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. 5D AGO

    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 leadership Here'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 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 Guest: Name, Title, Company 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

    20 min
  2. APR 28

    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 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 Guest: Name, Title, Company 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

    20 min
  3. APR 21

    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 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

    19 min
  4. APR 14

    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 relationships What'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 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

    13 min
  5. APR 7

    A Modern Tech Stack for Major Gift Success

    Too many tools? Too little clarity? And not enough hours to manage it all? This episode is for you. On this week's episode of The Intentional Fundraiser, I talk about what a healthy major gifts tech stack actually looks like, and what to do about everything that's built up around it. We cover the four core tech categories that matter for major gifts work, a five-criteria framework for evaluating any tool in your stack, where AI genuinely fits in a major gifts fundraising context, and a simple ninety-day tune-up plan that won't become another project on your plate. I open the episode with a story about two development teams. One had eleven tools and a monthly meeting just to coordinate them. The other had four and their best portfolio results in years. Here's the question the episode is built around: Is your tech stack making donor relationships easier, or is it one more thing your team has to manage around? Your answer to that question might be worth thirty minutes of your week. 🎧 Listen to this episode and share it with a colleague who's been feeling the weight of too many tools. More from Tammy Zonker Author of Calling All Heroes Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Major Gifts Training: Excellence in Major Gift Fundraising Seminar 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 Newsletter: Subscribe to my Scaling Major Gifts weekly newsletter.

    18 min
  6. MAR 24

    Take Back Your Week, Grow Your Major Gifts

    My calendar used to tell on me. I’d get to Friday and realize I’d spent the whole week in meetings, email, and “urgent” internal stuff… while my top donors barely heard from me. Sound familiar? In my latest episode of The Intentional Fundraiser, I share how I started treating my calendar like a major gift strategy tool, not a suggestion box. I walk through the three time blocks that changed everything for me, how to negotiate donor-first time with your boss and peers, and where AI can act like a junior assistant so you can focus on real donor relationships, not admin. What might change in your revenue and your sanity if you reclaimed just six focused donor hours each week? Listen to “Take Back Your Week, Grow Your Major Gifts” and share it with your team, your executive director, and your board. More from Tammy Zonker Author of Calling All Heroes Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Major Gifts Training: Excellence in Major Gift Fundraising Seminar 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 Newsletter: Subscribe to my Scaling Major Gifts weekly newsletter.

    21 min
  7. MAR 17

    From Mid-Level to Major: Mapping the Journey

    Your next major donor might already be giving I’ve seen so many mid-level donors quietly reading emails, showing up at events, and faithfully giving year after year, without ever being invited into a deeper conversation. When we finally slow down, notice their behavior, and map a simple journey from “thank you” to “tell me what matters most to you,” everything starts to change. Gifts grow, trust deepens, and fundraising feels more relational and less transactional. What if your best future major donor is already in your mid-level file, just waiting to be seen a little more personally? In this week’s episode of The Intentional Fundraiser, I talk about “From Mid-Level to Major: Mapping the Journey” and share practical steps you can take with your own donors Listen to the episode and share it with your team, your executive director, or a board member who cares about growing major gifts in a more intentional way. More from Tammy Zonker Author of Calling All Heroes Founder of Fundraising Transformed President of Modern Institute for Charitable Giving Major Gifts Training: Excellence in Major Gift Fundraising Seminar 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 Newsletter: Subscribe to my Scaling Major Gifts weekly newsletter.

    20 min

Trailer

5
out of 5
18 Ratings

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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