you're overwhelmed? The tension you feel may not be because your values are unclear, but because they're competing with one another.

In this solo coaching episode, Mallory Erickson explores the difference between conscious-based values and fear-based values, and why understanding that distinction can transform the way you make decisions. She explains why it's impossible to express all of your core values all the time, and how consciously choosing which va...

Fundraising can be uncomfortable—but what if discomfort isn't actually the problem?

In this solo coaching episode, Mallory Erickson introduces one of the foundational concepts of executive coaching: understanding the difference between discomfort and stress. While many fundraisers believe that feeling nervous before a donor meeting means they're doing something wrong, Mallory explains why discomfort is actually a natural sign of growth, uncertainty, and courage.

Rather than trying to eliminate uncomfortable feelings, she shares a practical framework for noticing what's happening in your body, acknowledging your emotions without judgment, and preventing negative self-talk from turning te...

Behind every successful fundraiser is someone who has learned to face fear, embrace discomfort, and build the confidence to keep moving forward. In this conversation, we explore why mindset, not just strategy, is often the biggest factor in fundraising success.

Michael Mitchell, Co-Founder and CEO of The Fundraising Academy, shares insights drawn from years of coaching fundraisers and nonprofit leaders. Rather than focusing solely on scripts, templates, or techniques, he explains why lasting success begins with understanding the beliefs, emotions, and internal barriers that influence how people approach fundraising. His coaching philosophy emphasizes self-awareness, courage, and personal...

AI is no longer a future trend. It is reshaping how organizations lead, innovate, and create impact today, and nonprofits are no exception. 

DeAnna Hoskins is the President and CEO of JustLeadershipUSA, an organization led by formerly incarcerated people. She also served as a senior policy advisor during the Obama administration. Her experience in government and nonprofit leadership gives her a unique view on how technology, policy, and community work can come together to create positive change.

During the conversation, DeAnna explains why nonprofits should invest in AI training before adopting new tools. She mentions t...

What if the best way to raise more money is not just to find new donors, but to help existing donors give more meaningfully?

Today, let's explore how matching campaigns can turn fundraising into a shared experience that builds trust, excitement, and community.

Pooya Pourak is an industrial and systems engineer, human-centered designer, host of The Nonprofit Lab podcast, and the founder of MatchNice. His career began in consulting, where he created human-centered solutions for health and human services programs that support families through Medicaid, foster care, food assistance, and childcare. Passionate about creating social...

Raising young people out of poverty takes far more than good intentions. It requires trust, healing, opportunity, and unwavering community support. Also, meaningful mentorship can become a powerful force for breaking generational barriers.

Meet Renee Daniel Flagler, President of the National CARES Mentoring Movement. Today, she reflects on her personal journey into nonprofit leadership, inspired by a transformative volunteer experience that revealed the life-changing impact of supporting vulnerable youth. She discusses her organization's mission to empower young people through mentoring, trauma-informed healing, wellness, and workforce development.

Moreover, the conversation explores the organization's holistic mentoring model...

Sometimes the biggest breakthroughs begin with the hardest struggles!

Today, Mallory and Dawn Wensel, the Director of Development at Hope Street Group, talk about healing, resilience, and the powerful connection between the mind and body. Their honest stories remind us that growth often starts with understanding ourselves.

During the conversation, Dawn shares her journey from being a teacher to building a successful career in fundraising. Alongside her career, Dawn opens up about her long battle with chronic pain and how it affected both her work and personal life. She explains how reading John Sarno's book...

Fundraising is changing, and organizations need new ways to connect with younger people!

In this conversation, Michael Wasserman explains how digital communities and online creators are shaping the future of fundraising. He shares why traditional methods are no longer enough and how organizations can build stronger relationships with younger supporters.

Michael Wasserman, CEO and co-founder of Tiltify, talks about his journey and the inspiration behind creating the platform. While working as a consultant for charities, he repeatedly heard the same problem: organizations struggled to attract younger donors. He realized that younger generations were already active...

Fundraising and alumni relations are evolving faster than many institutions are prepared for. But the concept of hiring people who make us feel comfortable remains the biggest threat to innovation since these practices often remain rooted in familiarity, rigidity, and outdated ideas of “fit.” 

A.P. Porch is a higher education and philanthropy professional with nearly 15 years of experience in nonprofit and advancement spaces, currently serving as the University-Wide Director of Alumni Engagement at Loyola University, New Orleans. Her work centers on strengthening alumni and donor relationships while supporting the “life of the mind” through m...

The secret to a successful campaign is a culture shaped by trust, collaboration, emotional resilience, and a shared sense of purpose. A successful implementation of a fundraising team is more than just hitting financial goals; it demands leadership that understands and values institutional culture, supports people through high-pressure moments, and creates a system that will thrive without burning out. From donor relationships to preventing isolation, this conversation explores how transparency, accountability, empathy, and collective support can build a sustainable fundraising culture. 

Jill C. Anderson is the current Vice President of Development and Alumni Engagement a...

History doesn't only live in books. It lives in who gets remembered, who gets silenced, and who chooses to speak anyway!

Meet Kristi Williams, a descendant of the 1921 Tulsa Race Massacre and member of Historic Vernon AME Church, who brings a deeply personal lens to historical preservation, and Emma Willis, who complements this perspective by focusing on advocacy, ethical philanthropy, and the importance of treating lived experience with care and dignity. Together, they emphasize how community memory and historical truth are shaped by those closest to it.

The discussion expands into the erasure of Black...

In this episode of What the Fundraising Podcast,

Alumni relationships are shifting from tradition-bound loyalty to something more dynamic, personal, and value-driven.

In this conversation, the focus turns toward what institutions are getting wrong and how listening more carefully could reshape the future of fundraising and engagement.

Howard Heevner brings deep experience from a 30-year career in higher education fundraising, beginning at the University of Iowa and later serving as executive director of annual programs at UC Berkeley. He is also a co-founder of...

The nonprofit world is changing faster than ever, and organizations are being forced to rethink how they survive and grow in uncertain times!

This episode features Pradnya Haldipur, who brings more than 30 years of experience across the nonprofit landscape. Her career has spanned the arts, software, academic medicine, and global humanitarian work with Doctors Without Borders. Recently, she transitioned to running her own consultancy, advising mission-driven organizations on strategy and sustainability. Her diverse background gives her a unique intersectional perspective on funding, leadership, and organizational growth, making her insights both practical and deeply informed by real-world experience.<...

This conversation explores why modern fundraising still struggles with outdated systems despite living in a technology-driven world. It raises important questions about how fundraisers are expected to manage hundreds of donor relationships while spending hours on administrative tasks rather than building meaningful connections. The discussion challenges traditional fundraising methods and reveals how technology, automation, and better workflows can completely transform donor engagement and fundraising success.

Meet Meredith Johnston, who serves as the Vice President of Development at Family Health Centers of San Diego (FHCSD). Since 1970, FHCSD has been dedicated to delivering compassionate, affordable, and...

Fundraising is often seen as simply asking for money, but it is much deeper than that. What makes people truly connect with a cause? How can fundraisers create moments that donors remember long after an event ends?

Meet Matt Roben, benefit auctioneer & farm sanctuary co-founder, who brings a unique background to fundraising, shaped by diverse careers. Before working in fundraising, he spent time as a performer, personal trainer, dietitian, and even a police officer. In each role, his main goal was always the same! It was helping people. He explains that whether he was performing for a...

What happens when philanthropy becomes more about control than community? Can generosity still be called generosity when tax benefits and personal recognition take center stage?

Join us for today's episode to question the hidden dynamics behind modern fundraising and explore what true public stewardship really looks like!

This conversation features Glen Galaich, a respected philanthropy leader with more than 25 years of experience in donor education and fundraising. As the founder of the Stupski Foundation, which works across San Francisco, Oakland, and Hawaii, Glen has spent years examining how wealth shapes g...

This episode takes a slightly different approach. Instead of the usual format, Mallory responds directly to a range of thoughtful questions from her community!

She begins by discussing how to handle anxiety before donor conversations, encouraging fundraisers to acknowledge their feelings rather than push them away. Simple techniques, such as validating emotions with phrases such as "that makes sense," can help reduce stress more quickly. She also explains that preparation and practice are key to building confidence, introducing AI-based tools that allow fundraisers to rehearse conversations and develop strong muscle memory.

Mallory also highlights how...

Today's episode offers valuable insights into how to create more intentional, empowered, and balanced ways of working and living. Tune in to discover how to break the cycle of stress and start building a life and career that truly supports you!

In this episode, Amanda Gulino delves into the complex world of stress management, emotional intelligence, and self-empowerment. Amanda is a dynamic facilitator and certified coach specializing in career design, team development, and leadership habits. She is passionate about reimagining how we work, lead, and connect, guiding individuals and teams to thrive through intentional...

In this episode of What the Fundraising Podcast,

Join Arash Javanbakht, psychiatrist, neuroscientist, and director of the Stress, Trauma, and Anxiety Research Clinic (STARC), as he delves into the intricate workings of fear and anxiety. With expertise spanning neuroscience, trauma research, and nonprofit fundraising, he offers a comprehensive exploration of how fear manifests in our brains, its evolutionary origins, and practical strategies for managing it in various aspects of life!

Arash's clinical focus encompasses civilians, law enforcement, and refugees, particularly those affected by war trauma in regions like Syria and Iraq. Through STARC, he conducts...

As a fundraiser, your ability to handle stress is constantly tested. Fundraising requires lot of hard work, sacrifice, rejection, and honestly, sometimes trauma. If you have a sensitive nervous system, like many fundraisers do, you’re more prone to burnout, anxiety, and chronic stress. So, how can we prevent that? Today’s guest is here to help! 

Dr. Linnea Passaler is the Founder and CEO of Heal Your Nervous System, a digital health startup that uses a combination of neuroscience and somatic work to help those struggling with overwhelm, trauma, burnout, and anxiety to heal...