What the Fundraising

In this episode of What the Fundraising Podcast, Today’s conversation focuses on Dana James’ thoughtful and human-centered approach to engagement, fundraising, and community building. Dana describes herself as an artist at heart who works as an engagement strategist within a capitalist system. She shares how her work is rooted in creating belonging and bringing people together through collective effort. Dana talks about her journey to Berkeley and how the university’s diverse community, along with music and art, helps connect people across different backgrounds. Dana and Mallory discuss the emotional side of fundraising, highlighting that it is deeply human work. They explore the vulnerability experienced by both donors and fundraisers and challenge the idea that money should be the main measure of value. Dana encourages rethinking wealth and generosity, recognizing time, care, and talent as meaningful forms of contribution. The conversation also emphasizes the importance of listening, asking good questions, and using language carefully when working with diverse groups. Dana explains how creativity and art help communicate across cultures and allow people to sit with discomfort. Finally, they reflect on the importance of having a healthy relationship with oneself, being a good human, and building real connections. Overall, the discussion presents fundraising as work based on trust, empathy, and belonging rather than transactions. In this episode, you will be able to:  - Understand how engagement and fundraising are rooted in human connection and belonging. - Recognize the value of generosity beyond money, including time, talent, and care. - Learn how listening and asking thoughtful questions strengthen relationships. - Explore the role of vulnerability in building trust with communities and donors. - Identify ways to challenge traditional ideas of wealth and success. - Appreciate how art and creativity support communication and healing. Get all the resources from today’s episode here.  Support for this show is brought to you by Practivated. Practivated delivers AI-powered donor conversation simulations that let fundraisers practice in a private, judgment‑free space—building confidence, refining messaging, and improving outcomes before the real conversation even begins. Developed by fundraising experts with real‑time coaching at its core, it’s the smart way to walk into every donor interaction calm, prepared, and ready to connect. Learn more at practivated.com. Connect with me:  Instagram: https://www.instagram.com/_malloryerickson/ Facebook: https://www.facebook.com/whatthefundraising YouTube: https://www.youtube.com/@malloryerickson7946 LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/ Website: malloryerickson.com/podcast Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652 If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link. If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point.

As one of the most popular ways of contributing to philanthropy, Donor-advised funds are quietly changing the landscape, offering both unprecedented opportunity and unique challenges for nonprofits. By understanding the psychology behind DAFs, fundraisers can understand why donors act faster, give more generously, and engage differently than through traditional channels. Join with us and explore practical strategies for organizations to meet donors where they are, optimize relationships, and unlock the full potential of DAFs as a tool for sustained impact. Mitch Stein is the head of strategy at Chariot, a financial technology company focused on Donor Advised Fund payments. After having a career of 7 years at Goldman Sachs as an investment banker, Mitch joined the nonprofit space, bringing high-impact innovation that is much needed to the landscape of philanthropy. In 2020, he founded Pond, a marketplace connecting nonprofits with tools and service providers. This experience has given him a broad, practical view of the nonprofit ecosystem which he now brings to one of the fastest-growing and most complex areas of modern philanthropy. Key takeaways from the episode:  Culture is the most influential force on human behavior. Understanding culture requires a shared definition. Cultural lenses affect how we perceive and interact with the world. Social norms guide our behavior in various contexts. Fast culture changes quickly, while slow culture evolves gradually. Fundraising practices are deeply influenced by cultural beliefs. Positive experiences in giving can reshape perceptions of philanthropy. Storytelling is essential for nonprofits to connect with their audience. Small changes can lead to significant cultural shifts over time. Agency in giving is crucial for fostering genuine generosity. Get all the resources from today’s episode here.  Support for this show is brought to you by Practivated. Practivated delivers AI-powered donor conversation simulations that let fundraisers practice in a private, judgment‑free space—building confidence, refining messaging, and improving outcomes before the real conversation even begins. Developed by fundraising experts with real‑time coaching at its core, it’s the smart way to walk into every donor interaction calm, prepared, and ready to connect. Learn more at practivated.com. Connect with me:  Instagram: https://www.instagram.com/_malloryerickson/ Facebook: https://www.facebook.com/whatthefundraising YouTube: https://www.youtube.com/@malloryerickson7946 LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/ Website: malloryerickson.com/podcast Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652 If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link. If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point.

What if in the future it is a possibility to build deeper connections with everyone who gives instead of raising more money from fewer people? In this episode Mallory is joined by Kalyan Varma, founder & CEO of Almabase, to discuss how AI and modern tools can help nonprofits better serve everyday givers. Originally from India, Kalyan Varma was introduced to fundraising in college after helping launch a student-led nonprofit to raise scholarship funds for classmates in need. With a neverending passion for nonprofits and a mission for making education more affordable, he founded Almabase 10 years ago. Today, Almabase helps schools and universities strengthen alumni engagement and fundraising, with a focus on making education more accessible through increased alumni giving. In this episode, you will be able to: Understand the reason for long-term fundraising sustainability depends on engaging the broad base, not just top donors Learn how to reframe technology and AI as tools for deepening human connection rather than replacing it. Challenge common myths around donor fatigue and gift size as indicators of donor commitment. Learn how identity and current interests shape donor engagement across sectors. Get all the resources from today’s episode here.  Support for this show is brought to you by Practivated. Practivated delivers AI-powered donor conversation simulations that let fundraisers practice in a private, judgment‑free space—building confidence, refining messaging, and improving outcomes before the real conversation even begins. Developed by fundraising experts with real‑time coaching at its core, it’s the smart way to walk into every donor interaction calm, prepared, and ready to connect. Learn more at practivated.com Connect with me:  Instagram: https://www.instagram.com/_malloryerickson/ Facebook: https://www.facebook.com/whatthefundraising YouTube: https://www.youtube.com/@malloryerickson7946 LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/ Website: malloryerickson.com/podcast Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652 If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link. If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point.

Kevin Schulman, founder of DonorVoice and behavioral science fundraising expert, explains why generosity starts with understanding values. He explores how behavioral science deepens donor insight. He describes testing for real incremental impact, personalizing by behavioral signals, and attracting donors by aligning messages to motives.

Fundraising is commonly portrayed as challenging, but for mission-driven leaders, it’s also a privilege because they’ve got to be one of the helpers in this time period. In this episode, Dana Smiley joins Mallory to discuss donor stewardship through the lens of authenticity, purpose, and human connection. Join us as our guest dives into the exhaustion that comes with the role, the mindset shift that keeps teams grounded, and the power of transparent, genuine interactions.  Hilary Dana Smiley is a seasoned, result-driven fund development professional and currently the Assistant Vice President of Leadership Gifts at Boston Children's Hospital, where she oversees individual giving, direct response efforts, face-to-face fundraising, and volunteer board engagement. She leads with a genuine passion and purpose, believing in authentic enthusiasm strengthening donor relationships and fueling the mission of caring for children and families. In this episode, you will be able to: Learn how reconnecting with your purpose elevates donor communication. Understand the role of authenticity and passion in long-term donor relationships. Acquire new ways in navigating exhaustion and reframe hard fundraising moments. How to inspire generosity with transparent, human-centered communication.  Learn practices that strengthen stewardship and keep teams grounded in mission. Get all the resources from today’s episode here.  Support for this show is brought to you by Practivated. Practivated delivers AI-powered donor conversation simulations that let fundraisers practice in a private, judgment‑free space—building confidence, refining messaging, and improving outcomes before the real conversation even begins. Developed by fundraising experts with real‑time coaching at its core, it’s the smart way to walk into every donor interaction calm, prepared, and ready to connect. Learn more at practivated.com Connect with me:  Instagram: https://www.instagram.com/_malloryerickson/ Facebook: https://www.facebook.com/whatthefundraising YouTube: https://www.youtube.com/@malloryerickson7946 LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/ Website: malloryerickson.com/podcast Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652 If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link. If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point.

Change is built through purpose, innovation, and the people who keep showing up. Join with us and explore how social impact and fundraising are evolving beyond traditional boundaries, blending the strategy of business with the heart of philanthropy. Zachary Hynek is the founder of Morton Labs, a startup venture out of the University of Chicago, developing a multi-physics simulation platform specifically for the nuclear industry, and strategic adviser to Cadenza, an AI platform that helps impact-driven organizations with grant discovery, impact reporting, and fundraising support. Zach is also an MBA candidate at the University of Chicago and a social impact entrepreneur dedicated to reshaping how resources are allocated toward good. With experience in launching ventures, Zach helps organizations access the tools, funding, and alignment necessary to create meaningful change. Outside work, he is navigating life as a first-time dad; balancing purpose, innovation, and parenthood with humor and heart. In this episode, you will be able to: Learn how purpose-driven leaders are blending business strategy with social good. Discover why flexibility, not perfection, drives lasting impact. Understand how data and storytelling can strengthen fundraising. Learn why authentic relationships matter more than reach. Understand the importance of showing up with care.  Get all the resources from today’s episode here.  Support for this show is brought to you by Practivated. Practivated delivers AI-powered donor conversation simulations that let fundraisers practice in a private, judgment‑free space—building confidence, refining messaging, and improving outcomes before the real conversation even begins. Developed by fundraising experts with real‑time coaching at its core, it’s the smart way to walk into every donor interaction calm, prepared, and ready to connect. Learn more at practivated.com Connect with me:  Instagram: https://www.instagram.com/_malloryerickson/ Facebook: https://www.facebook.com/whatthefundraising YouTube: https://www.youtube.com/@malloryerickson7946 LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/ Website: malloryerickson.com/podcast Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652 If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link. If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point.

Cherian Koshy is a seasoned fundraising leader and behavioral science practitioner with nearly 30 years of experience. He dives into how donors make quick decisions and the neuroscience behind their generosity. Koshy reveals how the right words can create trust, while poorly chosen phrases may shut conversations down. He emphasizes the importance of aligning donor identities with causes over merely pursuing wealth, and warns against the pitfalls of urgency in fundraising. Discover how storytelling and intentional practices can foster better donor engagement.

GivingTuesday is more than just a calendar date; it’s a reminder of what generosity can do when people decide to show up for one another. Generosity isn’t always about money; it can be about time, support, sharing skills, or simply choosing kindness. It is a day to remember that small acts, multiplied by millions, can create lasting impact.  In this special episode, Mallory is joined by her daughter Emmie to read the book “How to Start Fundraising.” Emmie shares her experience participating in community activities like picking up trash and spreading kindness by cheering for friends in a basketball game, showing how the little act of showing up matters to people. Reading independently for the first time, Emmie reads us a story about Hannah and Steven, reminding us that we can spread kindness to a lot of people at the same time, however small it is. They concluded the episode with much-needed words of encouragement and good luck to fundraisers in their journey of creating lasting change.  Get all the resources from today’s episode here.  Connect with me:  Instagram: https://www.instagram.com/_malloryerickson/ Facebook: https://www.facebook.com/whatthefundraising YouTube: https://www.youtube.com/@malloryerickson7946 LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/ Website: malloryerickson.com/podcast Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652 If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link. If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point.

What does it mean when we say a fundraising approach is really ‘working’? In this episode, Mallory and Tammy talk about moving past the fixed camps of donor-centric versus community-centric models and call for a shift toward human-centered fundraising. From redefining heroism to making conscious choices about what we measure and what we prioritize, they invite listeners to rethink success through shared values, equity, and intention. Tammy Zonker is the founder & president of Fundraising Transformed, a passionate leader, strategic thinker, author, and recognized expert in major gift fundraising with nearly three decades of impactful experience. With the passion of empowering nonprofit organizations to achieve extraordinary results, she has guided and trained thousands of nonprofits, including social service organizations, private schools, universities, and healthcare institutions, which collectively raised more than a billion dollars. She won the Dr. John S. Lore Award for Outstanding Fundraising Executive of the Year from the AFP Greater Detroit Chapter in 2024.’ Her book, “Calling All Heroes,” was born from the growing realization that both donor-centered and community-centered models carry light and shadow.  In this episode, you will be able to: Learn what it truly means for a fundraising approach to “work”. Understand the shift from donor-centric or community-centric models to a more human-centered framework. Learn about the power of dialogue, partnership, and conscious decision-making in creating lasting change. How to reimagine heroism in fundraising as collective courage rather than individual acclaim. Grab Tammy's Book here. Get all the resources from today’s episode here.  Support for this show is brought to you by Practivated. Practivated delivers AI-powered donor conversation simulations that let fundraisers practice in a private, judgment‑free space—building confidence, refining messaging, and improving outcomes before the real conversation even begins. Developed by fundraising experts with real‑time coaching at its core, it’s the smart way to walk into every donor interaction calm, prepared, and ready to connect. Learn more at practivated.com Connect with me:  Instagram: https://www.instagram.com/_malloryerickson/ Facebook: https://www.facebook.com/whatthefundraising YouTube: https://www.youtube.com/@malloryerickson7946 LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/ Website: malloryerickson.com/podcast Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652 If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link. If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point.

In this episode of What the Fundraising… Change is the hardest thing to sustain but the most important thing in the nonprofit sector. Most of the time, leaders in nonprofit find themselves stuck between knowing what needs to evolve and struggling to make it happen. From outdated systems and burnout to scarcity mindset and fear of failure, the barriers to change are deeply human and structural. This conversation examines why good intentions aren’t enough, how leadership habits can either stall or spark transformation, and what it takes to combine mission, money, and mindset for lasting impact.  Our guest today is Andrew Olsen,  the Executive Vice President of Fundraising Solutions at DickersonBakker. He helps organizations strengthen their fundraising and impact with the knowledge he’s got from over 25 years of experience in nonprofit leadership and consulting. He lives with his family on a small farm in Knoxville, Tennessee. He joined us today to talk about the challenges and solutions for change in the nonprofit sector.  In this episode, you will be able to: Recognize the common barriers that keep nonprofits from turning awareness into real change. Learn how leadership habits, culture, and burnout shape an organization’s ability to evolve. Learn how undervaluing time and avoiding financial discomfort can quietly erode impact. Discover small but strategic steps to align vision, structure, and budget for sustainable growth. Get all the resources from today’s episode here.  Support for this show is brought to you by Practivated. Practivated delivers AI-powered donor conversation simulations that let fundraisers practice in a private, judgment‑free space—building confidence, refining messaging, and improving outcomes before the real conversation even begins. Developed by fundraising experts with real‑time coaching at its core, it’s the smart way to walk into every donor interaction calm, prepared, and ready to connect. Learn more at practivated.com Connect with me:  Instagram: https://www.instagram.com/_malloryerickson/ Facebook: https://www.facebook.com/whatthefundraising YouTube: https://www.youtube.com/@malloryerickson7946 LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/ Website: malloryerickson.com/podcast Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652 If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link. If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point.