In this episode of The First Day podcast, host Bill Stanczykiewicz, Ed.D., is joined by Robert Osborne Jr., principal of The Osborne Group, to discuss the often-overlooked but crucial segment of mid-level donors. With extensive experience in frontline fundraising and consulting, Robert highlights the importance of mid-level gifts—typically ranging from $1,000 to $50,000—as a key driver of nonprofit sustainability. He emphasizes that while many organizations focus on small donors or major gifts, mid-level giving represents both an immediate revenue opportunity and a vital pipeline for future major donors.

Robert explains that mid-level fundraising sits between annual giving and major gift fundraising, combining the efficiency of direct marketing with the personal touch of relationship-building. Instead of treating these donors as a faceless giving club, nonprofits should integrate personal engagement strategies such as small events, direct outreach, and annual touchpoints. He advises organizations to identify potential mid-level donors through data analysis, wealth screening, and past giving behaviors. By strategically upgrading donors from smaller gifts to mid-level contributions, nonprofits can significantly grow their fundraising revenue over time.

The conversation also explores the critical role of stewardship in mid-level giving. Research shows that most major donors first give at a mid-level before making a larger commitment. Robert stresses that effective stewardship isn’t just about gratitude—it’s about demonstrating impact. Donors need to see how their contributions make a difference, or they risk disengaging. Without intentional stewardship, mid-level donors may stagnate or stop giving altogether, limiting an organization’s potential for long-term financial growth.

The episode concludes with practical advice for fundraisers navigating internal pressure to focus solely on major gifts. Robert argues that mid-level fundraising is an essential investment, offering both short-term financial gains and long-term donor development. By using data to illustrate return on investment and retention improvements, fundraisers can make a compelling case to leadership. Bill and Robert emphasize that all donors, regardless of gift size, deserve attention and cultivation—because a strong mid-level giving program fuels both current success and future philanthropy.

In this episode of the First Day podcast, host Bill Stanczykiewicz, Ed.D., is joined by Lynne Wester, founder and principal of the Donor Relations Group. Drawing from her background at Walt Disney World and expertise in fundraising, Lynne shares how nonprofits can enhance donor relations by creating memorable, emotionally engaging experiences. She emphasizes that donor stewardship isn’t just a follow-up step—it’s the foundation of sustainable fundraising success.

Lynne explains that just as Disney meticulously curates every aspect of the guest experience—from the scents in the air to the music playing at different times of the day—fundraisers must thoughtfully design a donor’s journey. She stresses that fundraising is 90% emotional and only 10% rational, meaning that donors give based on feelings, not logic. Organizations that listen closely, personalize interactions, and remove friction from the giving process will cultivate deeper relationships and encourage long-term support. A striking example she shares is of a donor whose late mother loved lilies—so every event she attended featured lilies in her honor, creating a lasting emotional connection.

The discussion also addresses the urgent issue of donor retention. Lynn highlights that 80% of first-time donors never give again—a statistic that would spell disaster for any for-profit business. She argues that thanking donors and showing them the impact of their contributions should be non-negotiable. The cost of keeping an existing donor is seven times lower than acquiring a new one, making stewardship both a financial and ethical priority. Yet, many nonprofits continue to focus on chasing new gifts rather than nurturing their current supporters, a mindset Lynne strongly challenges.

The episode wraps up with practical advice on advocating for donor relations within organizations. Lynne encourages fundraisers to frame stewardship as a sound business strategy when speaking with board members and executives. By drawing parallels to customer service in the corporate world, nonprofits can make a stronger case for investing in donor experience. Bill and Lynne reinforce that fundraising is a long-term process, not a one-time transaction, and that organizations that prioritize donor relationships will ultimately see greater loyalty, increased giving, and a stronger philanthropic community.

In this episode of the First Day Podcast, host Bill Stanczykiewicz, Ed.D., is joined by Cherian Koshy, CFRE, CAP®, Vice President at Kindsight and co-author of the study Donor Perceptions of AI. The conversation discusses how donors perceive the growing use of artificial intelligence (AI) in the nonprofit sector. This independently funded study surveyed over 1,000 U.S. donors who contributed between $20 and $200,000 over the past year, offering a rare look into their comfort level with AI and its potential impact on fundraising practices.

Cherian explains that while many nonprofits remain uncertain about AI’s various use cases, donors are surprisingly well-informed, likely due to media coverage. The study revealed five key themes, with privacy and data security concerns (noted by 60% of respondents) among the top issues. However, an even more significant worry for donors was the loss of human connection in philanthropy. Despite these concerns, most respondents were optimistic about AI’s potential to enhance a nonprofit’s effectiveness and remained open to its responsible use.

Interestingly, AI isn’t a major factor in most donors’ giving decisions—either positively or negatively. Less than 10% said they would be more inclined to donate because of AI, while the majority indicated it wouldn’t affect their giving at all. Cherian shares practical applications for AI in improving internal processes, such as using chatbots to answer donor questions instantly. This efficiency can free up significant time for staff, allowing them to focus more on personal donor interactions. Bill highlights an example where AI saved one fundraiser 8–16 hours per week, resulting in several additional donor meetings.

The episode wraps up with a focus on transparency and trust-building. Cherian stresses the importance of communicating openly with donors about how AI is being used and involving community members in discussions about technology and ethics. He cites the example of the Furniture Bank of Toronto, which developed a responsible AI manifesto to foster trust with stakeholders. With AI playing an increasingly central role in nonprofit operations, the conversation encourages organizations to balance innovation with authentic relationship-building while continuing to prioritize donor engagement and stewardship.

In this episode of the First Day Podcast, host Bill Stanczykiewicz, Ed.D., is joined by Ann Fitzgerald, MA, founder of AC Fitzgerald and alumna of the Indiana University Lilly Family School of Philanthropy. Ann shares her expertise on helping nonprofits navigate financial crises, offering practical strategies for organizations that find themselves overly reliant on a single funding source. The conversation was sparked by a recent federal funding pause in early 2025, which served as a wake-up call for nonprofits dependent on government funding, large foundations, or major donors.

Ann introduces her “Three Rs” framework: be resilient, be realistic, and reach. She emphasizes the importance of staying calm, gathering facts, and creating scenario-based plans that allow for flexible responses. Drawing on her consulting experience, Ann highlights how organizations can reassess budgets, preserve cash, and engage board members, staff, and community networks for short-term support. Bill shares his own experience leading a nonprofit through the 2008 financial crisis, underscoring the critical role that boards play during times of financial uncertainty.

The conversation transitions to long-term planning, where Ann stresses the importance of building an operating reserve by setting aside 10% of every undesignated dollar. She highlights the need for diversified funding sources, reminding nonprofits that 85% of charitable giving comes from individuals. She also encourages nonprofits to ramp up stewardship efforts, explore planned giving opportunities, and form finance committees to strengthen financial planning. With donor confidence at its highest level in five years and the stock market’s strong performance in 2024, Ann and Bill are optimistic about fundraising prospects in 2025.

The episode closes with key takeaways on managing financial risk, the power of clear communication with stakeholders, and the importance of involving donors and board members as partners in finding solutions. Ann’s advice serves as a powerful reminder that resilience and adaptability are essential for nonprofits to weather financial challenges. The Fund Raising School offers courses, webinars, and custom training opportunities to help nonprofit leaders strengthen their fundraising strategies and build long-term financial health.

In this episode of the First Day Podcast, host Bill Stanczykiewicz, Ed.D., is joined by Arleen Peterson, ECRF, MA, Executive Director, Relational Services for the Poor Handmaids of Jesus Christ. Arleen shares her experience leading growth at the Food Bank of Northwest Indiana, highlighting how visionary leadership and strategic engagement can drive significant fundraising success. She discusses the importance of looking beyond an organization’s immediate environment, gathering insights from industry peers, and involving the entire team in shaping a shared vision.

Arleen recounts a pivotal initiative where she led her staff on a statewide tour of food banks, allowing them to see firsthand the possibilities for expansion and operational improvement. This immersive experience sparked bold aspirations, ultimately leading to the food bank’s expansion from a 10,000-square-foot facility to a 60,000-square-foot space. She underscores the importance of shared leadership, ensuring that staff members, board members, and donors all play a role in crafting and committing to the organization’s future vision.

The conversation delves into the fundraising strategies that made this growth possible, including the board’s leadership in securing the initial commitments, donor engagement tactics, and the role of strategic partnerships. Arleen shares insights on navigating donor hesitations, structuring multi-year commitments, and fostering trust within the community—especially when major changes, such as facility relocations, raise concerns. Her approach emphasizes relationship-building and inclusive decision-making, ensuring that stakeholders feel invested in the mission’s success.

The episode closes with key takeaways on the role of vision in fundraising, the impact of engaging teams in strategic planning, and the power of shared leadership. Arleen's journey serves as a powerful reminder that fundraising success is not just about dollars raised but about inspiring belief in what’s possible. The Fund Raising School offers courses, webinars, and custom training opportunities to help nonprofit leaders develop and execute visionary fundraising strategies.

In this episode of the First Day Podcast, host Bill Stanczykiewicz, Ed.D., is joined by Angela Altamore, Associate Vice President of Donor Relations and Experience at BWF. Angela provides an in-depth look at the importance of donor relations in nonprofit fundraising, breaking down the distinctions between donor relations, donor stewardship, and donor experience. She uses the metaphor of building a house to explain these terms: donor relations act as the “blueprint” for a donor’s overall journey, donor stewardship serves as the “foundation” with timely acknowledgments and impact reports, and donor experience adds the “finishing touches” that elevate donor engagement.

Angela explains how nonprofits are shifting from focusing solely on individual gifts to fostering long-term donor relationships. She notes that prioritizing donor retention is not only a cost-effective strategy but also a way to honor donors’ commitment and amplify their impact over time. Angela also emphasizes the need for nonprofits to align fundraising teams and donor relations professionals, advocating for shared metrics and cross-training to strengthen internal collaboration and improve donor experiences.

The conversation addresses the challenges nonprofits face in balancing short-term fundraising goals with long-term relationship building. Angela highlights practical strategies for keeping donors engaged between asks, such as creating personalized touchpoints through events, storytelling, and mentorship opportunities. She also stresses the importance of showing donors the impact of their contributions, ensuring they feel valued beyond monetary transactions.

Finally, Angela emphasizes that successful donor relations are transformational, not transactional. By fostering a sense of community among donors and creating opportunities for meaningful engagement, nonprofits can build deeper, lasting connections. The episode closes with resources from The Fund Raising School, including courses, webinars, and training programs to help nonprofits elevate their donor relations strategies. It’s a powerful reminder that investing in donor relations is key to achieving long-term success and impact.

In this episode of the First Day Podcast, host Bill Stanczykiewicz, Ed.D., is joined by Laura MacDonald, CFRE, Founder and Principal of the Benefactor Group. Laura discusses the critical role endowments play in fostering long-term financial resilience for nonprofits. She emphasizes that endowments, distinct from operating reserves or rainy-day funds, are strategic investments in which the principal remains untouched while annual draws (typically 4–6%) provide a steady revenue stream. With $12 trillion poised to transfer through generational wealth shifts, she highlights the unprecedented opportunity for nonprofits to secure their futures through planned giving and estate gifts.

Laura dispels the myth that endowments are exclusive to large organizations. Instead, she advocates for any nonprofit with financial maturity, reserves, and strong donor relationships to consider building an endowment. She underscores the importance of aligning organizational leadership behind this long-term strategy and notes that endowments not only support sustainability but can also elevate annual fundraising efforts. Her advice includes engaging loyal donors by exploring their vision for the nonprofit’s future and positioning endowments as a way to secure their legacy and amplify their impact.

The conversation also addresses criticisms of endowments, such as concerns about "locking away" funds while current needs persist. Laura provides practical solutions, like offering donors options to support immediate needs while endowment contributions accrue. She highlights that most endowments are funded by individuals rather than corporations or foundations and emphasizes that nonprofits must tailor their approach to each donor's values and preferences. By fostering transparency and showcasing the broader mission, nonprofits can address objections and engage donors effectively.

Finally, Laura introduces key insights from her book, such as using storytelling to create a "perpetual hero" narrative for donors. Drawing on the research of Dr. Russell James, she explains how endowment conversations can inspire donors to leave a lasting legacy. The episode closes with resources from The Fund Raising School, including courses, webinars, and customizable training programs, to help nonprofits integrate endowment strategies into their overall fundraising plans. It’s a call to action for nonprofits to embrace the opportunity to secure their future while enhancing their impact today.

In this episode of the First Day Podcast, host Bill Stanczykiewicz, Ed.D., is joined by Betsy Erickson, Head of Family and Individual Services at Arabella Advisors, to dissect the top obstacles donors face when it comes to charitable giving. Backed by a collaborative study from the Gates Foundation, Arabella Advisors, and others, the conversation dives into the psychological and logistical hurdles that deter even the most well-intentioned philanthropists. These include the paradox of too many choices, lack of urgency, and fear of public scrutiny—factors that reveal the complexity of modern giving. As Betsy puts it, "Donors are more connected to societal problems than ever, yet often feel paralyzed by the enormity of these issues."

The study identified ten key barriers to charitable giving, ranging from practical challenges—like an overwhelming number of nonprofit options and tedious administrative tasks—to deeper psychological concerns, such as perfectionism, fear of failure, and societal polarization. Notably, a lack of trust in nonprofit organizations also emerged as a significant hurdle, with donors often fixating on horror stories of misuse rather than success stories. Betsy highlights the behavioral science behind these challenges, explaining how biases like the "availability heuristic" influence donor behavior, making it harder for them to navigate the philanthropic landscape with confidence.

For fundraisers, the episode serves up a buffet of actionable insights. Betsy emphasizes the importance of building long-term, authentic relationships with donors, scaffolding their journey through education, and simplifying their decision-making process. Practical strategies include providing clear, concise communications, engaging peer donors to build trust, and pacing interactions to reduce the overwhelm many donors feel. By addressing donors’ barriers empathetically, fundraisers can transform daunting decisions into meaningful opportunities for impact.

Closing the episode, Bill underscores the moral imperative of treating donors as human beings rather than transactional sources of funding. Betsy echoes this sentiment, urging fundraisers to foster motivation and provide context for donors, particularly in unfamiliar issue areas. The conversation is a rallying call for fundraisers to act as trusted advisors, equipping donors to navigate their philanthropic goals with purpose and confidence. For more resources, listeners are directed to the study, housed on the National Center for Family Philanthropy’s website, and to Achieving Excellence in Fundraising, now in its fifth edition.

In this episode of the First Day Podcast, host Bill Stanczykiewicz, Ed.D. explores the trends and opportunities awaiting fundraisers in 2025. The episode begins on a high note, celebrating record-breaking charitable donations reported in 2024, despite inflation’s impact. Bill emphasizes that smart budgeting and realistic goal-setting remain key to navigating such challenges. With the S&P 500 ending 2024 on a positive note, Bill points out historical trends suggesting a fruitful year ahead for fundraising efforts.

The conversation then pivots to the oft-discussed statistic that only 50% of U.S. households donate annually. Bill demystifies this figure, emphasizing that many households alternate their giving year-to-year. Data from various surveys, showing 61% to 88% of households donating, underscores the breadth of opportunity for nonprofits. Millennials emerge as a focal point, now ranking second in giving by household, ahead of Gen X. With Millennials entering their prime earning years, nonprofits are urged to refine strategies tailored to this demographic’s unique preferences, such as a focus on impact investing and entrepreneurial philanthropy.

Looking ahead, Bill shares exciting updates from The Fund Raising School. New courses, including ones on Millennial-focused strategies, impact investing, and donor stewardship, aim to equip fundraisers with cutting-edge tools. He highlights the growing role of AI in streamlining administrative tasks, enabling fundraisers to focus on donor relationships. A compelling example includes a nonprofit leader who leveraged AI to add 100–200 more face-to-face donor meetings annually.

Finally, the episode touches on the ongoing wealth transfer from Baby Boomers, framing it as an urgent call to enhance planned gift fundraising. Bill introduces updates to the planned gift management certificate, including a more donor-centric approach to these sensitive conversations. As always, The Fundraising School reaffirms its commitment to supporting fundraisers at every stage of their career with comprehensive courses, webinars, and tailored training programs, ensuring they stay ahead in an evolving philanthropic landscape.

In this episode of the First Day Podcast, host Bill Stanczykiewicz, Ed.D., is joined by Anthony Heaven, Ph.D., professor at the Indiana University Lilly Family School of Philanthropy, to discuss the experiences of African American fundraisers working within predominantly white institutions (PWIs). Drawing from his qualitative research, Dr. Heaven shares insights into the challenges, biases, and opportunities that Black fundraisers encounter, from navigating isolation to advocating for diversity and inclusion in their organizations.

A key theme of the conversation is the pervasive sense of isolation faced by African American fundraisers. Dr. Heaven discusses how these professionals are often the only Black voices in their teams, bearing the dual burden of representing diversity while navigating covert racism and microaggressions. He also highlights the importance of building strong relationships, including mentors, sponsors, and allies, to overcome these challenges and create pathways for career growth. These relationships are especially critical given the frequent need to counteract biases from both colleagues and donors.

The discussion also examines how race and identity shape the professional lives of African American fundraisers. Dr. Heaven reveals how race can serve as both an asset and a liability, with fundraisers using their experiences to connect with donors and advance racial equity, but also facing harmful stereotypes, such as hypersexualization or the "angry Black woman" trope. Through poignant anecdotes, he underscores the emotional toll these experiences take, while celebrating the resilience and advocacy of Black fundraisers who persist in their roles.

The episode concludes with actionable recommendations for nonprofits to foster more inclusive and equitable environments. Dr. Heaven emphasizes the need for cultural competency training, mentorship programs, and clear organizational standards, such as the Fundraiser Bill of Rights, to support fundraisers in addressing inappropriate donor behavior. Bill also encourages listeners to explore the Fundraising School’s offerings on diversity, equity, and inclusion to help organizations create stronger, more inclusive fundraising teams. Dr. Heaven leaves listeners with a powerful call to action: to embrace open dialogue and proactive change to ensure the future of philanthropy is equitable for all.