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In this episode of The Small Nonprofit Podcast, Maria sits down with major gifts expert, Emma Lewzey, to bust myths, shift mindsets, and bring some much-needed clarity (and courage!) to one of fundraising’s most misunderstood areas. Whether you’re in a small shop or a national organization, this episode will remind you: you don’t need to be perfect to build authentic relationships; you just need to be curious, strategic, and a little bit brave. 

Major Gift Fundraising – The Highlights: 

• Getting over the fear of asking for major gifts is about proportion: It’s not about the amount, it’s about alignment and impact. 
• Your value as a nonprofit is real and tangible: You’re not “begging" - you’re offering a partnership that enables the donor to live out their values. 
• Authenticity builds trust: Donors respond to transparency, not perfection. 
• Fear and perfectionism are the biggest roadblocks: Don’t wait for the perfect case for support or phone script - start with what you have. 
• Small shops have big advantages in major gifts: Easier to build personal relationships and offer meaningful donor impact. 

🎧 Listen to more episodes for actionable fundraising tips and insights on nonprofit leadership, nonprofit governance, donor retention, productivity & tools, and donor engagement strategies that work! We're here to eliminate nonprofit burnout and boost your donations! 

About Emma Lewzey: 

Emma Lewzey is an award-winning fundraiser with 25 years of nonprofit leadership experience. She launched her career in major gift fundraising in 2002, when she managed her first capital campaign for Canada’s largest 2SLGBTQ+ Community Centre. Emma has frontline fundraising experience across every size and type of nonprofit – including healthcare, arts, education, and human services - and is a veteran of campaigns from $5M to over $200M. She’s the founder and CEO at Blue Sky Philanthropy, where she works with fundraising teams to help them develop the skills, systems and strategies they need to raise more major gifts. 

Actionable Tips for Major Gift Fundraising:
➜ Reframe the ask: Believe you’re offering donors a meaningful way to live out their values.
➜ Lead the conversation: Enter donor meetings as a guide, not a guest. Prepare thoughtful questions that help them reflect on their values, goals, and motivations.
➜ Ditch the perfectionism: Use what you have and be transparent. If something’s missing (like impact data), tell the donor why and what support would help fix it.
➜ Stop labeling donors: Don’t assume someone’s capacity based on their first gift. A $50 donor could be a future $250K bequest if you engage them.
➜ Practice strategic curiosity: Use conversations to uncover alignment, not to “sell” a solution. 

Resources: 

• Blue Sky Philanthropy Website 

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• Connect with the show: Watch the episode on YouTube; follow Maria Rio on LinkedIn for more conversations and resources. Or support our show. We are fully self-funded!
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