The Focused Fundraiser

What does it cost to change a life, and what's the return on that investment? Kim Nagle has spent over three decades answering that question. As the creator of the DAMN Plan and author of Nonprofit Profitability, Kim brings hard-won for-profit business thinking into the nonprofit sector. Not to strip away the mission, but to make it last.In this episode, Rob Burke and Kim dig into why so many nonprofits are one month away from closing their doors, why cashflow is more important than total fundraising revenue, and how telling the financial truth to your board (even when it's uncomfortable) can actually strengthen your organization. Kim also shares a powerful tactical takeaway: calculate the ROI of a changed life, so your donors understand exactly what their investment is worth.If you're a fundraiser, an executive director, or a board member who wants to stop white-knuckling your organization's finances — this episode is for you.Learn more about DonorDock: https://donordock.comAttend WellTold: https://welltoldconference.com/Purchase Kim's Book: https://damnplan.comChapters:00:00 - Introduction: Kim Nagel and Why Financial Sustainability Is Backwards00:56 - Kim's Story: From Nonprofit Recipient to Nonprofit Strategist02:44 - Why She Wrote Nonprofit Profitability (and What Robin Danner Had to Do With It)07:50 - Nonprofit Profitability: Why the Word Makes People Uncomfortable08:16 - The DAMN Plan Explained: Determined Decisions, Act Consistently, Mind Your Business, No Excuses11:21 - Calculating the ROI of a Changed Life ($10.5 Million)12:14 - Revenue Diversification: The 40% Rule and the Danger of One-Source Funding14:56 - Cashflow vs. Total Fundraising Revenue: What Actually Keeps Doors Open19:12 - What Boards Get Wrong and How to Lead Them Into Financial Honesty23:06 - Tactical Takeaway: Calculate the Value of a Changed Life26:00 - Where to Find Kim, the Book, and the AI Prompts

What if your nonprofit doesn't have a storytelling problem.. it has a timing problem? In this episode, Rob Burke sits down with Max Kringan, founder of Tellwell Story Co., who has spent nearly two decades helping mission-driven organizations use human stories to deepen donor engagement and drive real fundraising results.Max breaks down his "storytelling rhythm" framework and explains why the most effective nonprofits aren't the ones collecting the most stories, they're the ones matching the right story to where each donor actually is in the relationship. He also shares how Ronald McDonald House Charities of the Red River Valley consistently nails their gala storytelling by focusing on hope rather than trauma, and why your About page might be quietly pushing donors away.You'll walk away with a concrete framework, a fresh perspective on donor relationships, and one action you can take today.Chapters:00:00 - Introduction and Welcome01:00 - How Tellwell Story Co. Found Its Way Back to Nonprofits03:27 - What Is the WellTold Conference and Why It's Different08:04 - What Is a Storytelling Rhythm? The Trust Framework Explained10:30 - Introduce, Educate, Engage, Remind: A Donor Relationship Model13:18 - Democratizing Storytelling: Do More With Fewer Stories16:32 - What Makes a Story Land at a Gala (vs. Falling Flat)18:30 - Hope vs. Trauma: Why Donors Invest in Aspiration, Not Sadness20:19 - Story Arcs and the Conflict-Resolution Principle21:04 - Tactical Takeaway: Rewrite Your About Page With "You" Language23:22 - Closing Thoughts and How to Connect with Max

Most fundraisers don't lose donors by asking too big...they lose them by playing it safe, apologizing for their needs, and never showing up boldly enough. Dayna Del Val joins Rob Burke to change that.Dayna spent 13 years as President and CEO of a regional arts nonprofit before becoming a speaker and coach who helps leaders become audaciously visible. In this episode, she shares how her acting background unlocked her approach to donor conversations, why so many nonprofit professionals shrink in the moments that require boldness, and the one shift that can transform how you walk into every donor meeting.Whether you're heading into your fundraising season, prepping for a major ask, or just tired of feeling underprepared when it matters most, this conversation will give you practical tools and real permission to show up differently. Dayna is also a featured speaker at the WellTold Nonprofit Conference this April, details in the links below.WellTold Conference: https://welltoldconference.com/Learn about DonorDock: https://www.donordock.com/CHAPTERS:00:00 - Welcome and intro: Who is Dayna Del Val?00:52 - Accidentally becoming a nonprofit leader03:01 - What is Well Told and why should fundraisers attend?05:39 - Leadership lessons from 13 years running an arts nonprofit06:15 - How acting background shaped donor conversation skills08:28 - Where nonprofit professionals shrink and play small10:30 - The donor who told her she was thinking too small11:17 - Listening well before making the big ask12:03 - Do your research: understanding donor capacity13:29 - The cost of staying hidden: what fear of rejection actually costs you14:08 - A practical shift for communicating with more authority now15:52 - A real story: the multi-year funding ask that broke her heart18:00 - Tactical takeaway: own your message unapologetically19:02 - Closing thoughts and Well Told Conference detailsIf this episode sparked something in you, subscribe so you never miss a conversation that helps you focus on what moves the needle in fundraising.

Are you focusing on the right fundraising strategies or just doing more tasks? In this episode of The Focused Fundraiser, Rob Burke sits down with nonprofit growth expert Noah Barnett to break down what actually drives sustainable fundraising.They dive into the difference between transactional fundraising vs relational fundraising, why most nonprofit teams struggle with strategy, and how fundraisers can prioritize donor stewardship, donor retention, and meaningful relationships even with limited time and small teams.Noah also shares a powerful growth framework for nonprofits, how to think about fundraising technology and donor CRM systems, and why your data strategy matters more than your tools—especially as AI becomes more integrated into nonprofit fundraising.If you’re a nonprofit leader, fundraiser, or development director looking to improve donor engagement, fundraising strategy, and sustainable nonprofit growth, this conversation will give you practical ideas you can apply immediately.You’ll also hear about the upcoming WellTold Conference, where fundraisers gather to sharpen storytelling, leadership, and fundraising strategy.Welltold Conference: www.welltoldconference.comDonorDock: www.donordock.comCHAPTERS0:00 Introduction to The Focused Fundraiser0:45 Noah Barnett’s nonprofit background1:47 The WellTold Conference and why it matters4:44 Transactional vs relational fundraising10:00 A simple growth strategy framework for nonprofits16:44 How fundraisers should evaluate technology tools23:12 Why data matters for AI and fundraising24:01 A tactical donor stewardship action you can take today26:29 The power of community at fundraising conferences

Discover how to build a sustainable revenue engine through high-ROI, investment-level giving conversations.On this episode of The Focused Fundraiser, Sherry Quam Taylor, a leading fundraising strategist, reveals the "other half of the story" that most nonprofits miss when talking to major donors.Learn why mid- and major-level donors need more than just mission stories, how to align your fundraising hours with actual dollars, and why framing giving as an investment (not a transaction) transforms your revenue strategy.Perfect for executive directors, major gift officers, and development leaders ready to move beyond event-driven fundraising.Featured Guest: Sherry Quam Taylor, Fundraising Strategist (Chicagoland) Conference Mentioned: WellTold 2026 (April, Fargo, MN) — in-person + online https://welltoldconference.com/CHAPTERS0:00 – Welcome & Guest Introduction0:39 – Sherry's Background: Corporate to Nonprofit2:03 – The "Hours to Dollars" Mentality3:12 – The Hard Truth: Fundraisers Tell Only Half the Story5:16 – Why ROI Matters: CEO-to-CEO Conversations5:37 – Who Should Attend Sherry's WellTold Session6:56 – WellTold Conference Overview & Speaker Lineup7:45 – Diving Into Major Gift Strategy

T. Clay Buck has spent over 30 years in the trenches of nonprofit fundraising and he's got a message every fundraiser needs to hear: the foundation of a great giving program isn't a tactic. It's a philosophy.In this episode of The Focused Fundraiser, Clay joins Rob Burke to talk about what inclusive fundraising really looks like, why recurring giving is an outcome (not a strategy), and how to tell compelling stories even when your mission doesn't fit the "sad picture" mold.Clay is also previewing two of his upcoming talks at the WellTold Conference this April — "The Impossible Story" and his future-focused look at where philanthropy is headed over the next 5, 10, and 20 years.Whether you're a development director juggling five roles or an ED trying to build real donor relationships on a tight budget, this conversation will shift how you think about your fundraising program from the ground up.🎟️ WellTold Conference — April 2026 in Fargo, ND (in-person + online). welltoldconference.com📌 What you'll learn in this episode:Why inclusivity is the #1 marker of a healthy giving programHow to tell stories when your mission doesn't have a clear "beneficiary face"Why recurring giving works best as an outcome of culture, not a standalone askWhat fundraisers should be doing NOW to prepare for the next decade of givingA preview of Clay's WellTold sessions on storytelling and the future of philanthropy🔗 Learn more about DonorDock: https://www.donordock.com🎙️ The Focused Fundraiser is brought to you by DonorDock — donor management that just works.Chapters0:00 Welcome to The Focused Fundraiser0:49 Clay Buck's path from actor to 30-year fundraiser2:02 What Clay is most excited about at WellTold3:10 The Impossible Story — rethinking nonprofit storytelling3:50 Future-focused philanthropy — planting trees for tomorrow4:17 WellTold Conference details and speaker lineup5:50 What does a healthy individual giving program look like?6:03 Why inclusivity is the foundation of strong fundraising7:30 Recurring giving as outcome, not starting point8:30 Welcoming every donor into the mission10:00 How community culture shapes generosity12:00 Closing thoughts and where to find Clay

Are your nonprofit board members disengaged from fundraising? In this episode of The Focused Fundraiser, Rob Burke sits down with nonprofit strategist Christal Cherry to talk about how boards set the tone for fundraising culture, how executive directors can better manage up, and how to build strong governance practices that drive real impact.With over 20 years of experience in nonprofit leadership, fundraising, and board development, Christal shares practical strategies to help fundraisers:• Reframe fundraising as storytelling and relationship building• Engage disengaged board members• Build accountability between boards and executive directors• Strengthen board governance and recruitment practices• Increase recurring giving and planned giving• Improve donor retention with meaningful appreciationIf you’re a fundraiser, executive director, or board member looking to build stronger relationships and create a healthy fundraising culture, this episode is packed with actionable advice you can implement immediately.Christal will also be speaking at the WellTold Conference in Fargo (and virtually), where nonprofit leaders will walk away with hands-on, actionable strategies—not just inspiration.Listen now and learn how to focus on what truly matters in fundraising: relationships, accountability, and mission-driven leadership.CHAPTERS00:00 Welcome to The Focused Fundraiser00:55 Christal Cherry’s nonprofit journey02:04 Why speak at the WellTold Conference?03:33 How boards set the tone for fundraising culture05:55 Making fundraising less scary for board members06:16 How to engage a disengaged board08:08 Board accountability and partnership with leadership11:43 Managing up as an executive director13:25 Building strong board governance17:01 Fundraising trends: recurring & planned giving19:17 Tactical takeaway: creative donor appreciation20:41 Storytelling, leadership, and actionable fundraising

Fundraising isn’t about perfection, it’s about connection.In this episode of The Focused Fundraiser, host Rob Burke sits down with Amanda Clark-Wahl, founder of Cocktails and Caregivers, to talk about storytelling, donor relationships, and the fundraising habits that actually move the needle.Amanda shares her personal journey into nonprofit leadership, why caregivers are often invisible, and how simple, authentic storytelling can outperform polished campaigns. They also dig into donor stewardship, thanking supporters, fundraising events, hiring your first employee, and why unpolished videos are often the most effective tool fundraisers have.If you’re a nonprofit leader, fundraiser, or executive director looking to raise more while staying mission-focused, this episode is packed with practical, real-world insights.👇 Topics covered:• Storytelling vs statistics in fundraising• Donor retention and stewardship• Thank-you strategies that actually work• Video fundraising without big budgets• Hiring your first nonprofit employee• Gala fundraising realities• Staying focused on mission while growingChapters / Timestamps00:00 – Welcome to The Focused Fundraiser00:27 – Amanda’s caregiver journey and nonprofit origin story02:35 – Balancing full-time work and nonprofit leadership03:46 – Why storytelling drives donor behavior05:49 – Where nonprofits get storytelling wrong07:10 – Emotional transparency in fundraising08:35 – What nonprofit messaging should stay the same (and what should change)11:08 – Non-negotiable fundraising activities12:42 – Unpolished video thank-yous that work14:53 – Hiring your first nonprofit employee16:48 – Fundraising habits leaders must learn18:45 – Tactical takeaway for fundraisers19:26 – The power of saying thank you

Fundraising doesn’t have to feel reactionary or chaotic.In this episode of The Focused Fundraiser, host Rob Burke sits down with nonprofit leader Erin Davison to unpack one of the biggest challenges fundraisers face today: balancing short-term fundraising pressure with long-term donor stewardship.Erin shares real-world insights from leading nonprofits through economic disruption, crisis, and growth, and explains why stewardship isn’t seasonal, fundraising calendars can be misleading, and nonprofits must stop thinking like charities and start operating like confident businesses.This conversation is a must-listen for nonprofit leaders, development professionals, and executive directors who want to simplify fundraising, strengthen donor relationships, and build sustainable growth.What you’ll learn:• Why reactionary fundraising hurts long-term success• How stewardship should operate year-round• The difference between fundraising and development• How to educate boards and CEOs on donor development• Why transparency and storytelling build stronger donor trust• How to plan fundraising without living in crisis modeChapters00:00 – Welcome to The Focused Fundraiser00:44 – Erin Davison’s nonprofit journey02:43 – The fundraising habit to leave behind05:58 – Why stewardship must be year-round06:57 – What fundraisers should prioritize earlier10:27 – Leading through crisis and disruption12:22 – Why nonprofits must think like businesses13:39 – Short-term pressure vs long-term relationships15:34 – Fundraising vs development explained18:10 – Transparency with donors and investors19:31 – Honest storytelling and real impact22:33 – One action every fundraiser should take today

What does it really take to build sustainable donor relationships and confidently talk about planned giving?In this episode of The Focused Fundraiser, host Rob Burke sits down with Rachel Gitner, Director of Advancement at Serendipity Center, to unpack what works in fundraising across large institutions and small nonprofits.Rachel shares practical lessons from her journey—from classical singer to leading development efforts in healthcare, education, and mental health nonprofits. Together, they dive into donor trust, relationship-building, planned giving conversations, and how fundraisers can use systems (and AI) to stay focused and effective.Whether you’re new to fundraising or leading development strategy, this episode is packed with real-world advice you can use today.🎧 Topics include:How donor relationships actually grow over timeMaking planned giving feel natural (not scary)Large vs. small nonprofit fundraising strategiesUsing donor databases and AI effectivelyThe single most important thing fundraisers should do todayCHAPTERS00:22 – Rachel’s path into nonprofit fundraising02:18 – What skills translate across nonprofit sectors03:22 – Fundraising at large vs. small organizations05:44 – Wearing many hats vs. specialization05:59 – Turning local relationships into long-term donors08:53 – Tracking donor conversations and follow-ups10:24 – Using AI and donor databases effectively11:19 – How to talk about planned giving with confidence14:12 – One thing every fundraiser should do today