Responsive Lab Podcast

In this episode of The Responsive Lab, Carly Berna and Scott Holthaus sit down with Matt Lombardi, Founder of Share, to unpack what real digital engagement looks like when it’s done well and why it actually leads people to take action. Matt brings a practitioner’s perspective from working alongside nonprofits of all sizes, sharing what separates organizations that grow sustainably from those stuck on the acquisition hamster wheel. From donor personas and retention strategies to recurring giving programs that actually work, you’ll walk away with practical insights you can apply immediately. You’ll hear about: Why focus matters more than doing “all the channels” How smart digital engagement builds trust and drives generosity Creative ways to strengthen donor retention without always asking for money What recurring giving programs need to succeed long-term How technology decisions today shape fundraising outcomes tomorrow Matt also shares where nonprofits get stuck internally and how teams can build momentum even when bureaucracy, bandwidth, or fear of change slows things down. Links from the episode: Connect with Matt on LinkedIn: https://www.linkedin.com/in/matt-lombardi-717547111/ Learn more about Share Talent: https://sharetalent.co/ Learn more about Share Services: https://www.shareservices.co/ Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist.

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with fundraising strategist Kel Haney, who has made more than twenty thousand asks by phone and helped nonprofits generate over twenty million dollars in mid-level giving. Kel shares how she went from directing theater in New York to discovering the power of a well-structured donor conversation, and why a simple five-minute call can be one of the most effective tools a fundraiser has. In this episode, you’ll hear: How Kel’s theater background shaped her approach to authentic donor conversations Why mid-level donors sit in the “messy middle” and need their own strategy The four tent poles of Kel’s five-minute fundraising ask Why scripts fail, and conversational structure succeeds How fundraisers can “hold for the silence” and build confidence over time Ways tools like Virtuous and Virtuous Momentum support personal outreach at scale How organizations can segment, prioritize, and even outsource outbound donor calls Links from the episode: Connect with Kel on LinkedIn: https://www.linkedin.com/in/kel-haney/ Learn more about Kel’s work and schedule a convo: https://www.kelhaney.com/ Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

Bailey Huston, Partnerships and Integrations Manager at The Giving Block, dives into the world of noncash giving strategies tailored for nonprofits. Highlighting the importance of donor choice and convenience, she discusses how integrating options like crypto, stock, and donor-advised funds can unlock substantial gifts. Bailey reveals insights about the younger, wealthier demographic driving crypto donations and emphasizes how easy access to these channels can significantly enhance lifetime donor value. Learn to modernize fundraising without overwhelming teams!

Cherian Koshy, VP at Kindsight and author of NeuroGiving, dives deep into the psychology behind donor behaviors. He explains how giving reflects one’s identity and warns against common misconceptions in fundraising. Cherian illustrates the importance of simplifying the donation process, highlighting how friction can deter generosity. He emphasizes storytelling and personal connections over statistics, and discusses how AI can enhance donor engagement while maintaining ethical standards. For anyone involved in fundraising, his insights are a game changer!

Lauren and John Mark Vanderpool co-lead Social Impact Solutions, helping nonprofits relay their impact effectively. They discuss defining and measuring impact, emphasizing the use of logic models and theory of change. Tips for engaging donors include thanking them and showcasing real outcomes. They dive into the challenge of managing beneficiary stories, recommending tech to analyze sentiments without losing essence. The Vanderpools also highlight the importance of transparent communication for younger nonprofits and embedding data collection into program practices.

Nonprofit leadership is meaningful work, but it can also feel exhausting. Between fundraising pressure, staff turnover, and board expectations, many leaders quietly run on empty long before they ever consider stepping away.   In this episode of The Responsive Lab, Virtuous co-hosts Carly Berna and Scott Holthaus sit down with CEO of the Seattle Police Foundation, Ian Adair, to talk about what it really takes to stay healthy in leadership and build organizations where people want to stay.   You’ll hear Ian, Carly, and Scott dig into: - How to recognize when you or your team are approaching burnout, and what to do next - Why self care is “not selfish” and why nonprofit leaders struggle to prioritize it - What healthy vulnerability looks like in leadership without oversharing or overburdening staff - Practical ways to build loyalty, belonging, and professional growth into your culture - How to coach and engage your board so they contribute in the right lanes - Key steps for turning around struggling organizations and leading through transition - Why “adaptive resilience” is a core leadership practice in today’s nonprofit landscape   Connect with Ian on social media: LinkedIn: https://www.linkedin.com/in/ianadair2010/  Instagram: https://www.instagram.com/ianmadair/  X: https://x.com/IanMAdair   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

Speed matters. So does being seen. In this episode, co-hosts Carly Berna and Scott Holthaus sit down with fundraiser, former executive director, and founder of the Nonprofit Automation Agency, Rachel Bearbower, to unpack how small teams can deliver big-feeling donor experiences. We cover the “first 100 days” journey, the one-minute thank-you, and why silence erodes trust faster than anything. You’ll hear practical steps to turn repeatable stewardship moments into lightweight systems, how to anchor automation in your CRM, and a candid look at what Rachel learned by donating to 15 nonprofits to audit their follow-up.   Links from the episode: Learn more about Rachel’s business, Nonprofit Automation Agency: https://www.nonprofitautomationagency.com/ Connect with Rachel on LinkedIn: https://www.linkedin.com/in/rachelbearbower/ Get the 5 Ways to Automate Your Donor Stewardship ebook: https://www.nonprofitautomationagency.com/ebook Book a demo with the Nonprofit Automation Agency: https://www.nonprofitautomationagency.com/pricing   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

Launching a capital campaign is one thing. Raising over $200 million and outgrowing your original goals is another. In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus sit down with Dr. Will Smallwood, Vice President for Advancement at Cedarville University, to unpack the story behind the wildly successful “One Thousand Days Transformed” campaign.   Dr. Smallwood shares the campaign’s roots in mission-first storytelling, how strategic planning turned into campus-wide buy-in, and what it really takes to build momentum, from data-informed planning to real-time transparency with donors. You’ll hear the lessons Cedarville learned while expanding a campaign goal from $125M to $175M, and ultimately raising over $205M. Plus, Will reflects on what he’d do differently, including that time they switched CRMs mid-campaign.   Links from the episode: Connect with Will Learn more about Cedarville University and the “One Thousand Days Transformed” campaign   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus are joined by Aarika Riddle, Executive Director of Kristi Yamaguchi’s Always Dream, for a conversation about leading through uncertainty, stewarding well in challenging moments, and grounding your work in mission when fatigue sets in.   Aarika shares lessons from navigating multiple economic downturns in her fundraising career, including the 2008 recession and recent years of uncertainty. She gets tactical about the basics that still work (thank-you notes, stewardship, donor storytelling), how to personalize at scale using simple tools, and why leadership energy makes or breaks team morale.   Links from the episode: Connect with Aarika Learn more about Always Dream Follow Always Dream on Instagram   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus sit down with capital campaign expert Amy Eisenstein of Capital Campaign Pro to demystify one of the most ambitious and often misunderstood fundraising tools in a nonprofit’s playbook: the capital campaign.   Amy shares her journey from development director to co-founder of a firm that has guided hundreds of organizations through campaigns ranging from $3M to $150M. You’ll learn the key elements of a successful campaign, including when to launch, who should consider one, how to engage donors, and why feasibility studies aren’t about saying “no,” they’re about choosing the right path forward.   This episode includes practical advice, like: Why your internal team shouldn’t carry a campaign alone How feasibility studies help you plan, not pause What stewardship looks like during a multi-year fundraising effort How technology can reduce burnout and elevate donor engagement Why donor joy and fundraisers’ happiness habits matter in long campaigns   Links from the episode: Listen to the All About Capital Campaigns podcast Learn more about Capital Campaign Pro   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist