Chapter Leadership Brief 2.7.25

by Mike Esposito, CFRE
Founder and Lead Fundraising Strategist, Mike Esposito Fundraising

AI is revolutionizing fundraising—enhancing donor research, automating personalized communications, and streamlining operations. But does increased automation risk losing the human connection that makes philanthropy so powerful? The key is finding the balance—leveraging AI’s efficiency while preserving authentic donor relationships.

Over the holidays, I binged episodes of The Office. One in particular stood out: the one where Michael Scott drives his car into a lake. Why? A GPS told him to.

The whole episode is a hilarious and at times poignant exploration of humans adapting to new technology. Ryan insists that a new website will save Dunder Mifflin. Michael is convinced that hand-delivering elaborate gift baskets will win back lost customers. Neither is wrong. In the end, though, it turns out that neither approach works very well without the other.

We are at a similar moment with the use of AI in fundraising.  Personalization and stewardship build authentic relationships and nurture donor trust. But without a solid tech stack—your website, CRM, and AI tools—you’re limiting your growth potential. The key? Balance.

Too many changes at once overwhelm teams and donors (not unlike the Dunder Mifflin team struggling to figure out their Blackberries). Too little innovation leaves money on the table (like Dunder Mifflin’s lost customers, who have switched vendors because of a competitor’s lower prices and functional website). But with a thoughtful balance fundraisers can empower their teams with AI without losing the personal connections that inspire generosity and long-term support.

AI’s Growing Role in Fundraising

AI-driven tools are transforming how fundraisers identify prospects, engage donors, and manage operations. AI-powered research tools like Hatch and DonorSearch can analyze donor wealth indicators, giving history, and social media engagement faster than any human team. Chatbots, AI-generated emails, and predictive analytics enable hyper-personalized donor interactions tailored to donor behavior and interests. Generative AI tools like ChatGPT and Claude streamline proposal writing and impact reports and fine-tune communications, freeing up time for relationship-building.

Some organizations are even experimenting with AI-driven donor engagement. Version2.ai, the first AI R&D lab focused on nonprofit fundraising, has introduced Virtual Engagement Officers (VEOs) that autonomously manage donor portfolios. These AI-driven officers look and sound like real people (although they clearly identify themselves as AI) and they can identify, qualify, engage, solicit, and steward donors—all with minimal human intervention.

This can be both exhilarating and terrifying– today’s version of Dunder Mifflin employees considering if they can work at a website-driven business (!). The potential to increase efficiency, expand reach, and scale donor engagement is thrilling. A fundraising shop of one suddenly has the tools to do the work of three people. But as AI takes on a larger role in fundraising, it’s worth asking: What do we risk when we rely too much on automation? And are we about to drive the car into the lake?

The Risks of Over-Reliance on AI

AI offers incredible efficiencies, but nonprofits should consider its potential drawbacks. Too much automation in communication can feel impersonal, which can erode our relationships with donors over time. After all, it is the contents of that email that matter most, not an optimized email cadence. Our best supporters still value face-to-face engagement and authentic connection. Fundraising is about trust, and AI alone can’t cultivate that trust.

On the predictive side, AI-driven wealth screening may reinforce bias in donor targeting, prioritizing certain demographics while overlooking others. And we risk losing grasp of our own strategy when we uncritically outsource that work to an AI tool, reengaging only when the work is done.

If we don’t take the time to learn to work with AI, and to train our teams to do it ethically, honestly, and well, we risk using the technology about as well as Michael and Dwight used the GPS– which in their case caused an expensive, embarrassing mistake and ultimately alienated a potential client.

Finding the Right Balance

So how can fundraisers harness AI without losing the human touch?

1. Let AI lead in the insights, but manage the relationship yourself.  AI can identify high-potential donors, but fundraisers should still cultivate relationships personally. The best results come from AI-assisted research paired with human engagement.
    
2. Automate administrative tasks—but keep key conversations personal. AI can handle email segmentation, impact reporting, and data analysis, but please take the time to have that conversation with the donor yourself, in person, via Zoom, on the phone. Even if those meetings still make you nervous, that is real and human, and your donors value that.
    
3. Be prepared to be transparent with donors about AI’s role. Letting donors know how AI is being used fosters trust and ensures alignment with ethical fundraising principles.
    
4. Train fundraising teams to integrate AI thoughtfully, and be patient with their objections and their individual learning styles. AI is most effective when it is enhancing our strengths, not just compensating for our weaknesses.

After all, your donors give to help solve a problem, or help people– not as a reaction to some calculated activity. 

The Future of AI in Fundraising

To talk about the future of AI in fundraising, we can do worse than return to Scranton. While Ryan’s aggressive push for modernization is not wrong, his posturing and lack of empathy are alienating to the very people he is trying to help. Yet Michael’s typically over-the-top reaction ultimately yields the insight that, while everybody likes a good chocolate turtle, customers also want the efficiency of a functioning website.

Similarly, the communities we serve, and the donors who sustain them, do not want nonprofits replaced by artificial intelligence. They want authentic relationships based on shared values, because people give to people, not to algorithms. But, like Dunder Mifflin’s lost customers, they do want to see their chosen nonprofits using the tools that will make them efficient and effective. It’s not about technology versus human beings, but about people using technology thoughtfully as a tool that can help all of us.

References
Daniels, G. (Writer), & Kwapis, K. (Director). (2007). Dunder Mifflin Infinity: Parts 1 & 2 (Season 4, Episodes 3 & 4) [Television series episode]. In G. Daniels (Executive Producer), The Office (U.S.). NBC.

Mike is the founder and lead fundraising strategist of Mike Esposito Fundraising, a consultancy dedicated to helping small to midsize nonprofits strengthen donor relationships and achieve long-term fundraising success through coaching, fundraising assessments, and campaign support. A CFRE-certified strategist, mentor, and coach, Mike partners with organizations to develop tailored solutions that align with their mission and goals. His expertise spans fundraising strategy development, major gifts, donor stewardship, campaigns, and board and staff coaching—offering nonprofits the tools and guidance they need to build sustainable, high-impact fundraising programs.

Chapter Leadership Brief 1.24.25

by Dee Dee Mozeleski
Senior Vice President of the Office of Institutional Advancement
Communications and External Relations, & Executive Director of the Foundation for City College

A few years ago, as part of my annual evaluation, my boss shared with me that he thought it was time I started thinking about the world outside of our campus. For years, my head was definitely facing inward. But, I told myself, I had so many wonderful reasons (ie: excuses): we were building a school, then we were building a board, then, of course, we were merging foundations and, well covid, what about covid? However, he was right: I was spending a lot of time thinking about everyone on the team and no time thinking about myself.

Years ago I was always ‘moving my cheese’ or looking at five year goal setting and thinking about pivots. Then I got to an age, and to be honest, a title, where the opportunities to be mentored were far less identifiable and I felt a bit adrift. It’s also possible I was worried that people wouldn’t take me seriously if I articulated a need for support. Maybe they’d question how I’d gotten to this point - maybe they’d think I wasn’t ready after all of this time.

Of course, that’s exactly when I needed to be mentored by someone outside of my circle.

The longer your career, and the more networks you break into, the harder it can be to ask for support. As we begin to navigate increasingly complex teams, we may find ourselves (hopefully, only for brief moments) feeling like we’re not prepared to lead.

I look back to March of 2020 and remember that no one taught me how to pivot, immediately, during a global crisis. Like millions of people, I was asked to come up with solutions to challenges I’d never faced before, and to do that while dealing with the loss of friends and colleagues.

Having someone outside of my immediate network to bounce ideas off of became so important. So, for a year, when there was any quiet moment on campus, I would pick up my phone and cold call people from other agencies, all around the country, and ask for their help and insight. I remember thinking that this wasn’t something I’d done in years - the simple act of a phone ringing sometimes shocked people so much that they kept me on the line far longer than my immediate question warranted. That type of support, from complete strangers, was exactly what I needed and that level of collegial mentoring helped me so much when, a year later, I was tasked with thinking about my professional development.

January is National Mentorship Month and, as professionals who spend all of our time bringing together people and wonderful causes - I hope that we’ll remember that mentoring extends beyond ‘youth’ and ‘new’ to all of us. Being receptive to an outreach from a stranger is one of the single best things we can offer to people across our industry. Recognizing that there is no title that places us in a position to stop learning or to stop seeking guidance can truly allow us to be innovative, grow and continue to work to inspire others, while still offering us a way of thinking about our own continued professional growth.

What makes a great mentor? Many things make up a great mentor and mentee experience, but the things I have found to be the most important are:

A sense of curiosity about others and adaptability.

Patience: Listening and building trust should take time and it’s worth the effort.

Empathy: Being able to see ourselves in the roles of others.

Ability to set and meet goals.

A willingness to open up our networks to one another.

Commitment to each other and the process of actively mentoring and accepting mentoring.

Accountability to the relationship and an openness to staying connected whenever possible.

I’m happy that I listened to my boss and took his evaluation goals seriously. I reached out to colleagues and people I wanted to meet and joined a wonderful network of women through Chief. I did what being ‘too busy’ at work gave me an excuse to forget: I asked for guidance, I sought out help and I learned that I’m far from alone. So many of the people I have met over the past five years were also struggling. They’d done everything they’d been told would take them through their careers and were all now stuck not knowing what was next. Once we identified that shared challenge, breaking down the barriers to growth came so much easier.

Here’s to mentoring, of course, but really, here’s to allowing yourself to be a lifelong mentee!

Dee Dee Mozeleski is the Senior Vice President of the Office of Institutional Advancement, Communications and External Relations, and, as such, also serves as the Executive Director of the Foundation for City College. In 2016, she was asked to serve in the additional capacity of Senior Advisor to the President of City College, Dr. Vince Boudreau. Ms. Mozeleski has spent more than thirty years working in service to public higher education institutions, cultural programs, international agencies and government organizations. During her time at City, she led the consolidation of the College's two fundraising organizations and oversaw the fundraising campaign which launched the Colin Powell School for Civic and Global Leadership in 2013 and, more recently, oversaw the launch of the College's new "Doing Remarkable Things Together" Campaign to bring the Foundation's endowment to $1 billion dollars.

Chapter Leadership Brief 1.10.25

by Jason Ellinger, Founder
Beard & Bowler

I recently saw a statistic that blew my mind...

→ People are getting hit with at least 3,000 pieces of marketing everyday!

And it got me thinking...

How can audiences know what to pay attention to?
How can marketing break through the noise?
And how can real value be shown?

With so many people receiving all sorts of marketing everyday, it means for a lot organizations:

- It’s getting harder to stand out
- Competition is continuing to grow
- And the hard sell isn’t working anymore ‍♂️

For me, amongst all the noise & all the different marketing techniques, there's something that will always stand out from the rest...

→ Storytelling.

If you want to affect someone’s heart, opinion or actions…

The only way to do it & break through all the noise, is by crafting a story well.

And here's why

There are 2 reasons why organization's marketing struggle or fail:

1/ They have a lack of brand awareness.
2/ They don't know how to tell their story.

This is why for the past 7 years, we’ve been helping organizations to tell their story.

But it doesn’t have to be manufactured or created on the spot.

Your stories have already been created, they just need to get out there!

And when you start telling them... well you'll start to see the difference ‍♂️

 

Here's How We Help You Do It

We support for-profits & non-profit organizations to tell their client's stories through the power of video.

- We get to know you & your org
- Understand what you want to achieve
- Learn about your client stories & how you helped
- Craft those stories into a compelling video with a clear video marketing strategy.
- And finally, we get everyone behind a camera to tell the story.

Yes, it sounds simple.

Because truthfully, it can be!

You have all the tools you need to get your story heard.

And we're the ones who are there to help you to:

- Build tension
- Create emotion
- Shape your story
- Hook your audience
- And spread awareness.

Here's a prime example!

Now, you might be thinking,

"Yes Jason, it's easy to say you're great at storytelling, but how do we know?"

And that's where we let our results speak for themselves!

One organization experienced a 61% increase in revenue YOY with 1 video.

An event client hit their revenue goal 3 minutes after their video screened.

Quadrupled a client’s annual campaign results YOY with a 45-second clip.

If you're still not sure, hear it straight from Heather Thompson, an Executive Director who’s seen the power of storytelling for nonprofits firsthand!

 

 

So amongst all the noise & the 3,000 pieces of marketing everyone is receiving daily.

 

I'll leave you with this...

Do you want to have a marketing video that shows:

- Who you are
- What you're doing
- And how you support?

Or would you rather stick to the hard sells, with loads of stats that ends up in the Junk folder?

The choice is yours ‍♂️

Hi, I’m Jason  Co is the Co-Founder of Beard & Bowler Productions. We are a New Jersey video production company that partners with organizations to raise awareness & drive new results.Our main mission is to share impactful stories that inspire people to take action.

Where do we find these stories?

→ In the walls of: 

• Non-profit organizations
• For-profit organizations 
• And purposeful brands 

To help them raise brand awareness, increase revenue & most importantly, tell their story. And we do this all through the power of storytelling video marketing. So, if you want your story heard, visit our website to find out more: https://beardandbowler.com/ 

Chapter Leadership Brief 1.10.25

by Craig Shelley
Partner + Chief Group Officer
Orr Group

As we enter a New Year, it is a natural time to reflect on what’s come before.  For me, I’m fortunate to look back on a career full of mentors and friends that helped me learn and hone my craft as both a fundraiser and leader.  Many of those people I met through AFP, and I’ve recognized that for many others, AFP is the only place they can find these mentors as they may not have the good fortune to work with the compelling leaders and mentors they deserve.

As we look ahead to our Chapter’s annual meeting on February 12 (details here) we’re going to have an opportunity to recognize someone who has been a mentor and friend to so many in our New York City fundraising community and beyond.  Gregory Boroff, Chief External Affairs Officer at City Harvest, will be honored with our Ralph E. Chamberlain Award.

I remember nearly 12 years ago returning to New York City and trying to find my footing in our fundraising community.  By chance, I met Gregory at an event several months after I came back.  We randomly started chatting.  He was friendly and welcoming at a time where I very much was looking for welcoming friends in our New York City fundraising community.  Gregory had no reason to extend me kindness or to invite me along with several friends and colleagues of his for drinks afterwards. But he did and it’s a friendship that has endured and I’ve benefitted from since then.  The best part?  In the years that have passed I’ve seen him be just as friendly and welcoming to countless other fundraisers at all stages of their careers.  It’s just who he is and who he will always be.

Gregory has added so much to our community.  The funds he’s raised for some of the City’s most important causes.  His service (twice!) on the AFP NYC board.  His record breaking three-terms as Fundraising Day in New York chair.  His repeatedly stepping up to chair and reinvent our annual meeting.  Whether you know Gregory or not, you’ve benefitted from his generosity and efforts.  I hope you can join the annual meeting and help us celebrate Gregory as well as benefit from the phenomenal program he’s helped put together.

The community we’ve forged here as fundraisers in New York City is all about people like Gregory and the interaction I had with him when we met and beyond.  It’s about bringing together like-minded people, facing the same daunting challenges, so they can learn, commiserate, and be better as people and fundraisers because of it.  If you’re active in our community, you know what I’m talking about, and I hope to see you on February 12^th. If you’ve not been active before or recently, I encourage you to join us.  You’ll be welcomed kindly and might just meet a friend and mentor you’ll keep for years to come.  If nothing else, I know Gregory will be glad to see you and greet you warmly.

Register here and join me on February 12th. 

Craig is a trusted partner and advisor to the nonprofit sector’s most ambitious leaders. He advances the missions of nonprofits by bringing a change-management and entrepreneurial approach to strategy, organizational development, fundraising, and board optimization.

In addition to his direct work with clients, as a Partner and Chief Growth Officer at Orr Group, Craig helps to set the course for the firm’s continued success. He leads the firm’s Impact Group, focused on identifying and meeting the needs of its nonprofit partners and projecting its best practices and viewpoints across the sector, as well as its Growth Team, which is responsible for our brand, marketing, communications, thought leadership, and business development efforts.

Beyond his role at Orr Group, Craig is a Certified Fundraising Executive (CFRE) and frequently speaks at conferences and publishes articles on leadership and philanthropy. Craig is President of the Association of Fundraising Professionals’ New York City Chapter, is a member of the Global Association of Fundraising Professionals’ Leadership Institute Advisory Committee, and serves on the Editorial Advisory Board for NonProfit PRO. Prior to joining Orr Group in 2013, Craig was the National Director of Development and Corporate Alliances for the Boy Scouts of America. In this position, he was responsible for leading annual fundraising, corporate partnerships, and alumni relations for the organization. He also provided training, support, and consulting to nearly 300 local Boy Scouts affiliates, which collectively raised over $250 million annually.

Orr Group is a full-service consulting firm that specializes in the business of philanthropy. To learn more about how we help nonprofits grow, scale, and sustain their impact, contact us today.

Chapter Leadership Brief 12.13.24

by Carmel G. Napolitano
Vice President, Lindauer Global

Much of the bias we face in the workforce and in life is expressed in subtle ways. In recruiting, we constantly check our biases and work to acknowledge how it affects our decisions (and our clients’ decisions) about candidates.

One way to avoid bias in the hiring process is to favor a structured, competency-based interview. Often, organizations trust that their staff will prepare for candidate interviews on their own in advance. These interviews, however, tend to be added to what are already busy days for the interviewers. As a result, advance preparation can be difficult unless some structure and support is provided. When hiring organizations take a proactive, organized approach centered on competencies, they can prepare and align interviewers and promote better, more equitable assessments of candidates.

There is much prep work to be done before you even get to the interview questions. Here is an outline of a competency-focused structured interview process:

1. Have a well-thought-out job description. Throw out the laundry list. Determine the top three to five skills/competencies/experiences needed. AND make sure all involved in hiring agree on what they are. In my work, I often see job descriptions that are too expansive and not focused enough on what is more essential. Doing the work upfront to get a “tight” position profile is an essential part of the process.
    
2. Beware of “fit” and “culture.” If you hear the word “fit” over and over again from those involved in hiring, make sure you understand what they mean. The words “fit” and “culture” set off alarm bells for me because they are vague concepts that may not actually help you assess someone’s ability to do the job or bring value to your organization. Ask probing questions of staff: Is it fit about working style, time commitment or is it about liking the same sports teams or sports at all? Is culture about being from the same community or about commitment to the mission?
    
3. All interviewers should use the same questions. There can be nuance to the questions and to individual styles, but make sure you ask questions assessing the agreed-upon competencies for the job. Look to obtain actual data from the interviews and not just vague assessments or observations. For a frontline solicitation role, ask about specific dollar goals and how that was achieved; don’t just assume competency based on what is on a resume. What are the metrics that will be measured in the role? Probe to find out if the candidate has the ability to work within the framework of what your organization is going to measure.
    
4. Add behavioral and situational questions. Behavioral-based questions will elicit information about behaviors your organization values. Situational-based questions – i.e., questions that present hypothetical scenarios – can assess problem-solving and decision-making skills. It is important that these questions reflect ACTUAL behaviors and situations that occur in your organization and not vague or generalized conditions. No trick questions. Include questions such as, “How do you develop relationships with colleagues? With donors?”  and “Provide an example of how you dealt with a difficult donor situation.”
    
5. Take a data-driven approach to candidate assessments. It may seem impersonal to reduce the interview to data points, but the goal is to remove subjectivity. Create a form of scoring to the responses. I always set up a sheet with the five most important Key Performance Indicators and then rate candidates at each stage of the process (for example, on a simple 1 – 5 scale for each KPI). Having a system/rubric helps you qualify the information you’re receiving and compare and contrast candidates in a fair, equitable way. As discussions move along, the ratings often change as I obtain more information.
    
6. Timing. Assessments and notes MUST be done in the moment or soon after the interview. Don’t rely on faulty memory. It isn’t effective to wait until you see all candidates to do your assessments. It is best to do your assessment when the interview is fresh in your mind. It is not complicated to set up a Survey Monkey survey to have the hiring team to use.
    
7. Final Discussions – Try to review as a group and review the positives and negatives. Things that may at first appear to be negative may actually end up being qualities that the organization may need. When everything is positive, you may have a charming candidate – but remember: DON’T CONFUSE CHARM WITH COMPETENCY!”

There are challenges to this approach. It is time intensive. Interviewers must understand that they will need to prepare and that there is follow-up work involved. This approach can also overemphasize the interviewee’s performance in a single interview (or series of interviews). To form a more complete picture of the candidate, it is always a good idea to use other meetings/assessments to complement the structured interview, such as work samples and presentations.

Here are a variety of tools that will help you recognize and overcome bias in the hiring process.

• From Project Implicit -  https://implicit.harvard.edu/implicit/takeatest.html
• From McKinsey Diversity Matters Even More - The Case for Holistic Impact
• From TED Are you biased? I am | Kristen Pressner | TEDxBasel – This TED Talk is from 2917, but still relevant.
• From Harvard Business Review Actively Addressing Unconscious Bias In Recruiting
• From Google re:Work  Structured Interviewing
• From MIT Sloan Review Make Character Count In Hiring And Promoting –  While not about structured interviewing, I like this article on Character.

A recognized leader in retained executive search for the nonprofit sector, Carmel possesses a network that reaches from local to global. As a Vice President with Lindauer she conducts leadership searches with advocacy, arts/culture, economic development, educational, environmental, global health, human services, and other mission-driven organizations. She has been an AFP-Greater New York City board member since 2018.

Chapter Leadership Brief 11.27.24

by Sarah TeDesco
Chief Operating Officer and Co-Owner of DonorSearch

Artificial intelligence (AI) is reshaping the nonprofit landscape, offering new tools to engage donors, streamline operations, and boost fundraising outcomes. Understanding two key AI types—generative and predictive—is essential for organizations eager to stay ahead. These technologies, while interconnected, serve unique purposes and open doors to innovative strategies.

Generative AI: Creating Content with a Human Touch

Generative AI is designed to produce original outputs, such as text, visuals, and even music, based on learned patterns. By analyzing vast datasets, these systems create content that feels human-crafted. Familiar examples include text generators like ChatGPT and visual tools like DALL-E.

Nonprofit Applications of Generative AI

For nonprofits, generative AI provides creative solutions to everyday challenges, including:

1. Campaign Storytelling:
        - ​​​Crafting compelling narratives for campaigns is critical. Generative AI can develop blog posts, social media updates, or donor stories that resonate with audiences.
2. Engaging Visuals:
        - Custom images for event invitations, infographics, or presentations can be quickly generated, saving time and resources.
3. Volunteer and Donor Outreach:
        - AI-generated thank-you letters, newsletters, or invitations can personalize communications, building stronger stakeholder relationships.
4. Dynamic Fundraising Materials
        - Drafting unique appeals for targeted campaigns is easier with AI tools that adapt messaging to fit different audiences or donation levels.

Generative AI allows organizations to scale their content production while maintaining a personal touch, keeping their mission front and center.

 

Predictive AI: Data-Driven Decision-Making

Predictive AI focuses on forecasting and recommendations by analyzing patterns in historical data. For nonprofits, it’s a powerful way to anticipate trends, understand donor behaviors, and optimize resources.

How Predictive AI Drives Nonprofit Strategy

Predictive AI offers nonprofits actionable insights, such as:

1. Donor Prioritization:
        - Identify donors most likely to give and predict optimal contribution levels, enabling focused outreach efforts.
2. Retention Analysis:
        - Spot early signs of donor disengagement and implement strategies to strengthen relationships before attrition occurs.
3. Program Impact Forecasting:
        - Evaluate how different initiatives might perform, helping nonprofits allocate resources to projects with the highest potential.
4. Optimizing Events:
        - Use predictive models to gauge attendance and donation likelihood at upcoming events, improving planning and ROI.

By turning data into actionable strategies, predictive AI empowers nonprofits to work smarter, not harder.

 

Integrating Generative and Predictive AI

The real magic happens when these two AI types work together. Generative AI can produce tailored messaging informed by predictive AI’s insights, creating a seamless synergy between creativity and strategy.

• Personalized Donor Communications: Predictive AI can identify donor preferences, while generative AI crafts personalized emails or appeals to align with those preferences.
• Tailored Marketing Campaigns: Combine predictive analytics on donor segments with generative AI to create unique content for each group.
• Optimized Resource Allocation: Use predictive insights to prioritize outreach while leveraging generative AI to create the necessary materials efficiently.

The integration of these tools enables nonprofits to maximize impact without overextending staff.

 

Ethical AI Use: Balancing Innovation with Responsibility

As with any technology, AI comes with ethical considerations. Nonprofits must remain vigilant about:

• Bias in Algorithms: Ensuring AI tools don’t perpetuate existing inequalities.
• Data Privacy: Safeguarding donor and beneficiary information.
• Transparency: Communicating AI’s role in donor and community engagement.

Developing policies for responsible AI use will protect nonprofit values while embracing innovation.

 

The Future of AI in Nonprofits

AI is not just a tool but a partner in achieving nonprofit goals. By combining the creative potential of generative AI with the analytical strength of predictive AI, organizations can unlock new levels of efficiency and donor engagement.

Visit donorsearch.net for more information about how to use AI in your fundraising.

Sarah TeDesco serves as the Chief Operating Officer and Co-Owner of DonorSearch, bringing over fifteen years of invaluable nonprofit expertise to the fundraising industry. Since 2007, she has worked to grow DonorSearch to become a nationally recognized and innovative technology leader in the nonprofit space. She continues to be inspired and motivated by nonprofits that work tirelessly to make the world a better place.

In her day-to-day role, Sarah focuses on company growth, operations, client success and marketing. Sarah has excelled and enjoyed partnering with organizations to craft strategic plans, introduce innovative products and systems, thought leadership and foster collaboration on transformative initiatives. Her commitment to the industry is driven by the opportunity to provide nonprofits with accurate and actionable information to increase funds. When it comes to the DonorSearch core values, two that drive her the most are Growth and Excellence. 

Sarah is a recognized speaker and educator for fundraising organizations such as AFP, Apra, AHP, The Giving Institute, Salesforce and more. She is a graduate of the University of Maryland where she earned her BA in English and Psychology, and MBA from the Robert H. Smith School of Business.

Favorite nonprofit: Nature Conservancy

Chapter Leadership Brief 11.27.24

by Melanie Buhrmaster
VP, Philanthropy, Food Bank for New York City

For the Food Bank For New York City, Giving Tuesday is much more than a single day of fundraising. It serves as a signature matching challenge day within our 40 Million Meals Campaign, a comprehensive holiday initiative to address the urgent food insecurity impacting 1.3 million New Yorkers. This annual campaign brings together the full force of our Marketing and Communications (MarComms), Fundraising Operations (Direct Response), and Major Gifts teams to create a seamless and far-reaching campaign that inspires new and existing supporters to give, amplifying their impact.

More Than a Day: Amplifying the 40 Million Meals Campaign

While Giving Tuesday is a global day of generosity, we use it as the springboard toward the highest volume of donations within our broader 40 Million Meals Campaign, which runs November-December. Rather than focusing only on a single day, our Giving Tuesday efforts begin the week before with a carefully timed promotion that encourages supporters to start their Giving Tuesday plans early. This approach allows us to build momentum and expand Giving Tuesday’s impact across the entire holiday season.

The 40 Million Meals Campaign is backed by a significant matching challenge—our goal is to secure $2 million in matching funds from generous donors and board members, a key tactic in inspiring giving across all levels. With this match in place, donors know that their contributions will go even further, motivating them to contribute and reinforcing the critical importance of their support.  Food Bank maximizes the $2 million matching pool by offering special multiplier days throughout the 40 Million Meals campaign, sometimes offering 1:1 opportunities, and on special days like Giving Tuesday, extending the match 2X, 3X, and even 4X to leverage gifts of all sizes.

Cross-Team Collaboration for Maximum Reach

Giving Tuesday at the Food Bank is a multi-faceted effort that requires collaboration across MarComms, Direct Response, and Major Gifts. Each team plays an essential role:

• MarComms crafts engaging stories, visuals, and messaging for social media, text, and email campaigns.
• Direct Response ensures targeted outreach, delivering personalized messages and updates that resonate with our broader donor base.
• Major Gifts works one-on-one with high-net-worth individuals, crafting custom appeals and priming them with a special link so they can see firsthand the power of their matched gift.

The result is a cohesive, omni-channel approach that includes social media, email, text messaging, and personal calls. This way, we connect with donors through their preferred channels, making it easy for them to engage.

Leveraging Donor Matches to Inspire More Giving

An essential part of our Giving Tuesday strategy is using matching funds as a tool to inspire greater generosity. Many of our major donors and board members step up to create a matching pool, effectively becoming the challenge that drives increased giving from other donors. By sharing stories of what these matching gifts achieve—such as providing nutritious meals for New Yorkers in need—we create an emotional connection that resonates with our supporters.

Our data shows that matching challenges are particularly effective. In fact, we know which donors are most motivated by matched giving, so we begin reaching out to them with a personalized link before Giving Tuesday even arrives. And by securing additional matching dollars, we often extend our match an extra day, encouraging sustained giving and maintaining the momentum beyond Tuesday.

2023 Giving Tuesday Highlights: Record-Setting Results

Our strategic, collaborative approach has delivered incredible results last year:

• Total Dollars Raised: $442,673—a 3.4% increase over last year.
• Total Gifts: 2,211, reflecting a 50.6% increase over FY23.
• “Cover the Fee” Participation: 67%, which helped offset transaction costs and maximize impact.
• New Donors: 500, expanding our community of support.
• Additional Gifts from Current Donors: 416, showing that our engagement strategies motivate donors to give beyond their usual contributions.
• Renewed Donors: 914 donors from the previous year recommitted their support.
• Reactivated Donors: 552, including 250 who initially joined during the “COVID era” and were inspired to re-engage.
• Texting Campaign: $30K raised from 300+ donors, with 35% of text donors being recovered from previous email opt-outs, proving the power of a multi-channel strategy.

Creating a Season-Long Impact

Thanks to the dedicated work of our teams and the generosity of our community, Giving Tuesday isn’t just a day—it’s the nexus of a transformative campaign that carries on through the holiday season. By extending the matching challenge another day, we were able to deepen engagement, reach more supporters, and ultimately bring more resources to our mission. Each year, our results are shared with major donors as an example of the effectiveness of matched giving, inspiring them to contribute to the match for future campaigns and solidifying their commitment to our shared mission.

Building Lasting Change

With this collaborative approach, the Food Bank For New York City leverages Giving Tuesday to not only raise funds but to build community, strengthen connections, and secure sustained support for our 40 Million Meals Campaign. Every dollar raised, every new donor engaged, and every story shared brings us closer to ensuring that no New Yorker has to face hunger alone.

Melanie Buhrmaster is a highly accomplished non-profit leader with over 30 years of experience advancing mission-driven initiatives.. She currently serves as the Vice President, Philanthropy at the Food Bank for New York City, where she leads efforts to build meaningful, trust-based partnerships with donors and stakeholders.

Her career highlights include leading capital campaigns and major gift programs, securing transformative philanthropic investments through authentic, purpose-driven partnerships. Beyond fundraising, Melanie excels in designing sustainable programs that align resources with organizational goals, fostering collaboration, and mentoring the next generation of non-profit leaders.

A compassionate and strategic thinker, Melanie is dedicated to creating impactful donor experiences that shift the focus from giving to an organization to giving through an organization, ensuring lasting support and meaningful change.

Chapter Leadership Brief 11.15.24

By Terry Pearl
Founder & Chief Philanthropy Partner, 360 Philanthropy Partners

In honor of 360 Philanthropy Partners’ fifth anniversary this month, I’m excited to share our Top Five Strategies to help fundraisers overcome the unique challenges of the post-election season. Election cycles often disrupt philanthropy, as donors may feel fatigued, financially stretched, or distracted from their usual support for nonprofits. But with the right approach, you can re-engage donors, refresh your appeals, and stand out in this competitive landscape.

Here are five strategies to supercharge your fundraising efforts after election season:

1. Reconnect and Reengage with Your Donors

Election cycles often create donor fatigue, as people are inundated with appeals, campaign messages, and news. After such an intense season, donors may need a gentle reminder of your mission’s core values and the positive impact your organization delivers. Now is the perfect time to reset relationships by tailoring your outreach to express gratitude and renew connections.

Practical Tips:

• Segment and Personalize Outreach By Recent Engagement History:
  • For donors who paused giving, create messaging that empathizes with the financial demands of election season.
  • For consistently active donors, reinforce their commitment with specific impact stories to remind them why their contributions matter. “Your support has been a constant force for our community. Thanks to you, children are thriving in our literacy programs. Together, we can keep this momentum going.”
• Offer a “Welcome Back” Message: For lapsed or lower-frequency donors, consider a friendly “Welcome Back!” message that updates them on an exciting new program or upcoming initiative. For donors who haven’t given in over a year, launch a “Looking Forward Together” campaign, emphasizing the sustained impact of their past support and inviting them to play a meaningful role in 2025.

2. Highlight the Stability and Long-Term Impact of Your Mission

Election seasons can create uncertainty, and donors may be drawn to causes that offer a sense of stability and continuity. Position your organization as a consistent, reliable force for good with a mission that outlasts political trends.

Practical Tips:

• Create Messaging that Emphasizes Consistency: Consider a campaign series titled “Building a Future Beyond Politics,” focusing on the stability and relevance of your work regardless of the political climate. An email campaign could be sent as part of a “post-election reset,” re-centering around your mission’s timeless impact.
• Share a Three-Year Vision: Offer donors a glimpse of your organization’s long-term impact plan. Show them how their contributions today can make a lasting difference over the next three years, especially in areas they’ve previously supported.
• Showcase Organizational Resilience: Reinforce that your organization has weathered many seasons of change. Highlight past accomplishments and milestones to assure donors that their support contributes to a strong, enduring foundation.

3. Host a “Community Over Politics” Event to Reengage Your Audience

When people are often looking to move beyond the intensity of election season, hosting a virtual or in-person “post-election reflection” or “community forward” event allows your supporters to reconnect in a nonpartisan setting. This is an ideal platform for discussing the positive changes your organization brings to the community and inviting donors to share feedback.

Practical Tips:

• Include Interactive Engagements: Add a Q&A session with your leadership team, a “donor spotlight” where a loyal donor shares their reason for supporting your mission, or a roundtable discussion on upcoming projects.
• Offer a Glimpse of Future Goals: Use the event to highlight upcoming initiatives or your organization’s vision, demonstrating the forward-thinking nature of your work.
• Encourage Feedback: Create polls, breakout rooms, or feedback forms so supporters can express their feedback and passion for your mission, and feel a sense of shared ownership in your work.

4. Revamp Donor Engagement Based on Election-Driven Donor Behavior

Political giving seasons often shift donation patterns, making it a critical time to review and refresh your fundraising campaigns. By analyzing your data and segmenting donors who paused giving or altered their usual patterns, you can create targeted re-engagement strategies.

Practical Tips:

• Focus on Data-Driven Insights: Review recent donor behavior to identify metrics like average gift size, response rates, and retention among various segments. For example, identify lapsed donors and reach out with a “we’ve missed you” campaign, which emphasizes both impact and gratitude.
• Test New Campaigns: Experiment with formats like peer-to-peer challenges, video storytelling, or donor-led “micro-campaigns.” These approaches add variety to your appeals and can capture attention in a crowded landscape.
• Leverage Technology for Donor Engagement: Make it easy for donors to give and stay informed. Consider using digital engagement tools like QR codes, AI-created personalized email journeys, or dedicated campaign landing pages that simplify the donation process.

5. Double Down on Stewardship to Anchor Long-Term Relationships

After an election cycle, donors need to feel appreciated and valued. Developing or refining your stewardship program now will not only foster goodwill but also help turn single donations into lifetime commitments.

Practical Tips:

• Create a Year-Round Gratitude Plan: Map out gratitude touchpoints throughout the year, like thank-you emails, milestone updates, and special recognitions.
  • For example, establish a “donor appreciation month” with exclusive impact stories or thank-you videos: “This Donor Appreciation Month, we want to celebrate you! Thanks to your support, over 200 students accessed our scholarship fund this year.”
• Offer Insider Access for Major Donors: Major donors often appreciate behind-the-scenes insights. Send a quarterly email from your leadership or host insider sessions, creating a sense of exclusivity.
• Celebrate Milestones Together: Use your organization’s anniversaries, such as our own five-year mark at 360 Philanthropy, to thank your supporters and recognize their contributions. Acknowledging milestones together fosters a sense of shared journey and achievement.

Honoring Our Five-Year Anniversary with Lasting Impact

As 360 Philanthropy Partners celebrates five years of partnering with nonprofits to build sustainable, community-driven fundraising strategies, we’re reminded that successful fundraising goes beyond individual campaigns. It’s about building resilient relationships that empower organizations to thrive and achieve long-term impact.

By focusing on thoughtful donor engagement, embracing community-centered approaches, and nurturing genuine appreciation, your organization can move forward from the election season into 2025 with renewed strength and a clear vision for the future.

Ready to turn post-election challenges into fundraising strengths? Connect with 360 Philanthropy to discuss how these strategies can work for your organization and help you exceed your goals. Let’s build a thriving future for your mission and the communities you serve.

After working in the nonprofit sector for more than 20 years, Terry Pearl became the Founder & Chief Philanthropy Partner of 360 Philanthropy Partners to help nonprofit leaders and board members shift from a state of financial uncertainty and strategic ambiguity to one of abundance, fundraising confidence, and strategic clarity. Throughout her career in fundraising, strategic planning, and board development, she has raised over $200 million for various global nonprofits. Terry's consulting work has supported a wide range of partner organizations, such as HousingPlus, the College Completion Innovation Fund at CUNY, the Society for Nuclear Medicine, the American Society of the University of Haifa, the Network of Jewish Human Service Agencies, Cohen Veterans Bioscience, Children's Tumor Foundation, and the Green Beret Foundation, among others.

Chapter Leadership Brief 11.15.24

By David Langton
President, Langton Creative Group

My grandfather ran a flower shop in Woonsocket, RI, that was founded in 1948. My mother recalls that he was often asked to post signs from local politicians in the store, but he always refused. He reasoned it was better to sell flowers to both sides. When we worked on the promotional campaign for the Rescue Dinner, the $16 million fundraiser for the International Rescue Committee we needed to avoid the extremes of the immigration debate. Melissa Meredith, Director of strategic events, set the tone by saying, “We were looking for a fresh way to convey our values and communicate a message of hope to counter the divisive rhetoric in the marketplace.” We needed to convey that the refugee and displaced people crisis is not just about “them” it is about “us.” Our theme was, “We’re all in this together.”

It’s not always easy to see the other side and make peace with the great divide in our country. There’s so much at stake for both sides. Yet, it’s not whether you win or lose, it’s how we treat each other after the fact. Building a communication plan for your organization that brings people together from both sides is a tall order that requires us to be open to other people’s perspectives. We need to be curious instead of hostile to views that don’t necessarily align with our own. To do that, we should look at some of the root causes of our separation and examine how we act towards one another. According to Anu Gupta, the root cause of our conflicts in “bias.” Gupta is a human rights lawyer and author of Breaking Bias: Where Stereotypes and Prejudices Come from and the Science-Backed Method to Unravel Them. [Link to https://hbr.org/2024/10/a-simple-exercise-to-help-you-check-your-biases ] He tells us that just as unconscious biases can be learned, they can also be unlearned. He identifies five habits that impact our ability to communicate with those who are different from us.

1. Mindfulness: First we have to be aware that there is a problem. When the election is won by a couple of percentage points we have a winner, but half of the country is disappointed. We may choose to operate in a winner-take-all fashion, but we risk alienating the other half. Our mission should be to attract as many people as possible. As David Foster Wallace says in his parable about the fish who doesn’t realize he is living in water, “It is about simple awareness — awareness of what is so real and essential, so hidden in plain sight all around us, that we have to keep reminding ourselves, over and over: ‘This is water, this is water.’ It is unimaginably hard to do this, to stay conscious and alive, day in and day out.

2. Stereotype Replacement. When we have a pre-conceived notion that “if they aren’t with us they’re against us,” we are reinforcing the conflict. Gupta argues that we need to replace these knee-jerk impressions with healthier alternates that are fact-based. “This practice supports leaders in building alternative mental models around particular identities that over time weaken the hold of stereotypes to reduce unconscious bias.” We need to be curious and open to the idea that not all members of an ethnic groups think the same way. Not all LGBTQ+ people have the same agenda. When I was younger I joined a theater group because I wanted to design posters for shows. I never was much of a sports fan, and found common cause with the theater geeks. On the weekends I would escape to the rehearsals and help out backstage. I met a gay couple who were very involved in the theater but did not show up on Sundays. I was asked to go to their apartment to share my latest show poster sketches and found them whooping and screaming as they watched the Giants game on tv. I thought, “Gay people aren’t supposed to like football!” I couldn’t believe that I was the straight guy who had to interrupt a football game to get them interested in my theater artwork. This shattered my stereotype about what it meant to be gay.

3. Individuation. Find out what makes each person tick. Be curious and cultivate interest in the people you see. Trabian Shorters [Link to; https://trabianshorters.com/] says, "You can't lift people up by putting them down.” Shorters calls this “asset framing.” When you meet people you want to start by acknowledging their achievements and aspirations. You don’t want to use labels that stigmatize and alienate. First you learn about who they aspire to be, then you can talk about the opportunities and challenges that they may be encountering. Too often we start with the mindset of negativity. We do this by trivializing the beneficiaries that our organization are built to support. We do this with elitist attitudes and know-it-all solutions. Shorter warns, “Philanthropy has a responsibility to not reinforce that. In fact, we must reinforce a narrative that says that we actually all have shared interests.” Otherwise, your organization — and the way you communicate — becomes the real problem.

4. Prosocial Behavior. A smile is not a trivial expression. There was a missionary supported by a church where I used to attend who told us this real life story of what happened after she had been robbed. She said she was quite distraught, as a volunteer working in a poor country she felt betrayed. She was there to help, and yet she was robbed. She said the worst part was that for days and weeks later everyone she passed in the streets was glaring at her. She felt alone and abandoned. Why was everyone looking at her that way? Then she realized that she was the one with the sad and terrified face. The passersby were just reflecting her face and she understood the impact that her expression had on everyone else. Once she started smiling, people would respond with a smile. I think of this all the time when I’m on the subway or in a public space, when you catch the eye of another person and smile, they smile back. We always say that a brand is the reflection of what other people think about your organization. Your brand lives in the hearts and souls of the people who know you and see you. How can your organization proactively produce the attitude you want to see in everyone else?

5. Perspective-Taking. This is the idea that if you can walk in someone else’s shoes you can begin to empathize with them. Invest your time in trying to understand why they think and act as they do. We use “consumer personas” to build personalities for the audiences that we want to attract to our organizations and campaigns. We strive to understand the details of what people do and learn about their priorities. Details matter. How do they spend their money? What are their challenges? Where do they shop? What tv shows do they watch? Ultimately, we want to gather information so we can learn what’s important to them and can take on their perspective. David Blankenstein is the president of Braver Angels, [Link to: https://braverangels.org/] an organization that is working to bridge the partisan divide through workshops and conversations. He wrote in a recent letter to the New York Times, “The greatest problem we face is a nation where rancor and mistrust are riding high and each half of the country increasingly detest the other.” We need more places and spaces where open dialogue can exist, and that can begin in nonprofits where a common goal can unite those who are not ideologically aligned.

My wife, Shelley, always reminds me that when people feel safe and are financially secure, they are more likely to be generous on social issues and support others. We need to build a community that respects others. We need to acknowledge that people are not feeling safe today, and that’s when anger and retribution grow. We need to be the curious ones. Address the issues and communicate clearly that we are ready to listen.

David Langton - I believe in using the power of design to promote, educate, entertain, and inform — especially in the nonprofit space with a clear need for effective communication. We launched a national wellness program for Pfizer and managed it for ten years. Nonprofits can benefit significantly from the power of design as a transformative tool in promoting change in our world. We’ve worked with leading advocacy and cause-related organizations, including Alzheimer’s Drug Discovery Foundation, Children's Aid, The International Rescue Committee, and The Legal Aid Society.  I recently spoke at AFP Icon in Toronto. I am the president of Langton Creative Group, a New York design and branding firm, and author of Visual Marketing (Wiley). For over 12 years, I have taught communication design and media studies courses at Hostos College/CUNY in the Bronx.

Chapter Leadership Brief 11.01.24

By Jennifer Mignarri
Customer Success Manager, RelPro

Nonprofit organizations are driven to serve a particular community or cause. In order to execute their mission effectively and grow their organization’s impact, nonprofit professionals must prioritize relationship building that supports their organization’s development and fundraising efforts. A nonprofit’s success hinges on its ability to reach its existing donor base, identify new leads for donations and corporate sponsorship and pursue members for boards and committees.

To do this, nonprofit professionals need access to accurate and relevant information on their contacts and their relationship network. Bad data can trip up even the best fundraising campaigns. Working with inaccurate or insufficient information – incorrect addresses and phone numbers, inactive email addresses, outdated employment or affiliation information – can result in lost opportunities with potential prospects and donors while wasting precious time and money on outreach that is lost in the mail.

Leveraging clean, enriched contact data enables fundraising and development professionals to save time and add efficiency to their workflows. With accurate contact intelligence, company and executive alerts and in-depth research capabilities, RelPro’s easy-to-use platform helps nonprofits identify new opportunities, build deeper relationships and grow their impact.

Clean Data for Efficient Processes
For nonprofit professionals, accurate data is an essential piece to any strategy. Donor contact information, giving history, employment history and professional networks comprise some of the key elements of donor outreach. Access to similar intelligence for prospective donors can enhance outreach and boost fundraising efforts.  Having a complete and accurate database with this intelligence is invaluable. 

RelPro’s API and Webhook capabilities enable nonprofit professionals to enrich and cleanse their CRMs with accurate, reliable contact intelligence. With the right contact information, you can make targeted outreach directly to the right individuals, whether they are existing donors, new prospects, potential corporate sponsors or board and committee candidates.

Deepen Relationships
Accurate contact intelligence instills confidence that your outreach efforts are reaching their intended audience. But how do you find that audience and what do you say to them to make a meaningful connection?

Leveraging technology and data analytics can streamline your approach to identifying and researching both companies and people for expanded development opportunities. Searching for companies based on specific criteria such as location or industry can provide a target list for outreach. RelPro saves you time, helping you refine your search and providing access to accurate contact information for the key decision-makers at target companies, as well as integrated research tools to help you prepare for your calls.

You can also leverage your existing contacts, board members and donors to identify connections and uncover additional growth opportunities. With warm leads for introduction and the availability of research, fundraisers can achieve more effective outreach, going beyond merely soliciting donations to developing deeper, more productive relationships.

With RelPro, you can save these prospect lists, both companies and people, and set up alerts for when a prospect is in the news. These timely updates can be your reminder to reach out, or an icebreaker when you make a call, adding efficiency to your outreach, whether or not you’re engaged in a specific fundraising campaign.

Grow Your Impact
Fundraising may not be the primary mission of a nonprofit. However, it is an integral component to any successful nonprofit initiative. To maximize their impact, nonprofit organizations need to build and nurture their existing donor relationships while also identifying new development and growth opportunities. To do this efficiently and effectively, it is critical that they have access to clean, rich, accurate data. With advanced search capabilities, accurate contact intelligence and integrated research in its easy-to-use solution, RelPro helps nonprofits efficiently identify new funding sources, build deeper relationships and grow - and sustain - their impact.

Visit RelPro.com to discover how our Relationship Intelligence can support your development initiatives.

Jennifer Mignarri is a Customer Success Manager at RelPro, bringing experience in Sales, Marketing, and Relationship Management.

Prior to joining RelPro, Jennifer worked as a Salesforce Recruitment Consultant where she specialized in business development, and sourcing quality candidates for clients across several industries. Jennifer also consulted clients on best practices relating to Salesforce implementations and integrations. Prior to Jennifer working within the recruitment industry, she was involved in the marketing and production of large scale global conferences during her time working for Quality Event Management.

Jennifer received a Bachelors of the Arts in Communication Studies from the University of Rhode Island.