The Intentional Fundraiser Podcast

Hosted by Tammy Zonker

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156

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Aug 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

Listen to episodes

60 recent

August 18, 202625 min

Campaign Planning When the Future Is Fuzzy

"What's our plan if we only raise nine?" A campaign chair asked that in a planning meeting for a $14 million campaign, and the room went completely quiet. She wasn't being negative. She'd run a manufacturing business for thirty years, and she said, "I've never run a three-year plan that came in exactly where the model said it would." So we built an answer. Three of them, honestly. Conservative, moderate, and optimistic, all built around one internal working goal. Eighteen months later, the $4 million lead gift came in at $1.8 million. In most campaigns, that's an emergency board meeting. In this one, it was a Tuesday, because everyone already knew what to do. They finished at $11.4 million, and the board called it a success. In this episode, I walk through what a working goal really is, the three scenarios you build around it, how to write triggers you can see coming, and the five sentences that keep a board steady when the number moves. Give it a listen, then share it with someone on your team who's been waiting for a better moment to launch. More from Tammy Zonker Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Book Tammy to Keynote Your Next Event Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar Subscribe to the Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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

August 13, 202620 min

Recognition That Feels Right Today

A donor wall almost cost them their best donor. At the opening of a gorgeous new wall, one of their most generous donors leaned in and said, "I didn't give so my name could be up there. I gave for the kids. I wish the wall told me about them." That one sentence is the whole episode. On this week's Intentional Fundraiser Podcast, Recognition That Feels Right Today, I dig into what donors are signaling about recognition now, fresh mission-centered practices you can borrow, and how to handle sensitive naming questions without walking into a landmine. Recognition, done right, isn't a plaque. It's a window into the change a donor made possible. Is your recognition making donors feel important, or connected? Give it a listen, then share it with someone wrestling with their own donor wall. More from Tammy Zonker Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Book Tammy to Keynote Your Next Event Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar Subscribe to the Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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

August 11, 202638 min

Build for What's Next

Urgency can steal our future. I’ve watched it happen in nonprofit teams everywhere. We race from grant deadlines to events to year-end goals, doing everything possible to meet today’s needs. But somewhere along the way, the relationship-building work that creates tomorrow’s major gifts gets pushed aside. In my conversation with Mark Stuart, President and CEO of San Diego Foundation, I was reminded that fundraising is not just a development department responsibility. It is a team sport. 🤝 When we make room for curiosity, courageous conversations, and long-term planning, we give donors something more meaningful than a transaction. We give them agency to help shape a better future. So here’s my question: What important fundraising work are you protecting this quarter, even when urgency is loud? 🎧 Listen to this episode for practical inspiration on building for what’s next, then share it with a fundraiser, executive leader, or board member who needs this reminder. More from Tammy Zonker Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Book Tammy to Keynote Your Next Event Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar Subscribe to the Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Guest: Mark Stuart, President and CEO of San Diego Foundation Resources: 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

August 4, 202617 min

Donor Listening That Leads to Action

What if the ask isn't for money? What if it's a question? A donor of fifteen years told one of my clients, "Nobody ever asked me what I thought. They just told me what they'd done." He'd made peace with being a checkbook. I keep hearing versions of that story. Loyal donors who'd give more, and stay longer, if we simply asked them what they see. On this week's episode of The Intentional Fundraiser, I make the case that listening is a fundraising strategy, not a courtesy. We get into how to design listening sessions and donor advisory councils, and the one step almost everyone skips: closing the loop so donors see what changed because they spoke up. When's the last time you asked a major donor, "What are we missing?" Listen to this week's episode, then share it with someone who needs the reminder that donors want to be heard, not just thanked. More from Tammy Zonker Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Book Tammy to Keynote Your Next Event Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar Subscribe to the Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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

July 28, 202620 min

Culture as Your Ultimate Major Gifts Strategy

If you vanished tomorrow, would anyone else in your building know how to talk about a donor with warmth? I've watched two organizations, same size, same budget, same tactics. One had a major gift officer carrying every donor relationship alone. The other had a program director who told donor stories unprompted, because she'd been invited to sit in on a visit once and it stuck. Same resources. Completely different trajectory. On this week's episode of The Intentional Fundraiser, I dig into what a real culture of philanthropy looks like, why it might be your most important major gifts strategy, and one small internal campaign you can try this month. What would change at your organization if donor relationships weren't yours alone to carry? Listen to this episode and share it with someone on your leadership team. More from Tammy Zonker Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Book Tammy to Keynote Your Next Event Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar Subscribe to the Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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

July 21, 202618 min

Healthy Boundaries with Major Donors

He asked to sit in on hiring. She almost said yes to that too. Here's what changed her mind. On this week's episode, I tell the story of a major gift officer whose biggest donor had slowly taken over her evenings, her weekends, and nearly her hiring decisions. We walk through the power dynamics that show up in almost every major gift relationship, the red flags worth naming early, and the reset language that protected both her dignity and the gift. What's one boundary you've had to set with a generous donor? Listen to this episode and share it with anyone on your team navigating a tricky donor dynamic right now. More from Tammy Zonker Author of Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Book Tammy to Keynote Your Next Event Reserve your spot at the upcoming Excellence in Major Gift Fundraising Seminar Subscribe to the Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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

July 14, 202618 min

It Takes a Village: Internal Partners in Major Gifts

A gift once took eleven months to close. Not because the donor said no. Because one person was carrying five jobs. On this week's episode of The Intentional Fundraiser, I tell the story of a major gift that stalled for nearly a year, and what finally unstuck it. Spoiler: it wasn't a better pitch. It was the right people in the room. We talk about: Why cross-functional collaboration is non-negotiable in 2026 Who belongs at your major gifts table How to run a focused 30-minute coalition meeting that gets real results Who on your team, outside of development, deserves more credit for your last big gift? Listen to this episode and send it to a colleague who's ready to stop carrying major gifts alone. More from Tammy Zonker Author of Calling All Heroes Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Learn more about the Excellence in Major Gift Fundraising Seminar Subscribe to Tammy Zonker's Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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

July 7, 202619 min

Events that Actually Move Major Gifts

Her gala cost $40K. Her dinner cost $200. Guess which one got a bigger gift. On this week's episode, I tell the story of two events that happened the same spring, one an eleven-month gala, one a Wednesday dinner for eight people. Only one of them led to real major gift conversations. It wasn't the expensive one. We walk through the 3P framework I now use with clients: purpose, people, program, plus the follow-up system that turns a good event into an actual gift instead of a nice memory. What's one event on your calendar right now that could use a smaller, more focused redesign? Listen to this episode and share it with anyone on your team planning a donor event this year. More from Tammy Zonker Author of Calling All Heroes Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Learn more about the Excellence in Major Gift Fundraising Seminar Subscribe to Tammy Zonker's Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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 30, 202620 min

Working Smarter: Automation for Major Gift Officers

6:30 a.m. Calendar chaos already. By 10 a.m., she hadn't talked to a single donor yet. Six months later, same alarm, same portfolio. Totally different morning. On this week's episode of The Intentional Fundraiser, I walk through what changed for a major gift officer named Renee, and exactly which categories of work she handed off to AI and automation, and which she never will. In this episode, Working Smarter: Automation for Major Gift Officers, I cover: → The real numbers behind a 45-hour week, and where they were really going → Three categories of tasks that are safe to delegate to AI and automation → Two workflows you can set up this week, no technical background required What's one task on your calendar right now that drains you and barely touches a donor? Listen to the episode and share it with a teammate who's ready to get their week back. More from Tammy Zonker Author of Calling All Heroes Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Learn more about the Excellence in Major Gift Fundraising Seminar Subscribe to Tammy Zonker's Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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 23, 202621 min

Inclusive Major Gifts in Practice

A gala put them on stage. Then ghosted them for good. Three community leaders invited up front, never contacted again. Zero gifts. One hurt feeling that traveled fast. On this week's episode of The Intentional Fundraiser, I tell that story next to a very different one. A major gift officer who spent four months building trust with a community before she ever made an ask. No agenda. No pitch. Just curiosity, and a lot of listening. The result? A yes within a week, and two more families who joined in the following year. In this episode, Inclusive Major Gifts in Practice, I walk through: → Why inclusive fundraising is now core major gifts strategy, not a side initiative → The tokenism traps that quietly cost you trust and gifts → The internal work, representation, language, policy, and power, that makes your outreach believable What's one practice you'd like to start, or stop, in how your organization engages diverse donors? Listen to the episode and share it with someone on your team who's ready for this conversation. More from Tammy Zonker Author of Calling All Heroes Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Learn more about the Excellence in Major Gift Fundraising Seminar Subscribe to Tammy Zonker's Scaling Major Gifts newsletter Connect with Tammy Zonker on LinkedIn Resources: 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