My book, Calling All Heroes, is my invitation—and my challenge—to all of us who believe in the transformative power of philanthropy. I wanted to offer a roadmap that blends the best of donor-centered and community-centered fundraising, grounded in real-world experience and a profound respect for every stakeholder in our missions.

After nearly three decades in the world of major gifts, I can say with certainty: the journey to securing transformational support begins long before a check is written. It starts with that very first impression—an interaction that can set the tone for a relationship that lasts years, even decades. Whether you’re a major gift officer, development director, executive director, or board member, how you approach those initial moments with a potential donor can make all the difference.

After nearly 30 years in major gifts, I’ve seen our field transformed—sometimes overnight—by technology. But one thing has never changed: major donors want to feel seen, valued, and connected to our missions.

Today, as executive directors, development leaders, and board members, we face the challenge (and opportunity) of building authentic relationships in a digital-first world. Let me share what I’ve learned, the pitfalls I’ve witnessed, and the practical solutions that keep donors engaged, loyal, and inspired—no matter the medium.

After thirty years in major gifts, I’ve seen the transformative power of strong donor relationships. But I’ve also seen the pitfalls when those relationships cross from professional stewardship into personal friendship. Let me share why, in my experience, maintaining professional boundaries isn’t just best practice—it’s essential for the health of both your organization and your own well-being.

After nearly three decades in major gift fundraising, I’ve seen countless trends come and go. But few have reshaped the landscape quite like donor-advised funds (DAFs). If you’re a major gift officer, development director, executive director, or board member, understanding DAF donors isn’t just a “nice to have”—it’s essential for your organization’s future.

If you’ve been in the nonprofit trenches as long as I have—nearly three decades—you know that economic and political uncertainty isn’t new, but it always brings fresh challenges. I recently read in The Chronicle of Philanthropy (by Ben Gose) that online donations have dropped sharply since President Trump’s latest tariff announcements. This year, President Trump’s tariffs and the resulting stock market volatility have sent a chill through online giving. As major gift officers, development directors, executive directors, and board members, you’re likely asking: Should we pull back on fundraising appeals, or is now the time to double down?

After nearly three decades in major and planned giving, I’ve learned that our work has always been built on three pillars: trust, timing, and tailored conversations. Relationships are the heart of what we do. But today, artificial intelligence (AI) is giving us new tools to deepen those relationships—by helping us uncover hidden prospects, personalize stewardship, and make data-driven decisions that move high-value donors from interest to investment, all without losing the human connection that matters most.

If there’s one truth I’ve learned in nearly three decades working in major gifts, it’s this: nothing moves the needle for a nonprofit quite like a well-executed major gift ask. As Jerold Panas famously said, “If you get the visit, you’re 85% on your way to getting the gift.” That single meeting—securing it, preparing for it, and making the ask—remains the most pivotal moment in our work. Whether you’re a development director, executive director, or board member, mastering this process is essential to your organization’s growth and impact.

As someone who has dedicated nearly three decades to major gift fundraising, I can tell you that the landscape of donor engagement and stewardship has evolved tremendously. One of the most transformative shifts I've witnessed—and embraced—is the move toward a data-driven moves management process. If you’re a major gift officer, development director, executive director, or board member in the nonprofit sector, this approach is not just a buzzword; it’s an essential strategy for building deeper, more fruitful donor relationships and sustaining your organization’s mission.

As much as we honor the past, we know the world of major gift fundraising is changing. Donor expectations are evolving, technology is racing ahead, and the challenges we face are more complex than ever. That’s why, as of January 13, 2025, my company, Fundraising Transformed, has acquired the Institute for Charitable Giving, also lovingly known as ICG. And together, we’ve launched the "Modern" Institute for Charitable Giving (ModernICG). It’s a dream come true for me. And I believe, a turning point for our sector. This isn’t just a name change or a rebrand — it’s a bold leap forward for our sector, and I believe it’s exactly what we need right now.