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The Fundraising Coach

Tom Iselin

Learn tactics and strategies you need to become an expert at raising money and building a high-performance fundraising program. There are Interviews with industry experts, as well as dozens of practical tactics you can apply immediately to raise more money, improve your program's effectiveness, and inspire you about the art of fundraising.

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28 episodes
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English

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September 2 · 24 min
Your Board Doesn't Have a Governance Problem -- It has a Courage Problem!
Over the years, I've heard countless nonprofit leaders say some version of the same thing: "Our board has a governance problem." Sometimes they're right. A board may have outdated bylaws, weak committee structures, poor orientation for new members, or unclear policies. Those issues certainly matter, and they deserve attention. But after facilitating hundreds of board retreats and strategic planning sessions over the past twenty years, I've come to a different conclusion. More often than not, governance isn't the real problem. It's simply the symptom. The real issue usually runs much deeper, and it's one that few boards are willing to acknowledge. In my experience, the greatest weakness of many nonprofit boards isn't a lack of intelligence, experience, or commitment. In fact, most boards are filled with remarkably accomplished people. They include CEOs, physicians, attorneys, entrepreneurs, bankers, educators, accountants, business owners, and community leaders. These are individuals who routinely make difficult decisions in their professional lives. They negotiate contracts, terminate employees, challenge assumptions, manage crises, and accept responsibility for decisions that affect hundreds or even thousands of people. Yet something curious often happens when those same individuals walk into a nonprofit board meeting. The decisiveness they display everywhere else suddenly becomes caution. Tune in to Learn More!
September 2 · 6 min
Why "Any Questions" is Killing Your Board Discussions
Why "Any Questions?" Is Killing Your Board Discussions I've facilitated hundreds of board retreats over the past 20 years, and I've noticed something fascinating. The moment a board chair or CEO finishes a presentation and says, "Any questions?" the room almost always gets quieter—not livelier. A few people glance at their notes. Someone takes a sip of coffee. Another checks the agenda. Then someone eventually says, "Nope." And just like that, the conversation is over. Ironically, everyone loses. The Fastest Way to End a Conversation Here's the problem: "Any questions?" isn't really a question. It's permission to end the discussion. It's broad. It's vague. And it puts the burden on everyone else to think of something brilliant in the moment. In my experience, silence rarely means agreement. It usually means people are still processing, they're unsure if it's the right time to speak, or they're wondering whether someone else should go first. I've seen this pattern at organizations with $200,000 budgets and at organizations with $200 million budgets. The size of the nonprofit doesn't matter. Human nature does. Tune In to Learn More!
September 2 · 17 min
Your Essential Marketing Quiver - Here!
Many nonprofits believe their mission alone should inspire support. Unfortunately, donors are not mind readers. They cannot automatically feel your impact, understand your programs, appreciate your culture, or grasp the urgency of your work simply because your organization exists. That understanding must be communicated clearly, consistently, emotionally, and professionally. And that's where many nonprofits struggle. Some organizations are doing extraordinary work while presenting themselves with outdated brochures, confusing websites, blurry photos, weak messaging, and annual reports that look like they were assembled during a power outage with leftover clip art from COVID. Meanwhile, organizations with half the impact and twice the marketing budget are raising significantly more money because they understand something important: Presentation influences perception. That may sound shallow, but it's reality. Donors make judgments constantly based on professionalism, clarity, consistency, visual quality, storytelling, and emotional connection. Strong marketing materials signal competence, credibility, momentum, leadership, and trustworthiness. Weak marketing materials signal confusion. Tune in to learn more!
September 2 · 11 min
A Strategic Planning Doc Should be a Decision-Making Tool, Not a Coffee Table Book
I've seen some beautiful strategic plans over the years. Thick paper. Gorgeous photography. Inspirational quotes. Color-coded priorities. One organization even handed me a plan that looked expensive enough to have its own insurance policy. There was just one problem: Nobody was using it. That's more common than nonprofit leaders like to admit. Organizations spend months creating strategic plans, celebrate when the board approves them, distribute a few polished copies, and then quietly place them on shelves. Six months later, somebody pulls one out during the next strategic planning update session and says, "Huh. I forgot we said we'd do that." A strategic plan isn't supposed to document what you decided. It's supposed to help you make the decisions that come next. Tune in to learn more!
September 2 · 14 min
How Great Fundraisers Prepare for Donor Meetings
Preparation reduces anxiety It also increases confidence, clarity, credibility, and effectiveness. Unfortunately, too many nonprofit leaders and development staff walk into donor meetings carrying little more than optimism, caffeine, and vague hope that "something good will happen." Then midway through the meeting, they forget key facts, stumble through the organization's impact numbers, contradict each other in group meetings, or launch into rambling explanations that sound like a hostage reading cue cards. Not ideal. Great fundraisers—the strongest relationship-based fundraisers—approach donor preparation very differently. They think strategically before every donor interaction. They anticipate questions. They rehearse conversations. They study the donor carefully. They coordinate messaging. They eliminate surprises wherever possible. In short, they prepare. And yes, occasionally they still sweat through their shirt anyway. But at least they sweat professionally. :-) Tune in to learn more!
September 2 · 10 min
Every Board Has an Elephant. Most Just Feed it.
Every board has an elephant. Maybe it's the board member who dominates every conversation. Maybe it's the beloved CEO whose performance has quietly slipped. Maybe it's the fundraising problem everyone discusses but nobody owns. Or perhaps it's the strategic initiative that has been "almost successful" for six consecutive years. Everyone knows it's there. Nobody wants to mention it. So the board does what organizations often do when courage becomes inconvenient: They feed the elephant. Elephants Have Excellent Appetites Boards feed elephants in all kinds of ways. They postpone difficult conversations. They soften uncomfortable language. They create committees. They commission another study. They put the issue on next month's agenda, where it enjoys a brief appearance before being returned safely to its natural habitat. Occasionally, they even hire a consultant. As a consultant, I appreciate the business, and it would be a privilege to help. But sometimes you don't need another consultant. You need someone in the room willing to say, "We all know what the problem is. Why aren't we dealing with it?" That's where leadership begins. Tune in to learn more!
September 2 · 11 min
5-Step Formula for Setting Up a Donor Meeting
For many nonprofit leaders and fundraisers, making the initial donor call feels about as comfortable as parallel parking a boat. Even highly confident professionals suddenly become nervous, overly formal, or strangely robotic the moment they pick up the phone to call a potential donor. And honestly, it makes sense. Fundraising calls carry emotional pressure. You don't want to sound pushy. You don't want to waste the donor's time. You definitely don't want to sound like a telemarketer calling during dinner asking whether they'd like to switch long-distance providers in 1997. So what do most people do? They ramble. They over-explain. They talk too long. They apologize unnecessarily. They bury the purpose of the call beneath five minutes of weather updates and nervous storytelling before finally blurting out something vague about "getting together sometime." Meanwhile, the donor has spent the entire conversation wondering, "What exactly is happening right now?" Tune in to learn more!
September 2 · 7 min
The Biggest Lie in Strategic Planning
Board members say it all the time. "We're just not ready to make that decision." It sounds thoughtful. Responsible. Even wise. After all, no one wants to rush an important decision. But after facilitating hundreds of strategic planning retreats across the country, I've come to believe this is often the biggest lie in strategic planning. Not because board members are dishonest. They're not. Most are intelligent, dedicated people who genuinely want what's best for the organization. The problem is that "we're not ready" is often a more comfortable way of saying, "We know what we need to do—we just don't want to do it." Tune in to hear more!
June 5 · 14 min
The Importance of Building a Donor Pipeline BEFORE You need It!
The Importance of Building a Donor Pipeline BEFORE You need It! Here's a truth most development directors don't want to admit out loud: Your donor base is quietly shrinking. Not because you're doing bad work. Not because your mission isn't compelling. Not because your fundraising team isn't trying. But because donors are human. They retire. They relocate. They redirect their giving. They get distracted by grandkids. They fall in love with a new cause. And sometimes, without warning, they just have a change of heart before writing that six-figure check you were sure was coming. If you are not consistently identifying and cultivating new donors, you are not building stability, you're borrowing time. Savvy fundraisers understand this. They are not paranoid. They are practical. They know fundraising is part math, part psychology, and part ongoing treasure hunt. And they know something else: The organizations that prospect consistently don't panic. The ones that don't . . . eventually do. Let's talk about how to build a donor pipeline that is deep, resilient, and slightly unstoppable.
June 5 · 14 min
Board Retreat Blunders and Mistakes that Sabotage Retreats
Board Retreat Blunders and Mistakes that Sabotage Retreats Board retreats are supposed to be powerful. They're supposed to create clarity, alignment, momentum, unity, and ownership. They're meant to be the moment when a board steps out of the day-to-day grind and finally gets honest about where the board is—and where it's going. Instead? Too many retreats feel like a long, expensive meeting with better snacks. People show up with good intentions. They sit through presentations. They nod politely. They eat. They participate just enough to feel engaged. And then they leave. And nothing really changes. No meaningful decisions. No real alignment. No unity. No ownership. No movement. Just a lingering sense that "we talked about some good stuff." That's not a retreat. That's a missed opportunity. And after facilitating hundreds of board retreats across the country, I can tell you this with complete confidence: Most board retreats fail for predictable, avoidable reasons. Here are some classic board retreat blunders and mistakes you want to avoid. Listen in!
June 5 · 15 min
Part 3 of 3: Ask Better, Raise More Money -- Fundraising Ask Tactics and Strategies
Part 3 of 3: Ask Better, Raise More Money -- Fundraising Ask Tactics and Strategies Most fundraisers spend far too much time worrying about the "perfect ask," as if somewhere out there is one magical sentence that makes every donor instantly reach for a checkbook. There isn't. Fundraising is not a Jedi mind trick, and donors are not slot machines you jiggle until money falls out. The truth is much more practical: different donors respond to different types of asks, and the best fundraisers know how to choose the right one for the right person at the right moment. That's why experienced fundraisers don't fall in love with just one asking style. They build a toolkit. They know when to keep it simple, when to make it visual, when to create momentum, when to lean into competition, and when to invite support without asking for money at all. In other words, they don't walk into every donor meeting swinging the same hammer and hoping everything turns into a nail. They use judgment, timing, and a little creativity—which, frankly, beats awkward begging every time. In Part 1 and Part 2, we covered the foundational and scalable ask strategies that drive day-to-day fundraising success. In this final part of the series, we turn to long-term strategy—exploring the ask types that create stability, permanence, and legacy-level impact.
June 5 · 16 min
Part 2 of 3: Ask Better, Raise More Money -- Fundraising Ask Tactics and Strategies
Part 2 of 3: Ask Better, Raise More Money -- Fundraising Ask Tactics and Strategies Most fundraisers spend far too much time worrying about the "perfect ask," as if somewhere out there is one magical sentence that makes every donor instantly reach for a checkbook. There isn't. Fundraising is not a Jedi mind trick, and donors are not slot machines you jiggle until money falls out. The truth is much more practical: different donors respond to different types of asks, and the best fundraisers know how to choose the right one for the right person at the right moment. That's why experienced fundraisers don't fall in love with just one asking style. They build a toolkit. They know when to keep it simple, when to make it visual, when to create momentum, when to lean into competition, and when to invite support without asking for money at all. In other words, they don't walk into every donor meeting swinging the same hammer and hoping everything turns into a nail. They use judgment, timing, and a little creativity—which, frankly, beats awkward begging every time. In Part 1, we covered five foundational ask tactics that help you start conversations and create momentum. In this part of the series, we shift from momentum to structure—focusing on the ask tactics that build consistency, loyalty, and scalable revenue across your donor base.
June 5 · 15 min
Part 1 of 3: Ask Better, Raise More Money -- Fundraising Ask Tactics and Strategies
Part 1 of 3: Ask Better, Raise More Money -- Fundraising Ask Tactics and Strategies Most fundraisers spend far too much time worrying about the "perfect ask," as if somewhere out there is one magical sentence that makes every donor instantly reach for a checkbook. There isn't. Fundraising is not a Jedi mind trick, and donors are not slot machines you jiggle until money falls out. The truth is much more practical: different donors respond to different types of asks, and the best fundraisers know how to choose the right one for the right person at the right moment. That's why experienced fundraisers don't fall in love with just one asking style. They build a toolkit. They know when to keep it simple, when to make it visual, when to create momentum, when to lean into competition, and when to invite support without asking for money at all. In other words, they don't walk into every donor meeting swinging the same hammer and hoping everything turns into a nail. They use judgment, timing, and a little creativity—which, frankly, beats awkward begging every time. This three-part series breaks down 14 proven types of fundraising asks you can use to raise more money more effectively. In this first installment, we'll cover five foundational ask types that every fundraiser should have ready at all times.
April 6 · 9 min
The Year-End (Holiday) Fundraising Secrets Nobody Uses
The "Notify First" Trick There's one move that can turn your ho-hum year-end appeal into a home run: notify first! Before you send a single email or stuff a single envelope, reach out to donors—by phone or email—and announce your campaign is coming. This one act can boost your response rate up to five times higher. If you actually reach a donor and they feel connected to your cause, half of them will give. Do it well, and that number can soar 70%. Incredible. But skip the notification and rely only on a generic appeal letter or email? Expect a limp response rate of just 1–3%. Maybe 5% if you're lucky. (It's like brewing coffee without heating the water—you'll still get something brown, but nobody's drinking it.) Listen in and Learn!
April 6 · 17 min
Specialty Events: How To Turn Small Gatherings into Big Gifts
Let's be honest: most nonprofits don't need another event. They need better ones. The kind that doesn't drain staff, exhaust volunteers, or leave donors wondering why they just spent two hours listening to speeches when they could have been home in slippers. That's where specialty events come in. Savvy fundraisers love specialty events—typically gatherings of 10 to 75 people—because they create something you simply can't replicate at a big gala. Donors see friends they respect, meet peers they admire, and experience your mission together. There's energy in the room. Momentum. A subtle but unmistakable sense that this is something worth being part of. Listen in and Learn!
April 6 · 9 min
How to Fund Your Next Board Retreat or Strategic Planning Session
Every nonprofit eventually hits a moment of polite stagnation. Board meetings are full, calendars are packed, and everyone is working hard—but progress feels heavier than it should. Conversations repeat themselves. Decisions take longer. Direction becomes unclear. Passion wilts. The organization isn't broken, but it isn't quite clicking either. That's usually when someone finally says what everyone else is thinking: "We should probably do a board retreat." Or, "Maybe it's time for a planning session." The idea hangs in the air for a moment, feels responsible and hopeful, and then gets quietly shut down with a familiar phrase: "We just don't have the budget for that right now." That sentence sounds practical. It feels disciplined. And most of the time, it's the wrong conclusion. Listen and Learn!
April 6 · 6 min
Board Members: Help Raise Money (Without Asking For It!)
Fear not! To raise money, you and your fellow board members don't have to cold call strangers (or worse, friends), or suffer through awkward donor coffees where you feel like the people at the table next to you are eavesdropping on your shaky pitch. Nope. There's an alternative. It's a heck of a lot easier for board members to do things that support the fundraising efforts of the organization, rather than do something terrifying they loathe. Below is a list of 21 things board members with no fundraising experience can do to support the fundraising efforts of the organizations they care so much about. And for those board members who love to ask for money, give them a list of people to call and meet, and let them work their magic. For everyone else, have them choose a few things from the list below. Their contributions will lower the work burden of the fundraising staff and provide valuable resources and impact that will ultimately help raise more money. Listen in and learn!
Nov 7, 2025 · 8 min
10 Strategic Fundraising Principles - Every Fundraiser Should Know
Fundraising—it's part charm offensive, part emotional trapeze act, part caffeine-fueled chaos. Some days you feel like a philanthropic superhero, and other days you're crying into your donor database while searching for the 'undo' button. But you don't have to go it alone. Enter the Rainmakers: the mythical, magical, magnificently strategic fundraisers who know how to play the long game—with flair. What's their secret? These 10 fundraising principles. We're talking about donor stickiness, connection asks, custom everything, and enough 'You' language to make even Shakespeare blush. Strap in, folks. You're about to take a rollercoaster ride through fundraising best practices—Robin Williams style. Listen and learn . . .
Nov 7, 2025 · 7 min
Don't Pitch—Connect: 10 Smart Moves for First Donor Meetings
Your first face-to-face meeting with a donor isn't a sales pitch or interview. And it's definitely not the time to comb through the details for your 30-page strategic plan. It's a discovery conversation—a delightful dance where you listen, learn, and laugh. Apply the following 10 tactics to get your first meeting right and the odds of landing a second meeting (and ultimately a donation) jump to more than 70%. Not bad for the cost of a latte and scone. Listen in and learn . . .
Nov 7, 2025 · 6 min
A Lighthearted Field Guide to Fundraising Disasters
Here's a crash course in what "not" to do when fundraising, what donors secretly loathe, and a short list of how to ask for money without breaking into hives. Listen in and learn . . .

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