All About Capital Campaigns: Nonprofits, Fundraising, Major Gifts, Toolkit

In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt unpack a deceptively simple question: what counts toward your campaign goal?

Getting this wrong can damage your credibility, confuse your board and donors, and throw off your reports. The good news? A clear set of campaign policies established early on can prevent most of the trouble. But clarity is not always easy.

Amy and Andrea walk through some of the most common questions organizations face when deciding what to count:

• Should annual fund dollars be included in the campaign total?
• What about planned gifts that might not mature for decades?
• How should you treat in-kind donations like construction materials, technology, or donated property?
• What happens when the development office and the finance department count gifts differently?

Using real-world stories and candid advice, they explore the consequences of unclear counting rules and the benefits of getting your team on the same page before the campaign is underway. You'll hear how one organization solved a million-dollar deficit thanks to a bequest made 70 years earlier, and how another spent more time than they’d like to admit trying to offload a donor’s beloved collection of heavy metal figurines.

The episode also covers how to handle situations where accounting and fundraising standards don’t align. You might need two sets of reports: one for your auditors and one for your campaign committee. That tension is normal, but it needs to be addressed openly with your team—especially your finance colleagues.

If you're planning a campaign or even thinking about one, this conversation will help you ask smarter questions now so you can avoid bigger problems later. And if you're not sure where to start, the Capital Campaign Pro Toolkit includes sample policies and discussion guides to help you think through these decisions.

To ensure your campaign ends in a celebration, download our free Capital Campaign Step-by-Step Guide & Checklist. This intuitive guide breaks down each step of your campaign, and the timeline allows you to visualize your whole campaign, from start to finish!

In this episode of All About Capital Campaigns, host Amy Eisenstein is joined by nationally recognized nonprofit consultant Christal Cherry, known to many as “The Board Pro,” to talk about one of the biggest challenges for nonprofit leaders: how to find and keep the right board members.

With more than 20 years of experience in the nonprofit sector, Christal has helped hundreds of organizations rethink board service by focusing on purpose, inclusion, and long-term commitment. In this candid conversation, Christal shares practical, experience-based strategies for board recruitment, onboarding, and engagement that go far beyond the usual advice about fundraising potential or "big pockets."

This episode has answers if you’ve ever wondered:

• What makes someone the “right” board member for your organization?
• Why lived experience and community representation are just as valuable as fundraising capacity?
• How to plan ahead so your board reflects your future, not just your present?
• What a diverse and inclusive board culture looks like in real life?
• How to remove unengaged board members and make space for fresh energy?

Amy and Christal explore how to build a board matrix based on your actual needs and values rather than a generic template. They talk about how to assess skill gaps, governance expertise, and lived experience. You’ll hear why recruiting "another Kevin" is often a mistake and why the best question to ask is, "Who is missing?"

Christal also shares smart strategies for organizations with limited staff or budget, including:

• How to use LinkedIn and other tools to identify strong candidates
• A “roll and scroll” phone exercise to activate your board’s networks
• Low-cost ways to build an inclusive board culture, like DEI calendars, peer mentors, and shared meals
• The importance of onboarding that goes beyond a binder or slide deck

You’ll also learn how to keep board members engaged between meetings. Christal shares examples of “board bites,” or mini-trainings on governance or fundraising, and ideas to connect board members to programs and events in a hands-on way.

Finally, the conversation turns to culture. It’s not enough to invite diverse candidates if your boardroom dynamics, expectations, or meeting times haven’t changed. Christal explains what it means to prepare your organization for inclusion, including how to rethink time commitments, accessibility, and the unspoken norms that might be keeping new voices out.

Whether you’re preparing for a capital campaign, growing your board, or trying to strengthen governance, this episode is full of advice you can put to work right away.

Topics covered:

• Defining the right board member for your unique mission
• Common board recruitment mistakes and how to avoid them
• How to balance fundraising with lived experience
• Building a skills-based board matrix
• Onboarding new members in meaningful ways
• Creating a culture of belonging with limited resources
• Removing inactive or unengaged board members

Learn more about Christal Cherry at www.theboardpro.com, including tools and resources for recruitment and engagement

For more board engagement tips, be sure to download our free Board Member’s Guide to Capital Campaign Fundraising. It answers the questions board members most frequently ask, or wish they could ask.

In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt break down a true story about a $2.5 million gift — and how it started with a donor who originally gave just $1,000 a year.

Andrea shares a firsthand account from one of her coaching clients who transformed a modest corporate gift into a major, multi-year commitment. What made it happen? A mix of persistence, timing, courage, and a smart, hands-on approach to donor engagement.

You’ll hear:

• How an early annual donor (who once asked to stop being emailed!) became a seven-figure campaign sponsor
• What changed when a new leader stepped into the decision-making role
• Why inviting a company’s entire marketing team to visit the organization in person made all the difference
• How having the courage to ask for more can lead to transformative gifts
• Why “we don’t have major donors” often just means “we’ve never made the case”

This episode is packed with practical takeaways for campaign leaders who are wondering how to move donors from modest support to leadership-level giving. Andrea and Amy reflect on the real work that happens behind the scenes, including building relationships over time, watching for leadership changes, and creating moments that spark genuine enthusiasm.

They also emphasize that even if your organization doesn't have a science center or museum to show off, you can still craft meaningful ways for donors to feel connected and invested in your mission. Whether it’s a tour, a hands-on experience, or a story told with heart, engagement can be your strongest strategy.

If you’re heading into a campaign and wondering how to inspire your donors to step up in a big way, this episode shows how it happens—not through luck, but through strategy and care.

To explore how Capital Campaign Pro can support your next campaign, visit capitalcampaignpro.com. And if this episode got you thinking, share it with your team or fellow fundraisers. You never know who might need to hear it!

In this episode of All About Capital Campaigns, Andrea Kihlstedt sits down with Cindy Mewhinney, Director of Advancement at the Shaw Festival, and Richard Quinn, Senior Advisor with Capital Campaign Pro, for a behind-the-scenes look at the Shaw Festival’s bold and inspiring $150 million capital campaign: All.Together.Now.

Cindy and Richard unpack how a campaign that began with a simple plan to rebuild the Royal George Theatre transformed into a movement built around creativity, community, and long-term impact. From the acquisition of a new property for artist housing to the launch of the Burton Center for Lifelong Creativity, the campaign expanded in vision, scope, and ambition—all while keeping donors, volunteers, and board members engaged and energized.

Listen as they share:

• How the campaign grew from a $50 million project to a $150 million campaign
• Why legacy gifts became a central pillar of their strategy—and how those conversations started
• What role “long-shot” prospects played in some of their largest and most surprising gifts
• How board alignment and volunteer leadership fueled momentum from the quiet phase through the public launch
• Why patience, flexibility, and trust in leadership were essential as the campaign evolved
• The unique way they’re using this campaign to spotlight “real human connection” through theater and community

You’ll also hear the value of combining capital and planned giving conversations, and how early feasibility testing helped reshape the entire direction of the campaign.

Whether you're just getting started or already deep into planning, this episode offers practical takeaways and strategic insight from a campaign that redefined what’s possible.

For free resources and support for your own capital campaign, visit capitalcampaignpro.com.

In this episode of All About Capital Campaigns, co-founders Amy Eisenstein and Andrea Kihlstedt explore one of the most pressing and often overlooked issues in campaign planning: staffing. Whether you’re leading a small shop or part of a more established development office, running a capital campaign on top of your existing workload presents real challenges—and demands smart staffing decisions.

Amy and Andrea outline practical strategies for expanding your team in ways that support both short-term campaign success and long-term fundraising growth. They emphasize that campaigns are not just about raising money—they’re about strengthening your organization’s capacity, including your development infrastructure.

Listeners will learn:

• Why staffing up for a campaign is not optional, and why the better questions are when and how to do it
• How to involve your executive director more fully by freeing up their time through administrative support
• When to consider adding new positions like a campaign manager, major gifts officer, or dedicated support for annual giving
• How to use simple, self-assessment exercises to clarify staffing needs across executive leadership and development
• The value of outsourcing specific functions like grant writing, communications, and prospect research
• When to leverage virtual assistants to add flexibility without increasing overhead
• How campaign staffing requirements shift during the different phases—from quiet to public—and how to prepare for those changes
• How to frame campaign staffing as part of your campaign budget, and why board members should see it as a strategic investment rather than an expense

The conversation also covers the importance of campaign-specific expertise. Amy and Andrea explain why engaging consulting support early on is critical to help your team develop strategy, set priorities, and remain accountable throughout the campaign.

This episode is especially useful for executive directors, development leaders, and board members who want to understand what it truly takes to support a campaign effectively. It offers grounded advice on aligning capacity with goals so that your team can succeed without burning out.

Additional highlights include:

• Why staffing is a critical piece of campaign ROI
• A phased approach to hiring and outsourcing throughout the campaign timeline
• How to help your executive and development directors assess their workload and delegate strategically
• What campaign communications should include and how to manage them without overloading internal staff

If your organization is preparing for a capital campaign - or currently trying to keep one afloat without enough hands - this episode offers clear direction and valuable insights to help you structure your team for success.

Be sure to check out the Development Office Readiness Assessment, a free downloadable tool mentioned in the episode, available here and at capitalcampaignpro.com under the Resources tab.

In this episode of All About Capital Campaigns, Amy Eisenstein hosts a conversation with Stephanie Wilensky, Development Director at CooperRiis Healing Community, and Capital Campaign Pro Senior Advisor Xan Blake.

Together, they share a compelling story of how a small fundraising team kept momentum alive in the face of extraordinary circumstances, including a devastating hurricane that left the organization temporarily disconnected and without water.

Located in Western North Carolina, CooperRiis Healing Community launched a capital campaign focused on long-term sustainability through a $6 million endowment and 10 documented planned gifts. When Hurricane Helene struck mid-campaign, the team’s response was immediate and community-centered. Despite personal and professional disruptions, including severe property damage and the urgent need to care for residents, staff, and families, the organization chose to continue its campaign with renewed clarity.

Listeners will hear how:

• A guided feasibility study helped identify strong community support for an endowment-based campaign with no bricks-and-mortar component

• Stephanie, a first-time fundraiser, grew in confidence and skill through direct donor interviews and relationship-building

• CooperRiis used the crisis as a moment to deepen connections, reevaluate priorities, and reaffirm the need for sustainable funding

• Donor conversations during and after the hurricane became a springboard for further campaign success and renewed engagement

• Planned giving became a natural and meaningful part of campaign conversations, even for an organization new to the concept

Xan Blake offers a consultant’s perspective on the critical decisions that helped preserve campaign momentum and the importance of honoring both immediate needs and long-term goals. Stephanie reflects on the personal and organizational growth sparked by working through a campaign in the midst of disaster recovery.

Whether you're working in a small shop, planning an endowment campaign, or simply wondering if you can continue your campaign after a major disruption, this episode offers valuable insights, encouragement, and concrete examples of how determination, flexibility, and mission alignment can help you move forward.

Highlights include:

• How CooperRiis adapted campaign strategy in the aftermath of a natural disaster
• The value of building donor relationships through feasibility study interviews
• A practical approach to introducing and securing planned gifts
• Lessons in team collaboration and leadership under pressure
• Real-life proof that endowment campaigns without a building component can succeed

Tune in to learn how one team turned challenge into opportunity, and why long-term vision can withstand even the toughest storms.

For more tips on how your organization can maintain your resiliency during whatever challenging times lie ahead, download our free eBook Fundraising in Uncertain Times.

In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt explore a topic too often overlooked: how to include your full staff—not just your fundraising team—in the campaign process.From front-desk staff to program leaders, finance officers to communications teams, everyone has a role to play. Andrea and Amy walk through how different departments are affected by a campaign and why it's crucial that each group understands the timing, goals, and expectations. They offer real examples, including a front-desk "mystery donor" test that revealed a major gap in internal communication.

You’ll hear how campaigns often require a shift in messaging, reporting, and collaboration across departments. The conversation covers:

• Why development staff not directly involved in the campaign still need clear communication and coordination
• What communications staff need to understand about the quiet phase
• How to avoid tension with finance staff over campaign gift reporting
• Why program and public-facing staff should be kept in the loop

The episode also highlights the importance of ongoing internal updates—quarterly or even monthly—to keep your team aligned as the campaign progresses. Amy and Andrea emphasize that campaigns should energize your entire organization, not just the development office.

If you're already in a campaign or just starting to plan, this episode will help you build internal clarity and momentum from the inside out.

To ensure your campaign ends in a celebration, download our free Capital Campaign Step-by-Step Guide & Checklist - https://capitalcampaignpro.com/checklist/ - This intuitive guide breaks down each step of your campaign, and the timeline allows you to visualize your whole campaign, from start to finish!

In this episode of All About Capital Campaigns, Amy Eisenstein welcomes two experienced Capital Campaign Pro advisors, Paula Peter and Kristin Raack, for a deep conversation about assessing campaign readiness. With decades of combined experience guiding nonprofits through the early stages of major fundraising initiatives, Paula and Kristin offer practical insights to help organizations determine if the time is right for a campaign—and what to do if it’s not yet.

The discussion begins by exploring the foundational elements of readiness: a clear and compelling vision, internal alignment among board and staff, and a solid understanding of what the campaign will fund and why it matters. Paula and Kristin highlight the importance of internal consensus and strategic planning to ensure that all key stakeholders are working toward a shared goal.

They also stress the value of early engagement among leadership teams. When boards and staff are out of sync—whether due to capacity concerns, unclear priorities, or lack of experience—the likelihood of campaign success diminishes. Through stories from their advisory work, they demonstrate how a readiness assessment can uncover disconnects and help organizations build internal alignment before launching a campaign.

Kristin introduces the concept of “campaign mindset”—a critical ingredient for success. Beyond having resources or experience, what matters most is an organization's commitment to prioritize the campaign. Are the board and staff prepared to make strategic decisions and sustain momentum even when the process becomes challenging?

The conversation moves to donor readiness. Paula and Kristin discuss what they look for in a donor base, including how well an organization understands its top supporters and how engaged those donors are. They debunk the myth that an organization must already have a mature major gifts program to succeed. Many organizations learn to raise major gifts through the campaign process itself.

Practical examples are shared throughout the episode, including:

• A social service nonprofit that had the vision and donor pool but needed to pause and address internal stress and operational changes before moving forward.
• A youth-focused organization with board-staff alignment and vision, but missing tactical pieces like CRM hygiene and prospect tracking.
• A national nonprofit transitioning from a founder to a new CEO, in need of a cultural shift toward collaborative planning.

Amy, Paula, and Kristin emphasize that a readiness assessment rarely ends with a flat “no.” Instead, it typically results in a roadmap of clear next steps so that organizations can move forward confidently in the next 6 to 18 months. Whether that means strengthening internal processes, clarifying goals, or building new donor relationships, a thoughtful preparation phase positions campaigns for long-term success.

Listeners will walk away with clarity on:

• What campaign readiness really means
• How to identify and address misalignment between board and staff
• What to look for in a donor base and how to develop one
• Tactical improvements that make campaigns less stressful
• Why campaign mindset matters more than past experience

To see if your organization is truly ready for a capital campaign, download this free Readiness Assessment. This guide will help you evaluate six aspects of your organization, including the board and your case for support.

In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt answer a key question: Do you need a feasibility study before launching a capital campaign? Their answer is a clear yes—and they explain why skipping one can lead to poor decisions, missed opportunities, and campaign failure.

They walk through how traditional feasibility studies have often kept donor feedback behind a curtain, leaving nonprofit leaders with vague reports and no way to follow up. Amy and Andrea introduce a new model where nonprofit staff lead the conversations with major donors themselves—building stronger relationships and collecting better insights along the way.

Learn the benefits of guided feasibility studies, how they help shape realistic campaign goals, and why involving your largest donors early can change the course of your fundraising. You’ll also hear a compelling story of a million-dollar gift that would’ve been lost under the old model.

If you're thinking about a campaign, don’t miss this episode. You’ll come away with two key takeaways: a feasibility study sets you up for a successful campaign, and you should never outsource your donor relationships.

For more feasibility study guidance, be sure to download our free Ultimate Guide to Capital Campaign Feasibility Studies.

In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt tackle a common challenge: well-meaning board members whose ideas can derail a campaign. From insisting on fundraising galas to asking for gifts too early—or too small—board members often act with good intentions but without a clear understanding of how campaigns actually work.

Amy and Andrea share real-life examples of how campaigns have gone off course due to board members pushing for events, making premature asks, setting unrealistic goals, or resisting professional help. They explain why these situations happen and what staff and leadership teams can do to address them without damaging relationships.

You’ll hear practical suggestions like:

• Inviting outside campaign consultants for informal interviews to offer perspective
• Bringing in peer leaders from other successful campaigns
• Using tools like one-on-one conversations and Capital Campaign Pro’s free Board Member’s Guide to Capital Campaigns

This episode also explores why compassion and curiosity matter when redirecting board members—and how a calm, strategic approach can keep your campaign focused, your team unified, and your donors confident.

If you’ve got a board member pushing for a golf tournament to raise $10 million, this one’s for you.

For more board engagement tips, be sure to download our free Board Member’s Guide to Capital Campaign Fundraising. It answers the questions board members most frequently ask, or wish they could ask.