Nonprofit Development Is Not a Department It’s a Mindset!

Nonprofit leaders are staring down a new funding reality and Ben Cooley, CEO of Maxwell and Marie, arrives with the kind of energy that turns anxiety into action. In this conversation, Ben makes the case that “development” is no longer a department it’s a shared posture across the whole organization. When revenue streams shift and donor expectations rise, sustainable growth comes from culture, systems, and a leadership voice that people trust.

Ben draws on his own path scaling a nonprofit from a basement operation to work across 12 countries, with dozens of offices and nearly 1,000 staff. That experience fuels a blunt message for today’s moment: government and institutional funding patterns have changed, high net worth giving is evolving, and donor behavior is more selective than ever. The solution is not panic, it’s diversification and public fundraising strength that can weather storms.

The discussion challenges the way nonprofits talk about donors. Ben and host Julia Patrick point toward a refreshed mindset where supporters increasingly behave like philanthropic investors, expecting clarity, measurable outcomes, and proof of execution. Stories still matter, but numbers and outcomes must become part of everyday language, not just a grant report.

Ben’s rallying call is cultural and operational. “Your resources are in your relationships,” he says, and that means every staff member can contribute to growth. His mantra is simple and powerful: “Everyone needs to be a fundraiser and everyone needs to be a friend raiser.” The conversation also moves into stewardship, where gratitude becomes a strategy, not an afterthought. Ben shares an unforgettable reminder that systems create results, and leadership sets the tone for momentum.

If your organization is wondering how to meet goals in uncertain times, this inspiring convo offers a strong playbook: build rhythms, modernize engagement, prioritize relationship-based growth, and lead with hope that moves people to act.

 00:00:00 Welcome and why mindset matters in fundraising
 00:02:05 What Maxwell and Marie does and Ben’s scale up experience
 00:03:36 Why funding streams are fragile and revenue diversity matters
 00:04:50 Government and institutional funding shifts and what it means now
 00:06:39 High net worth donor behavior change and impact measurement expectations
 00:08:26 Storytelling plus metrics moving from emotion to proof
 00:11:09 Development is everyone’s job fundraiser and friend raiser culture
 00:15:29 Stewardship after peak giving season keeping donors engaged year round
 00:18:16 Donor perspective charity ratings innovation and why donors choose you
 00:18:40 Gratitude systems the thank you call that changed giving
 00:21:25 Leading in hard times language culture and rallying the team
 00:27:20 Time of action get visible practice the ask and adapt fast 

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