The Intentional Fundraiser Podcast

Hosted by Tammy Zonker

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146

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Jun 2026

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About the show

Welcome to The Intentional Fundraiser Podcast. I'm your host, Tammy Zonker, and I'm thrilled you're here. I've spent nearly three decades specializing in major gifts. I’ve seen how major gifts often form the backbone of an organization’s financial stability, and yet, I know many of us find this area particularly challenging. Time and again, I’ve been approached by fundraisers and nonprofit leaders eager to establish or supercharge their major gift programs. It’s become crystal clear that there’s a growing hunger for training and expertise in this area. I’ve had the incredible privilege of working with nonprofits from all around the world helping organizations collectively raise nearly one billion dollars. During this time, I’ve developed strategies and tools that have consistently helped organizations transition their mid-level donors into major donors through meaningful engagement. It’s a process that, when done consistently, can truly catapult an organization’s major gift fundraising to the next level. Whether you’re a seasoned major gift officer looking to refine your approach, a development director aiming to build a powerhouse program, an executive director looking to scale your organization’s capacity for transformational giving, or a board member seeking to understand the transformative potential of major gifts, The Intentional Fundraiser podcast is your source for growth and excellence in major gift fundraising. So, buckle up! We're about to embark on a journey to take your major gift program to the next level – and beyond. Let's get intentional about major gift fundraising! Keep transforming, Tammy Zonker Major Gift Expert & Keynote Speaker Fundraising Transformed #ScaleRaiseDo

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60 recent

June 16, 202615 min

Building Predictable Major Gifts Revenue

What if your major donors wanted to commit longer?Most of them already do. They just haven't been asked.In this week's episode of The Intentional Fundraiser podcast, I'm talking about one of the most underused strategies in major gifts: recurring and multi-year commitments.Not because donors resist them.Because most fundraisers don't have the language to invite them in.Here's what we cover:Why predictable revenue lets your organization plan in mission mode, not survival modeThe exact invitation language I've seen open multi-year conversations naturallyA stewardship framework called Renewal Cues and Milestone MomentsHow automation and AI can help you make sure no touchpoint gets missedAnd your challenge: draft one multi-year invitation this week. Email, letter, or phone script. Just get it on paper.Here's a question to sit with: What would change in your organization if you knew, right now, what your major gift revenue would look like for the next three years?That's what these conversations can make possible.Listen to the episode and share it with someone on your team who handles major donor relationships.More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

June 9, 202620 min

Beyond Cash: Unlocking Asset-Based Major Gifts

$5k a year. For 12 years. Then she sold her business.The fundraiser said, "congratulations," and changed the subject.Sixty days later, with one different question, that same donor transferred $400,000 in appreciated stock before the sale closed.Same donor. Same relationship. Different question.This week on The Intentional Fundraiser, I'm pulling back the curtain on what most major gift teams are quietly missing in 2026: asset-based gifts.Stock. DAFs. Closely held business interests. Real estate.These are not "planned giving department" conversations anymore. They are the next frontier of major gifts for nonprofits of every size. In this episode, Beyond Cash: Unlocking Asset-Based Major Gifts, I walk through:→ The donor signals that say "I'm ready for this conversation"→ Two conversation openers that stay donor-centered and advisor-friendly→ The four asset types every major gift officer should be fluent in→ Stewardship moves that turn one complex gift into long-term partnership→ The internal readiness check you can do with your CFO this weekIf cash giving in your shop feels flat, this is the door I want to open for you.Listen to this week's episode and share it with your CEO and finance lead. The fundraisers who get comfortable with complex gifts now will quietly outpace everyone else over the next three years.What's the one part of asset-based giving that still feels intimidating in your work?More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

June 2, 202618 min

Leading from the Major Gifts Seat

Your CEO is not your critic. They might be your scariest internal customer.Once I understood that, everything changed.For years I walked into meetings with my ED ready to defend my portfolio. Why hadn't the gift closed. Why we were behind. Why the donor needed more time.I left those meetings smaller. He left them more anxious. And the donor at the center of it had no idea any of it was happening.Then I learned the move that changed my career.I stopped reporting at my leader and started equipping my leader. ✨One-page briefings. One donor story per meeting. A predictable rhythm of updates. A 45-minute alignment agenda I now use with every coaching client.In this week's episode of The Intentional Fundraiser, I walk through:→ The empathy shift that changes the whole dynamic.→ Four managing-up moves that work in 2026.→ The exact briefing format and meeting agenda you can use this month.If you've ever felt squeezed between donor reality and leadership expectations, this one is for you.When was the last time you had a structured strategy meeting with your ED or CEO that you walked out of feeling good?Listen, then share with one fundraiser or one nonprofit leader who needs it. More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

May 26, 202617 min

Story and Data: What Major Donors Really Need

$150,000 gift. One question.90 seconds."Who is this changing for?" A development director walked into a meeting with a fund-of-funds founder and a 12-page impact report. He flipped through it in ninety seconds and asked one question:"Who is this changing for, and how do you know?"She closed the report. Told one story. Showed one chart. One photo. Nine minutes.Six days later, the $150K gift came in.When she called to thank him, he said something I think about every week: "I don't need more pages. I need to feel and verify what's working."On this week's episode of The Intentional Fundraiser podcast, "Story and Data: What Major Donors Really Need," I break down:→ Why even your most analytical donor needs an emotional connection→ The Story Spine: a 5-beat framework for major donor narratives→ How to weave data inside the story, not bolt it on after→ Why dignity-first storytelling is the new bar in 2026Here's the question I want to leave you with. When did you last test your most-told impact story against a sophisticated donor's hardest question?Listen to the episode, then rewrite one story this week. I'd love to hear how it lands.More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInGuest: Name, Title, CompanyResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

May 19, 202616 min

Designing Impact Together with Donors

"You brought me a brochure, not a conversation."A donor said that to one of my clients.It changed how we prep every donor visit now.In this week's episode of The Intentional Fundraiser podcast, I share the story of a $250,000 ask that became a $400,000 partnership plus two warm introductions, all because we changed one thing.We stopped presenting.We started designing.Inside the episode you'll get:The five-part co-design meeting flow you can use this weekThe donor psychology that makes this work so wellThe tools, visuals, and AI-supported follow-up habits I use after every donor visitYour best donors are not waiting for a better update. They are waiting to be invited into the work.Here is my question for you today. When was the last time you walked out of a donor visit feeling like you had truly built something together?Listen now, then forward this episode to one teammate who is about to prep a big donor visit.More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

May 12, 202617 min

Peer Power: Ambassadors and Giving Circles

A $100,000 gift, made in a kitchen.The major gift officer wasn't there.Another donor was. ☕She invited three friends over for coffee. She told them why she gave. She didn't pitch. She didn't ask. Six weeks later, one of those friends called me ready to make a major gift.That moment changed how the major gift officer thinks about major gift strategy.🎙️ On this week's episode of The Intentional Fundraiser podcast, I unpack peer power, ambassadors, and giving circles, and why peer voices carry more weight than staff voices in 2026.We cover:→ The four peer roles that work in real programs (Host, Advocate, Champion, Circle Convener)→ How to design peer-led experiences that feel like invitation, not pressure→ The guardrails that protect against mission drift, peer pressure, and bubble dynamicsHere's the question I want to leave you with. Who in your donor base is already telling friends about your work without being asked? That person is your starting point.Listen to the episode, and share it with another fundraiser who's building a peer strategy. The doors you've been knocking on may already be wide open from the other side.More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

May 5, 202620 min

Rethinking Major Gifts Metrics in 2026

Bad metrics ruin good fundraisers.Slowly. Quietly. Cycle after cycle.And almost nobody on the team is allowed to say it out loud.In this week's episode of The Intentional Fundraiser, I'm sharing why the metrics most major gift programs lean on, raw visit counts, dollars to goal, dials made, often miss the actual work. I'm walking through:→ The hidden cost of using lagging indicators to coach behavior→ Five leading indicators worth tracking instead→ Why AI inside your CRM should help you ask better questions, not deliver verdicts→ How to turn the next quarterly board report into a coaching opportunity for leadershipHere's the question I want to leave you with:If your scoreboard disappeared tomorrow, what would your gift officers actually do differently?If the answer is "not much," your metrics may not be doing the work you think they are. Listen to this episode, then send it to one development director or board member who could use a different conversation about reporting this quarter.More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInGuest: Name, Title, CompanyResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

April 28, 202619 min

Pruning Your Portfolio to Grow Your Results

Pruning isn't loss. It's care. For years, fundraisers have been told that a bigger portfolio means a healthier pipeline. In my experience, the opposite is usually true.A focused list closes more gifts, and a focused fundraiser feels more human at the end of the week.In this week's episode of The Intentional Fundraiser, I walk through the four lenses I use to decide who stays on an active portfolio, who graduates to stewardship, and who pauses for now. I also share the language to use with leadership when you propose a leaner, sharper list.What if the bravest move you make this quarter is to take 10 names off your portfolio on purpose?Give this episode a listen and pass it along to a fundraiser or development leader who needs permission to focus. The donors who stay on your list deserve your best, and so do you.More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInGuest: Name, Title, CompanyResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

April 21, 202619 min

Crafting Offers for Transformational Giving

"Fuzzy is the enemy of yes."That line came up this week while I was recording the podcast.And I cannot stop thinking about it. Most major gift offers I see in 2026 are not failing because the relationship is weak or the mission is unclear. They are failing because the offer itself is fuzzy. A program description with a price tag at the bottom is not an offer. It is a proposal. And sophisticated donors can feel the difference.In this week's episode of The Intentional Fundraiser podcast, I walk through the anatomy of a truly transformational gift offer. The five elements that belong on one page. The multi-year and blended structures that feel doable to your donor. And the co-creation conversation that turns a good offer into a great partnership.I share three real stories along the way, including the donor who once told me, "I wrote the check because I liked you. But I never quite understood what I was building." Here is my question for you: Do your best offers feel like proposals, or like invitations?Give this episode a listen this week. And if it lands for you, share it with a colleague who is sitting on a big opportunity right now. That is often the nudge that moves it forward.More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies

April 14, 202612 min

Trust-Building Conversations with Major Donors

Two donors. Same problem.Completely different outcomes. One development officer waited too long to call. By the time she reached out about a delayed project, the donor had already pulled back. A significant gift quietly disappeared.The other officer called early. She was honest. She said, "Here's what happened, here's what we learned, and here's what we did to fix it." The donor's response?"I really appreciate you telling me that. Most organizations only call when they want something."The difference between those two outcomes wasn't strategy or skill. It was clarity and follow-through.In this week's episode of The Intentional Fundraiser, I'm sharing everything I know about building deep, lasting trust with major donors, even when things don't go as planned.You'll hear:What "radical clarity" actually sounds like in a donor conversationFour practical feedback loop ideas you can start this quarterHow to use AI to scale your stewardship without losing the human touchA simple thirty-day challenge that could change how you approach donor relationshipsWhat's one conversation you've been putting off with a donor? Connect with me on LinkedIn and share in the comments. You might be surprised how many people are in the same place. Listen to the episode and share it with a colleague who's building major donor relationships right now. Let's grow together. More from Tammy ZonkerAuthor of Calling All HeroesFounder of Fundraising TransformedPresident of Modern Institute for Charitable GivingLearn more about the Excellence in Major Gift Fundraising SeminarSubscribe to Tammy Zonker's Scaling Major Gifts newsletterConnect with Tammy Zonker on LinkedInResources: Show notes, links, and resources mentioned in this episode.Review my show: Please review my show. After you click the link, scroll to the bottom, first tap to rate with five stars, and then tap “Write a Review.” Then, let me know what you liked most about this particular episode or how you find my podcast helpful, valuable, insightful, or inspiring in some way.Privacy Policy: See Privacy Policy at https://www.fundraisingtransformed.com/policies