Doing Less to Raise More: The Fundraising Focus Most Nonprofits Miss

What does it really take to build strong donor relationships that last?

In this episode of The Focused Fundraiser, Rob Burke and Serena Steele, Development Director at the Center for Working Families, talk about relationship-based fundraising, donor stewardship, and why doing less—but better—leads to greater impact.

Serena shares her unconventional path into nonprofit fundraising, practical systems she uses to steward donors long-term, and how setting healthy boundaries makes you a better fundraiser—not a weaker one. This conversation is packed with grounded wisdom for fundraisers navigating year-end pressure, burnout, and the constant tension between short-term revenue goals and long-term donor retention.

If you’re a nonprofit professional looking to focus on what truly matters in fundraising, this episode is for you.

🎯 What You’ll Learn:

• How to steward donors without fancy systems or automation
• Why Google Alerts are an underrated fundraising tool
• How relationship-based fundraising drives retention and sustainability
• Setting boundaries to avoid burnout in nonprofit work
• Balancing year-end fundraising with long-term donor trust
• Why “doing more” can actually hurt your fundraising results

Chapters

00:00 Welcome to The Focused Fundraiser

00:28 Serena’s Path Into Nonprofit Fundraising

02:32 Turning Volunteering Into a Career

04:48 Stewarding Long-Term Donor Relationships

05:16 Practical Donor Stewardship Systems

07:55 Using Google Alerts for Donor Engagement

08:46 Staying Focused During Uncertain Times

11:32 Short-Term Revenue vs Long-Term Relationships

15:28 Doing Less to Raise More

16:11 Setting Boundaries as a Fundraiser

18:12 Recognizing Seasons of Work and Rest

18:54 Tactical Takeaway for Fundraisers