Is Your CEO Fueling Fundraising—or Creating Chaos?

Cohosts Julia Patrick and Tony Beall dig down into a topic that’s equal parts provocative and practical: the often chaotic intersection between nonprofit CEOs and fundraising.

Right out of the gate, Julia sets the tone: “I've seen this occur and I continue to see it occur... the CEO position and fundraising chaos—it can be a little intense, right?” That word—chaos—rings true for many nonprofit leaders who juggle major gift asks, team oversight, and community expectations.

But leave it to Tony to cut through the storm with clarity: “Initially, I would say... the CEO is not your primary fundraiser, but they are the one that has the ultimate accountability for the success of fundraising.” With that, the conversation takes off, weaving through structures, leadership styles, and evolving titles e.g. Chief Development Officer, all with real-world empathy and experience.

Tony points to the need for strategic involvement: “Every donor is in your portfolio to some degree.” It’s not about micromanaging—it's about knowing when to step up and when to empower your team.

And speaking of teams, Julia flags a common donor behavior that throws a wrench in delegation: “Higher level players want to meet with the decision-maker… they kind of discount the development people.” This dynamic often pressures CEOs to jump into ‘asks’, sometimes prematurely.

Tony offers a smart fix: don’t surprise donors. “If we're bringing the CEO into the conversation, we need to do that before the ask.” It’s about future-focused cultivation, not last-minute theatrics.

They also tackle a hot-button issue—bonuses. Tony doesn’t hold back: “My first reaction was: hell no.” But he tempers that with nuance, suggesting creative, non-cash incentives that support retention and morale.

The episode also takes a heartful turn as Tony shares the trend of successful fundraisers being poached by the private sector: “They’ve moved into wealth management and financial advisor roles… that comparison is tough to compete with.”

Packed with actionable thinking, reflective moments, and a dash of humor this convo is a must-watch for nonprofit teams assessing fundraising expectations.

#NonprofitLeadership #FundraisingStrategy #CEOInsights

Find us Live daily on YouTube!

Find us Live daily on LinkedIn!

Find us Live daily on X: @Nonprofit_Show

Our national co-hosts and amazing guests discuss management, money and missions of nonprofits!
12:30pm ET 11:30am CT 10:30am MT 9:30am PT

Send us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.com
Visit us on the web:The Nonprofit Show