Summary:
Clark shares his November playbook for development officers: how to turn Thanksgiving into a month-long movement of gratitude that naturally inspires giving. From pulling lists in October to writing year-end letters in December, he explains how to stay relationally abundant and avoid those awkward, last-minute “can you give before midnight?” calls.

What You’ll Learn:

• Why gratitude—not urgency—is your most powerful fundraising motivator

• The difference between thank-you calls and gratitude calls

• How to structure your October, November, and December moves for maximum impact

• How small, consistent “no-ask” touches create major giving opportunities later

• Why there’s no such thing as a “transactional” gift

  
  

Key Quotes:

• “Gratitude is an attractive quality. People give without being asked.”

• “There are no underperforming donors—only underperforming organizations.”

• “Trust the process, and the big gifts will come.”

  
  

Action Step:Turn November into “Gratitude Month.” Send notes, texts, and cards. Make calls. Don’t ask—just thank.

Connect with Clark:
📧 [email protected]
🌐 MajorGiftsFundraiser.com

Summary
As year-end approaches, Clark shares the methodical moves that separate top-performing development officers from everyone else. In this episode, he walks through the two lists every fundraiser should pull before November hits—and how to use them to strengthen relationships and prevent last-minute panic calls in December.

What You’ll Learn

• Why now is the time to pull your LYBUNT list—and how to read it strategically.

• The second critical list: your top cumulative givers over the past two years.

• How to spot “underperforming relationships” without labeling donors as underperforming.

• What to do with donors who’ve given less this year, and how to reconnect before year-end.

• How methodical development work in October and November makes December “miraculously easy.”

Key Quotes

• “There are no underperforming donors—only underperforming organizations.”

• “If you do the work between October and December, names will magically disappear off your LYBUNT list. It’s not magic—it’s methodical.”

• “Good relationships are built on an accumulation of shared experiences and shared interactions.”

Action Step
Pull your two lists today:

1. LYBUNT: Last Year But Unfortunately Not This Year.

2. Cumulative Givers: Top donors from the past two years, compared to year-to-date.

Then ask yourself: Are these relationships on track?

Connect with ClarkHave a question or want help building your year-end plan? Email [email protected]
Visit MajorGiftsFundraiser.com to learn more.

Summary
Part two of Clark’s practical “Lessons Learned” series—from an old slide deck that still packs a punch. We cover why mission must lead your conversations, how to cultivate until the “yes” is likely, the art of listening (and how to measure it), why the case must be bigger than your organization, and the simple discipline of getting in the living room, not just the inbox.

What You’ll Learn

• Lead with mission, not programs: Define the problem you exist to solve; then show how your programs are the vehicle.

• Money isn’t the problem: Relational deficit > budget deficit. Build the relationship that makes the gift obvious.

• Change lives, not line items: Donors give to impact. Your job is to articulate how lives change uniquely through you.

• Listen like a pro: Aim to speak far less than you listen; measure it after each meeting to improve.

• Don’t be flippant with the ask: Cultivate and ask—don’t “just ask.” Ask when a “yes” is likely.

• Emotion moves big gifts: Logic opens the door; emotion carries the gift over the threshold.

• Meet with both spouses: If both aren’t in the room, your best arguments will go unanswered.

• Make the case bigger than your org: Community, nation, world—then your distinctive role.

• Treat giving as a habit to build: Start small with first-time or reluctant givers; grow over time.

• Recognition matters (even if it’s “no recognition”): Always ask and align.

• Choose the living room over lunch: Fewer interruptions, clearer decisions.

• Prior donors predict future gifts: Steward yesterday’s givers to cultivate tomorrow’s.

• Never take insiders for granted: Keep building the drama for board and volunteers, too.

• Do your homework: Know their giving, interests, and context before you meet.

• You must ask: After real cultivation, make the clear, specific ask.

Practical Tools

• Add this to every visit report: “% of time I talked vs. % donor talked.” What you measure improves.

• Pre-visit prep checklist: giving history, household context, mutual connections, LinkedIn scan, recent news.

Quotable Moments

• “Listen. Listen intently. Listen even more intently.” — Jerry Panas

• “I never give because there’s a need. I give because I’m interested and I believe I can make a real difference.” — as referenced in the episode

Related

• Lessons Learned in Major Gifts Fundraising (Part 1)

Links & Resources

• Major Gifts Fundraiser services and trainings: majorgiftsfundraiser.com

• Try the Clarkbot (AI coaching, prompts, and role-play): majorgiftsfundraiser.com

ContactHave a question or want feedback on an upcoming ask? Email Clark at [email protected].

Summary:This episode is a walk down memory lane—and a masterclass in the basics that still matter.

While looking for a quote from legendary philanthropist Malin Burnham, Clark stumbled on an old slide deck from 2013 titled Lessons Learned: Practical Lessons in Major Gifts Fundraising. It sparked this episode (and likely a series) revisiting the core principles that shaped Clark’s early seminars and still hold true today.

If you're a fundraiser who wants to refine your instincts, tighten your messaging, and revisit the “why” behind what works—this episode is packed with timeless truths.

Highlights:

• (00:01) The Malin Burnham quote that still punches today

• (03:50) Rediscovering Clark’s 2013 fundraising seminar slides

• (06:00) The 3 E’s of great fundraisers (Empathy, Energy, Enthusiasm)

• (10:00) Getting the visit is 85% of getting the gift

• (12:15) Why board members are best at setting up donor meetings

• (14:30) Don’t sell need—sell vision. You are the solution.

• (17:10) The 3 things donors look for before making a big gift

• (22:00) “This is business.” Why donors need to sense you’re on a mission

• (25:15) How to remove tension in early donor meetings

• (28:20) How to handle objections without needing to “be right”

• (30:40) Two closing quotes from Jerry Panas and Alex Spanos

  
  

Quotes Worth Repeating:

“Donors give big, audacious gifts to big, audacious ideas.”
—Clark Vandeventer

“If the fundraiser isn’t deeply committed, how can they expect me to be?”
—Malin Burnham

“I never give because I think there’s a need. I give because I think I can make a real difference.”
—Alex Spanos

Resources & Links:
Mega Gifts: Who Gives Them, Who Gets Them by Jerold Panas
Community Before Self by Malin Burnham
Explore our full training programs at majorgiftsfundraiser.com
Try the ClarkBot – your AI-powered fundraising assistant, available now for free
Contact Clark: [email protected]

Enjoying the podcast?
Please follow, rate, and review. Your feedback helps us reach more fundraisers like you. And if this episode resonated, share it with a colleague.

Summary:
Clark's back on the mic—recorded just before heading to Guatemala—and reflecting on gratitude, career courage, and what it means to be all in. Whether you’re planning your next donor visit or questioning your fit in your current role, this episode will challenge you to examine your alignment and make the next right move.

You'll hear how a hostel in Antigua ties into Clark’s personal story and why where you sit matters—not just for you, but for your donors, your mission, and your long-term impact.

What You’ll Learn:

• Why gratitude is a fundraiser’s secret weapon

• The two questions every development officer should ask themselves

• What Steve Jobs, Marlin Burnham, and a Guatemalan hostel have to do with your career path

• The cost of staying in the wrong seat—and the joy of finding the right one

• How to know if it's time to quit (or lean in deeper)

Quotable Moment:

“If you're not all in, you're just delaying yourself. You’re building donor relationships you’re not going to keep. That’s a bummer—for you and for them.”

Links & Resources:

• Learn more about Clark’s work at MajorGiftsFundraiser.com

• Watch the Steve Jobs Stanford Commencement Address (2005)

• Read: Community Before Self by Malin Burnham

Let’s Connect:Got something you’re grateful for?Have a question about your next move?Send Clark an email: [email protected]

Is Asking for a Gift the Next Right Thing?

Summary:
Are you about to ask someone for a gift? Maybe the meeting is already on the calendar… but before you make the ask, Clark wants you to pause and reflect.

In this episode, Clark shares a powerful mindset shift that can elevate your fundraising from transactional to transformational: asking not because you need the money, but because it's the next right thing in the relationship.

You’ll hear the story of Creative Grounds Fine Arts Academy, a children’s theater program that transformed its fundraising strategy through this principle. Plus, Clark brings in inspiration from an unlikely source—Frozen II—to remind us that when the path feels unclear, our job is simply to take the next right step.

What You’ll Learn:

• Why asking “Do we need the money?” is the wrong question

• A better litmus test: “Will this ask serve the donor?”

• How to build long-term relational abundance, not just hit financial targets

• The donor-centric power of asking only when it deepens the relationship

• How a children’s theater used mentorship—and music—to raise more and serve better

Quotable Moment:

“We need to only ask for a gift if we can say that asking is the next right thing.”

Links & Resources:

• Want help discerning your next right move with a donor? Try the AI-powered Clarkbot at MajorGiftsFundraiser.com

Take Action:

• Have a question or want to workshop a donor relationship? Email Clark directly at [email protected]

• If this episode helped you reframe your thinking, please rate and review the podcast. Your support helps us reach more mission-driven fundraisers.

• Want to level up your skills fast? Check out our 5-day course on writing high-performing appeal letters—available now at MajorGiftsFundraiser.com

Summary:
What if every donor interaction was treated like a golden opportunity? In this episode, Clark builds on the themes from Episode 187 ("Surprise and Delight") to dig deeper into what it really takes to create a culture of excellence in donor stewardship.

Drawing from his time working at FedEx—and their legendary commitment to quality service—Clark unpacks how great organizations don’t just occasionally go above and beyond. They do the basics well every single time, and then look for small ways to deliver consistent, meaningful moments of surprise, delight, and trust.

You’ll hear real stories from FedEx, reflections on company culture, and how the same principles apply directly to your fundraising. If you want donors to give joyfully—and give more—you’ve got to treat each one like they matter… because they do.

Key Topics Covered:

• The “Purple Promise” and what fundraisers can learn from FedEx

• Why wow moments matter—but only after you've built trust through consistency

• The power of mindset: how internal culture shapes external service

• What FedEx’s “Golden Package” teaches us about donor stewardship

• A Super Bowl story that shows how far a great organization will go to serve

• How to build a system of small, daily wows for your donors

• Why culture—not rules—is what drives long-term success in donor care

• How to create happy donors ready to make big, audacious gifts

• Why gratitude, consistency, and excellence go hand-in-hand

Featured Quote:

“You can’t overcome many missteps with one great act of service. That’s not how it works. First, you meet expectations. Then you exceed them.”

Resources Mentioned:

• Episode 187: Surprise and Delight: How to Build Donor Loyalty

• Be Our Guest: Perfecting the Art of Customer Service by Disney Institute

• FedEx’s “Golden Package” Super Bowl commercial (1994)

• ClarkBot: AI-powered coaching and donor messaging support

Want to Build a Better Year-End Appeal?
Check out our new course: Write Your Year-End Appeal in 5 Days
Led by Monica Vandeventer, this asynchronous course walks you step-by-step through building a powerful, donor-centric year-end campaign—with full ClarkBot integration.
👉 Register now at MajorGiftsFundraiser.com

Connect with Us:

• Email Clark: [email protected]

• Follow us on social:

  • Instagram: @majorgiftsfundraiser

  • LinkedIn: Major Gifts Fundraiser

  • Facebook: Major Gifts Fundraiser

• Try the ClarkBot for free at MajorGiftsFundraiser.com

If This Podcast Has Helped You…
Please take a moment to rate and review the show. It means a lot—and it helps us reach more mission-driven fundraisers like you.

Summary:
In this episode, Clark dives into the most underrated (yet powerful) skill a fundraiser can cultivate: gratitude.

Far beyond gift acknowledgments and thank-you letters, Clark explores how authentic gratitude—when it’s woven into your worldview—can transform your relationships with donors, elevate your joy in the work, and even raise more money. Drawing from personal reflections, practical tips, and the wisdom of Henri Nouwen, he outlines a simple but profound truth: fundraising isn’t about begging—it’s about partnership.

You’ll walk away with actionable practices to help you strengthen your “gratitude muscles” so that you don’t just express gratitude… you live it.

Key Topics Covered:

• Why entitlement, bitterness, and resentment are red flags in fundraising

• The sacredness of the donor’s gift: they’re giving you a piece of their life

• Why real stewardship starts with internal gratitude, not external tactics

• Practical daily exercises to grow your gratitude muscles:

  • Journaling and listing what you’re thankful for

  • Sending spontaneous thank-you texts

  • Writing long-form letters of appreciation

  • Tipping generously as an act of abundance and perspective

• How gratitude changes not just your donor relationships, but your entire posture toward the world

• The connection between abundance, joy, and generosity in leadership

Featured Quote:

“When donors give their money, they’re giving you little fragments of their life.”

Mentioned in This Episode:

• A Spirituality of Fundraising by Henri Nouwen

• Clark’s personal gratitude routines

• The phrase “poco a poco” — little by little, one travels far

• Jimmy Buffett’s line: “Made enough money to buy Miami, but I pissed it away so fast…”

Opportunities for Deeper Engagement:

• Clarkbot – Your AI-powered fundraising coach trained on Major Gifts Fundraiser strategy.

  Try it free

• New Course: Write Your Year-End Appeal in 5 Days – Led by Monica, this asynchronous course will walk you through building your entire year-end fundraising campaign.

  
  [email protected]

  
  

Connect with Clark:

• Email: [email protected]

• Social:

  • Instagram: @majorgiftsfundraiser / @clarkvand

  • LinkedIn: Major Gifts Fundraiser

  • Facebook: Major Gifts Fundraiser

Enjoying the show?
Follow, rate, or review the podcast—your feedback helps us reach more mission-driven fundraisers just like you.

Summary:
In this special episode, Clark is joined by Monica Vandeventer—CEO of Major Gifts Fundraiser and the brain behind the ClarkBot. Together, they unpack how fundraisers can simplify, streamline, and elevate their year-end appeal process using the ClarkBot and a brand-new guided 5-day course.

Monica explains how the ClarkBot isn’t just another AI tool—it’s a personalized fundraising assistant trained on Major Gifts Fundraiser’s own methodology, ready to walk with you step-by-step through appeal writing, email copy, social media, phone scripts, and more. Whether you’re staring at a blank page or stuck refining your message, the ClarkBot offers practical help—without the burnout.

They also dive into the common mistakes nonprofits make when writing appeals, why message structure matters, and Monica’s signature framework for appeal content: Why, Why Us, Why Now.

If you want to avoid a stressful December, this episode is your invitation to give yourself an early Christmas present: a fully prepped year-end campaign that actually works.

Topics Covered:

• What the ClarkBot is and how it works

• Using AI to craft donor-centric, effective year-end appeals

• The 5-day course structure and what to expect

• Monica’s “Why / Why Us / Why Now” messaging framework

• Why most organizations focus on the wrong part of the appeal

• Tips to get your letter opened, read, and acted on

• How nonprofits can free up their December by planning now

• The problem with major donors giving messaging advice

• Using data-driven best practices from research (like Next After)

Program Info: Write Your Year-End Appeal in 5 Days

• Cost: $279 one-time

• Launch Date: Opens August 18

• Structure: 5 asynchronous video modules with hands-on ClarkBot integration

• Outcome: A completed multi-channel year-end campaign (letter, emails, social media, phone scripts, timeline)

• Signup Link: See show notes or visit majorgiftsfundraiser.com

Mentioned in This Episode:

• ClarkBot: Your AI fundraising coach, trained on Clark’s voice and donor-centric strategies

• Next After: Nonprofit research and A/B testing hub for what actually works in appeals

• Listener Preferences Podcast: (Referenced toward the end of this episode) – learning to tailor messaging for different types of donors

Connect with Us:

• Email:

  • Clark: [email protected]

  • Monica: [email protected]

• Social:

  • Instagram: @majorgiftsfundraiser

  • Facebook: Major Gifts Fundraiser

  • LinkedIn: Major Gifts Fundraiser

  • Clark’s personal IG (for Romania updates): @clarkvand

Summary:Are you walking, resting, or sprinting right now? In this episode, Clark Vandeventer shares a powerful metaphor drawn from his time trail running in Tahoe to help you evaluate the pace of your fundraising work. He explores what it means to find a rhythm you can sustain for the long haul—and how to avoid burnout.

Clark also offers two simple, relationship-rich habits you can adopt today to deepen donor engagement without exhausting yourself. And he introduces the Clarkbot, an AI-powered tool that makes his insight and encouragement available anytime you need it.

Topics covered:

• What endurance running teaches us about sustainable fundraising

• The dangers of running all-out too long

• The importance of pacing: when to push and when to rest

• Clark’s “3 donor calls on a walk” routine

• Why handwritten notes still matter

• The mindset of poco a poco—little by little, one travels far

Mentioned in This Episode:

• Clarkbot – Clark’s AI-powered chatbot that answers fundraising questions in Clark’s own voice and tone. Try it for free at www.majorgiftsfundraiser.com

Connect with Clark:

If you'd like personal feedback on your annual work rhythm or just want to say hello, reach out to Clark at [email protected].

Help Us Grow:If this episode encouraged or challenged you, please consider rating, reviewing, or following the podcast. Your feedback helps us reach and support more fundraisers like you.