All About Capital Campaigns: Nonprofits, Fundraising, Major Gifts, Toolkit

Capital Campaign Pro
  • 4.9 (34)
  • Non-Profit
  • Updated Weekly

All About Capital Campaigns is your weekly source for nonprofit fundraising advice. Each week hosts Andrea Kihlstedt and Amy Eisenstein, co-founders of Capital Campaign Pro (capitalcampaignpro.com) and special guests, provide practical tips about raising more money for your nonprofit organization. Topics include capital campaigns, feasibility studies, working with your board, donors, major gifts, volunteers, and more. This is a great resource for nonprofit Executive Directors/CEOs, Development Directors, Board Members, or others looking to learn about nonprofit fundraising.

  1. When Your Campaign Plan Changes: Turning Roadblocks Into Opportunities

    9h ago

    When Your Campaign Plan Changes: Turning Roadblocks Into Opportunities

    Think your capital campaign plan is set in stone? Think again. The most successful campaigns aren't the ones that unfold exactly as planned—they're the ones that adapt when reality has other ideas. In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt explore one of the most important—and least discussed—truths about campaign fundraising: campaign plans change. Whether it's unexpected zoning challenges, rising construction costs, delayed approvals, shifting project scopes, lost funding sources, or entirely new opportunities that emerge along the way, nonprofit leaders must learn how to navigate uncertainty while keeping their campaigns moving forward. Most organizations begin a capital campaign with a carefully developed vision, a fundraising goal, and a project plan that has been tested through a feasibility study. Donors express enthusiasm. Leadership gains confidence. Momentum builds. But what happens when circumstances change after the campaign is already underway? Amy and Andrea share real-world examples from nonprofit organizations that encountered major obstacles in the middle of successful campaigns—and ultimately emerged stronger because of them. One organization faced an unexpected opportunity to purchase a neighboring property while already stretching to fund a major building project. Another struggled with escalating construction costs that threatened the viability of its entire campaign. In both cases, leadership teams discovered that the answer wasn't to retreat, panic, or hide the problem from donors. Instead, they invited donors into the conversation and treated them as true partners in solving the challenge. The discussion highlights a common mistake nonprofit leaders make when campaign plans encounter difficulties: circling the wagons and attempting to solve problems internally before communicating with supporters. While the instinct to protect donors from bad news is understandable, Amy and Andrea explain why transparency often leads to better outcomes. Donors who have already invested in a project want it to succeed. When organizations openly share challenges and seek advice, donors frequently contribute ideas, connections, resources, and solutions that leadership teams would never have discovered on their own. Listeners will also learn why feasibility studies are about much more than testing fundraising potential. They're actually designed to test a specific project plan and gather feedback before an organization commits to a final direction. That's why campaign plans should always be viewed as drafts rather than fixed blueprints. As circumstances evolve, leaders must remain willing to adjust their plans while staying focused on the mission and desired impact. Throughout the conversation, Amy and Andrea emphasize the importance of flexibility, creativity, and resilience. Sometimes the very obstacle that seems most threatening becomes the catalyst for a better solution. A construction cost crisis can lead to a more efficient project design. A property challenge can open the door to a more strategic opportunity. A setback can spark innovation that would never have emerged otherwise. If your campaign isn't unfolding exactly as planned, you're not alone. This episode will help you approach challenges with greater confidence, creativity, and optimism—and may inspire you to see opportunity where you once saw obstacles. To ensure your campaign ends in a celebration, download our free Capital Campaign Step-by-Step Guide & Checklist. This intuitive guide breaks down each step of your campaign, and the timeline allows you to visualize your whole campaign, from start to finish!

    20 min
  2. How a Small Development Team Raised $10 Million for a Youth Shelter Campaign

    Jun 16

    How a Small Development Team Raised $10 Million for a Youth Shelter Campaign

    What happens when a nonprofit thinks it's ready for a capital campaign—but discovers it still has critical groundwork to complete before moving forward? In this episode of All About Capital Campaigns, Amy Eisenstein sits down with Jacqueline House, Vice President for Communications and Community Engagement at Safe Children Coalition, and Paula Peter, Capital Campaign Pro Campaign Advisor, to explore the remarkable story behind a campaign that grew from an initial $3 million goal to nearly $10 million raised for a new youth shelter serving vulnerable children across Florida's Suncoast region. Safe Children Coalition serves more than 10,000 children each year through foster care, adoption, prevention, and diversion programs. Faced with the need to replace an aging youth shelter originally built in 1959, the organization embarked on a capital campaign that would ultimately far exceed its original fundraising expectations. But the path to success wasn't straightforward. Jacqueline shares how her organization initially believed it was already in campaign mode when, in reality, important campaign planning and donor development work still needed to be completed. Rather than rushing ahead, the organization made the difficult decision to pause for six months and focus on strengthening the foundation necessary for long-term campaign success. Listeners will learn why strategic pauses are often a sign of campaign strength—not weakness—and how organizations can use these periods to clarify project plans, secure key assets, build internal alignment, strengthen campaign leadership, and prepare compelling answers to donor questions. The conversation also explores one of the most important shifts in modern capital campaign fundraising: the evolution of the feasibility study process. Jacqueline explains how conducting donor interviews herself, rather than relying on an outside consultant, helped her build meaningful relationships with prospective major donors, gain candid feedback, and increase both her confidence and effectiveness as a fundraiser. Paula offers a fascinating perspective from her decades-long career in campaign consulting. Having conducted traditional confidential feasibility study interviews since the early 1990s, she candidly discusses why she initially resisted the guided feasibility study model and what ultimately convinced her that empowering nonprofit leaders to conduct their own donor conversations produces stronger fundraising outcomes and more confident campaign leaders. The episode also provides valuable insights for nonprofit executives, development directors, and campaign volunteers working in organizations with limited fundraising infrastructure. Jacqueline describes how she navigated a campaign with a relatively small development operation, a board that was supportive but inexperienced in fundraising, and a leadership team that was simultaneously managing a major construction project. Whether you're planning your first capital campaign, evaluating campaign readiness, considering a feasibility study, or looking for strategies to strengthen donor relationships, this episode offers practical lessons and real-world insights from a nonprofit that transformed its fundraising capacity while successfully completing a major campaign. If you're preparing for a capital campaign or looking to improve your campaign strategy, this conversation offers valuable guidance from leaders who successfully navigated the challenges and opportunities of a transformational fundraising effort. To ensure your campaign ends in a celebration, download our free Capital Campaign Step-by-Step Guide & Checklist. This intuitive guide breaks down each step of your campaign, and the timeline allows you to visualize your whole campaign, from start to finish!

    33 min
  3. The Natural Ebbs and Flows of a Capital Campaign (And How to Use Them to Your Advantage)

    Jun 9

    The Natural Ebbs and Flows of a Capital Campaign (And How to Use Them to Your Advantage)

    What if the “slow” periods in your capital campaign are actually some of the most productive opportunities for building donor relationships and campaign success? In this episode of All About Capital Campaigns, hosts Amy Eisenstein and Andrea Kihlstedt explore the natural ebbs and flows that every capital campaign experiences—and why nonprofit leaders should stop viewing slower periods as setbacks. Whether you're in the quiet phase of a campaign, preparing for a major fundraising push, or wondering how seasonal changes affect donor engagement, this conversation offers practical insights that can help you manage campaign momentum more effectively. Many nonprofit leaders assume a capital campaign should operate at full speed all the time. But campaigns are multi-year endeavors, and maintaining maximum intensity for years simply isn't sustainable. Amy and Andrea discuss why successful campaigns naturally move through periods of high activity and quieter stretches, and how understanding these cycles can reduce stress, prevent burnout, and improve fundraising outcomes. The discussion begins with an examination of seasonal fundraising patterns. Is summer really a slow time for fundraising? The answer depends on your organization, your donors, and your community. For some nonprofits, summer presents unique opportunities to connect with donors who are more relaxed and available. For others, donor travel patterns may create different challenges. Either way, making assumptions about donor availability can cause organizations to miss valuable opportunities. Amy and Andrea share examples of nonprofits that successfully leveraged summer activities and informal gatherings to deepen donor relationships and move campaign conversations forward. They discuss how cultivation often works best during periods when both staff and donors feel less rushed and more open to meaningful conversations. The conversation also addresses an important but often overlooked reality of campaign leadership: the emotional and organizational strain that accompanies major fundraising efforts. Capital campaigns involve large goals, significant stakes, and extended timelines. Amy and Andrea explain why nonprofit leaders should intentionally build breathing room into their campaign plans rather than attempting to maintain constant pressure throughout the life of a campaign. Listeners will learn how to identify productive ways to use quieter campaign periods, including donor cultivation, strategic planning, relationship building, and organizational reflection. Rather than viewing slower seasons as lost time, nonprofit leaders can use them to strengthen the foundation that supports future campaign success. If you're leading a capital campaign, preparing for a feasibility study, managing campaign volunteers, working with major donors, or looking for ways to sustain fundraising momentum over the long term, this episode provides valuable perspective on the rhythms and realities of campaign fundraising. In This Episode, You'll Learn: Why every capital campaign experiences natural ebbs and flowsHow seasonal timing affects donor engagement and fundraising activityWhy summer can be an ideal time for donor cultivationJerry Panas's powerful donor meeting scheduling strategyHow to avoid campaign burnout while maintaining momentumWays to use quieter periods productivelyHow to balance urgency and sustainability in campaign leadershipWhy strategic pauses can strengthen campaign resultsTo ensure your campaign ends in a celebration, download our free Capital Campaign Step-by-Step Guide & Checklist. This intuitive guide breaks down each step of your campaign, and the timeline allows you to visualize your whole campaign, from start to finish!

    18 min
  4. How a Capital Campaign can Turbo-Charge a Modest Fundraising Operation

    Jun 2

    How a Capital Campaign can Turbo-Charge a Modest Fundraising Operation

    What does it actually take to launch a $40 million campaign when your organization has almost no fundraising history? Andrea Kihlstedt sits down with Wendy Connors, CEO of the Hertz Foundation, for a candid, behind-the-scenes look at one of the most remarkable campaign transformations in recent memory. The Hertz Foundation supports science and engineering PhD students — but for most of its history, it barely fundraised at all. When Wendy joined to lead development, the board didn't even know the difference between an annual gift and a campaign gift. What happened next is a masterclass in what capital campaigns can actually do for an organization. In this episode, you'll learn: Why Wendy refused to outsource the feasibility study interviews — and what she gained by doing them herselfHow the Hertz Foundation tripled its volunteer force and what it did to givingThe pivotal moment two co-chairs made major gifts that unlocked the entire public phaseHow a community that preferred anonymity and didn't pledge learned to give at a transformational levelThree things Wendy says every nonprofit leader should do before launching a campaignThis is a must-listen for any nonprofit leader who wonders whether their organization has what it takes — and wants to hear from someone who found out firsthand. Ready to start your own campaign study? Get the full guide at capitalcampaignpro.com/feasibility-study-ultimate-guide/

    32 min
  5. Three Myths About Where Your Biggest Campaign Donors Come From

    May 26

    Three Myths About Where Your Biggest Campaign Donors Come From

    Where are your biggest campaign donors going to come from? If you're like most nonprofit leaders, the answer feels like "somewhere out there" — a major philanthropist who just needs to hear your story. In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt are here to challenge that assumption — and bust the three most common donor myths that derail capital campaigns before they even get started. In this episode, you'll learn: Why your low-level annual donors may have far more major gift capacity than you realizeThe real reason most nonprofits haven't unlocked big gifts from their existing base (hint: it's not the donors)Why Mackenzie Scott, Oprah, and Bill Gates are not your campaign strategy — and what isThe truth about what campaign consultants actually do (and what they absolutely don't)How one couple made one of the campaign's largest gifts after years of $50 donations — and why the organization almost missed themThis is a must-share episode for board members, executive directors, and leadership teams who are still waiting for a magical major donor to show up. Ready to find out where your campaign really stands? Start with our free Campaign Readiness Assessment at capitalcampaignpro.com/assess

    19 min
  6. When Your Campaign Goes Over Goal: What to Do Next

    May 19

    When Your Campaign Goes Over Goal: What to Do Next

    Three clients. One week. All of them over goal. And then the question no one fully prepares for: what do you do the day after? In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt celebrate a remarkable milestone — three CCPro clients crossed their campaign finish lines in the same week — and walk through exactly what nonprofits should do in the hours, days, and weeks that follow. Because going over goal is not just a moment to celebrate. It is a pivotal window for relationship-building, staff recognition, and strategic communication that will shape your organization’s fundraising future. This episode is your guide to handling it well. In this episode, Amy and Andrea cover: Why your first move should be a prioritized list — not a press release or social postHow to identify and personally reach out to the 20-30 people who made your campaign possibleThe “onion” communications strategy: sequencing your outreach from innermost stakeholders outwardHow to meaningfully recognize staff before they transition into months of pledge collectionHow challenge gifts can push a campaign across the finish line at the critical momentWhy how you handle this milestone affects donor retention, volunteer loyalty, and future campaignsWhether you’re wrapping up a campaign right now or still years away from your finish line, this episode will help you plan for the moment that makes all the hard work worth it. Ready to start planning? Visit capitalcampaignpro.com/board-members-guide to download the free Board Member’s Guide to Capital Campaign Fundraising.

    18 min
  7. When Big Donors Push Back: Navigating Ethics in Your Capital Campaign

    May 12

    When Big Donors Push Back: Navigating Ethics in Your Capital Campaign

    What do you do when your biggest donor wants to fund something that isn’t in your campaign plan? Or when a wealthy prospect makes you uneasy but you can’t quite explain why? These are the kinds of ethical gray areas that surface in nearly every capital campaign—and most organizations aren’t prepared for them. In this episode of All About Capital Campaigns, Andrea Kihlstedt and Amy Eisenstein tackled the uncomfortable but essential topic of fundraising ethics. Prompted by the ongoing Epstein revelations—where major institutional leaders maintained relationships with a known bad actor long after red flags surfaced—the conversation expanded into the everyday ethical dilemmas that development directors and nonprofit leaders face during campaigns. The Epstein case is extreme, but the underlying dynamic is common: a donor with deep pockets and wide influence offers access, introductions, and large gifts. When something feels off, the temptation is to look the other way because the money is too important. Andrea and Amy’s message was clear—if you have a feeling in the pit of your stomach, pay attention to it. And more importantly, don’t carry it alone. Surface your concerns to board members, your executive director, or an ethics committee. These decisions should never rest on one person’s shoulders. But ethics in campaigns aren’t always about bad actors. More often, they show up as values conflicts. Andrea and Amy walked through a real scenario from a current client: a private school running a capital campaign received a million-dollar offer from a parent—but only if the money funded a new gymnasium, which wasn’t part of the strategic plan. The gift sounds generous, but accepting it could siphon other donors away from the campaign’s actual priorities, leaving science labs, scholarships, and teacher training underfunded. For organizations preparing for these kinds of board-level decisions, Capital Campaign Pro’s guide for board members offers a practical framework. Their recommended approach: don’t say no outright, and don’t say yes in isolation. Take it to the campaign committee. Consult lead donors. Explore a “yes, and” response—perhaps the gym becomes the next project after this campaign, and the donor leads that effort. The key is making it an organizational decision, not a one-person call. Andrea also shared a cautionary story about a community youth orchestra whose founding values of inclusivity were overridden by a small group of wealthy parents who wanted the orchestra to pursue elite performance. They gained board seats, shifted the mission, and eventually forced out the founders. The community ended up with two competing organizations, neither of which survived. It was a stark illustration of what happens when money is allowed to override mission. The practical takeaway: don’t wait for an ethical dilemma to arrive before figuring out how to handle it. Build the framework now. Discuss scenarios with your board before the campaign launches. Establish who gets consulted when a donor’s request falls outside the plan. Create a small committee or protocol for when something feels wrong. You don’t need all the answers in advance—you just need a process for finding them together. Planning a capital campaign? Download Capital Campaign Pro’s free Campaign Planning Checklist to make sure your team is prepared for every stage—including the conversations nobody wants to have: https://capitalcampaignpro.com/checklist/

    26 min
  8. Not Every Capital Campaign Builds a Building — But This One Changed 800 Lives

    May 5

    Not Every Capital Campaign Builds a Building — But This One Changed 800 Lives

    When most nonprofit leaders hear "capital campaign," they picture a new building. A groundbreaking ceremony. Architectural renderings. But what if the most transformative investment your organization could make isn’t a building at all — it’s the people who do the work? In this episode of All About Capital Campaigns, Andrea Kihlstedt spoke with Esther Landau, Senior Director of Advancement Services at the Arc San Francisco, about a $3.3 million capital campaign that had nothing to do with bricks and mortar. Instead, the campaign funded staff pay increases to reduce crippling turnover and shrank a waitlist that was keeping adults with developmental disabilities from accessing services they needed. The Arc San Francisco, now celebrating its 75th anniversary, serves roughly 800 adults across three Bay Area counties. When their strategic planning process surfaced the root problem — staff wages were not sustainable, which meant they couldn’t hire enough people, which meant the waitlist grew — the campaign became the solution. Of the $3.3 million goal, $2.5 million went directly to increasing staff compensation, and $800,000 funded program growth including a new internship program with San Francisco Rec and Park. With one month left in the campaign and only $150,000 to go, Esther reflected on the surprises along the way. One donor she’d prepared to ask for $7,500 immediately responded with $25,000. Clients of the Arc — people the organization serves — asked to donate to the campaign themselves, raising important questions about ethical fundraising and the universal desire to contribute to something meaningful. For organizations considering whether they have the internal capacity to run a campaign, Capital Campaign Pro’s campaign resources offer a practical starting point. Not every moment was easy. Esther described stretches that felt like dragging a bag of rocks — donors who answered every email except the one about making a gift, months of cheerful persistence before a single meeting materialized. Her advice: the campaign moves at the speed of your donors, not the timeline your board wants. And if you haven’t gotten a no, the answer isn’t yet no. Some of the most creative work happened in cultivation. For the public phase launch, Esther’s team built an immersive experience where attendees assumed the identity of someone trying to access disability services and navigated real-world barriers — bureaucracy, transportation, waitlists — with outcomes determined by a roll of the dice. Some didn’t make it through. The ten-minute exercise gave donors a visceral understanding of the problem the campaign was solving. Esther also championed low-tech, high-touch donor outreach. When emails went unanswered, she recorded short personal video messages — casual, unpolished, like popping into someone’s office to say hello. Donors watched them. And they responded. As she put it: people feel it when you’ve made the personal effort to do something just for them. The takeaway from the Arc’s campaign is simple but powerful: capital campaigns don’t have to be about buildings. They can be about building capacity, building wages, and building the ability to serve more people. And sometimes that’s the most important building you can do. Considering a capital campaign for your organization? Download Capital Campaign Pro’s free campaign resources to explore your options and plan your path forward: https://capitalcampaignpro.com/campaign-resources

    29 min
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About

All About Capital Campaigns is your weekly source for nonprofit fundraising advice. Each week hosts Andrea Kihlstedt and Amy Eisenstein, co-founders of Capital Campaign Pro (capitalcampaignpro.com) and special guests, provide practical tips about raising more money for your nonprofit organization. Topics include capital campaigns, feasibility studies, working with your board, donors, major gifts, volunteers, and more. This is a great resource for nonprofit Executive Directors/CEOs, Development Directors, Board Members, or others looking to learn about nonprofit fundraising.

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