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

Capital Campaign Pro
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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. Stop Nagging Your Campaign Committee and Start Getting Results

    2D AGO

    Stop Nagging Your Campaign Committee and Start Getting Results

    If your campaign committee members agreed to make calls but nothing is happening, this episode will change how you respond and improve your results. In this episode of All About Capital Campaigns, co-founders Amy Eisenstein and Andrea Kihlstedt tackle a common frustration in capital campaigns: committee members who accept prospect portfolios and then stall. The assignments are clear. The meeting is approaching. The report forms are empty. The development director is wondering how often she can “bug” people before the relationship starts to fray. Sound familiar? Andrea shares a real scenario from a weekly client support call where a lead gift committee of eight capable volunteers had one simple task: reach out to people they already knew and set up introductory conversations with the executive director. These were not solicitation calls. They were warm introductions. And yet, no one had made a move. Instead of offering tactics for stronger reminders or tighter accountability systems, Amy and Andrea propose something more effective: a shift in frame. What if the development director stopped thinking in terms of assignments and started thinking in terms of partnership? What if the question changed from “Why haven’t you done this yet?” to “What’s getting in your way?” In this practical and insightful conversation, you will learn: Why even seasoned board members and major donors hesitate to make simple outreach callsHow anxiety and uncertainty quietly stall campaign momentumThe right way to check in with volunteers without damaging relationshipsHow to offer scripts, practice, and side by side calling sessions that actually move people into actionWhy sitting in someone’s office while they make calls can dramatically increase follow throughHow to use email, text, phone, and in person outreach strategicallyWhy getting a clear no is often more valuable than chasing a lingering maybeHow to structure committee meetings so members learn from one another instead of feeling comparedAmy and Andrea explain that volunteers rarely resist out of indifference. More often, they feel unsure about how to start the conversation or nervous about how it will be received. A short opening script, a few bullet points, or a scheduled “call time” with staff support can remove that barrier. Once the first call is made, confidence builds quickly. You will also hear why development staff must resist the urge to become the schoolmarm. Campaign leadership works best when staff position themselves as allies. When volunteers sense that staff understand their hesitation and want to help them succeed, progress accelerates. This episode also explores a powerful campaign truth: clarity is everything. A yes allows you to move forward. A no allows you to move on. The maybes are what drain energy and stall campaigns. Teaching committee members to seek clarity liberates both staff and volunteers. If you are preparing for a capital campaign, leading a lead gift effort, or struggling with committee accountability, this episode offers practical guidance you can apply immediately. The strategies shared here are the same approaches Capital Campaign Pro uses with clients across the country to keep campaigns on track and relationships strong. Listen in to learn how to replace pressure with partnership and transform your committee from hesitant to confident ambassadors for your mission. For more free capital campaign resources, visit https://capitalcampaignpro.com/campaign-resources.

    17 min
  2. Will Your Capital Campaign Cannibalize Your Annual Fund? What Really Happens

    FEB 24

    Will Your Capital Campaign Cannibalize Your Annual Fund? What Really Happens

    Will a capital campaign drain your annual fund or strengthen it in ways you never expected? In this episode of All About Capital Campaigns, Andrea Kihlstedt talks with Hilary Jansen, Director of Philanthropic Engagement at Community MusicWorks in Providence, Rhode Island, about what actually happens to annual fundraising during and after a major capital campaign. Community MusicWorks recently completed a $15 million building campaign and has now lived through the results. If you worry that campaign gifts will replace annual gifts, this conversation offers real-world clarity. Community MusicWorks is a classical music performance, education, and social justice nonprofit with a powerful community presence. Before launching its campaign, the organization operated on an annual budget of $1.2 million. After opening its new 24,000 square foot home, that budget grew to $2.3 million. With 40 percent of revenue coming from individual giving and no tuition income, the stakes were high. Leadership had a legitimate concern: Would asking donors for larger, multi year capital gifts weaken annual support? Instead, the opposite occurred. Hilary shares how the campaign became a catalyst for annual giving. Annual fund goals increased. Donors continued to give. Many increased their annual contributions even after making significant campaign commitments. The campaign did not erode trust. It strengthened it. Why did this happen? First, seasoned philanthropists understand the difference between capital and annual support. They recognize that both are essential. Second, Community MusicWorks had invested for years in deep, authentic relationships. Donors trusted the leadership and believed in the mission. When the organization expressed a need, supporters understood it as genuine. The new building itself also transformed fundraising. The campaign was about bricks and mortar on paper, but in reality it was about mission growth. The building created a visible, tangible home for programs that were once harder to picture. Concertgoers now see lessons in action. Families gather in shared spaces. Community members walk in off the street and discover the work. The physical space provides context for larger annual asks and attracts new supporters who experience the mission firsthand. Andrea and Hilary also discuss the post campaign moment. After a successful $15 million effort, Community MusicWorks faced a higher operating budget and expanded programming. Would donors feel fatigued? Would they say enough? In practice, very few pushed back. Most understood that a larger organization requires greater annual investment. The building was not the end goal. It was the platform for expanded impact. Hilary reflects on lessons learned after stepping into development without prior fundraising experience. She emphasizes that fundraising is relationship work at its core. The success of the campaign rested on years of trust, stewardship, and shared belief. She also shares a critical insight for campaign leaders: You are not raising money for a building. You are raising money for what that building makes possible. This episode is essential listening for nonprofit leaders, development directors, board members, and executive directors who fear that launching a campaign will jeopardize annual revenue. Hear a candid account of what actually happens when relationships, mission clarity, and thoughtful planning come together. If your organization depends heavily on annual giving and you are considering a capital campaign, this conversation will reshape how you think about donor behavior, growth, and long term sustainability. To see what the research truly says about the impact of capital campaigns on the annual fund, download the State of Capital Campaigns Benchmark Report.

    25 min
  3. The Secret to Major Gifts Success is Making Time for Donor Conversations

    FEB 17

    The Secret to Major Gifts Success is Making Time for Donor Conversations

    What if the biggest barrier to your capital campaign success is the phrase “we don’t have time”? In this episode of All About Capital Campaigns, Amy Eisenstein and Andrea Kihlstedt pull back the curtain on a truth that experienced fundraising consultants see every day: organizations that prioritize real conversations with major donors outperform those that try to outsource or avoid them. Drawing from their work with nearly one hundred small and mid sized nonprofits at a time, Amy and Andrea unpack the mindset shift that separates stalled campaigns from fully funded ones. As nonprofits consider a capital campaign or feasibility study, leaders often split into two camps. Some are eager to sit down with their largest prospective donors and hear their thoughts. Others insist they are too busy running programs, managing staff, and keeping up with daily demands. Amy and Andrea challenge that assumption directly. Every leader has twenty four hours in a day. The question is not about time. It is about priority. You will hear why treating donor conversations as optional or delegating them to a consultant is a serious warning sign for campaign readiness. While there are tasks that can and should be outsourced, building relationships with top campaign prospects is not one of them. Major gift fundraising depends on authentic connection between organizational leadership and donors. When that relationship is handed off, a powerful opportunity is lost. Amy explains the Capital Campaign Pro guided feasibility study model, which equips executive directors and board members to lead strategic donor conversations themselves. Rather than sending in an outside consultant to gather feedback, leaders receive coaching, structure, role play, and debrief support so they can confidently meet with their top prospects. These early conversations take place before any formal ask, creating a lower pressure environment where leaders can listen, build trust, and gain insight into donor interests. Andrea shares a story from the early days of this model. A nonprofit leader insisted that he did not want a consultant talking to his donors. He understood that the moment of conversation was an opportunity to strengthen real relationships. Years later, that campaign remains one of the most successful they have seen, with donors giving generously and repeatedly. The reason was simple: relationships were formed and nurtured by the people closest to the mission. The episode also addresses the emotional side of major gifts. When you only have a small number of prospects capable of giving six figure gifts, the stakes feel high. Anxiety can hold leaders back. Amy and Andrea describe how coaching and preparation build confidence over time. Leaders who begin the feasibility process feeling nervous often finish it energized, surprised by how meaningful and even enjoyable the conversations have become. By the time the formal ask happens, it is no longer the first meeting. The donor has been heard. The leader has practiced. Trust has been established. That shift changes everything about a capital campaign. You will also hear Andrea outline three types of nonprofit leaders: the rare few who are excited to talk to major donors from the start, those who resist and prefer to hand fundraising to someone else, and the large group in the middle who are anxious yet willing to grow. The transformation happens in that middle group. When leaders commit to regular, thoughtful donor engagement, fundraising capacity expands long after the campaign ends. If you are planning a capital campaign, conducting a feasibility study, or trying to strengthen your major gift fundraising program, this episode offers a clear message. Sustainable campaign success begins with leaders who make time for donor relationships and treat those conversations as central to their role. For more free capital campaign resources, visit https://capitalcampaignpro.com/campaign-resources.

    16 min
  4. What the Data Really Says About Capital Campaign Success

    FEB 10

    What the Data Really Says About Capital Campaign Success

    Most capital campaign advice comes from stories and experience. This episode brings three years of real data that confirms what actually works and what common fears miss. In this episode of All About Capital Campaigns, host Amy Eisenstein is joined by Steven Shattuck, Director of Engagement and Technology at Capital Campaign Pro, to share findings from the third annual Capital Campaign Benchmark Report. Drawing on responses from more than 650 organizations, they explore what successful campaigns have in common, how annual funds perform during and after campaigns, and why gift distribution follows a predictable pattern that boards need to understand. Amy and Steven begin by explaining how the research is conducted and why the consistency across three years matters. Organizations at every stage were surveyed, from early planning to post campaign completion, creating a living dataset that reflects how campaigns actually unfold. With that foundation in place, they tackle one of the biggest questions nonprofit leaders ask. Are capital campaigns successful? The answer from the data is clear. An overwhelming majority of completed campaigns report success, even when final totals land below the original goal. Many organizations still complete transformative projects, expand services, and raise more money than ever before. The conversation then turns to a long standing concern that often stops campaigns before they start. What happens to the annual fund? The research shows that for most organizations, annual giving holds steady or increases during a campaign, followed by strong growth after the campaign concludes. Amy and Steven discuss why this happens and how thoughtful campaign planning strengthens donor relationships, systems, and staff capacity in ways that support long term fundraising health. They also break down one of the most misunderstood elements of campaign strategy. Where the money really comes from. New data confirms that a small group of lead donors provides the majority of campaign dollars, reinforcing the importance of a disciplined quiet phase, early leadership gifts, and a realistic gift range chart. This section offers clear language leaders can use with boards to explain why campaigns are built from the top down and inside out. Throughout the episode, the focus stays on practical insight backed by evidence. From feasibility studies to board expectations, this conversation equips nonprofit leaders with credible data they can use to plan, explain, and lead campaigns with confidence. You can download the full 2026 Capital Campaign Benchmark Report here and share it with your leadership teams as a grounding tool for smarter decisions.

    22 min
  5. Crisis, Clarity, and Capital Campaign Leadership: How Smart Donor Engagement Strengthens Decisions

    FEB 3

    Crisis, Clarity, and Capital Campaign Leadership: How Smart Donor Engagement Strengthens Decisions

    A snowstorm shuts down a city, a systems failure brings operations to a halt, or a major campaign gift suddenly falls apart. Moments like these reveal how strong a nonprofit’s donor relationships really are. In this episode of All About Capital Campaigns, host Amy Eisenstein is joined by Capital Campaign Pro co founder Andrea Kihlstedt to explore how nonprofit leaders can engage donors as true partners during moments of uncertainty, urgency, and high stakes decision making. Drawing from real world examples ranging from weather emergencies to immigration enforcement disruptions to internal system failures, Amy and Andrea share practical guidance on how leaders can communicate clearly, think strategically, and strengthen donor trust when circumstances change fast. The conversation begins with external crises that affect entire communities, such as severe weather events or sudden policy actions that disrupt daily life. Amy and Andrea discuss how these moments create natural opportunities to reach out to major donors with care, transparency, and purpose. They explain why timely phone calls often matter more than broad email messages, and how early communication helps donors feel informed, valued, and connected to the organization’s thinking. Listeners will hear how involving donors does not always mean asking for advice. Sometimes it means sharing decisions before they become public. Sometimes it means checking in personally to see how a donor is doing. Other times it means inviting a small group of trusted supporters to help think through options, risks, and tradeoffs. Amy and Andrea emphasize that discernment matters, since every donor plays a different role. The episode then turns to internal crises, including technology failures, data disruptions, leadership challenges, and reputational threats. Amy and Andrea speak candidly about their own experience when Capital Campaign Pro faced a complete systems outage, and how that experience highlighted the value of contingency planning and donor expertise. They explain why transparency builds confidence over time and how reaching out to donors with relevant experience can lead to stronger solutions and better preparedness. The discussion also connects these ideas directly to capital campaigns. Amy and Andrea walk through scenarios that campaign leaders fear most, including a lead gift that collapses late in the process or a project that suddenly becomes unviable. They outline how early communication, scenario planning, and thoughtful donor engagement can help organizations respond with clarity rather than panic. Throughout the episode, the message remains consistent. Donors want to feel like partners, especially during moments that matter. When nonprofit leaders communicate early, think ahead, and invite the right people into the conversation, crises often become turning points that deepen relationships and strengthen campaigns. This episode offers nonprofit executives, development professionals, and campaign leaders practical insight into building donor relationships that hold steady when plans change and decisions carry real weight.

    22 min
  6. How to Hire the Right Capital Campaign Consultant and Get Your Board Fully On Board

    JAN 27

    How to Hire the Right Capital Campaign Consultant and Get Your Board Fully On Board

    Hiring a capital campaign consultant can quietly shape the success of your entire campaign, long before a single dollar is raised. In this episode of All About Capital Campaigns, hosts Amy Eisenstein and Andrea Kihlstedt walk through how nonprofit leaders can involve their boards, educate their teams, and choose a capital campaign consultant with clarity and confidence. Amy and Andrea share why the consultant selection process itself creates valuable learning for board members and staff, even before any hiring decision is made. They explain how a thoughtful process builds alignment, surfaces assumptions, and helps organizations understand what experienced capital campaign support actually looks like. Listeners hear why starting with conversations matters more than paperwork, and how early calls with consultants reveal far more than a standardized proposal ever could. Amy and Andrea outline how to form an effective consultant selection committee, who should serve, how large it should be, and how to set expectations so the work stays focused and productive. They also explain how involving skeptical board members at the right moment can strengthen buy in rather than stall progress. The conversation addresses one of the most common missteps nonprofits make when hiring a consultant: relying on an RFP to drive the decision. Amy and Andrea explain how RFPs often lead organizations to define services they do not yet understand, while strong consultants respond best to real conversations about goals, readiness, leadership dynamics, and fundraising history. Listeners learn what to listen for during early calls, including curiosity, responsiveness, and the kinds of questions consultants ask when they truly understand campaigns. This episode also tackles persistent myths about local consultants and donor lists. Amy and Andrea clarify why ethical capital campaign consulting never involves bringing outside donors into an organization, and why experience across many campaigns matters more than proximity. They discuss how national firms bring broader perspective, tested approaches, and exposure to a wide range of campaign environments, while still respecting local context and relationships. As the episode continues, Amy and Andrea explain how to narrow a consultant list, gather proposals that actually reflect strategic thinking, and evaluate models of support. They compare hands on implementation approaches with advisory and coaching models, helping listeners identify which style best fits their organization, staff capacity, and campaign goals. The discussion also highlights why staff leadership matters in the final decision, since staff will work most closely with the consultant throughout the campaign. This episode offers practical guidance for nonprofit executives, development leaders, and board chairs who want to approach consultant selection with intention rather than pressure or assumptions. By the end, listeners gain a clearer understanding of how to use the hiring process as a learning opportunity, how to avoid common traps, and how to choose a consultant who truly strengthens their campaign from start to finish. For more board engagement tips, be sure to download our free Board Member’s Guide to Capital Campaign Fundraising. It answers the questions board members most frequently ask, or wish they could ask.

    26 min
  7. Your Biggest Capital Campaign Donors After the Ask: What Happens Next Matters Most

    JAN 20

    Your Biggest Capital Campaign Donors After the Ask: What Happens Next Matters Most

    Your largest capital campaign donors often give early, generously, and then quietly disappear from view. That silence can cost you far more than most organizations realize. In this episode of All About Capital Campaigns, hosts Amy Eisenstein and Andrea Kihlstedt talk candidly about what strong stewardship looks like during the long middle stretch of a capital campaign and why the period after the initial gift is where future success is decided. Andrea and Amy explain how capital campaigns are built on a small number of transformational gifts, why those donors are usually secured early, and how easy it is for even well run organizations to lose momentum with the people who matter most. The conversation explores what major donors experience when months pass without meaningful contact, updates, or personal outreach. Amy and Andrea share practical ways to stay in close relationship with your top twenty to twenty five donors through consistent, thoughtful communication that keeps them engaged as partners rather than completed transactions. They discuss simple systems leaders can use to keep these donors front of mind, from monthly reviews to creative reminders that prompt personal outreach. Listeners will hear real stories from campaigns where steady stewardship made the difference. One example shows how a campaign that stalled near the finish line was completed by returning to early donors who had been kept informed and involved all along. Another story highlights how asking a major donor for advice during an unexpected challenge led to an extraordinary outcome that reshaped the organization’s future. The episode also addresses a common reality in nonprofit leadership. Many development directors inherit donor relationships that were neglected after a previous campaign. Amy and Andrea outline clear steps for repairing trust, resetting expectations, and building a healthier culture of stewardship going forward. They explain how organizations can create shared responsibility and simple structures so donor care continues through staff transitions and busy campaign periods. This episode offers practical guidance for executive directors, board members, and development professionals who want to protect their most important relationships, finish campaigns strong, and set the stage for future giving long after the campaign ends. To see if your organization is truly ready for a capital campaign, download this free Readiness Assessment. This guide will help you evaluate six aspects of your organization, including the board and your case for support.

    21 min
  8. Capital Campaigns Without a Traditional Board: How Small and Grassroots Organizations Raise Big Money

    JAN 13

    Capital Campaigns Without a Traditional Board: How Small and Grassroots Organizations Raise Big Money

    When your board lacks time, wealth, or fundraising experience, does that mean a capital campaign is out of reach? In this episode of All About Capital Campaigns, host Andrea Kihlstedt is joined by fundraising trainer, author, and longtime colleague Andy Robinson to explore how capital campaigns succeed in small, grassroots, and unconventional organizations. Drawing on decades of experience and two detailed case studies, Andy challenges common assumptions about board driven fundraising and shows what really makes campaigns work when infrastructure is thin and capacity feels limited. Together, Andrea and Andy unpack what happens when organizations face urgent needs, limited systems, and boards that care deeply about the mission yet cannot carry the bulk of fundraising activity. Andy shares the story of a tiny, lay led synagogue with a modest annual budget that raised over $775,000 across a multi year capital effort, even after part of the building was condemned. The campaign relied on a handful of committed leaders, strong belief in the mission, and steady persistence rather than a large or wealthy board. The conversation then shifts to a very different setting, a member owned food cooperative that raised more than $2 million to relocate and expand. The board focused on complex business negotiations while a volunteer campaign committee led community fundraising. Through a blend of gifts, community loans, fiscal sponsorship, and impact investing, supporters gave generously and stayed deeply engaged in the future of the co op. Throughout the episode, Andrea and Andy connect these stories back to core capital campaign principles that apply across sectors and organizational structures. They discuss why people give, what truly motivates participation, and how engagement and investment reinforce one another over time. They also address why tax deductions and legal status rarely drive generosity, how urgency sharpens focus, and why campaigns can build confidence and momentum even in organizations that feel under resourced. This episode is especially relevant for nonprofit leaders, board members, consultants, and community organizers who worry their organization is too small, too new, or too informal for a capital campaign. It offers reassurance, perspective, and practical insight into what matters most when asking people to invest in something they care about. If you work with grassroots organizations, faith communities, cooperatives, or nonprofits with lean staffing and limited systems, this conversation will expand how you think about capital campaigns and what is truly possible when commitment runs deep. For more free capital campaign resources, visit https://capitalcampaignpro.com/campaign-resources.

    35 min
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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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