The Focused Fundraiser

How do you build donor trust, steward supporters well, and grow a nonprofit with clarity and purpose?In this episode of The Focused Fundraiser, David Robertson, founder of Joshway, talks about building a mission-driven nonprofit rooted in personal story, strong business fundamentals, and ethical storytelling.David shares how his background in fintech shaped Joshway’s donor journey, why nonprofits must think like businesses (without losing heart), and how to steward donors in a way that builds long-term trust — not transactional giving.This conversation is packed with practical fundraising advice, especially for small teams and one-person development shops.🎧 Topics include:• Turning personal pain into purpose• Applying for-profit strategy to nonprofit fundraising• Donor stewardship that actually builds trust• Ethical storytelling without exploiting beneficiaries• Using data and KPIs without losing the human story• Messaging clarity for growing nonprofits• A powerful reflection every fundraiser should do todayIf you’re a fundraiser, nonprofit founder, or development leader looking to sharpen your strategy and reconnect with your “why,” this episode is for you.Chapters00:00 Welcome to The Focused Fundraiser00:51 The story behind Joshway02:05 Starting a nonprofit rooted in personal loss03:49 What fundraisers can learn from for-profit business07:33 Why data and metrics matter in nonprofit growth08:00 Choosing the right CRM for donor stewardship11:55 Measuring impact through real stories12:23 Ethical storytelling without using people as props14:01 Building donor trust through stewardship16:47 Inviting donors into the mission17:11 Messaging clarity for small nonprofit teams19:38 Tactical takeaway for fundraisers20:02 Remembering your “why”21:12 Final thoughts & DonorDock mention

What should fundraisers focus on at the beginning of a new year? And what should they stop doing altogether?In this episode of The Focused Fundraiser, Rob Burke and Chris Stibbs, Director of Development at Growing Futures, talk about what actually moves the needle in modern nonprofit fundraising. From donor retention and stewardship to avoiding burnout, segmentation, KPIs, and realistic goal-setting, this conversation is packed with practical insights for fundraisers at every level.Key Topics Covered:• Healthy fundraising habits for the new year• Donor stewardship vs. transactional fundraising• Donor journeys and segmentation strategies• KPIs that actually matter• Grant strategy and approval tracking• Mid-level donor growth• Avoiding burnout on fundraising teams• One simple action every fundraiser should take todayChapters00:00 – Welcome to The Focused Fundraiser00:47 – Chris Stibbs’ fundraising journey02:47 – What a healthy start to the year looks like04:27 – Moving from transactions to stewardship06:07 – Fundraising trends that aren’t working anymore07:15 – Donor journeys & segmentation09:03 – Why every donor matters10:29 – The overlooked power of mid-level donors11:21 – Setting realistic fundraising goals13:27 – KPIs fundraisers should actually track15:53 – Grant strategy & approval rates17:27 – Hard conversations fundraisers avoid19:51 – Tactical takeaway: one thing to do today

What if better marketing was the key to greater impact?Daniel Francavilla, founder of Good Growth Company, to unpack how brand clarity, messaging, and focus directly influence fundraising success.Daniel shares why “marketing” isn’t a dirty word in the nonprofit world, how brand builds trust with donors, and why doing fewer things better leads to stronger donor relationships. From choosing the right marketing channels to using storytelling and proof effectively, this conversation is packed with practical insights fundraisers can apply immediately.If you’re a fundraiser, nonprofit leader, or executive director trying to cut through the noise and raise more by focusing on what truly matters—this episode is for you.Key Topics Covered:Why brand is a fundraising amplifierCommon nonprofit misconceptions about marketingHow clarity and consistency build donor trustChoosing the right marketing channels (email, social, ads)Paid ads for nonprofits: what actually worksHow to audit your nonprofit’s messaging todayChapters / Timestamps00:00 – Welcome to The Focused Fundraiser00:54 – Daniel’s journey into nonprofit marketing02:24 – Why marketing skills are missing in social impact03:25 – Misconceptions nonprofits have about marketing04:51 – Why brand matters more than you think05:07 – How clarity builds donor trust06:56 – Defining nonprofit brand positioning07:14 – The 5 elements of strong nonprofit branding09:41 – Choosing the right marketing channels11:55 – Email, SMS, and owning your audience12:41 – Paid ads for nonprofits: realistic expectations15:33 – Making the case for marketing internally17:45 – One tactical takeaway every fundraiser can do today18:57 – Final thoughts on focus and impact

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 automationWhy Google Alerts are an underrated fundraising toolHow relationship-based fundraising drives retention and sustainabilitySetting boundaries to avoid burnout in nonprofit workBalancing year-end fundraising with long-term donor trustWhy “doing more” can actually hurt your fundraising resultsChapters00:00 Welcome to The Focused Fundraiser00:28 Serena’s Path Into Nonprofit Fundraising02:32 Turning Volunteering Into a Career04:48 Stewarding Long-Term Donor Relationships05:16 Practical Donor Stewardship Systems07:55 Using Google Alerts for Donor Engagement08:46 Staying Focused During Uncertain Times11:32 Short-Term Revenue vs Long-Term Relationships15:28 Doing Less to Raise More16:11 Setting Boundaries as a Fundraiser18:12 Recognizing Seasons of Work and Rest18:54 Tactical Takeaway for Fundraisers

What does it really take to build sustainable fundraising without burning yourself (or your team) out?In this episode of The Focused Fundraiser, host Rob Burke sits down with Maddie Szymanski, Director of Development & Marketing at CP and founder of Lucky Seven Dog Rescue. Maddie shares hard-earned lessons from more than a decade in nonprofit leadership—from building donor relationships and running successful appeals to avoiding burnout and creating systems that last beyond any one fundraiser.If you’re a nonprofit fundraiser, development director, or executive leader juggling too many priorities, this episode will help you refocus on what actually moves the needle.

This episode of The Focused Fundraiser dives into how small-shop fundraisers can beat burnout, build better donor relationships, and focus on what matters most. Rob Burke sits down with Pam Thompson, Development Director at Cystic Fibrosis of North Dakota, to unpack what 13 years in the same fundraising role has taught her about avoiding burnout, setting boundaries, and juggling “all the hats” in a tiny development shop.Pam shares how she turns a Turkey Trot into a year-end fundraising engine, uses donor segmentation and journeys in DonorDock, and treats every supporter according to their unique “donor love language.” You’ll hear practical ways to use your nonprofit CRM for better notes, stronger donor retention, and moving people from a $25 gift to long-term, major-donor relationships.If you’ve ever felt overwhelmed, behind on thank-yous, or afraid to pick up the phone, this conversation will help you simplify, refocus, and build a healthier, more sustainable fundraising practice.What you’ll learn:How to recognize and fight fundraiser burnoutWhy boundaries and a shorter work week can actually improve resultsTurning event participants (like Turkey Trot runners) into year-round donorsUsing tags, journeys, and notes in DonorDock (or any CRM) to personalize outreachHow to discover each donor’s “love language” and steward them accordinglySimple ways to re-engage lapsed donors with authentic conversationsThe #1 action you should take today: pick up the phone and call a donorIf you’re curious how DonorDock can help you focus on what matters most and build a strong donor base, visit DonorDock.com and keep up with future episodes of The Focused Fundraiser.CHAPTERS00:00 Welcome to The Focused Fundraiser & intro to Pam00:27 Pam’s unlikely path into fundraising01:28 Burnout is real: how Pam stayed 13 years in the same role02:37 Wearing all the hats in a small development shop03:24 Prioritizing the “loudest” tasks & Turkey Trot focus05:10 Turning a Turkey Trot into a year-end fundraising engine06:45 Tagging Turkey Trot participants & email journeys in DonorDock07:31 Donor “love languages” & personalized stewardship09:12 Using CRM notes to deepen donor relationships11:10 Fighting fundraiser burnout with peers & perspective12:50 From $25 gift to major donor: the long game13:36 Overcoming overwhelm with simple next steps15:39 The one thing every fundraiser should do today: pick up the phone16:42 Closing thoughts & DonorDock invitation

How do you run year-end fundraising without burning out your team or putting donors in a “fishbowl”? 🎧In this episode of The Focused Fundraiser, host Rob Burke sits down with Raegan Mach, Director of Development at Urban Bridge in Oklahoma City, to talk about relationship-based, community-centric fundraising, trauma-informed donor engagement, and how project management can totally transform your nonprofit fundraising strategy.You’ll hear how Urban Bridge invites donors into a youth-focused space without centering donors, how Raegan builds an annual and quarterly development plan, and how her team launched a “10 for 10” monthly giving campaign for Urban Bridge’s 10-year anniversary. They also dive into using your nonprofit CRM and integrations (like DonorDock) to track campaigns, tag donors, and avoid siloed spreadsheets.Raegan also shares why fundraiser burnout and high turnover are one of the biggest threats to long-term sustainability—and what leaders can do to better invest in their development teams with benefits, professional development, and healthy culture.If you care about major gifts, year-end fundraising, donor stewardship, and retaining both donors and fundraisers, this conversation is for you.👉 Learn more about DonorDock and how it can help you simplify donor management and fundraising: [add your link here]CHAPTERS00:00 – Welcome to The Focused Fundraiser00:30 – Raegan’s path into nonprofit development01:58 – Fundraising as relationship-building03:33 – Trauma-informed donor engagement at Urban Bridge06:30 – From donor-centric to community-centric fundraising08:58 – Development planning, calendars & project management11:46 – CRMs, integrations & tracking campaign data14:42 – Designing a strategic year-end giving campaign19:45 – Turning year-end giving into year-round relationships21:45 – Micro-reporting, touchpoints & donor storytelling23:03 – Fighting fundraiser burnout & investing in your team25:38 – Wrap-up & DonorDock invitation

What if your most personal pain became the fuel for a powerful fundraising mission? 💛In this episode of The Focused Fundraiser, host Rob Burke talks with Ashley Hamm, co-founder and Executive Director of Dear NICU Mama. Ashley shares how her son’s 3-month NICU stay led her to launch a nonprofit that provides peer support for NICU moms—and how she’s learned to focus her fundraising, not just “do more.”You’ll hear:– Ashley’s NICU story and why Dear NICU Mama exists– The surprising challenge of fundraising for a deeply personal mission– How a small nonprofit measures impact when the work is emotional and relational– Why revitalizing their nonprofit board in 2024 was a game changer– Practical ways small-shop executive directors can stay focused and avoid burnout– The fundraising quote that changed everything: “How dare you assume they don’t want to give?” (via Patrick Kirby)– How tools like DonorDock help build a strong donor base through better stewardshipIf you’re a nonprofit leader, fundraiser, or executive director wearing “all the hats,” this conversation will encourage you to focus on what matters most: your mission, your people, and your donors.CHAPTERS00:00 Intro – Welcome to The Focused Fundraiser00:28 Ashley’s NICU story & founding Dear NICU Mama03:05 Fundraising when the mission is personal06:03 Measuring impact for peer support nonprofits09:25 How Ashley stays focused as an executive director13:06 The one thing she’d invest in sooner: the board14:57 Building a supportive, high-impact nonprofit board17:50 “How dare you assume they don’t want to give?”19:39 DonorDock and episode wrap-upWant to learn how DonorDock can help you find clarity and build a strong donor base through smart stewardship?Visit: DonorDock.com

Rob and Trevor unpack the real truth behind successful fundraising events, why “fundraising is an AND game, not an OR game,” and how organizations can reduce burnout, retain donors, and design smarter, more intentional events that raise more money.Trevor and his team at HGA have supported thousands of fundraising events and helped raise millions, giving him a deep, data-backed perspective on what actually works. From redefining what an event is, to avoiding the most common preventable mistakes, to creating donor experiences that actually build long-term loyalty—this conversation is full of actionable insight.CHAPTERS00:00 – Welcome to The Focused Fundraiser00:39 – Introducing Trevor Nelson of HGA Fundraising01:47 – Trevor’s background & how he fell into fundraising03:13 – The most common preventable event mistake04:47 – Micro vs. macro events: why smaller can be more impactful05:22 – Fundraising as an AND game, not an OR game06:38 – Avoiding fundraiser burnout & protecting your energy09:23 – How events impact donor retention11:28 – Messaging & stewardship after the event11:57 – What’s working in events heading into 202613:30 – Stop nickel-and-diming: be bold in the ask15:57 – Misconceptions nonprofit leaders have about events18:17 – Redefining “events” & operating on a budget20:11 – Trevor’s #1 tactical takeaway for fundraisers21:31 – Closing & where to connect with Trevor

In this episode of the Focused Fundraiser podcast, host Rob interviews Rachel Bearbower, founder of the Nonprofit Automation Agency and former executive director, about how nonprofits can use automation to improve their fundraising effectiveness. Rachel shares her journey from accidentally starting in the nonprofit sector to becoming an automation expert. The conversation covers key topics including how automation can make fundraising more consistent and personal rather than cold or impersonal, the importance of starting with a CRM as your source of truth when building a tech stack, and specific automation examples like draft thank you emails that speed up donor response time. Rachel addresses common misconceptions about automation being impersonal and provides practical advice for dealing with fragmented technology systems. The discussion also touches on how proper systems and documentation can help mitigate knowledge loss from high fundraiser turnover. Rachel's key takeaway emphasizes building systematic donor stewardship processes before implementing automation tools.