In this data-packed episode of The Responsive Lab, Scott Holthaus and Carly Berna sit down with John Mark Vanderpool, co-founder of Social Impact Solutions, to talk all things Donor Lifetime Value (LTV).

 

John Mark brings a unique perspective — combining nonprofit experience, impact evaluation, and business acumen — to help leaders rethink their fundraising strategy. In the episode, you’ll explore how understanding and leveraging donor LTV can completely shift your acquisition strategy, communications, and ultimately, your impact.

 

John Mark shares:

Why LTV isn’t just for startups anymore

Balancing acquisition cost and donor value

The case for quality over quantity in donor portfolios

How to calculate and apply long-term net metrics

Real examples of using social impact data to engage ideal donors

 

Plus, you’ll hear a powerful story of a nonprofit that drove 7-figure revenue through clever acquisition strategy without spending a dime on fundraising.

 

📌 Explore more from Social Impact Solutions at https://www.socialimpactsolutions.com/ 

📌 Take the free fundraising quiz at https://www.fundraisingquiz.org/ 

 

Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with Heather Hiscox, social impact strategist and author of No More Status Quo, to unpack how nonprofits can lead organizational change with empathy, inclusion, and clarity. Heather shares the story behind her innovative PAUSE Framework — a practical, five-step method to navigate uncertainty and build sustainable change.

 

From challenging the myths of startup culture to redefining change management through a lens of love, care, and equity, Heather reveals the tools nonprofit leaders need to stop defaulting to consultants or technology as a silver bullet — and start empowering their teams through behavioral change and continuous learning.

 

💡 Learn how to:

Redesign your change processes with intentional empathy

Shift from assumptions to co-designed solutions

Use stakeholder interviews to fuel real transformation

Apply behavioral testing before full-scale implementation

 

📚 Explore more of Heather’s work:

The PAUSE Framework: https://www.pauseforchange.com/

Her book “No More Status Quo”: https://letherspeakusa.org/no-more-status-quo/

Online conversation series: https://www.possibilityproject.org/

 

Virtuous is a software company committed to helping nonprofits grow generosity.

 

Virtuous believes that generosity has the power to create profound change in the world and in the heart of the giver. With that in mind, it’s their mission to move the needle on global generosity by helping nonprofits better connect with and inspire their givers.

 

Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, Carly and Scott sit down with Aidan Augustin, Co-founder and CRO at Feathr, to unpack how to turn your story into a strategy that actually drives donor action.

 

Nonprofits are facing real headwinds — from declining trust to loud public skepticism. But Aidan makes the case that now is the time for nonprofit leaders to get louder, not quieter. With humor, clarity, and tactical advice, Aidan explains how digital marketing can fuel fundraising success and help change the narrative around nonprofit impact.

 

You’ll learn how to:

Use storytelling to counter negative press and drive action

Map your donor journey with a marketing funnel mindset

Start with bottom-of-funnel wins like retargeting and work your way up

Integrate marketing and fundraising for better results

Measure ROI on marketing and prove its value to your board

 

🔗 Learn more about Feathr: https://www.feathr.co/

🔗 Connect with Aidan on LinkedIn: https://www.linkedin.com/in/aidanaugustin/

 

Virtuous is a software company committed to helping nonprofits grow generosity. Virtuous believes that generosity has the power to create profound change in the world and in the heart of the giver. With that in mind, it’s their mission to move the needle on global generosity by helping nonprofits better connect with and inspire their givers.

 

Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

Mid-level donors are often overlooked. But in this episode of The Responsive Lab, Jeff Schreifels joins co-hosts Carly Berna and Scott Holthaus to explain why that’s a costly mistake.

As Principal at the Veritus Group and a recognized authority in major gifts, Jeff shares the pivotal role mid-level giving plays in a healthy donor pipeline. He breaks down the common roadblocks nonprofits unintentionally put in front of givers and offers practical guidance for teams ready to take their mid-level programs seriously.

💡 Learn more about Jeff and Veritus Group at veritusgroup.com

Virtuous is a software company committed to helping nonprofits grow generosity. Virtuous believes that generosity has the power to create profound change in the world and in the heart of the giver. With that in mind, it’s their mission to move the needle on global generosity by helping nonprofits better connect with and inspire their givers.

Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, we’re exploring the intersection of artificial intelligence and human empathy with two visionary leaders at Virtuous: Gabe Cooper, CEO and Founder, and Nathan Chappell, Chief AI Officer.

 

They unpack the myths, ethics, and incredible potential of AI to help nonprofits grow generosity at scale, without sacrificing what makes fundraising meaningful. From automating repetitive work to enabling truly personal donor experiences, this conversation reframes the future of fundraising not as human or machine, but human plus machine.

 

Listen in as they explore:

What ethical AI really means in a nonprofit context

How AI can free up fundraisers to focus on what matters most

Real-world examples of AI driving donor engagement

Why the future belongs to responsive, data-driven fundraising teams

 

Listen and learn how AI, when built for good, can help you do more of the right things for more of the right people.

 

The Responsive Lab is brought to you by Virtuous. Virtuous is a software company committed to helping nonprofits grow generosity. Virtuous believes that generosity has the power to create profound change in the world and in the heart of the giver. With that in mind, it’s their mission to move the needle on global generosity by helping nonprofits better connect with and inspire their givers.

 

Get a copy of Gabe's book: https://virtuous.org/resource/responsive-fundraising-by-gabe-cooper/

Get Nathan's books: https://nathanchappell.com/books/

Explore Nathan's blog: https://nathanchappell.com/resources/

 

Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist.

On this episode of Ask a Responsive Fundraiser, Scott chats with Christine Robertson, Consulting Manager at NPact and expert in nonprofit CRM systems, to unpack the essential role that clean data, empowered teams, and thoughtful automation play in driving generosity.

 

Christine doesn’t just talk about data management; she shows how it can transform fundraising when done right.

 

Topics covered:

 

• Why maintaining your database is like cleaning your house—and how to tackle it one strategic step at a time

• How to shift database teams from “back office” to strategic fundraising partners

• Practical tips to build automation that saves time without sacrificing donor nuance

• How to build repeatable systems that support personalized donor journeys at scale

 

Learn more about Christine's work at NPACT or connect with her on LinkedIn.

 

Ready to deepen your donor relationships and drive meaningful results? Learn more about Virtuous and how responsive fundraising can help your team grow generosity.

What does it really take to grow generosity in 2025?

In this episode of The Responsive Lab, co-host Scott Holthaus sits down with Carly Berna, Fundraiser in Residence at Virtuous, and Gabe Cooper, CEO of Virtuous, for an in-depth conversation about the newly released 2025 Virtuous Nonprofit Fundraising Benchmark Report.

You’ll learn why these seven KPIs matter more than ever, what the data reveals about donor loyalty and mid-level giving, and how nonprofits can turn these insights into action, without overwhelming their teams.

New this year:

    • “Days between first and second gift” metric

    • Ready-to-use board deck and health check tools

    • Real customer stories woven throughout

📥 Download the full report: https://virtuous.org/resource/nonprofit-benchmark-report-2025

The Responsive Lab is brought to you by Virtuous. Virtuous is a software company committed to helping nonprofits grow generosity. Virtuous believes that generosity has the power to create profound change in the world and in the heart of the giver. With that in mind, it’s their mission to move the needle on global generosity by helping nonprofits better connect with and inspire their givers.

Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist.

Special thanks to editor and sound engineer Tom Meintzer and producer Riley Young.

Fundraisers today are overwhelmed. Between short donor attention spans, economic uncertainty, and leadership pressure to meet ambitious goals, it’s easy to feel stuck or burnt out.

That’s exactly why Beth Fisher, nonprofit consultant, strategist, and former Chief Advancement Officer, joined Scott and Carly to share a perspective that’s as empowering as it is practical.

In the episode, Beth gets real about:

- What it means to be “tenaciously relational”

- Why most fundraising feels inauthentic, and how to fix it

- How to break through the noise with genuine connection

- The balance between hitting budget numbers and building long-term donor trust

- The one thing every fundraiser should do if they’re feeling stuck

Whether you’re new to fundraising or leading a seasoned development team, Beth’s advice will help you build donor relationships that actually last, and bring more joy to your work in the process.

👉 Learn more about Beth and her consulting work at https://bethfisher.com/ and https://www.fisherstrategic.com/

Meanwhile, discover more about The Responsive Lab at virtuous.org/podcast

Season One of The Responsive Lab is brought to you by Virtuous.

Virtuous is a software company committed to helping nonprofits grow generosity. Virtuous believes that generosity has the power to create profound change in the world and in the heart of the giver. With that in mind, it’s their mission to move the needle on global generosity by helping nonprofits better connect with and inspire their givers.

Learn more at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

Special thanks to editor and sound engineer Barry R. Hill and producer Riley Young.

In this episode of Ask a Responsive Fundraiser, Scott talks with Glen Peck, SVP of Technology & Business Intelligence at the Lustgarten Foundation, about the often-overlooked elements that make or break a CRM transition.

Glen brings deep insight into how large nonprofits can lead tech change with clarity, reduce disruption, and use reporting to make smarter decisions. He outlines how fundraising and tech teams can work together to build systems that actually grow giving.

Topics Covered:

• How to prepare your org for a CRM migration

• Why it’s time to rethink legacy workflows, not replicate them

• The role of reporting in fundraising leadership

• How tech teams can move from maintenance to innovation

Learn more about The Lustgarten Foundation: https://lustgarten.org/

Ready to deepen your donor relationships and drive meaningful results? Learn more about Virtuous and how responsive fundraising can help your team grow generosity: https://vrtuo.us/4hsSN6g

Are your events helping you grow relationships or just revenue?

In this episode of Ask a Responsive Fundraiser, Scott sat down with Trevor Nelson, Co-Founder of HGA Fundraising and host of the Hey Nonprofits podcast, to explore how nonprofit events can become a springboard for long-term donor engagement, not just a one-night success.

Trevor is known for leading nonprofits to more profitable fundraising experiences through HGA’s auction services, but what stands out most is his commitment to donor relationships after the event.

In this conversation, you'll get key insights on things like:

• Why many nonprofits leave donor potential on the table after events

• What behavioral signals to look for to identify committed supporters

• How auctions, raffles, and follow-up strategies can drive donor lifetime value

• Why a responsive mindset is key to connecting donors with your mission beyond the ballroom

Trevor reminds us that if you’re only thinking about dollars raised that night, you’re missing the real opportunity.

Learn more about HGA Fundraising: https://hgafundraising.com/

Listen to the Hey Nonprofits podcast: https://hgafundraising.com/nonprofit-podcasts/

Ready to deepen your donor relationships and drive meaningful results?

Learn more about Virtuous and how responsive fundraising can help your team grow generosity: https://vrtuo.us/4hsSN6g