What the Fundraising

Mallory Erickson

What the Fundraising is the podcast for impact leaders and change-makers who are tired of doing things the old school way and are looking for best practices to raise money, run their organization, and think about the nonprofit sector in a whole new way. Every Tuesday for 40-60 min, your host, Mallory Erickson, will be having real and raw conversations with some of the best personal and professional development experts, many of whom are outside the nonprofit sector. These are bestselling authors, world-renowned researchers, and TEDx experts, most of whom have never spoken to a non-profit audience before. They have come ready to share expertise, lessons, and stories that will fundamentally change the way you show up as a leader and fundraiser. There are so many valuable lessons nonprofit leaders are missing because they are outside of their typical orbit, but no more. Mallory is bringing them in and helping to apply her guest's expertise to disrupt the nonprofit sector once and for all. So if you are ready to learn how to upgrade your fundraising strategy, leadership skills, energy, habits, and mindset to bring in more funding and actually have some fun doing it, then this is the right podcast for you. If you’re wanting to implement ideas you heard, visit MalloryErickson.com/Podcast for the top tips and tools, full transcripts, quotes, videos, and additional resources from each episode.

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Top 10 What the Fundraising Episodes

Goodpods has curated a list of the 10 best What the Fundraising episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to What the Fundraising for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite What the Fundraising episode by adding your comments to the episode page.

59. What the Fundraising Season 2 Recap with Dana Snyder

What the Fundraising

07/12/22 • 50 min

It’s dizzying to look back on this past season of What the Fundraising and try to encapsulate all the brilliant advice, life lessons, and wisdom that my guests have shared – which is why I was fortunate to have my good friend Dana Snyder, CEO of Positive Equation, on deck to help out! Together we’re deconstructing some of the big themes impacting nonprofits today as well as the many innovative new ways organizations are approaching donor partnerships.

A lot of our conversations in this space seem to be trending towards pausing – whether for self-reflection, celebration, or recalibration in the face of fast-paced, relentless technological and social change. This episode provides highlights (and links) for some of our most compelling What the Fundraising conversations and favorite topics from perfectionism to donor retention and everything in between. Listen now to hear a thought-provoking, lively, and information-packed episode.

Episode Highlights:

(02:35) – About the brainstorming and support that Mallory and Dana offer each other.

(04:47) – Ep. 37 Highlight: Vanessa Bohns and the Science of Influence. Click here to hear the podcast in its entirety.

(10:40) – When you are afraid of being too “sales-y.”

(13:20) – Defining the word “influencer”

(14:39) – Episode 29 Highlight: Dominique James has thoughts to share on the power of everyday experts. Click here to listen.

(16:00) – Episode 28 Highlight: Shukurat Adamoh-Faniyan shares thoughts on the important expertise and stories that nonprofits need to own! Click here to listen.

(17:02) – Dealing with impostor syndrome

(21:25) – Episode 36 Highlight: Dethra Giles talks about dropping perfectionism in order to get to a place of ownership. Click here to listen.

(22:58) – What happens when we avoid discomfort

(24:25) – Why are we so fearful of looking at things like donor or ad data?

(30:45) – Episode 05 Highlight: Habits expert BJ Fogg explains the concept of “shine”. Click here to hear more.

(31:46) – Dana believes the metrics for “success” in fundraising must change.

(32:01) – Episode 38 Highlight. About the psychology of motivation and how it relates to donor behavior. Listen to the episode here.

(33:05) – Donor stewardship/cultivation can present a “middle problem”.

(37:27) – Finding the space for integration.

(40:54) – Episode 47 Highlight: Fascinating conversation with Donor Relations Guru Lynne Wester about why we see people turn away from nonprofits. Click here for the episode.

(42:40) – Dana touts the innovative partnering opportunities generated by new giving forums.

(45:10) – Two great podcasts to check out on the topic of creative partnering:

Episode 41:

88. Rejection & Resilience: How to Move Forward from No with Estelle Giraud

What the Fundraising

11/22/22 • 39 min

Are you ready to get uncomfortable? Whether in the nonprofit sector or the entrepreneurial startup space, my guest on this episode of What the Fundraising is advocating for a growth mindset that says “okay!” to rejection, makes friends with Imposter Syndrome and just says no to self-critic noise. Estelle Giraud, CEO & Co-Founder of Trellis Health, demonstrates the power of honoring ourselves – even when important funding conversations go south. Pitching a comprehensive health data platform in the hyper-competitive world of venture capital is not for the faint of heart, which is why Estelle has very deliberately chosen to embrace setbacks as nothing more than an opportunity to learn and move on. In other words, it’s nothing personal! For many of us, this isn’t easy to do. But even if the answer is no, we have the right to take up space – without apology. Because remember, as Estelle says, If you’re not getting hit with lots of rejections, you’re probably not aiming high enough!

In this conversation, we explore important self-awareness and growing-edge tools, sharing with you some of the strategies we’ve seen work to create safety and somatic calming. And Estelle is also giving us the gift of vulnerability, sharing how she has weathered disheartening rejection by relying on simple, potent strategies to reconnect with her most grounded self. We talk about the mindset women need to take into the board room, whether on behalf of a nonprofit or a startup venture – one that recognizes the valuable skills and impact we’re offering in exchange for funding. We are not beholden! And we are also not without the resources to cultivate wellness in body, mind and spirit. It starts, says Estelle, with a willingness to be honest with – and present to – each other. “There's benefit to sharing some of that (fundraising) journey and learnings, even if it's not perfectly wrapped up in a little bow and successful,” she says. “There is benefit in sharing a raw process as it happens.”

Get all the resources from today’s episode here.

Follow along on Instagram

Connect with Mallory on LinkedIn

Many thanks to our sponsor, Neon One, the all-in-one donor management system that keeps small and midsized nonprofits on track with fundraising, communications, events, volunteers, and more. You can learn about Neon One's entire suite of products and services here.

If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link.

If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point!

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104. Unsiloed: How to Leverage Behavioral Science to Market Your Mission and Raise More with Evelyn Gosnell

What the Fundraising

02/08/23 • 46 min

When it comes to making consumer choices, it’s well known that humans don’t always act rationally. In fact, as amply documented by economists, we very often actually act against our own best interests! On this episode of What the Fundraising, we’re getting down to the science of giving. Behavioral science, that is! If you haven’t been using the powerful tools and research out there, Evelyn Gosnell, managing director at Irrational Labs, is here to demonstrate all the ways in which you and your nonprofit might be missing out. She shares a ton of fascinating research and practical tools for tackling common fundraising issues, like building organizational trust and recapturing lapsed contributors. Understanding the evolutionary conditioning and reflexive responses behind human decision-making is key – and a first step towards unlocking what motivates donors, who after all are also the everyday users of Lyft, Google and other platforms that Evelyn and her team advise.

You’ll learn how to build specificity and concrete bite-sized goals into calls to action as well as why we fundraisers don’t always have to project perfection. Flaws are fine with constituents, says Evelyn, so long as we can demonstrate at least incremental progress. We also explore how to design in-house pilot studies that pinpoint why some pitches appeal to our base of supporters while others do not. What are their norms, what resonates with their identity? Are you communicating something personal and immediate? There’s so much packed into this episode that you might need to listen twice. And you’ll definitely want to follow up by checking out all the resources (and behavioral science food for thought!) available at Irrational Labs.

(01:55) About the mission of Irrational Labs and how it helps large organizations
(02:58) The core principles behind behavioral economics.
(04:49) The science behind human irrationality.
(05:53) Warm-Glow Giving
(07:10) Goal Gradient Effect
(09:20) Creating goals through the lens of behavioral science.
(12:11) The evolutionary roots of the human tendency to react to things that are personally relatable, identifiable and immediate.
(13:46) About the impacts of “recency bias” and the tension between transactional versus marketing-oriented fundraising campaigns
(18:58) Evelyn highlights an Irrational Labs case study
(20:46) How to reconnect with lapsed donors:
(27:09) About norms and keeping our nonprofits relevant even when they are displaced by other compelling world events.
(28:04) Considering demographic and behavioral norms as possible leverage in targeting and building up donor identity online and elsewhere.
(29:01) Behavioral science-based strategies for building donor identity
(30:45) What is donor trust really about and how do we maintain it?
(32:39) Thoughts on using behavioral science to challenge the Overhead Myth
(37:31) Don’t miss out on all the tools, research and other eye-opening info available at the Irrational Labs website!

Get all the resources from today’s episode here.

Follow along on Instagram

Connect with Mallory on LinkedIn

Many thanks to our sponsor, Feathr for making this episode possible. Our friends at Feather help nonprofits like yours level up their digital campaigns every day through their nonprofit marketing platform. Don’t rely on magic this year. Check out Feathr to streamline your digital marketing campaigns and exceed your goals. Learn more and get started today at Feathr.co.

If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation

122: The People Behind the Products: Using AI for Content Creation with Cherian Koshy

What the Fundraising

04/22/23 • 30 min

112: Creating Donor Personas and Why They Matter with Priscilla McKinney

What the Fundraising

03/10/23 • 38 min

Looking to increase donor trust and recruit more aligned donors to your non-profit? The key lies in your marketing. That might sound obvious, but non-profit marketing goes deep. So, let’s dive in.

Priscilla McKinney, CEO of Little Bird Marketing, is a sought-after keynote speaker, prolific blogger, podcast host, industry innovator, and diversity champion. She personifies creativity, entrepreneurship, and authentic leadership – inspiring others to carve out their own path to success. With a fiery passion for marketing and sustainable lead generation, Priscilla has quite a few gems of wisdom to share with you about fundraising for non-profit organizations.

In this episode, Priscilla shares powerful insights on defining your donor persona, finding balance between operational transparency and storytelling, and getting out of the harmful scarcity mindset that runs rampant in the non-profit sector.

You’ll learn how to connect to your ideal donors en masse, the reality of how the scarcity mindset is impacting your non-profit, and why you don’t need to be as transparent with donors about certain things but you definitely need to be open about others.

In this episode:

Get all the resources from today’s episode here.

Many thanks to our sponsor, Neon One for making this episode possible. When it comes to building strong and stable organizations, it’s all about a connected generosity experience. Our partners at Neon One have built software that makes it easier for you to connect with people and grow a community of generosity. Check them out at neonone.com/mallory today!

Connect with me: Instagram: https://www.instagram.com/whatthefundraising_

Facebook: https://www.facebook.com/whatthefundraising

YouTube: https://www.youtube.com/@malloryerickson7946

LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/

Website: malloryerickson.com/podcast

Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652

If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link.

32: Giving Moments: Creating a Strong Monthly Giving Program Through Education & Storytelling with Becky Straw

What the Fundraising

02/10/22 • 36 min

Becky Straw is the Co-Founder of The Adventure Project, and a true believer in the ability to build community through entrepreneurship and move people out of poverty for good. There are so many amazing elements of The Adventure Project but in this episode, we look into their monthly giving program because it uses some innovative strategies to create strong memory peaks with the members of The Collective (both when donors are first inspired to join and throughout their time in The Collective). We go deep into why storytelling is so effective to build a sense of belonging for the donor and real impact on the ground. Join in and listen to this nonprofit leader that is creating a new partnership and international development model that we can all learn from.

This series is inspired by Neon One’s new donor report: titled ‘ Donors: Understanding The Future Of Individual Giving’. Get early access to the report by going to neonone.com/mallory.

Episode highlights :

02:28 - A passionate volunteer with a dream job: Becky Straw’s first experiences working in the nonprofit sector.

8:28 - The Adventure Project’s partnership model: Becky’s process of knowing, engaging and retaining funders.

13:43 - The collective adventure: How monthly giving became a sustaining force for The Adventure Project throughout the pandemic.

18:23 - Exploring the donor’s experience: Personalization, touchpoints and fundamental aspects of The Adventure Project’s monthly giving program.

22:10 - Addressing the right message: How Becky approaches storytelling to engage with donors looking for alternative models of investment.

27:41 - Supporting female founded organizations in Africa: How did the nonprofit’s new initiative for the women’s fund arised?

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87. Measuring for Success: Alignment, Data, and Donor Confidence with Sasha Dichter

What the Fundraising

11/15/22 • 30 min

Can you imagine a vibrant social impact marketplace built on outcomes-based data? My guest on this episode of What the Fundraising certainly can – because that’s exactly the platform he and his team at 60 Decibels are building out. CEO & Co-Founder Sasha Dichter explains the why behind creating a foundation for genuine benchmarks and repeatability when it comes to measuring nonprofit results. The goal is to give organizations a window into how their programs are performing relative to peers and to set targets based on meaningful feedback.

Our conversation touches on the power of partnerships and lessons learned when Sasha moved from the corporate to the nonprofit sector. Far from his initial impression of fundraising as the pursuit of dollars at benefit dinners – somewhat remote and hands-off – he quickly identified the importance of building partnerships based on trust, not transactions. As Director of Business Development and then Chief Innovation Officer at Acumen, a strategic investor in organizations and people fighting poverty, Sasha learned first-hand about the transformational impacts that can occur when a clearly defined mission meets a genuinely engaged funder. He shares his thoughts on how to identify the core DNA of your organization, bring confidence to the table with donors (you have something of equal or greater value to offer) and build sustained relationships through authenticity and honest conversations. “You actually want to have the goal of a conversation (with funders) that involves trust and mutual respect,” says Sasha. “If you don't have that, you can't fake it.”

At the end of the conversation we get to learn more about 60 Decibels and it is exciting stuff! With more than 1,000 researchers doing qualitative surveys in 77+ countries, 60 Decibels is creating a tech-enabled resource with huge implications both for incrementally improving the quality of what nonprofits deliver and unleashing capital investment based on systematic metrics that funders can get behind. Think of a future landscape in which this data-fueled tool could be used to pair funders and nonprofits whose values align. There is so much in this episode for nonprofit leaders, you don’t want to miss this one!

Get all the resources from today’s episode here.

Follow along on Instagram

Connect with Mallory on LinkedIn

Check out Bloomerang’s fantastic resource:How to Collaborate With Your Community to think through how you can start working smarter, not harder, by aligning yourself with the right partners around the ecosystem. We’re so grateful for their resources and for their support of this episode.

If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link.

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174: The Power of Consistency and Utilizing Data: Building Donor Relationships in a Small Community with Jennifer Coughlin

What the Fundraising

03/12/24 • 25 min

In this episode, we are joined by Jennifer Coughlin, who bravely opens up about her profound voyage through the challenges of raising a child grappling with a rare genetic condition. With only around 250 diagnosed cases worldwide, Jennifer's youngest daughter, Edith, faces a myriad of obstacles, including visual impairment, developmental delays, seizures, epilepsy, and intellectual disability.

Jennifer's life took a drastic turn when she received Edith's diagnosis, prompting her to leave her career at an investment bank to prioritize her daughter's care. Through this challenging transition, Jennifer found solace and support in the NR2F1 Foundation, a charity dedicated to supporting families affected by this rare condition.

As Jennifer delves into her unexpected role as a fundraiser for the foundation, she reflects on her initial hesitation and subsequent immersion into the world of nonprofit work. Drawing from her background in strategy and operations, Jennifer leveraged her skills to develop a comprehensive fundraising strategy despite being new to the nonprofit sector. Currently, she serves as the Vice President of the NR2F1 Foundation.

In this episode, you will be able to:

Learn the importance of storytelling and engagement in fundraising efforts.
Apply personal anecdotes and diverse networks to boost support for the cause.
Use Givebutter or similar platforms for efficient fundraising and donor data collection.
Engage donors through personalized follow-ups and transparent impact communication.
Nurture lasting donor relationships by showing gratitude and fostering deeper connections.
Overcome challenges of small volunteer teams with strategic dedication to fundraising goals.
Leverage community and networks to amplify fundraising efforts, embracing discomfort for success.

Get all the resources from today’s episode here.

Support for this show is brought to you by a beloved nonprofit fundraising platform Givebutter. Our friends at Givebutter really understand what it takes to stay connected to your donors and how to use your CRM to do it. Their free fundraising platform empowers millions of changemakers to raise more, pay less, and give better every single day. To learn more about them, head on over to givebutter.com/mallory

Connect with me: Instagram: https://www.instagram.com/whatthefundraising_

Facebook: https://www.facebook.com/whatthefundraising

YouTube: https://www.youtube.com/@malloryerickson7946

LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/

Website: malloryerickson.com/podcast

Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652

If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link.

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217: Reshaping Systemic Change with Dr. Kevin Sansberry

What the Fundraising

12/10/24 • 47 min

In this powerful episode of What the Fundraising, we dive into the intricacies of systems change with Dr. Kevin Sansberry

founder of KEVRA Consulting LLC, who empowers organizations worldwide through evidence-based strategies rooted in behavioral science. Specializing in fostering inclusive workplace cultures, Kevin coaches leaders across industries, from sports to nonprofits, driving sustainable growth.

Mallory and Kevin explore the relationship between individual accountability, organizational culture, and systemic barriers to equity and justice in the nonprofit sector. With fresh perspectives and actionable strategies, this conversation equips listeners with insights to confront the "elephants in the room" and build systems that are equitable, inclusive, and sustainable

Key takeaways from the episode:

Understand the Person-Role-System Framework for systemic change.
Balance personal accountability with systemic change.
Recognize how financial instability causes mission drift.
Use the "five whys" to uncover hidden issues.
Leverage personal power to drive systems change.
Define a new vision to guide lasting change.

Get all the resources from today’s episode here.

Support for this show is brought to you by GiveButter. GiveButter is the easiest-to-use fundraising platform.

Your favorite fundraising tools, supercharged! Never miss a fundraising opportunity again. Givebutter Plus takes this award-winning platform to the next level with advanced automation, deeper donor insights, and eye-popping supporter engagement tools to help your nonprofit get ahead—and stay there.

Connect with me:

Instagram: https://www.instagram.com/_malloryerickson/

Instagram: https://www.instagram.com/whatthefundraising_/

Facebook: https://www.facebook.com/whatthefundraising

YouTube: https://www.youtube.com/@malloryerickson7946

LinkedIn: https://www.linkedin.com/mallory-erickson-bressler/

Website: https://malloryerickson.com/podcast

Loved this episode? Leave us a review and rating here: https://podcasts.apple.com/us/podcast/what-the-fundraising/id1575421652

If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link.

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