First Day Podcast

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How to Build Relationships with DAF Donors May 04, 2025

Show notes

In this episode of The First Day from The Fund Raising School, host Bill Stanczykiewicz, Ed.D., welcomes back Dan Heist, Ph.D. and Gen Shaker, Ph.D., to explore new research on how fundraisers are navigating relationships with donors who give through donor-advised funds (DAFs). With nearly 2 million DAF accounts holding $250 billion and distributing over $50 billion annually, these philanthropic vehicles are now a central feature of the fundraising landscape. The study, presented at AFP ICON, sheds light on the unique opportunities and challenges DAFs present for building meaningful donor relationships. While the data shows that only a small percentage of DAF grants are truly anonymous, fundraisers report consistent struggles with identifying and stewarding DAF donors. Gen and Dan highlight that these issues are often tied to data entry and internal processes rather than actual donor secrecy. When gift entry and CRM systems are not optimized for DAF giving, opportunities to connect with donors, and properly thank them, are lost. This creates barriers not only to stewardship but also to long-term relationship-building. Fundraisers who’ve adapted their systems and collaborated closely with back-office teams are better positioned to maintain strong connections with DAF donors. The study also emphasizes that DAFs can be powerful indicators of donor intent and capacity. Fundraisers reported that knowing a donor uses a DAF gives them confidence to engage in deeper conversations about giving goals, major gift potential, and long-term philanthropy. Despite common skepticism about DAFs being used as “parking lots,” the researchers point to data showing DAF donors are among the most strategic givers, granting a higher proportion of their assets annually than private foundations. With the right approach, fundraisers can transform these gifts into lasting relationships that fuel mission-driven work. Finally, Gen and Dan identify key roles fundraisers play in working with DAF donors: educator, facilitator, and compliance guide. These roles require fundraisers to be adaptable, strategic, and highly relational. The research team has even updated the traditional major gift cycle to reflect the nuances of DAF fundraising, offering a customized roadmap for cultivating DAF donors. As always, the episode underscores a core truth: no matter the tool or vehicle, fundraising remains deeply rooted in relationships. And with the right systems and strategies, DAFs can become a bridge, not a barrier, to transformational giving.

Resilient Fundraising During Tough Times Apr 27, 2025

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In this episode of The First Day from The Fund Raising School, host Bill Stanczykiewicz, Ed.D., welcomes back the legendary Kay Sprinkle Grace to tackle a critical topic: staying resilient in fundraising during turbulent times. Kay emphasizes that the nonprofit sector becomes even more essential when the world feels shaky. She reminds fundraisers that their steadiness provides the strength communities crave, and that their role is to radiate hope, not hoard anxiety. Rather than surrendering to fear, she calls on leaders to embody "radical amazement," seeing each day and each impact as a phenomenal gift. Kay highlights a key shift: nonprofits shouldn’t just "diversify" during hard times, they need to solidify. By collaborating with like-minded organizations and reinforcing their core missions, nonprofits can weather the storm stronger together. She shares the powerful story of New Orleans’ AIDS organizations banding together after Hurricane Katrina, a vivid example of unity and resilience. Fundraisers, she says, must anchor their work not in scarcity, pleading for help because things are bad, but in abundance, celebrating and showcasing the transformative impact they already have. In tough times, abundance is the secret sauce that keeps the spirit, and donations, flowing. Zooming in on individual fundraisers, Kay throws down some real-world advice: don’t be a lone wolf marooned at your desk. Seek community, lean on coaching, and don’t be shy about asking for help. Self-care isn’t a luxury; it’s survival. She warns that harboring anger corrodes resilience and stresses that fundraisers must live the very values they champion. And if your organization becomes a hot mess of broken values and endless negativity? Be brave enough to fix it, or walk away with your spirit intact. Wrapping up, Kay and Bill shine a light on the enduring power of nonprofits through decades of crises, from the civil rights movement to economic downturns to global disasters. In the end, resilience is about renewal: the beautiful dance between stability and change, anchored by purpose and sprinkled with radical joy. Nonprofits are here not just to exist, but to solve problems, and by standing together, focusing on mission, and celebrating the good, fundraisers can be the steady, luminous force their communities need most.

Donor Confidence and Charitable Giving Apr 20, 2025

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In this episode of The First Day from The Fund Raising School, host Bill Stanczykiewicz, Ed.D., welcomes back Rick Dunham, founder and chair of Dunham+Company, for an insightful breakdown of donor confidence heading into 2025. Drawing on a fresh national survey of 1,500 active donors (each having given at least $20 in the past year), Dunham reports that 91% of donors plan to continue giving, an encouraging signal in a landscape often marred by doom-and-gloom headlines. Even more uplifting? A robust 79% intend to give the same or more this year, marking one of the strongest confidence ratings since 2020. The study reveals that this wave of confidence is largely buoyed by an improving economic outlook. Donors’ optimism about the future, especially in the wake of recent elections, appears to be boosting charitable intent. But Dunham emphasizes that while economic conditions matter, nonprofits themselves still carry the torch. Communication is king, or at least, the royal herald. Donors reported that consistent, clear messaging from organizations significantly influenced their giving decisions. The takeaway? Don’t ghost your supporters, keep them in the loop and show them how their gifts are making a difference. Even in uncertain times, a compelling case for support remains your fundraising MVP. Of course, economic anxieties haven’t vanished entirely. Inflation has resurfaced as a top reason why 14% of donors expect to give less, despite the rate sitting under 3% at the time of the study. It’s not just math, it’s mindset. Dunham points to the psychological impact of inflation, suggesting that how people feel about the economy often outweighs the actual numbers. Generational giving also enters the spotlight, with millennials stealing the show by donating 18% more than Gen X, despite earning an average of $23,000 less. Wrapping things up, Dunham serves a double scoop of strategic advice: don't underestimate boomers, who still control the majority of wealth, and make your online giving experience stupid simple. With 70% of respondents giving online and mobile usage on the rise, your website needs to be donor-friendly and frustration-free. And yes, even in our digital world, younger donors are oddly thrilled to receive physical mail. So whether it’s an email, a postcard, or a perfectly timed text, keep the relationship warm and the giving process easy. Because at the end of the day, confidence isn’t just about numbers, it’s about connection.

Put the Funny in Fundraising Apr 13, 2025

Show notes

In this episode of The First Day from The Fund Raising School, host Bill Stanczykiewicz, Ed.D. sits down with Mark Mayer, Ph.D., clinical associate professor at the Kelley School of Business and former brand manager turned humor scholar, to explore the serious power of being funny in fundraising. Mayer’s deep dive into advertising and branding reveals that humor isn’t just a crowd-pleaser, it’s a message-multiplier. “You don’t want it just to be funny,” Mayer notes, “you want it to achieve something, like increasing donations or building trust.” It’s not about getting laughs for laughs’ sake. It’s about crafting meaningful connections, with a wink and a smile. But before you throw on a clown nose at your next gala, hold your horses. Humor, Mayer warns, is a double-edged sword, one that can charm or cut depending on how it’s wielded. Missteps in tone can make a joke go from “ha-ha” to “uh-oh” real quick. The key is context. Know your audience, stay far away from controversial topics, and when in doubt, test that punchline on a trusted friend first (ideally one who doesn’t control your payroll). And for the love of all that is professional, avoid trying your tight-five comedy routine on donors unless you’re sure it won’t backfire like a bad dad joke at a funeral. One of Mayer’s golden rules? Start with self-deprecating humor. It's safe, it's humanizing, and hey, it’s the one place where making yourself the punchline can earn respect instead of ridicule. Mayer uses it all the time in the classroom, poking fun at his age or his bafflement with TikTok reels (Relatable™). It breaks the ice without breaking trust. And if a joke flops? Well, joke about that too. Embrace the awkward, just don’t drag anyone else down with you, especially if there's a power dynamic at play. Ultimately, Mayer reminds us that fundraising is about relationships, not transactions. Humor, when used thoughtfully, can transform a sterile donor interaction into a warm, authentic connection. As relationships deepen, shared laughter, even those beloved “inside jokes,” can build the kind of trust that keeps gifts coming year after year. But remember: you're not Dave Chappelle, you're a fundraiser. Keep it light, keep it kind, and keep your mission at the heart of every chuckle. Because when done right, a well-placed joke isn’t just funny, it’s fundraising gold.

Volunteers and Fundraising Apr 05, 2025

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In this episode of The First Day podcast, host Bill Stanczykiewicz welcomes Jaclyn Piatak, Ph.D., professor at UNC Charlotte and co-author of Volunteer Management: A Strategic Approach, to bust the myth that volunteers are just free labor. Piatak lays the groundwork for a new way of thinking about volunteers, not as warm bodies to do the grunt work, but as essential, diverse contributors who require thoughtful management, planning, and engagement. And yes, that includes job descriptions, onboarding, and believe it or not, offboarding too. Strategic volunteerism isn’t about saving money. It’s about building capacity. Piatak dives into the inequities surrounding volunteerism, noting that folks who are unemployed, lack internet access, or are outside your usual social circles may be less likely to volunteer, not because they don't want to, but because they’re not being asked. “The number one reason people volunteer is because they’re invited,” she explains, urging nonprofits to cast a wider, more inclusive net. Volunteer roles must also match skills and motivations, whether that’s retirees looking to give back, professionals flexing their muscles post-recession, or someone who just really wants to make friends while stuffing envelopes. And let’s not forget what’s in it for them, volunteering doesn’t just benefit nonprofits. Turns out it’s great for your health, your social life, and maybe even your blood pressure. Some mental health professionals are literally prescribing it. Nonprofits that understand these benefits can create richer, more engaging experiences that keep volunteers coming back. Engagement, Piatak says, is more than just a smile and a clipboard, it’s about making people feel seen, valued, and connected to the mission. And please, for the love of all that is strategic, don’t ghost your former volunteers. Keep in touch. Finally, we get into the juicy stuff: fundraising. Can volunteers also be donors? Absolutely, and they’re often your biggest champions. Piatak encourages nonprofits to stop underestimating this powerful group. They’re not just spreading mulch; they’re spreading the word, influencing peers, and yes, potentially writing checks. Volunteers who feel invested, emotionally and strategically, can become some of your most reliable financial supporters. So remember: a well-managed volunteer is not just a helper. They're a mission multiplier.

Failed Stewardship Leads to Failed Fundraising Mar 30, 2025

Show notes

In this episode of The First Day podcast, host Bill Stanczykiewicz, Ed.D., is joined by Geah Pressgrove, Ph.D., professor at West Virginia University and public relations maven-turned-research powerhouse, to explore the mighty mechanics of donor stewardship. Dr. Pressgrove pulls back the curtain on her groundbreaking 2017 research that distilled 26 donor engagement practices into five clear stewardship buckets: relationship nurturing, reporting, responsibility, regard, and recognition. These aren’t just academic abstractions—they’re real-deal tools nonprofit professionals can use to build better relationships with their donors, based on both personal touch and public acknowledgment. The discussion dives deep into the nuance of reciprocity, revealing that while public recognition might seem like a win, it can actually backfire, sparking donor mistrust if they suspect funds are being funneled into fancy galas rather than mission impact. Dr. Pressgrove emphasizes the difference between “regard” (a warm, personal thank you) and “recognition” (public displays of appreciation) and how both influence donor loyalty in different ways. Her research shows these stewardship dimensions don’t just make donors feel good, they actually predict key outcomes like trust, satisfaction, and long-term commitment. Bonus points: the tools she developed are so practical, even nonprofits without research budgets can use them. Since publishing her original study, Dr. Pressgrove has expanded the research into global contexts—testing the stewardship model with museums, on websites, and through social media. She’s observed how different nonprofit sectors (education vs. health, pets vs. religion) and generations of donors value different stewardship elements. For instance, younger donors crave responsibility and personal connection, they want to see their impact and be treated as partners, even if they’re only giving $10. Meanwhile, older and high-capacity donors may appreciate traditional recognition, but only when it's thoughtfully tied to mission outcomes. One size most certainly does not fit all. The episode wraps with a passionate reminder that donor stewardship isn’t just a nice-to-have, it’s the linchpin of effective fundraising. If we chase new donors without nurturing the ones we have, we’re basically buying new plants while forgetting to water the old ones. Bill backs this up with data: first-time donor retention hovers around 40%, but that shoots up to 70–80% after a second gift. In other words, love your donors and they’ll love you back. Dr. Pressgrove urges fundraisers to embrace stewardship as a long game; personal, intentional, and research-informed.

Fundraising During Times of Disaster Mar 23, 2025

Show notes

In this episode of The First Day podcast, host Bill Stanczykiewicz, Ed.D., is joined by Patty McIlreavy, President and CEO of the Center for Disaster Philanthropy (CDP), to discuss how charitable giving shifts during times of disaster. Patty begins by reframing the very concept of disaster—not as the event itself, like a hurricane or wildfire, but as the collision of an event with a community’s vulnerability. This vulnerability, often rooted in systemic inequities, becomes the true disaster. CDP’s mission is to mobilize philanthropy not just for immediate relief, but for long-term, equitable recovery—a mission that becomes increasingly critical as disasters grow in scale and frequency. Patty highlights the challenge of donor behavior during crises, noting how people are often moved to give in the immediate aftermath—when headlines are fresh and emotions run high. While this instant generosity (hello, $10 million in days after Damar Hamlin’s collapse) is heartening, Patty stresses that lasting change happens in the quieter months after the spotlight fades. CDP is working to shift donor mindsets from short-term relief to long-term recovery by telling better stories, creating awareness around systemic vulnerabilities, and offering tools for donors to engage in sustained giving—through knowledge sharing or acting as a conduit for philanthropic investment. Throughout the conversation, Patty emphasizes the evolving role of fundraisers during crises. She encourages nonprofits, even those not directly involved in disaster response, to recognize their own relevance. A youth agency or cultural organization reducing community vulnerabilities? That’s disaster recovery work too, she says. Rather than competing for donor dollars, organizations should “join up”—a call for collective action where legacy isn’t just about bricks and plaques, but about investing in human resilience and community strength. And when funders struggle to navigate this complexity, CDP steps in with tools, funds, and a matchmaking service of sorts to connect donors with proximate, long-term recovery organizations. The episode wraps with a clear call to action: the philanthropic pie is still enormous, even if it’s shifting. Fundraisers shouldn’t fear being left out during crisis fundraising—they should see themselves as part of a bigger picture. As Bill notes, The Fund Raising School’s own research supports this: fundraising can actually increase when done thoughtfully during crises. Patty’s insights reinforce the importance of shifting from “hero moments” to holistic, community-centered recovery. With CDP’s guidance and the right mindset, philanthropy can move beyond bandages and start building bridges—stronger, safer ones that can withstand whatever storm comes next.

Latest Guidance on AI and Fundraising Mar 16, 2025

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In this episode of The First Day podcast, host Bill Stanczykiewicz, Ed.D., is joined by Dr. Ashutosh Nandeshwar, Senior Vice President at CCS Fundraising and author of Data Science for Fundraising, to explore the rapidly evolving role of artificial intelligence (AI) in nonprofit fundraising. Dr. Nandeshwar breaks AI into two key categories: traditional AI, which includes predictive analytics and machine learning (long used for prospect identification and donor cultivation), and modern AI, which encompasses generative AI tools like ChatGPT. While predictive AI has been a staple in fundraising for years, generative AI is making waves by democratizing access to advanced technology, allowing nonprofits—especially smaller ones—to create content, analyze donor data, and streamline operations with minimal technical expertise. The conversation highlights a unique paradox: small nonprofits stand to gain the most from AI’s efficiency, yet larger organizations are often the first to adopt it due to greater resources and infrastructure. However, Dr. Nandeshwar shares survey data indicating that AI adoption is growing across nonprofits of all sizes, with smaller organizations increasingly leveraging generative AI for tasks like social media content, donor outreach, and report summarization. That said, he cautions that while AI can assist with automation, it does not replace the human touch needed for relationship-building. Additionally, organizations must be mindful of data privacy concerns, ensuring that sensitive donor information isn’t inadvertently shared with AI platforms. Bill and Dr. Nandeshwar also address common fears about AI, including the concern that it could become too powerful or eliminate the need for human fundraisers. While AI can generate text, analyze data, and even suggest donor engagement strategies, it still requires human oversight to ensure accuracy, maintain an organization’s unique voice, and build authentic donor relationships. AI is far from perfect—it can be "confidently incorrect," making up facts and presenting them with certainty. Fundraisers must carefully vet AI-generated content and establish internal guidelines for ethical and effective AI use. Additionally, Dr. Nandeshwar emphasizes that traditional AI techniques remain highly valuable and should not be overshadowed by the generative AI hype. For fundraisers looking to integrate AI into their work, Dr. Nandeshwar’s advice is simple: experiment, learn, and adapt. AI is neither a magic bullet nor something to fear—it’s a tool that, when used strategically, can improve efficiency and free up time for deeper donor engagement. However, while AI may help streamline certain tasks, there is no clear evidence yet that it is significantly reducing the time fundraisers spend on administrative work. Bill closes the episode by encouraging fundraisers to stay informed and proactive in exploring AI’s potential while maintaining a strong human-centered approach to donor relationships. He also highlights The Fund Raising School’s courses, certifications, and online resources to help nonprofits navigate AI and digital fundraising strategies effectively.

The Latest on Taxes and Charitable Giving Mar 08, 2025

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In this episode of The First Day podcast, host Bill Stanczykiewicz, Ed.D., is joined by Dr. Patrick Rooney, Emeritus Professor at the Indiana University Lilly Family School of Philanthropy, to discuss the ongoing debate over the Universal Charitable Deduction (UCD). With decades of expertise in philanthropy and economics, Dr. Rooney explains how tax incentives impact charitable giving, particularly in light of past tax reforms that significantly reduced the number of itemizing households. While many donors give based on personal values, research shows that financial incentives, like tax deductions, can encourage even greater generosity. Dr. Rooney and Bill dive into the latest UCD proposal currently moving through Congress, which suggests a deduction of up to $5,000 for individuals and $10,000 for couples—substantially higher than previous temporary versions, which were limited to just a few hundred dollars. Rooney highlights research indicating that well-structured tax incentives can increase both the number of donors and the total amount given. While the proposal is still in flux, and there’s no guarantee it will become law, he emphasizes that higher deduction limits could provide a strong incentive for charitable giving. The discussion also touches on donor psychology and the role of tax policy in philanthropic behavior. While tax breaks often rank low in surveys about giving motivations, donors tend to notice when those benefits disappear. Rooney suggests that many donors are motivated by a mix of altruism and financial awareness—wanting to do good while also considering the impact on their taxable income. He shares research showing that even a 25% tax credit could significantly boost giving, reinforcing the importance of tax policy in shaping philanthropic trends. For fundraisers, the key takeaway is to stay informed and prepared to discuss these potential changes with donors. While the legislative process is uncertain, fundraisers should be ready to explain how tax incentives can help donors maximize their giving impact. Bill closes the episode by emphasizing the broader importance of economic and policy literacy in nonprofit fundraising. He also highlights The Fund Raising School’s resources, including public courses, webinars, and the Achieving Excellence in Fundraising textbook, to help fundraisers stay ahead of policy changes and effectively engage donors.

Stewarding Your Middle Level Donors Mar 02, 2025

Show notes

In this episode of The First Day podcast, host Bill Stanczykiewicz, Ed.D., is joined by Robert Osborne Jr., principal of The Osborne Group, to discuss the often-overlooked but crucial segment of mid-level donors. With extensive experience in frontline fundraising and consulting, Robert highlights the importance of mid-level gifts—typically ranging from $1,000 to $50,000—as a key driver of nonprofit sustainability. He emphasizes that while many organizations focus on small donors or major gifts, mid-level giving represents both an immediate revenue opportunity and a vital pipeline for future major donors. Robert explains that mid-level fundraising sits between annual giving and major gift fundraising, combining the efficiency of direct marketing with the personal touch of relationship-building. Instead of treating these donors as a faceless giving club, nonprofits should integrate personal engagement strategies such as small events, direct outreach, and annual touchpoints. He advises organizations to identify potential mid-level donors through data analysis, wealth screening, and past giving behaviors. By strategically upgrading donors from smaller gifts to mid-level contributions, nonprofits can significantly grow their fundraising revenue over time. The conversation also explores the critical role of stewardship in mid-level giving. Research shows that most major donors first give at a mid-level before making a larger commitment. Robert stresses that effective stewardship isn’t just about gratitude—it’s about demonstrating impact. Donors need to see how their contributions make a difference, or they risk disengaging. Without intentional stewardship, mid-level donors may stagnate or stop giving altogether, limiting an organization’s potential for long-term financial growth. The episode concludes with practical advice for fundraisers navigating internal pressure to focus solely on major gifts. Robert argues that mid-level fundraising is an essential investment, offering both short-term financial gains and long-term donor development. By using data to illustrate return on investment and retention improvements, fundraisers can make a compelling case to leadership. Bill and Robert emphasize that all donors, regardless of gift size, deserve attention and cultivation—because a strong mid-level giving program fuels both current success and future philanthropy.

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