The Business Behind Fundraising

Hosted by Sherry Quam Taylor

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Aug 2026

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Welcome to the Business Behind Fundraising podcast where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors, with Sherry Quam Taylor.

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August 25, 2026Episode 435 min

The Martignetti 3-Step, 1-Week Planned Giving Launch with Tony Martignetti

Tony Martignetti joins Sherry Quam Taylor to discuss his upcoming book, Planned Giving Accelerated , and the transformative potential of planned giving for small to mid-sized nonprofits. Tony’s book (that features a contribution from Sherry herself!) aims to empower smaller organizations, making planned giving accessible and straightforward. Tony believes that planned giving can be a powerful way to secure the future of your organization, Tony emphasizing that planned giving is ultimately about life and sustainability. What You Will Discover: ✔️ Planned Giving is not a conversation about death. It’s an opportunity to preserve the life and longevity of your work in your community ✔️ Identify Your Top Prospects. Focus on your loyal, long-standing donors who have shown commitment over the years ✔️ Engage in Conversations. Shift the narrative from reactive fundraising to proactive relationship building, making the planned giving conversation feel more natural ✔️ Cultivate and Solicit. Base your asks on the foundation of trust you’ve built with your top prospects —————————————— Tony Martignetti is the evangelist for Planned Giving. In September, he publishes his book, Planned Giving Accelerated , to help small- and mid-size nonprofits launch, by making Planned Giving fundraising easy, accessible and affordable. The book waitlist is at PlannedGivingAccelerated.com . He started as a front-line Planned Giving fundraiser in 1997 and kicked off his consulting in 2003. Tony is a lawyer, but he doesn't talk like one. Instead, he weaves in his stand-up comedy and improv past, to bring Planned Giving within reach for small- and mid-size nonprofits. LinkedIn: https://www.linkedin.com/in/tonymartignetti/ Website: PlannedGivingAccelerated.com ---- Welcome to the Business Behind Fundraising podcast, where you’ll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor’s unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You’re in the right place! #nonprofits #podcast

December 13, 2022Episode 222 min

Case Study with Emily Norton: Why she confident growing her budget by 40% (when it's only ever grown by 10%)

Everything is sales. Whether you're selling a product or a vision for the future, you want people to connect and feel its urgency and importance. Putting a focus on forming lasting donor relationships took Emily Norton's organization, the Charles River Watershed Association, to new heights. Listen as she walks us through her experience working with me, building her confidence, and thinking big. Tune in to The Business Behind Fundraising — Case Study with Emily Norton: Why She is Confident Growing Her Budget By 40% (When It's Only Ever Grown By 10%). What You Will Discover: ✔️ Think big. The starvation mindset holds nonprofits back from growing. Put into practice the activities that allow expansion. Changing their strategic plan helped Emily Norton grow her budget by 40% this year. ✔️ Do things with confidence. The more honest you are about your organization's financial need, the more donors want to support you.. They want to be on the same winning team. ✔️ 'The ask' is only one step in the donor's journey. Sometimes, calling a donor to say thank you or provide a resource can help cultivate a stronger relationship. It's how all the small steps fit together for maximum relationship building. ✔️ Slow down. Connect your goals to their interests. You may have donors who aren't giving their best gift because they don't have a clear picture of what you do or what your organization needs. Emily Norton has served as Executive Director of the Charles River Watershed Association since August 2018. She previously served as Massachusetts Chapter Director for the Sierra Club, where she focused on advocating for stronger renewable energy policies at the state and local levels. Prior to that, she spent ten years as a research and communications consultant to groups such as Conservation Law Foundation, Northeast Energy Efficiency Partnerships, Environmental Defense Fund, and the US EPA ENERGY STAR Program. Emily also spent several years working in politics as a fundraiser for the Democratic Leadership Council in Washington, D.C., and as Finance Director for a Congressional campaign on Cape Cod. LinkedIn: https://www.linkedin.com/in/emily-norton-541173/ Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

May 3, 202212 min

Demystifying Fundraising For Your Board Members

There are three groups that partner your nonprofit's revenue generation. Your Executive Director/CEO Your Fundraising Staff And, your Board If one of those is not doing their job, reaching and exceeding your annual need is going to feel like you're climbing a hill with a cannon ball strapped to your leg. If you do fundraising the right way or go at it from a different perspective, you'll actually realize that getting boards to play their role in fundraising doesn't have to be so hard. Let me show you how it's done. Tune in to learn more 🎬 watch the full episode of The Business Behind Fundraising — Demystifying Fundraising For Your Board Members with Sherry Quam Taylor. What You Will Discover: ✔️ Train your board. The root of your board's love-hate relationship with fundraising? Well, they're experts in something else. Board members got their positions for a reason - they are experts in their respective fields. But they probably never learned how high-ROI fundraising works. ✔️ Lead by example. Take the first step in showing your board what strategic fundraising looks like. Initiate positive donor experiences. Free up their time for high-ROI activities. ✔️ Ditch the script. Your donors can sense when you're being inauthentic. They can hear the nervousness. Challenge your board to just be their real selves. ✔️ The ask is just ONE step in the process. Fundraising is a journey. Each board member holds a supporting role in different portfolios and donor experiences all year round. If they deeply understand the process, they'll be more comfortable playing their role. ✔️ Fundraising is more than just asking for money. Educating. Networking. Connecting. This is what fundraising SHOULD be about. Embody these ideas so you can actually show up as the best version of yourselves. I hope to see you crafting the best, high-yielding fundraising strategy for your organization! Download Case Study (How My Client Added 7-Figures of Gen-Ops Revenue to His Bottom Line) https://mailchi.mp/32f117c7f07a/7figures . #nonprofit #fundraising #nonprofitceos

April 19, 2022Episode 1013 min

Why Your Staff Isn't Soliciting Major Donors

Inevitably, when I'm working with fundraising teams and digging into their major gift processes, a familiar question pops up: "Are you soliciting major-level donors?" What I'm really asking is are you sitting down (one-on-one) and having a conversation and then asking. . . But too often fundraising teams answer "yes" . . . followed by their list of asks they make in seasonal appeals and events. But these aren't the types of solicitations appropriate for major donors. They need something more. Tune in to learn more 🎬 watch the full episode of The Business Behind Fundraising — Why Your Staff Isn't Soliciting Major Donors with Sherry Quam Taylor. What You Will Discover: ✔️ Learn how to do one-on-one solicitations. Providing a customized donor experience is key. When you intimately know your donor's mission for giving this is actually quite easy. ✔️ Prepare your staff. To move into relational-based fundraising you must ask the right questions. "What skills are my staff missing?" "What activities can we remove from their schedule?" "Can we delegate some unrelated tasks to someone else?" "How can you align your staff's hours with dollars?" ✔️ Don't be afraid to ask. Your major donors aren't mind-readers. My clients have received six-figure gifts - all because the donor never knew the extent of their need until they laid it to them straight. Never rely on your donor to guess! ✔️ Surprise solicitations are a no-no. It may be tempting to drop an email or just host another event. Take the time to serve your donor in a way so irresistible that they want to give their best gift to you every year. ✔️ Dedicate time and budget to your growth. My clients have asked for help, and now they're experts at investment-level conversations. Their drive to equip their team has resulted in long-term growth and goal-busting numbers they've never even imagined! Download Case Study (How My Client Added 7-Figures of Gen-Ops Revenue to His Bottom Line) https://mailchi.mp/32f117c7f07a/7figures .

March 15, 2022Episode 517 min

A High ROI Revenue Generation Model

In the book, The Road Less Stupid by Keith Cunningham, there is a wise nugget that goes: "We acted like it was a sin to miss a revenue opportunity. And that makes as much sense as needing to eat everything at the Sunday buffet." That hit a bullseye in me because so often, I'd hear fundraising teams being handcuffed by events, appeals, and campaigns - saying yes to everything, even if it makes the littlest amount of money. I'm here to tell you that once you pick up my high ROI revenue generation model, you'll see exactly what's been keeping you from fully funding your mission year after year. Tune in to learn more 🎬 watch the full episode of The Business Behind Fundraising — A High ROI Revenue Generation Model with Sherry Quam Taylor. What You Will Discover: ✔️ There's nothing wrong with asking for (outside) help. Wouldn't we delegate a million fundraising tasks to someone else if we know it would save time and raise more money? All fundraisers must maximize their efforts and align all hours with dollars. ✔️ Use the Top 30 Donors concept. You can't do it all, so start with a financing plan that attracts, inspires, and caters to your top-level donors. This is a critical step that helps your team know who they should focus their time and energy on. ✔️ Cut the fluff. Are you having investment-level conversations with donors? Or are you just bombarding them with storytelling to win them over short-term? A vision-mission statement won't make them stay for the long-run. What gets them on board for life is a clear picture of your financial need and strategic goals. ✔️ The most precious asset to the organization is time. I'll be sharing the reasons your team is always chasing their tail and how getting rid of time-consuming low-revenue activities would make your team more efficient. ✔️ Create customized donor experiences with a high ROI model. It's not enough to just give your donors a tiny glimpse of your organization. It's all about setting up an immersive experience for each donor - make them feel that they're an important part of the initiative. ✔️ Fundraising is discipline. One of my clients smashes her yearly goals due to her passion and willingness to stick to the high ROI model. Being methodical and purposeful in event planning earned her a strong reserve and a loyal investment-level donor base. And you can do the same, too. Download White Paper : The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper #nonprofit #fundraisingsecrets #roi #revenuegrowthmodel

October 22, 2024Episode 945 min

Fall Funder Series: A Discussion with Aba Taylor Brookline Community Foundation

On the final episode of this year's Fall Funder Series, Sherry Quam Taylor speaks with Aba Taylor of the Brookline Community Foundation. Located in the immediate suburbs of Boston, BCF partners with nearly 50 organizations, seeking to improve the financial equity and economic growth of vulnerable populations in their area. As Executive Director, Aba not only cultivates relationships with organizations seeking their assistance, but also fundraises on her own, helping secure the money from private donors that will then flow to community partners that align with BCF's values. The importance of relationship building continues to be a theme throughout this series, but Aba dives deeper into the unique challenge of positioning a foundation within their communities nonprofit environment. Foundations have to seek funding on their own, so they are also doing the groundwork that nonprofit organizations. Because of this, foundations often understand the work that goes into securing funds, and they want to help those that they see making the greatest impact from that work, regardless of their size or reputation. What You Will Discover ✔️ Funders come in all shapes and sizes. Take the time to figure out what kind of organizations a foundation generally funds. Rather than shooting in the dark with someone you hope may notice you, find a foundation that works with organizations similar to your own. ✔️ Funders have a unique challenge on their hands: they sometimes are competing for the same resources as the organizations they intend to fund. Understanding your fundraising environment can help leverage these relationships to their greatest extent. ✔️ "Lead by listening." Whether you're an established organization or one just getting off the ground, funders will hear about you if there is motivation and action behind your cause. —————————————— Aba Taylor has spent the last two decades engaged in social justice as an educator, facilitator, organizer, consultant, and nonprofit executive. From working internationally at the United Nations to conducting civil rights trainings all over the United States, to leading high impact social justice organizations and efforts, Aba has committed herself to supporting the capacity and leadership of nonprofit, educational and philanthropic organizations dedicated to social transformation. Prior to joining BCF, Aba held multiple senior leadership roles at the Interaction Institute for Social Change (IISC). Prior to that Aba was the Executive Director of the Network for Social Justice, and before that the Deputy Executive Director of the Astraea Foundation for Justice. Aba has sat on numerous boards and is currently the Board President of the Neighborhood Schools Inc. where her daughter attends school. Aba holds a Bachelor of Arts degree from Columbia University and a Master of Arts degree in Nonprofit Leadership and Management from the School of International Training. She is a Rockwood Leadership Institute alumnus and a certified trainer with Quabbin Mediation. Passionate about arts, culture, and creative expression Aba is a closeted writer and a very out sci-fi nerd. For Aba, liberatory parenting as well as spiritual and healing practices are her North Star. LinkedIn: https://www.linkedin.com/in/abataylor/ Website: https://www.brooklinecommunity.org —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place! #nonprofits #podcast

June 21, 2022Episode 49 min

Successful Nonprofits Slow Down

An amazing client of mine that I've been coaching for years has told me that it only takes him 30 hours a week to reach his seven-figure revenue goal. I repeat, 30 hours! You might think I'm kidding, but it is indeed possible. So just like him, how can you hit your target number in less time? Prioritizing the right things and slowing down. Tune in to The Business Behind Fundraising — Successful Nonprofits Slow Down with Sherry Quam Taylor. What You Will Discover: ✔️ Figure out the things you need to stop doing. There's nothing wrong with grants, events, and government contracts. But these aren't the things that will help you scale by millions. Choose wisely how to prioritize your time. ✔️ Identify your true financial need. Also called a "stretch goal", make sure that this aligns with your strategic plan so you can get that unrestricted revenue. ✔️ Build a team of strategic fundraisers. Are they good decision-makers? Can they get donors their best gift? Can they align their hours with dollars? Can they build relationships with donors without rushing? ✔️ Move beyond mission-based stories. Pivot towards numbers-based conversations that people avoid. Heartfelt tales and tearjerkers won't get you to your goals. ✔️ Provide mission-aligned experiences to your top 30-50 donors. This isn't a one-size-fits-all work. What's your donor's reason for giving and are you serving this? ✔️ Equip your team with the skills to ask donors for their best gift. They should know how to lead a four-figure donor to five figures with a stellar track record to prove it. ✔️ Y ou don't need to work fast to get big results. The most successful nonprofits don't even have to work overtime. I want to make sure that you are not spending so much time on activities that yield small-dollar results. Every gift is important, but your hours are too! Be sure to subscribe on YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

March 25, 2025Episode 228 min

Diversifying Your Human Service Org's Revenue: A Case Study with Carina Santa Maria at Shelter, Inc.

Carina Santa Maria is a first time ED making veteran moves at her organization. At Shelter Inc., Carina helps youth experiencing homelessness find emergency shelter, transitional housing, and clinical care, filling a crucial need for a vulnerable population within her community. Such a need requires great funding, and when Carina stepped into the role, things weren't where they needed to be. Fast forward to today - Shelter Inc. has seen their revenue grow nearly 5x thanks to changes in strategy implemented by Carina. Sherry and Carina discuss the growth and challenges faced by Shelter Inc., the journey of scaling the organization,and how their relationship with donors impacted the transition to their new funding model. The two explore the need for diversification in funding, the impact of innovative ideas, and the significance of infrastructure in nonprofit operations. What You Will Discover: ✔️ Infrastructure needs are often overlooked but essential for operations. ✔️ The ask doesn't have to be awkward. By staying open and consistent, your funders won't be caught off guard when you make the big ask, and even might be more proactive that you anticipate. ✔️ New initiatives can appear nice and shiny for donors, but communicating the importance of overhead funding is crucial. ✔️ An engaged team is vital for implementing change throughout your organization. —————————————— Carina H. Santa Maria, MSW, LCSW, was appointed Executive Director and member of the Board of Directors of Shelter, Inc, in June 2018. She was previously Director of Field Education with Dominican University's School of Social Work where she managed and coordinated internship experiences for master level social work students while maintaining relations with community organizations to address the needs of clients needing social work intervention. While at Dominican, she also served as an adjunct instructor, teaching various graduate level social work classes, including a graduate level human trafficking course. Prior to her work at Dominican University, she was a Community Youth Counselor for Memorial Health Care Systems and partnered with the Broward Sheriff's Office and their Juvenile Diversion program. She has also served as the Vice President of Education and Outreach at the Broward Human Trafficking Coalition, and as a residential counselor at Youth Villages in Memphis, TN. In addition, Carina has volunteered with Kristi House – Project GOLD and served as the Education Director for Traffick Free, a volunteer driver organization in the Chicago area that combats human trafficking. Carina is also a founding member of a local Arlington Heights community group called Voices of Community, Acceptance, and Love (VOCAL), whose mission is to bridge differences to create a supportive, connected community that celebrates diversity and practices tolerance and acceptance. She was recently awarded the NASW Illinois Chapter's Emerging Young Leader Award as well as Delta Zeta National Sorority's 35 women under 35. She graduated with her bachelor's degree in psychology and criminology from the University of Tampa in 2007. In 2011, she received her master's degree in social work from Dominican University. She resides in Arlington Heights, IL with her husband and two sons. LinkedIn: https://www.linkedin.com/in/cnhomann/ Website: https://www.shelter-inc.org/ -------------------------- Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place! #nonprofits #podcast

March 8, 2022Episode 322 min

The Nonprofit Overhead Myth

There's a statistic that I share in every webinar and podcast I'm on. The Urban Institute Center on Nonprofits and Philanthropy says that 91% of organizations never reach $5 million in annual revenue, with 77% failing to reach the $1 million mark. This stopped me dead in my tracks. I thought, "That is crazy! Why is this occurring?" And that's exactly what I've been working to solve for over a decade. For too long, the nonprofit industry has been held to unrealistic expectations and outdated metrics that keep organizations from growing. The most insidious? "Nonprofits should be able to do more on less." All those "truths" about overhead? When you have a true needs-based budget backed up by a ral financing model that assists you in cultivating relationships with investment-level donors, you find they don't hold true at all. Tune in to learn more 🎬 watch the full episode of The Business Behind Fundraising — The Nonprofit Overhead Myth. What You Will Discover: ✔️ More nonprofits should invest more on overhead. I share how I helped an organization triple their revenue in 18 months by spending more money. Life-changing missions require a significant investment in resources, tools, and people. ✔️ Turn your team into high-revenue generators. Everyone has the same 8 hours in a typical workday. But is your team using it to the fullest? Every second and every decision must yield those investment-level gifts to fund your organization. ✔️ Hold strategic activities that attract higher-level donors. Having all the money you need to finance your strategic plan starts with identifying what's blocking your overall revenue growth. Attracting larger, unrestricted gifts from individuals starts with getting real about what your organization truly needs to achieve your vision. ✔️ Know your numbers, your business, and what you need. There's no reason to evade the topic of overhead costs if you are clear about what your organization needs. Be able to present the math. ✔️ Have financial conversations by starting with a proper budget. Digging deeper to discover the proper course of action to reach your financial needs will help you secure those unrestricted funds. Strategic and intentional - that's the name of the game. Download White Paper : The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper #nonprofits #scaling #fundraising #money #boardofdirectors

November 18, 2025Episode 539 min

Learning to Lead Investment-Level Conversations: A Case Study with Melissa at Illinois Stewardship Alliance

As the Director of Development at the Illinois Stewardship Alliance, Melissa Frueh helps center the voices of farmers and workers in the food system to champion impactful changes and create a system that works for and feeds everyone. This crucial community work requires consistent funding, and consistent funding requires belief in your cause from your donors. With a sales background in hand, Melissa has gotten seriously good at helping donors take the leap to greater investment opportunities. Sherry and Melissa discuss the skills that translate from sales to the nonprofit world, building confidence as a first time director of development, and the strategies that help make investment-level conversations with donors easier. What You Will Discover: ✔️ All work is development work if your organization's mission is clearly defined ✔️ Unlocking new ways of communicating your goals can make the challenge of seeking membership funding less daunting ✔️ Understanding the perspectives of your donors helps you meet them where they are at ✔️ Painting a clear and focused picture of your needs to a donor can go farther than any ask could achieve —————————————— Melissa Frueh is the Development Director for the Illinois Stewardship Alliance, a statewide grassroots organizing organization that is building a stronger local food and farm system. She lives in Chicago where she enjoys all that the city has to offer, and ventures into the northern great lakes region to relax. LinkedIn: https://www.linkedin.com/in/melissa-frueh-20636a113/ Website: https://ilstewards.org/ -------------------------- Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place! #nonprofits #podcast