The Intentional Fundraiser Podcast

Tammy Zonker

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

  1. 1d ago

    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

  2. Jul 14

    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 2026Who belongs at your major gifts tableHow 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

  3. Jun 30

    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

  4. Jun 23

    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

  5. Jun 16

    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 missed And 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 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

  6. Jun 9

    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 week If 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 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

  7. Jun 2

    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 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

Trailer

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About

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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