The Intentional Fundraiser Podcast

By Tammy ZonkerBusiness Education How To Non-Profit

The Intentional Fundraiser Podcast episodes

November 10What 2026 Taught Us About Major Gifts
Where did last year's lessons go?
The donor who told you why she stopped giving.
The appeal that worked and nobody knew why.
For most of us, those lessons went nowhere. They got buried under the next appeal, the next event, the next "Where are we against goal?"
A development director I'll call Marcus canceled his year-end debrief every December. There was always a reason.
Last year, he held the line. Two hours. Three questions on a whiteboard.
What worked? What didn't? What changed around us?
Halfway through, a gift officer said, "Wait a minute."
Nearly every donor who made a stretch gift had been personally thanked within 48 hours of their previous gift.
They made it a rule. This fall, their renewal rate was the highest Marcus had seen in his time there.
That's the story behind this week's episode of The Intentional Fundraiser: "What 2026 Taught Us About Major Gifts."
We talk about:
Why 2026 deserves a closer look than most years
Three reflection lenses: results, relationships, and systems
How data and AI can surface patterns you'd otherwise miss
The one sentence that turns reflection into strategy

So let me ask you.
If you don't make time to learn from this year, what makes you think next year will be different?
🎧 Listen to this episode, then share it with a fundraiser who's deep in the year-end rush.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
24 min
November 03Overcoming Internal Barriers to Major Gifts
A salary is certain. A gift is a gamble. That's what one CFO told his development director.
She left his office sure she'd lost.
Her program director was worried a big donor would hijack the mission.
A board member said, "Our donors just don't give like that."
Three skeptics. Three different fears.
So she stopped pushing and started asking one question:
"What would need to be true for you to feel good about this?"
The answers led to a 90-day pilot. No new hire. Twenty donor visits. The program director came along on a few. The CFO helped decide how to measure success.
Three gifts over $25,000. One multi-year pledge.
And the CFO asked, "What would it take to do this full-time?"
That's the story behind this week's episode of The Intentional Fundraiser: "Overcoming Internal Barriers to Major Gifts."
We talk about:
Why internal resistance makes sense, especially in 2026
The Resistance Map for leadership, programs, finance, and board
How to design a pilot that turns doubters into champions
One challenge to try with a skeptic this week

So let me ask you.
What if your biggest skeptic is one good conversation away from becoming your biggest champion?
🎧 Listen to this episode, then share it with a fundraiser who keeps hitting the same internal wall.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Practivated: Fundraising is challenging, but practicing doesn’t have to be. Sign up for a demo.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
23 min
October 27Staying Whole While Raising Big Gifts
Ever sat in your car after a donor visit just to catch your breath?
Me too. And I think we need to talk about it.
Raising big gifts is emotional work.
In one week, you might hold a donor's grief, a board member's impatience, and your ED's worries about cash flow. Then you walk into the next meeting and show up warm and curious anyway.
A major gift officer I'll call Alisha did that for months. Then she stopped calling her top donors. Every call felt like it needed more than she had left.
She didn't need a new strategy. She needed a way to stay whole.
Two minutes in the car before every visit. A kinder sentence after hard meetings. A Friday call with a peer.
That spring, she closed the largest gift in her organization's history.
That's what this week's episode of The Intentional Fundraiser is about: "Staying Whole While Raising Big Gifts."
We talk about:
The pressures fundraisers are carrying in 2026, named honestly
Mindset and self-compassion tools that help you stay courageous
Simple practices that protect your energy before and after big meetings
A 30-day resilience challenge

So let me ask you.
What would change in your donor conversations if you walked in at full battery instead of twelve percent?
🎧 Listen to this episode, then share it with a fundraiser you know who's carrying a lot right now.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
22 min
October 20Human-Centered Major Gifts
A donor rode a city bus at 6:15 a.m. He hadn't been on one since college.
The woman next to him had lived in that neighborhood for forty years. She was about to change his $250,000 gift.
They were riding the route families take to the local food pantry.
One hour and ten minutes. One transfer. And when they arrived, the doors didn't open until ten.
He looked at his watch and said, "Nobody who works a morning shift can do this."
She smiled. "That's what we've been trying to tell you."
He and his wife had offered a gift to expand the warehouse. Instead of saying yes on the spot, the executive director invited them to sit at a table with other donors and five paid neighborhood residents to decide together.
The table chose a mobile market along bus routes and evening hours.
The donors? They turned their gift into a multi-year commitment.
That's what this week's episode of The Intentional Fundraiser is about: "Human-Centered Major Gifts."
We talk about:
Why the human-centered model is rising in 2026
Four practical ways to share power in major gifts, plus my Power Dial
How to frame this with donors, communities, and your board

🎧 Listen to this episode, then share it with a colleague, an ED, or a board member who's ready to fundraise with, not for.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
22 min
October 13Thinking Global: Cross-Border Major Gifts
A 6:45 a.m. call from London. A donor wanted to give $1.5 million to the children's hospital that saved her little brother.
Her gift officer was thrilled. Thirty seconds later, she was terrified.
Because the donor was a US citizen living in London. Her husband was British. The money was in pounds. Their business had accounts in two countries.
Who gets the tax benefit? Which account does the money come from? What if the exchange rate moves?
Here's what I love. She didn't pretend to have the answers. She said, "I want to get this right for you. Can I ask a few questions, then bring in our finance team and your advisors?"
Two months later, the gift was structured in a way that worked for everyone. Every payment arrived on time.
That's what this week's episode of The Intentional Fundraiser Podcast is all about: "Thinking Global: Cross-Border Major Gifts."
I talk about:
Why global giving is showing up at organizations of every size
The core questions to ask early, and the pitfalls to avoid
How to build the right support team so you're never figuring it out alone

Listen at or wherever you get your podcasts, and share it with a colleague or board member who should hear it too.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
23 min
October 06Bringing Relationships Back from the Brink
Her mother's name was spelled wrong.
It was on the plaque. On dedication day. In front of her grandkids.
The mistake didn't end the relationship. What came next almost did.
The clinic took six weeks to fix it. Nobody called. The apology email said, "We apologize for any inconvenience."
The family went silent for a year.
Then a new major gift officer picked up the phone. She named what happened. She said she was sorry. She asked to hear about the donor's mom.
Forty-five minutes later, the door was open again.
On this week's episode of The Intentional Fundraiser, "Bringing Relationships Back from the Brink," I share:
The Four Lenses of Repair for diagnosing what's really going on
Three short scripts for silence, missteps, and conflict
Why timing and channel matter more than you think
How to know when it's time to step back, and how to document it

So let me ask you:
What's one apology your organization owes a donor right now?
🎧 Listen to this episode, then share it with a colleague who's been carrying a donor relationship they're nervous to touch.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
22 min
September 29Stacking the Deck for Year-End Major Gifts
My worst December as a fundraiser?
I spent it chasing a stock transfer with no name on it.
My plan had been "we'll get serious after the gala."
The gala ended in mid-November. You can guess how that year went.
Here's what I learned the hard way. December isn't where year-end is won. It's where you find out how well you planned in October.
And year-end 2026 raises the stakes. New tax rules. Donors who "bunched" their giving into last year. Complex gifts that need more lead time than ever.
On this week's episode of The Intentional Fundraiser Podcast, "Stacking the Deck for Year-End Major Gifts," I walk through:
What's changed for donors this year, and the one question to ask about it
The Year-End Countdown, five checkpoints planned backward from December 31
A one-page dashboard and a 15-minute Monday huddle that keep your whole team focused

Give it a listen this week, then share it with a colleague who's heading into Q4 with a long list and a short runway.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
24 min
September 22Impact Reporting That Deepens Commitment
One page changed everything.
A donor said it was the first report she'd ever kept.
Two years later, she made the largest gift in the organization's history.
It wasn't a glossy annual report. No pie charts. No forty pages.
Just one number she cared about, one note from a teacher, and one honest line about what the team was learning.
The difference? Her development director asked her what success looked like before she made the gift.
That's what this week's episode of The Intentional Fundraiser is all about.
I talk about:
What donors really want to know (hint: it's not how many workshops you held)
How to co-create and right-size impact metrics with your major donors
Simple formats that work in 2026, from brief impact notes to 90-second phone videos
Where AI helps, and where your judgment still matters most

Listen to "Impact Reporting That Deepens Commitment" and share it with a colleague who's rethinking donor reporting.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
21 min
September 15Today’s Gifts, Tomorrow’s Legacy
One question. A lasting legacy. Andrea almost didn't ask it.
She was afraid it would muddy her donor's renewal.
Her donor, Walter, had given faithfully for eleven years.
He was about to renew his major gift. And he kept asking one thing: "Will this program still be here someday?"
Andrea realized Walter was already having the legacy conversation. She just hadn't joined it yet.
So she asked: "What would you want this program to look like twenty years from now?"
That question led to a renewed and increased gift, and a legacy commitment to sustain the program for years to come.
On this week's episode of The Intentional Fundraiser, "Today's Gifts, Tomorrow's Legacy," I share:
Why integrating planned giving and major gifts matters so much right now
Five signals a donor is ready, plus conversation starters that feel hopeful, not morbid
How to partner with planned giving specialists and donors' advisors

Here's what I'm wondering
What's holding you back from raising legacy giving with your major donors?
Listen to this episode, then share it with a colleague or board member who cares about your mission's future.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
23 min
September 08 Calming the Waters: Supporting Anxious Donors
He went quiet for two months.
She thought she'd blown the ask.
She hadn't.
The donor had watched his business take a hit, watched the news every night, and frozen. He wasn't saying no to her $250,000 proposal. He was saying he didn't know how to say yes to anything right now.
Here's what she finally did.
She sent a note that had nothing to do with the gift. She just asked how he was thinking about the year ahead.
He called at 8:15 the next morning and talked for forty minutes. About his company. His kids. How unsure everything felt.
She didn't re-pitch. She asked one question near the end: what would make a commitment feel manageable for you right now?
Five years instead of three, he said. And a conversation each January.
He signed for $300,000.
The gift got bigger because the risk got smaller.
In this week's episode of The Intentional Fundraiser, I'm walking you through the emotional layer of giving in 2026, the four conversational moves I use with anxious donors, and five gift structures that help people feel safe saying yes to something big.
Here's my question for you. When a donor hesitates, is your first instinct to shrink the number or to shrink the risk?
Listen to the episode, then share it with someone on your team who has an anxious donor conversation coming up this week.
More from Tammy Zonker
Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact
Founder of Fundraising Transformed
President of Modern Institute for Charitable Giving
Book Tammy to Keynote Your Next Event
Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar
Subscribe to the Scaling Major Gifts newsletter
Connect with Tammy Zonker on LinkedIn
Resources: Show notes, links, and resources mentioned in this episode.
Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.
Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies
Mentioned in this episode:
Practivated Launchpad
You just hired a fundraiser. The search took months. Now comes the hard part: getting them ready to sit across from donors.
That's why our partners at Practivated built Launchpad, a 30-day onboarding program built on your organization's own mission, case for support and campaign messaging. Your new hire learns your story, gets coaching from Coach Tivy, and takes reps in realistic donor conversations made for their role. And you see their progress from the manager view.
The result? New hires ready in four weeks instead of twelve. At the University of Central Florida, five of six new hires who went through Launchpad were promoted in their first year.
Get your next hire to full stride faster. Book a demo at practivated.com/launchpad.
20 min