Nonprofit CourageLab

This episode originally aired on the We Are For Good Podcast in their Working Sessions series. I’m sharing it here on my own channel so you can dive into practical strategies for closing major gifts this season.

It’s giving season, and if you want to close major gifts in the next few weeks, this episode is for you. I walk you through exactly who to ask, how to ask, and how to approach these conversations with courage and confidence. No fluff—just actionable steps to help you move forward with clarity and impact.

Here’s what we cover:

• Identifying your warm prospects: I guide you through how to focus on donors who are already primed to give—those who’ve expressed support recently or are “all in” with your mission. Stop overthinking and start taking action.
• Recognizing signals from your community: From emails, social media engagement, to personal encounters—learn how to spot the people who are most likely to respond.
• Managing mindset and fear: I talk about why discomfort is normal when asking for major gifts and how courage isn’t the absence of fear—it’s acting despite it.
• How to ask for more confidently: I break down the importance of being specific in your ask, giving donors clarity, and removing obstacles that slow their decision-making.
• Handling mistakes with humility: I share how showing up authentically, even if imperfectly, builds trust and strengthens relationships.
• Tools and resources: I offer my free Opportunity Brainstorm PDF to help you map your warm prospects and take immediate action.

Asking for major gifts doesn’t have to feel paralyzing. By focusing on the right people, preparing internally, and showing up courageously, you can increase your impact and build stronger relationships with your supporters. Refusing to let fear hold you back ensures your mission gets the resources it deserves—and it’s easier than you think to take those first steps.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

In this episode, I’m bringing you a powerful conversation with someone I’ve had the absolute privilege of working with over the last year and a half: Katherine Powers, Executive Director at Pacific Opera Project (POP). Katherine’s story is one of real transformation — as a leader, as a fundraiser, and as a steward of a growing arts organization that’s doing incredible, joyful, boundary-pushing work in Los Angeles.

When Katherine stepped into the ED role, she had no fundraising experience and very little time to figure it out. But what she did have was determination, curiosity, and a willingness to learn. In our conversation, she shares honestly about what it was like to come into major gifts as a total beginner, why fundraising initially terrified her, and what shifted once she began learning a clear framework and building her confidence.

We talk through the mindset changes that helped her grow POP’s contributed revenue from under $200k to over $400k a year — in just a couple of years — including closing multiple $50k gifts and preparing for POP’s first-ever six-figure solicitation. She gets into the practical steps she took, the scripts and tools that helped her, and the moments where she realized she was becoming the kind of leader who could ask boldly and lead her board and donors with clarity and vision.

I love this conversation so much because Katherine’s story proves what I deeply believe: when you have the right model and the right support, you can learn how to raise transformational money — even if you’re a one-person development shop doing five other jobs at the same time.

In this episode, you’ll learn:

• How Katherine went from “I never want to ask for money” to confidently closing $50k gifts
• The mindset shifts that unlocked her ability to lead boldly and fundraise effectively
• Why major gifts became POP’s biggest opportunity — and how she structured her time
• The exact tools and frameworks she used to make her first successful asks
• How her transformation changed her board’s culture, donor relationships, and the organization’s trajectory
• Why investing in her own development helped the entire organization grow
• The revenue growth POP has experienced and what that means for their community, staff, and artists

This episode is such an encouragement if you’re a solo ED, a first-time fundraiser, or someone who knows major gifts is the next step — but aren’t sure how to start. Katherine’s story is proof that you can learn this, and you can thrive in it.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

 In this episode, I’m digging into the real shifts that happen when leaders stop performing, stop softening themselves, and start showing up with clarity, honesty, and real authority — especially in major gifts work. Regina, an Executive Director in Courage Lab, shares her experience of shedding the “always upbeat, always polished” persona and stepping fully into her CEO energy. She talks about what changed when she stopped trying to be overly cheerful for donors who didn’t need or value that, how being direct actually accelerated trust, and what she’s learning as she leads a new development director through this work. Together, we explore what authentic leadership looks like, why relationships deepen faster when you tell the truth, and how taking courageous action creates real momentum inside an organization.

WHAT YOU WILL LEARN IN THIS EPISODE

• Why donors don’t need (or want) a polished persona — they want clarity, vision, and real talk

• How Regina realized she was draining energy by trying to sound upbeat instead of operating as a CEO

• The difference between relationship building and performing happiness

• How direct, honest communication fast-tracks donor trust

• Why showing donors the real challenges — not just the “shiny penny” — actually strengthens the partnership

• How her development director stepped into courage early, even while still learning the organization

• The mindset shift that helped her team make direct asks confidently, even without long-term relationships

• What happened when donors began engaging more deeply, referring others, and leaning into honest conversations

• How consistency, authenticity, and direct asks created organizational momentum

• Why Regina invested in Courage Lab, what stood out to her, and why the accountability model made all the difference

• What changed for their board, their fundraising approach, and their long-term strategy

• The transformation she’s already seeing just one month into the program — and what she hopes others take away from this work

This conversation is such a powerful reminder that major gifts aren’t built on performance — they’re built on leadership. When you stop worrying about being overly positive, deferential, or “pleasant” and instead tell the truth about what’s needed, donors rise to the occasion. Regina’s story shows what’s possible when an Executive Director claims her authority, leads authentically, and commits to courageous action even before everything feels perfect. It also shows how quickly things can shift when a team has the right structure, accountability, and support. If you want to hear what this kind of transformation looks like behind the scenes — and you’re curious about what Courage Lab can unlock for you — this episode is absolutely worth a listen.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

Hey friend — this episode is a bit of a rant, because honestly, I just can’t take it anymore. There is some really bad fundraising advice floating around the nonprofit world, and one piece in particular absolutely drives me up the wall. You may have heard it before — “If you want money, ask for advice. If you want advice, ask for money.”

The idea behind it is that you should ask donors for their input first as a “relationship building tactic,” and then eventually you’ll be able to ask for money. But here’s what actually ends up happening: nonprofit leaders avoid asking for financial support altogether. They keep having meetings, asking for advice, collecting feedback… and meanwhile, the mission is still under-funded. I see this constantly with EDs, CEOs, development staff — and it’s not relationship-building. It’s manipulation. It’s having a hidden agenda.

And I don’t do hidden agendas.

In this episode, I talk about why “ask for advice to get money” is dysfunctional, manipulative, and ultimately ineffective in raising sustainable funding. I share why honesty is the real trust-builder, why clarity is more respectful than tip-toeing around your intentions, and why being direct is not rude — it’s actually generous. If we’re asking for support because our work matters, then we don’t need to hide that.

We also talk about:

• Why confidence matters more than perfectly scripted asks
• How “advice collecting” is often just procrastination dressed up as strategy
• Why you should only ask for advice from people who have actually done what you’re trying to do
• How implementing someone’s feedback (and reporting back) is what actually strengthens relationships
• Why direct, honest asking raises more money faster — without the emotional exhaustion

If you've been told to “build the relationship first” but were never taught how, this episode is going to feel like taking a huge breath of fresh air. You don’t need to manipulate. You don’t need to disguise your intentions. You don’t need to be scared of asking.

You need courage, clarity, and clean communication — and we talk about all of that here.

Take a listen — especially if you’ve been avoiding the ask. This might be the moment everything clicks.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

Hey friend! I’m recording from my new apartment in Chicago, and I’m so excited to bring you Part 3 of my series on end-of-year giving strategies. This episode is a pep talk about the single most important thing I want you to focus on for a successful end of year: asking for more.

I know it sounds simple, but asking for more is the strategy that makes the biggest difference in raising money. I’m talking about asking current donors, loyal supporters, and even monthly donors for more — without overthinking it, without worrying about what’s “too much,” and without trying to budget their philanthropy for them. Your job is to communicate the need, build relationships, and invite generosity. The rest is up to them.

• Why asking for more is the #1 strategy for end-of-year success
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• How to stop worrying about what’s “too much” for your donors
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• Why perfectionism and over-preparing can actually hold you back
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• How humility can make up for lack of know-how or missteps
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• Why fundraising is risky — and why that’s okay
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• How to turn mistakes into stronger donor relationships
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• Tips for having confident, clear conversations with your supporters
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• My approach to determining ask amounts and staying decisive
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• How to navigate awkwardness, conflict, and uncertainty with donors
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The truth is, most of us overthink asking for more, and that hesitation costs time, energy, and ultimately, donations. I want you to feel set free from the fear of asking for too much or getting it “wrong.” Humility, emotional intelligence, and willingness to risk are your allies — they allow you to make the ask, repair missteps if needed, and build stronger, healthier relationships.

Whether you’re raising major gifts for the first time or trying to hit your end-of-year goals, this episode is packed with practical advice and encouragement to help you lean in, take the risk, and ask for more.

DM me CL to learn about joining Courage Lab, my cohort for leaders who want to raise $100K+ in just 1–2 hours a week.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

Hey friend, I’m coming to you from Chicago (yes, I just moved here a few days ago!) and I’m not missing a beat. Rain or shine, I’m showing up to help you crush your end-of-year fundraising goals.

This episode is part two of our mini-series on end-of-year giving. If you haven’t already listened to the workshop replay in the previous episode, go back and queue that up - it’s full of strategy, tactics, and my full roadmap for hitting your year-end goals.

Today, I’m sharing three specific practices that keep me focused, grounded, and effective during the chaos of year-end fundraising  especially when it comes to major gifts. These are simple, doable habits that make a massive difference when the pressure is on.

In The Episode I’m breaking down:

• The First 60: Why the first 60 minutes of your day should always go to donor outreach — and how that one habit can completely shift your fundraising momentum.
• Ruthless Time Management: How to make decisions based on one question — “Will this help me reach my fundraising goal?” — and why saying no more often is actually the most selfless thing you can do.
• Assume the Best: How adopting an abundance mindset changes the way you lead, ask, and connect — and why believing the best in your donors (and yourself) directly impacts how much you raise.

I’m also getting real about boundaries, board dynamics, and what healthy leadership looks like for fundraisers who are tired of being stretched too thin.

End-of-year giving can feel overwhelming — but it doesn’t have to. If you want to hit your goals without burning out, it comes down to focus, boundaries, and belief.

These three habits are what I return to again and again,  they’re how I protect my time, serve my donors well, and keep my energy focused on what actually moves the needle.

If you’ve ever felt like you’re drowning in meetings, stretched between competing priorities, or second-guessing how to show up for donors -  this episode is your permission slip to lead differently.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

Hey friends,  Welcome to this week’s episode, a special replay of a workshop I hosted on end-of-year fundraising strategies. If you’re in the nonprofit or fundraising world, this is a must-listen! I’m diving into **practical, tactical advice** for how I approach major gift fundraising to crush ambitious year-end goals. Spoiler alert: this is all about keeping it *simple*—because simplicity is the vibe here.  

Here’s what you’ll hear in this episode:  

1. Mapping Your Fundraising Roadmap

  We kick things off by setting goals and creating a clear strategy to get there. I break down my personal two-page strategy document and how it helps me stay focused.  

2.The Magic of Working Backward 

  Learn how I approach setting ambitious goals—like raising $500K—and break them down into manageable steps. Whether it’s identifying top donors or focusing on one-on-one asks, I’ll walk you through my thought process.  

3.Ask Amounts & Projections  

 I introduce my “Ask Amount Framework” and show you how to determine the right ask based on a donor’s passion, trust level, and capacity. Then, we dig into projections: how to estimate potential gifts with realistic confidence levels.  

4. Courage in Fundraising  

   Let’s get real—asking for big gifts takes guts! I share my journey from sweating over a $2K ask to confidently asking for millions. You’ll hear how to build your courage muscle and get more comfortable with the big asks.  

5. Simple Over Busy

   Whether it’s skipping unnecessary events or learning to advocate for your time, I’ll show you how to cut the noise and focus on what really drives results.  

6. Donor Engagement Tips 

   From sending meaningful updates to personalizing your outreach, I share ways to keep donors engaged, invested, and excited to give—without overwhelming yourself.  

This is like sitting down with a fundraising coach who’s giving you the playbook to simplify and amplify your efforts. Whether you’re just starting out or looking to refine your approach, you’ll walk away with actionable tools to hit your goals.  

Take Action:  

I encourage you to workshop your own fundraising strategy as you listen. Think about:  

- Your big fundraising goal.  

- Who your top 20 donors are.  

- What ask amount feels bold but achievable.  

Let’s make this end-of-year campaign your best one yet!  Enjoy the episode.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

If you’ve ever wondered whether your gala is really worth all the time, money, and energy it takes to pull off, this episode is for you. I’ve been in the trenches planning big-name events with celebrity co-chairs and keynote speakers, and I’ve also seen nonprofits raise six- and seven-figure gifts in just a few conversations. When you compare the cost, the time, and the results—it’s not even close.

In this episode, I’m breaking down the true ROI of galas versus focusing on major gifts, why galas are almost always more exhausting than they are profitable, and how you can start raising unrestricted dollars in less time with a better strategy.

 IN THIS EPISODE, I TALK ABOUT:

• Listener wins: real stories of people who closed $15K, $75K, and even seven-figure gifts just from listening to this podcast
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• The hidden costs of galas- staff time, hard expenses, and energy drain
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• Why gala money is often restricted (and why that ties your hands)
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• The challenge of converting gala guests into loyal donors
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• How major gifts free up your time and bring in bigger, unrestricted dollars faster
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• A client case study: what shifted when she stopped underestimating her board and started asking for more
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• The real reason leaders cling to galas (hint: it’s a courage problem, not a strategy problem)

If you say you value relationship-building, why are you still prioritizing event planning? Major gifts are hands-down the highest ROI strategy, and they don’t burn out your team. You can raise six figures in just a few hours a week with the right strategy, confidence, and language—and without spending nine months planning a gala.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

 Hi friends! I’m so excited to share this episode with you because it’s a conversation with one of my Courage Lab grads, Cara Augspurger. Cara is the Executive Director of the Grace Care Center Foundation just north of Indianapolis, and she’s an all-star leader who has experienced incredible growth over the last six months.

When Cara and I started working together, she was confident in operations and communications but hesitant around major gifts and board engagement. Fast forward just half a year, and her board has hosted an event that raised $273,000 in one night - with multi-year commitments and new major donors at the table. Even more powerful? Cara’s own confidence has skyrocketed.

In this episode, Cara shares how she went from overthinking and procrastinating to boldly inviting donors and board members into the mission  and the specific Courage Lab strategies that helped her get there.

• Cara’s journey from board chair to solo ED  and why she invested in coaching instead of a bonus
• How she made the case to her board to join Courage Lab
• The mindset shift that stopped her from overthinking major gifts
• The event strategy that brought in $273k in one night (with 18 three-year commitments!)
• Why accountability, templates, and consistent invitations completely changed her fundraising results
• How she’s now 25% ahead of her fundraising projections - for the first time in organizational history

Cara’s story is proof that you don’t have to do fundraising alone  and that courage, clarity, and accountability can change everything. Whether you’re a solo ED or just feeling stuck, her transformation shows what’s possible when you stop playing it safe and step into major gifts with confidence.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2 

Season seven of Nonprofit Courage Lab kicks off with a truth-telling pep talk. End-of-year fundraising doesn’t have to mean sleepless nights, burnout, or tolerating underperforming teams and boards. You’re capable of raising millions—unrestricted—and doing it in a way that feels fun and sustainable.

In this episode, I’m calling out the silent habits that hold fundraisers back: saying yes when you need to say no, underestimating yourself and your donors, making excuses for your team, and tolerating mediocrity that poisons your culture. I’ll share what separates the organizations that thrive from those that fall behind—and why advocating for yourself, leading unapologetically, and setting clear expectations are non-negotiables for success.

IN THIS EPISODE, YOU’LL LEARN:

• The funding shifts impacting nonprofits right now—and how to prepare
• Why saying “no” is a leadership skill, not a risk
• The hidden cost of making excuses for underperformers (and how to stop)
• How to use empathy without enabling dysfunction
• A real coaching example: turning around a million-dollar deficit with better leadership conversations
• Why advocating for yourself changes everything—from your workload to your fundraising results

You are capable of more than you realize. It’s time to stop underestimating yourself, stop apologizing, and stop tolerating excuses—from yourself, your team, or your board. When you step into your leadership unapologetically, you’ll raise more money, lead healthier teams, and create lasting change.

Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. 

If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2