Responsive Lab Podcast

EP 91: How to Spark Growth In Your Recurring Giving Program with Dave Raley

In this episode of The Responsive Lab, Carly and Scott sit down with Dave Raley, Founder of the Center for Sustainable Giving. Dave spent 18 years in fundraising and marketing before founding the Center, driven by a belief that sustainable, recurring funding should be accessible to every nonprofit, not just the largest ones. You'll hear about: • Why a flat recurring giving program is often a visibility problem, not a donor problem, and what to look at first • How the first 30 days after a first gift is the most important window to invite donors into recurring giving • Why an invitation to recurring giving is really an invitation to donor identity, and how that reframe changes your messaging approach • Specific ways to upgrade recurring donors beyond just asking for a higher dollar amount, including gift type, additional appeals, and legacy conversations • How to make recurring donors feel genuinely recognized without a large budget or a complicated new workflow • Where nonprofit fundraising technology is furthest behind the subscription economy, and what closing that gap actually looks like Links from the episode: * Connect with Dave on LinkedIn: https://www.linkedin.com/in/draley/ * Learn more about the Center for Sustainable Giving: https://www.sustainablegiving.org/ * Download the Sustainable Giving Growth Blueprint: https://www.sustainablegiving.org/blueprint * See the Recurring Giving Upgrade feature in Virtuous Raise: Recurring Upgrades With One Link Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 90: From RNS 2026 | How to Build a Brand That Drives Long-Term Fundraising Growth with Donna Lucas

In this episode, we bring you content from the 2026 Responsive Nonprofit Summit from Donna Lucas, Chief Marketing Officer at Joni and Friends. You'll hear about: Why being the "best kept secret" is a sign of failure, not something to celebrate How Donna convinced her CFO to shift 60 percent of the budget to brand awareness The framework of brand first, marketing second, fundraising third Why she compares branding to planting, marketing to cultivation, and fundraising to the harvest How Joni and Friends grew fundraising 95 percent over seven years by investing in brand Why treating every social comment and DM like a phone call transformed donor engagement How a full brand audit uncovered nineteen field offices acting like their own marketing agencies Why aligning internal staff around the brand matters as much as external messaging Connect with Donna on LinkedIn: https://www.linkedin.com/in/donnamlucas/ Learn more about Joni and Friends: https://joniandfriends.org/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 89: Building Campaigns That Last Beyond the Goal with Chad Paris

In this episode of The Responsive Lab, Carly and Scott sit down with Chad Paris, Principal and CEO of Parisleaf, a branding agency that helps nonprofits fund progress by branding major fundraising campaigns. Chad has spent nearly two decades advising mission-driven organizations through comprehensive campaigns, and he brings a rare combination of strategic depth and candor about where the philanthropic sector is headed. You'll hear about: • What separates wildly successful campaigns from ones that simply meet their goal, including the four-part framework Chad uses • Why donor fatigue is more often caused by a lack of meaning than by being asked too often, and what that distinction means for how you steward your donors • How campaign branding shapes the way donors feel about your organization for decades • The risk of over-relying on major donors • Why volunteerism is one of the most overlooked indicators of future giving • What nonprofit CEOs and chief development officers are wrestling with right now Links from the episode: -Connect with Chad on LinkedIn: https://www.linkedin.com/in/chadparis/ -Email Chad: chad@parisleaf.com -Learn more about Parisleaf: https://parisleaf.com/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 88: Building Product-Centered Donor Experiences with Ben Webb

In this episode of The Responsive Lab, Carly and Scott sit down with Ben Webb, Chief Marketing Officer at International Justice Mission. He's spent more than 15 years across nonprofit leadership, ministry, and creative consultancy, including a global marketing role at Compassion International where he led teams across digital, innovation, and experience design in more than 30 countries. You'll hear about: * Why most nonprofit marketing fails to inspire and what we can learn from Red Bull's space jump campaign * The shift from direct response fundraising toward product-centered donor experiences * How to create relevance and value for donors using the "good friend" framework * Building marketing teams that blend nonprofit expertise with for-profit innovation * Why your real competition isn't other nonprofits but companies like Amazon and Tesla * The five-phase global marketing framework: insight-driven, concept-led, powered by stories, scaled by technology, measured and refined * How to maintain urgency and heart when the work feels overwhelming Links from the episode: * Connect with Ben Webb on LinkedIn: https://www.linkedin.com/in/benjaminmwebb/ * Learn more about International Justice Mission: https://www.ijm.org/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 87: Building a Better Way to Fundraise with Derric Bakker

In this episode of The Responsive Lab, Carly and Scott sit down with Derric Bakker, CEO of DickersonBakker. With more than three decades of experience as a practitioner, consultant, and business leader, he helps organizations move beyond legacy fundraising models toward relationship-centered approaches. You'll hear about: * Why fundraising feels harder now and how this represents a fundamental shift, not just a cyclical downturn * What "treat every donor like a major donor" actually means in practice * How younger donors are increasingly behaving like major donors in their selectivity and relationship expectations * Why 94% of nonprofit leaders agree change is needed, but 70% say it's not happening * Where AI fits into relationship-based fundraising without replacing human connection * Using data and technology to personalize donor experiences at scale * Simple changes you can make this week to start expressing genuine gratitude and listening to donors Links from the episode: * Connect with Derric on LinkedIn: https://www.linkedin.com/in/derricbakker/ * Visit Better Way Champions: https://betterwaychampions.org/ * Get "A Better Way to Fundraise - Treat Every Donor Like a Major Donor": https://a.co/d/0cF5FgIr * Connect with DickersonBakker: https://dickersonbakker.com/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 86: How To Adopt AI Without Destroying Your Culture with Tim Lockie

In this episode of The Responsive Lab, Carly and Scott sit down with Tim Lockie, founder of The Human Stack. Tim has spent his career at the intersection of data and people, helping nonprofits use information systems to increase impact and decision-making. You'll hear about: * Why the AI conversation happens in a vacuum separate from actual fundraising work * How to think about tech, data, and staff as an integrated system rather than three separate silos * The identity and belonging questions that AI raises for nonprofit staff * How to identify if your tech is ahead of your culture or your culture is ahead of your tech * Finding your AI "first chair" and creating psychological safety for tech adoption * The reality of job displacement and why learning these tools matters regardless * Practical steps for building a culture that supports technology success Links from the episode: * Connect with Tim on LinkedIn: https://www.linkedin.com/in/tlockie/ * Learn more about The Human Stack: https://thehumanstack.com/ * First follower video on YouTube: https://www.youtube.com/watch?v=fW8amMCVAJQ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 85: Using Data Quality to Unlock AI's Potential in Fundraising with Erin Stender

In this episode of The Responsive Lab, Carly and Scott sit down with Erin Stender, CMO at Omatic. With nearly a decade at mission-driven tech companies like Classy and Neon One, Erin brings a unique perspective from both the technology side and the nonprofit board member lens. You'll hear about: * Why nonprofits feel both excitement and trepidation about AI, and how both responses are completely valid * How incomplete or inaccurate data creates costly missed opportunities, from major donors not receiving year-end appeals to lapsed donors getting acquisition-level messaging * Why your CRM serves as the beating heart of your tech ecosystem and how integrations make it more powerful * How to start cleaning up your data without feeling overwhelmed by beginning with one specific decision you're trying to make * Using AI to identify blind spots by asking what you don't know rather than just automating what you do know * Why the mindset shift around AI is often underestimated and how teams can adopt it together Links from the episode: * Connect with Erin on LinkedIn: https://www.linkedin.com/in/erin-hall-stender-2644264/ * Learn more about Omatic: https://omaticsoftware.com/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 84: Building Sustained Giving Through Human Connection and Technology with Chris Larson

In this episode of The Responsive Lab, Carly and Scott sit down with Chris Larson, President & CEO at Ligonier Ministries. Chris has been with Ligonier since 2004, directing all strategic outreach initiatives and overseeing daily ministry operations through significant growth and leadership transitions. You'll hear about: * Why monthly sustainers became the backbone of Ligonier's 55-year mission * How to create "beautiful reciprocity" where donors benefit from the org they support * Balancing investment in younger donors while honoring longtime supporters * Using AI and technology as force multipliers for human relationship building * How to navigate the K-shaped economy without compromising donor relationships * Why fundraising conversations should focus on alignment rather than guilt Links from the episode: * Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrislarson73/ * Learn more about Ligonier Ministries: https://www.ligonier.org/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 83: Turning Program Metrics Into Fundraising Fuel with Chris Palombo

In this episode of The Responsive Lab, Carly and Scott sit down with Chris Palombo, President and CEO of MAP International. Chris leads the organization that serves as the global relief valve for surplus healthcare products, shipping $1.26 billion in medicines and medical supplies to 100 nations annually. His core belief? Nonprofits must speak four distinct languages to demonstrate true impact: heart, finance, medical outcomes, and operational efficiency. You'll hear about: * The four tribes every nonprofit must serve and how to speak their different languages * Why heart stories remain important but can't stand alone in today's accountability landscape * Why transparency should include both successes and the hard realities of nonprofit work * How technology is improving data collection capabilities in developing countries * Building credibility through industry partnerships, accreditation, and codes of conduct Chris shares vivid examples of measuring blood pressure in Sierra Leone villages and implementing electronic medical records in Honduras shrimp farming communities. He demonstrates how sophisticated nonprofits can maintain heart-centered storytelling while building the systems and metrics that demonstrate genuine impact. Links from the episode: * Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrispalombo/ * Learn more about MAP International: https://www.map.org/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 82: Building Diversified Donor Portfolios with Audrey Cooper

In this episode of The Responsive Lab, Carly and Scott sit down with Audrey Cooper, Associate Director of Philanthropy at Evidence Action. Audrey brings 10 years of nonprofit development experience across social services and international development, and has helped Evidence Action scale from its 2013 founding to raising over $60 million annually. You'll hear about: Why donor portfolio concentration becomes dangerous and what the moment of recognition usually looks like How to make strategic first moves when diversifying revenue streams without spreading your team too thin Building the case for unrestricted giving in ways that build trust rather than create donor hesitation Evidence Action's four-category framework for deploying unrestricted donor investments Why data and story are mutually reinforcing rather than competing approaches to donor communication The power of "fundraising sprints" to focus on just a few priorities and follow them through completely How boldness in sharing impact creates collaborative donor relationships that feel more like partnerships Links from the episode: * Connect with Audrey on LinkedIn: https://www.linkedin.com/in/audreymcooper/ * Learn more about Evidence Action: https://www.evidenceaction.org/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 81: How Nonprofits Can Use LinkedIn to Find and Cultivate New Donors with Randy Molland

In this episode of The Responsive Lab, Carly and Scott sit down with Randy Molland, Founder and Chief Giving Officer at Impact Circle. Randy spent years building businesses as an entrepreneur before a trip to an orphanage in Mexico shifted his focus entirely. Since then, he's built a career around one specific gap: helping nonprofits build real relationships with the business community. His core belief? The people with money to give are already on LinkedIn, and most nonprofits aren't showing up. You'll hear about: Why only 43% of nonprofits use LinkedIn and what that gap means for organizations willing to show up How Randy reframes LinkedIn as a Chamber of Commerce, not a job board The outreach approach that separates genuine connection from marketing spam Why funders fund people, not organizations, and how that should shape your LinkedIn presence How to use LinkedIn to find sector-aligned donors and partners at any scale, local or national Three real success stories showing what's possible in the first weeks of using this approach How to think about personal profiles versus org pages and how much posting actually matters Connect with Randy on LinkedIn: https://www.linkedin.com/in/randymolland/ Learn more about Impact Circle: https://impactcircle.network/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 80: Building Healthy Nonprofit Cultures That Fight Burnout with Dr. Jeff McGee

In this episode of The Responsive Lab, Carly and Scott sit down with Dr. Jeff McGee, a leadership and organizational culture strategist and creator of the Triple Loop Leadership framework. Dr. McGee has worked in nonprofits from frontline staff to executive leadership for over a decade and now coaches organizations nationwide on building healthy cultures and managing AI adoption. You'll hear about: * Why lack of honest communication creates quiet disengagement and an "us versus them" mentality between leadership and staff * The key to retention: making staff feel valued, respected, and truly part of the mission they serve * Three major challenges nonprofits face when introducing AI: ethics and privacy concerns, mixed readiness levels, and treating AI as threat versus efficiency tool * How to frame AI as a relationship-building enabler rather than job replacement in the service-oriented nonprofit sector * Using mentorship programs to bridge generational gaps when implementing new technology like AI * Why effective AI adoption is really about strong change management that includes voices from every organizational level Links from the episode: * Connect with Dr. Jeff McGee on LinkedIn: https://www.linkedin.com/in/dr-jeff-mcgee-38185468/ * Learn more about Cross-Cultural Dynamics: www.ccdynamics.org * Get Dr. McGee's book "Reimagining Learning: The Power of Triple Loop Leadership": Order Here * Email Dr. McGee: jmcgee@ccdynamics.org Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

EP 79: Building AI-Powered Major Gift Programs That Don't Lose the Human Touch with Griff Bohm

In this episode of The Responsive Lab, Carly and Scott sit down with Griff Bohm. As one of the founders of Momentum, an AI-powered donor engagement platform for mid-level & major gifts, Griff brings unique insights into how artificial intelligence can transform fundraising without losing the human connection that drives giving. You'll hear about: • Starting with problems instead of solutions when adopting AI tools • Building major gift programs that leverage technology to create more donor time • Understanding why major giving continues to grow as a percentage of overall fundraising • Recognizing donor expectations for personalized, impact-focused communication • Preparing teams for an AI-enhanced fundraising future • Identifying practical AI applications that remove friction from daily work • Creating systems that amplify relationship-building rather than replace it Links: Connect with Griff: https://www.linkedin.com/in/griffinbohm/ Learn more about Momentum: https://virtuous.org/momentum/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at https://virtuous.org/.

EP 78: Building a Loyalty Program That Celebrates Every Gift with Carly Plate and Dominika McLean

In this episode of The Responsive Lab, Carly and Scott sit down with Carly Plate and Dominika McLean from the University of South Florida to talk about building a consecutive giving recognition program that celebrates loyalty over gift size. Their core belief? The donor who gives $25 every year for 30 years deserves just as much recognition as someone who writes one large check. You'll hear about: Why USF created Loyalty Herd to close the gap between major giving programs and unrecognized lower-level consecutive donors How the program defines eligibility: any dollar amount, three or more consecutive fiscal years How USF scaled stewardship across 20,000 donors using milestone touch points, in-house design, and creative campus partnerships Why they chose not to offer a buyback option, and how that decision strengthened the program's intent How to approach data, communications, and development teams before launching a program like this The real ROI of recognizing giving behavior over giving amount Practical advice for teams with small budgets who want to start something meaningful now Links from the episode: Connect with Carly on LinkedIn: https://www.linkedin.com/in/carly-plate-a8373b2b/ Connect with Dominika on LinkedIn: https://www.linkedin.com/in/dominikamclean/ Learn more about the USF Foundation: https://giving.usf.edu/about/about-usf-foundation Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

• Transcript
• Chapters

EP 77: Building a Donor Strategy That Honors Every Gift with Dean Axelrod

In this episode of The Responsive Lab, Carly and Scott sit down with Dean Axelrod, Vice President of Partnerships and Philanthropy at Direct Relief. Dean's career has spanned business, law, and financial services. But the common thread? Helping people and organizations succeed. His core belief? If someone is giving all they have to give, they're a major donor. No matter the dollar amount. You'll hear about: Why Direct Relief moved away from traditional major donor definitions How to build a stewardship philosophy rooted in gratitude and impact The balance between thanking donors and confidently making asks How to use technology to scale personalization without losing the human touch Why hiring for culture fit matters more than hiring fast How to prepare for the future of fundraising in an era of rapid change Dean also shares why every communication should carry value to the donor, not just value to the organization. And why confidence in asking comes from laying the relational groundwork first. Links from the episode: Connect with Dean on LinkedIn: https://www.linkedin.com/in/dean-axelrod-mba-jd-bb010071/ Learn more about Direct Relief: https://www.directrelief.org/ Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

• Transcript

EP 76: How to Build a Brand That Drives Long-Term Fundraising Growth with Donna Lucas

In this episode of The Responsive Lab, Carly and Scott sit down with Donna Lucas, Chief Marketing and Development Officer at Joni and Friends. Donna spent decades in consumer products marketing at ...

EP 75: What the 2026 Nonprofit AI Adoption Report Reveals About How Nonprofits Actually Use AI with Nathan Chappell

92% of nonprofits are using AI. Only 7% say it's actually making a strategic impact. So what's going wrong? In this episode, Carly and Scott sit down with Nathan Chappell, Chief AI Officer at Virt...

EP 74: How to Build a Capital Campaign Around Real Donor Conversations with Meg George

In this episode of The Responsive Lab, Carly & Scott sit down with Meg George, Co-Founder and President at George Philanthropy Group. Meg has spent her career in major gifts and now consults wi...

EP 73: What AI Actually Changes (And Doesn't Change) About Nonprofit Data with T. Clay Buck

In this episode of The Responsive Lab, Carly Berna and Scott Holthaus sit down with T. Clay Buck, Founder and Principal of Next River Fundraising Strategies. Together they explore what AI actually ...

EP 72: Building Trust with Donors Through Better Impact Measurement with Sonja Schappert Howden

In this episode of The Responsive Lab, Carly Berna and Scott Holthaus sit down with Sonja Schappert Howden, Chief Impact Officer at Seed Impact, to unpack what meaningful impact really looks ...