The Donor-Driven Playbook: Engagement, Qualification, and Stewardship Done Right

Heart without execution remains aspirational …… and systems without heart won’t scaleIn Part 2 of this two-episode series, John Kundtz sits down with Greg Warner, CEO & Founder of MarketSmart, to discuss bridging “Start with the Heart” from philosophy into an operating system. Greg argues that most nonprofits are still running outdated, transaction-first fundraising playbooks. Measuring activity instead of building trust, surfacing intent, and earning the right to have a major-gift conversation. The fix isn’t “more asks.” It’s a donor-driven approach built on signals, relevance, and disciplined follow-up, so engagement scales without losing the human element.WHAT YOU’LL LEARN1️⃣ Why transactional fundraising fails (and why donors disengage when they feel managed vs. known) 2️⃣How to use donor intent signals to prioritize the right supporters at the right time 3️⃣ Why major gifts behave like enterprise decisions, and what those changes in qualification and stewardship are4️⃣ How to shift from organization-centric messaging to donor-driven engagement that earns meetings 5️⃣ The leadership discipline required to make “heart” repeatable, measurable, and scalableLINKS & RESOURCES➡️Connect with Greg Warner on LinkedIn  ➡️ Check out Greg's (free) Fundraising Report Card and➡️ Greg's (free) DAF Widget ➡️ Visit the MarketSmart websiteComments or Questions? Send us a textSupport the show***Engage, Share, and Connect!Spread the Word: Valuable insights are best when shared. Share this episode with peers who may benefit from it if you find it insightful.Your Feedback Matters: How did this episode resonate with you? Share your thoughts, insights, or questions. Your engagement enriches our community.Stay Updated: Don’t miss out on further insights.Subscribe: You can listen to our podcast, read our blog posts on Substack, and watch our YouTube channel.Collaborate with The Disruptor and connect with John Kundtz.Got a disruptive story to share?  We’re scouting for remarkable podcast guests. Thank you for being an integral part of our journey. Together, let’s redefine the status quo!