Responsive Lab Podcast

In this episode of The Responsive Lab, Carly and Scott sit down with Erin Stender, CMO at Omatic. With nearly a decade at mission-driven tech companies like Classy and Neon One, Erin brings a unique perspective from both the technology side and the nonprofit board member lens. You'll hear about:* Why nonprofits feel both excitement and trepidation about AI, and how both responses are completely valid* How incomplete or inaccurate data creates costly missed opportunities, from major donors not receiving year-end appeals to lapsed donors getting acquisition-level messaging* Why your CRM serves as the beating heart of your tech ecosystem and how integrations make it more powerful* How to start cleaning up your data without feeling overwhelmed by beginning with one specific decision you're trying to make* Using AI to identify blind spots by asking what you don't know rather than just automating what you do know* Why the mindset shift around AI is often underestimated and how teams can adopt it togetherLinks from the episode:* Connect with Erin on LinkedIn: https://www.linkedin.com/in/erin-hall-stender-2644264/* Learn more about Omatic: https://omaticsoftware.com/Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

In this episode of The Responsive Lab, Carly and Scott sit down with Chris Larson, President & CEO at Ligonier Ministries. Chris has been with Ligonier since 2004, directing all strategic outreach initiatives and overseeing daily ministry operations through significant growth and leadership transitions. You'll hear about:* Why monthly sustainers became the backbone of Ligonier's 55-year mission* How to create "beautiful reciprocity" where donors benefit from the org they support* Balancing investment in younger donors while honoring longtime supporters* Using AI and technology as force multipliers for human relationship building* How to navigate the K-shaped economy without compromising donor relationships* Why fundraising conversations should focus on alignment rather than guiltLinks from the episode:* Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrislarson73/* Learn more about Ligonier Ministries: https://www.ligonier.org/Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

In this episode of The Responsive Lab, Carly and Scott sit down with Chris Palombo, President and CEO of MAP International. Chris leads the organization that serves as the global relief valve for surplus healthcare products, shipping $1.26 billion in medicines and medical supplies to 100 nations annually. His core belief? Nonprofits must speak four distinct languages to demonstrate true impact: heart, finance, medical outcomes, and operational efficiency.You'll hear about:* The four tribes every nonprofit must serve and how to speak their different languages* Why heart stories remain important but can't stand alone in today's accountability landscape* Why transparency should include both successes and the hard realities of nonprofit work* How technology is improving data collection capabilities in developing countries* Building credibility through industry partnerships, accreditation, and codes of conductChris shares vivid examples of measuring blood pressure in Sierra Leone villages and implementing electronic medical records in Honduras shrimp farming communities. He demonstrates how sophisticated nonprofits can maintain heart-centered storytelling while building the systems and metrics that demonstrate genuine impact.Links from the episode:* Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrispalombo/* Learn more about MAP International: https://www.map.org/Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

In this episode of The Responsive Lab, Carly and Scott sit down with Audrey Cooper, Associate Director of Philanthropy at Evidence Action. Audrey brings 10 years of nonprofit development experience across social services and international development, and has helped Evidence Action scale from its 2013 founding to raising over $60 million annually. You'll hear about:Why donor portfolio concentration becomes dangerous and what the moment of recognition usually looks likeHow to make strategic first moves when diversifying revenue streams without spreading your team too thinBuilding the case for unrestricted giving in ways that build trust rather than create donor hesitationEvidence Action's four-category framework for deploying unrestricted donor investmentsWhy data and story are mutually reinforcing rather than competing approaches to donor communicationThe power of "fundraising sprints" to focus on just a few priorities and follow them through completelyHow boldness in sharing impact creates collaborative donor relationships that feel more like partnershipsLinks from the episode:* Connect with Audrey on LinkedIn: https://www.linkedin.com/in/audreymcooper/* Learn more about Evidence Action: https://www.evidenceaction.org/Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

In this episode of The Responsive Lab, Carly and Scott sit down with Randy Molland, Founder and Chief Giving Officer at Impact Circle. Randy spent years building businesses as an entrepreneur before a trip to an orphanage in Mexico shifted his focus entirely. Since then, he's built a career around one specific gap: helping nonprofits build real relationships with the business community.His core belief? The people with money to give are already on LinkedIn, and most nonprofits aren't showing up.You'll hear about:Why only 43% of nonprofits use LinkedIn and what that gap means for organizations willing to show upHow Randy reframes LinkedIn as a Chamber of Commerce, not a job boardThe outreach approach that separates genuine connection from marketing spamWhy funders fund people, not organizations, and how that should shape your LinkedIn presenceHow to use LinkedIn to find sector-aligned donors and partners at any scale, local or nationalThree real success stories showing what's possible in the first weeks of using this approachHow to think about personal profiles versus org pages and how much posting actually mattersConnect with Randy on LinkedIn: https://www.linkedin.com/in/randymolland/Learn more about Impact Circle: https://impactcircle.network/Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

In this episode of The Responsive Lab, Carly and Scott sit down with Dr. Jeff McGee, a leadership and organizational culture strategist and creator of the Triple Loop Leadership framework. Dr. McGee has worked in nonprofits from frontline staff to executive leadership for over a decade and now coaches organizations nationwide on building healthy cultures and managing AI adoption. You'll hear about:* Why lack of honest communication creates quiet disengagement and an "us versus them" mentality between leadership and staff* The key to retention: making staff feel valued, respected, and truly part of the mission they serve* Three major challenges nonprofits face when introducing AI: ethics and privacy concerns, mixed readiness levels, and treating AI as threat versus efficiency tool* How to frame AI as a relationship-building enabler rather than job replacement in the service-oriented nonprofit sector* Using mentorship programs to bridge generational gaps when implementing new technology like AI* Why effective AI adoption is really about strong change management that includes voices from every organizational levelLinks from the episode:* Connect with Dr. Jeff McGee on LinkedIn: https://www.linkedin.com/in/dr-jeff-mcgee-38185468/* Learn more about Cross-Cultural Dynamics: www.ccdynamics.org* Get Dr. McGee's book "Reimagining Learning: The Power of Triple Loop Leadership": Order Here* Email Dr. McGee: [email protected] for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

In this episode of The Responsive Lab, Carly and Scott sit down with Griff Bohm. As one of the founders of Momentum, an AI-powered donor engagement platform for mid-level & major gifts, Griff brings unique insights into how artificial intelligence can transform fundraising without losing the human connection that drives giving.You'll hear about:• Starting with problems instead of solutions when adopting AI tools• Building major gift programs that leverage technology to create more donor time• Understanding why major giving continues to grow as a percentage of overall fundraising• Recognizing donor expectations for personalized, impact-focused communication• Preparing teams for an AI-enhanced fundraising future• Identifying practical AI applications that remove friction from daily work• Creating systems that amplify relationship-building rather than replace itLinks:Connect with Griff: https://www.linkedin.com/in/griffinbohm/Learn more about Momentum: https://virtuous.org/momentum/Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at https://virtuous.org/.

In this episode of The Responsive Lab, Carly and Scott sit down with Carly Plate and Dominika McLean from the University of South Florida to talk about building a consecutive giving recognition program that celebrates loyalty over gift size.Their core belief? The donor who gives $25 every year for 30 years deserves just as much recognition as someone who writes one large check.You'll hear about:Why USF created Loyalty Herd to close the gap between major giving programs and unrecognized lower-level consecutive donorsHow the program defines eligibility: any dollar amount, three or more consecutive fiscal yearsHow USF scaled stewardship across 20,000 donors using milestone touch points, in-house design, and creative campus partnershipsWhy they chose not to offer a buyback option, and how that decision strengthened the program's intentHow to approach data, communications, and development teams before launching a program like thisThe real ROI of recognizing giving behavior over giving amountPractical advice for teams with small budgets who want to start something meaningful nowLinks from the episode:Connect with Carly on LinkedIn: https://www.linkedin.com/in/carly-plate-a8373b2b/Connect with Dominika on LinkedIn: https://www.linkedin.com/in/dominikamclean/Learn more about the USF Foundation: https://giving.usf.edu/about/about-usf-foundationLooking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

In this episode of The Responsive Lab, Carly and Scott sit down with Dean Axelrod, Vice President of Partnerships and Philanthropy at Direct Relief. Dean's career has spanned business, law, and financial services. But the common thread? Helping people and organizations succeed.His core belief? If someone is giving all they have to give, they're a major donor. No matter the dollar amount.You'll hear about:Why Direct Relief moved away from traditional major donor definitionsHow to build a stewardship philosophy rooted in gratitude and impactThe balance between thanking donors and confidently making asksHow to use technology to scale personalization without losing the human touchWhy hiring for culture fit matters more than hiring fastHow to prepare for the future of fundraising in an era of rapid changeDean also shares why every communication should carry value to the donor, not just value to the organization. And why confidence in asking comes from laying the relational groundwork first.Links from the episode:Connect with Dean on LinkedIn: https://www.linkedin.com/in/dean-axelrod-mba-jd-bb010071/Learn more about Direct Relief: https://www.directrelief.org/Looking for technology that helps you build deeper donor relationships with less work from your team? Learn more at virtuous.org.

In this episode of The Responsive Lab, Carly and Scott sit down with Donna Lucas, Chief Marketing and Development Officer at Joni and Friends. Donna spent decades in consumer products marketing at brands like Adidas, K-Swiss, and Dickies before making the jump to the nonprofit world. Her core belief? Planting comes before the harvest. Brand awareness has to come before the fundraising ask. You'll hear about: Why being "the best-kept secret" is actually a failure How Donna convinced her CFO to spend 60% of the budget on brand awareness The first steps to take once leadership says yes to brand investment How Joni and Friends used Instagram to cultivate an audience for two years before asking for anything Why internal alignment matters before you launch anything externally How to measure brand impact in ways leadership can understand and trust Donna also shares how the team achieved a 12% increase in fundraising revenue the first year after their rebrand and why momentum became the proof that kept the strategy moving forward. Links from the episode: Connect with Donna on LinkedIn: https://www.linkedin.com/in/donnamlucas/ Learn more about Joni and Friends: https://joniandfriends.org/

92% of nonprofits are using AI. Only 7% say it's actually making a strategic impact. So what's going wrong? In this episode, Carly and Scott sit down with Nathan Chappell, Chief AI Officer at Virtuous and co-founder of Fundraising.ai, to unpack the findings of the 2026 Nonprofit AI Adoption Report. Nathan breaks down why more AI tools don't equal better results, what happens when organizations use AI to speed up broken practices, and what the 7% are doing differently. You'll hear about: -The AI adoption paradox and why high usage doesn't mean high impact-Why an AI governance policy is the most important first step-How to break through the efficiency plateau-What predictive and generative AI look like in action for fundraisers-Why the habits you build in 2026 will compound for years  Download the full report: https://virtuous.org/resource/the-2026-nonprofit-ai-adoption-report-download/ Learn more about Virtuous Momentum: https://www.givemomentum.com/  

In this episode of The Responsive Lab, Carly & Scott sit down with Meg George, Co-Founder and President at George Philanthropy Group. Meg has spent her career in major gifts and now consults with nonprofits on campaign preparation and principal gift strategies. Her core belief? Campaign planning is a practice, not a moment. The organizations that raise the most money are always in some phase of a campaign. You'll hear about: Why "comprehensive campaign" is a better term than "capital campaign" What strong campaign preparation looks like before you go public How to create a feedback loop during a feasibility study The role AI can play in campaigns without replacing relationships Why qualifying donors is the number one differentiator between campaigns that succeed and those that stall The one skill every fundraiser should sharpen right now Links from the episode: Connect with Meg on LinkedIn: https://www.linkedin.com/in/meg-george-b19752165/ Learn more about George Philanthropy Group: https://www.georgephilanthropy.com/ Visit Meg's personal site: https://www.megtgeorge.com/ Get Meg's book, What's Philanthropy to Philomena?: https://www.megtgeorge.com/books

In this episode of The Responsive Lab, Carly Berna and Scott Holthaus sit down with T. Clay Buck, Founder and Principal of Next River Fundraising Strategies. Together they explore what AI actually changes about nonprofit data. And what it doesn't. Clay has spent thirty years in fundraising. He's done everything from database administration to chief development officer. He watched the sector adopt online giving forms in the early dot-com days. Now he's watching it navigate AI. You'll hear about: • Why "garbage in, garbage out" matters more than ever with AI • How donor data tells a story of trust    • The case for creating a data oversight committee at the board level    • One practical step any nonprofit can take before adopting AI     Clay also shares why fundraising should be a business of joy. And why a little more laughter might be exactly what the sector needs. Links from the episode: • Connect with Clay on LinkedIn: https://www.linkedin.com/in/tclaybuck/    • Learn more about Next River Fundraising Strategies: https://www.nextriverfundraising.com/    • Get the book Responsive Fundraising: https://www.amazon.com/Responsive-Fundraising-donor-centric-framework-nonprofits/dp/1944194746    

In this episode of The Responsive Lab, Carly Berna and Scott Holthaus sit down with Sonja Schappert Howden, Chief Impact Officer at Seed Impact, to unpack what meaningful impact really looks like and how fundraisers can communicate it in ways donors understand and trust. Drawing from more than two decades of experience in faith-based nonprofits, Sonja explains why outputs are only the starting point, how outcomes reveal personal change, and why true impact often happens outside your organization’s walls. She introduces the SEED Competency Ladders, a framework grounded in being, doing, and relating, and shows how this approach helps fundraisers tell more human, donor-centered impact stories. You’ll also hear why impact is not linear, why collaborative measurement matters more than ever, and how removing jargon can help donors connect emotionally before they ever engage intellectually. Links from the episode: • Learn more about Seed Impact at https://www.seedimpact.org/    • Email Sonja at [email protected]   Free impact report reviews available for a limited time here: https://www.seedimpact.org/impact-report-review/January-26th-Impact-Report-Review-p801608951 

In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus sit down with Marc Stein, Chief Philanthropy Officer at Jews for Jesus, to unpack what it really looks like to put donor relationships first without sacrificing growth. Marc brings a rare perspective shaped by decades as an entrepreneur, donor, board member, and now nonprofit executive. He shares how his team redefined success by shifting away from revenue-first metrics and toward meaningful partner engagement… and why that shift led to stronger retention, healthier teams, and sustained major gift growth. You’ll hear how Jews for Jesus reduced portfolio sizes, rethought performance measurement, embraced transparency during missteps, and used both technology and volunteers to extend personal care at scale. Marc also tackles one of the hardest challenges in major gifts… how to ensure donors stay connected to the organization even when fundraisers move on. Links from the episode: Connect with Mark on LinkedIn: https://www.linkedin.com/in/marcstein/ Learn more about Jews for Jesus: https://jewsforjesus.org/ Learn more about Virtuous at  virtuous.org/learnmore  and download your free Nonprofit CRM Checklist at  virtuous.org/crmchecklist

In this episode of The Responsive Lab, Carly Berna and Scott Holthaus sit down with Matt Lombardi, Founder of Share, to unpack what real digital engagement looks like when it’s done well and why it actually leads people to take action. Matt brings a practitioner’s perspective from working alongside nonprofits of all sizes, sharing what separates organizations that grow sustainably from those stuck on the acquisition hamster wheel. From donor personas and retention strategies to recurring giving programs that actually work, you’ll walk away with practical insights you can apply immediately. You’ll hear about: Why focus matters more than doing “all the channels” How smart digital engagement builds trust and drives generosity Creative ways to strengthen donor retention without always asking for money What recurring giving programs need to succeed long-term How technology decisions today shape fundraising outcomes tomorrow Matt also shares where nonprofits get stuck internally and how teams can build momentum even when bureaucracy, bandwidth, or fear of change slows things down. Links from the episode: Connect with Matt on LinkedIn: https://www.linkedin.com/in/matt-lombardi-717547111/ Learn more about Share Talent: https://sharetalent.co/ Learn more about Share Services: https://www.shareservices.co/ Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist.

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with fundraising strategist Kel Haney, who has made more than twenty thousand asks by phone and helped nonprofits generate over twenty million dollars in mid-level giving. Kel shares how she went from directing theater in New York to discovering the power of a well-structured donor conversation, and why a simple five-minute call can be one of the most effective tools a fundraiser has. In this episode, you’ll hear: How Kel’s theater background shaped her approach to authentic donor conversations Why mid-level donors sit in the “messy middle” and need their own strategy The four tent poles of Kel’s five-minute fundraising ask Why scripts fail, and conversational structure succeeds How fundraisers can “hold for the silence” and build confidence over time Ways tools like Virtuous and Virtuous Momentum support personal outreach at scale How organizations can segment, prioritize, and even outsource outbound donor calls Links from the episode: Connect with Kel on LinkedIn: https://www.linkedin.com/in/kel-haney/ Learn more about Kel’s work and schedule a convo: https://www.kelhaney.com/ Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

On this episode of Ask a Responsive Fundraiser, Scott Holthaus sits down with Bailey Huston, Partnerships and Integrations Manager at The Giving Block, to answer your top questions about noncash giving and donor behavior in a changing fundraising landscape.   Bailey shares why donor choice, convenience, and control are now essential parts of the giving experience… and how offering options like crypto, stock, and donor-advised funds can unlock major gifts you may be missing today. She explains the motivations behind noncash giving, the younger and wealthier donor segments driving crypto adoption, and the simple ways nonprofits can add these channels without overwhelming their teams.   You’ll learn which donor signals matter most right now, the true opportunity behind crypto-based generosity, how to make noncash gifts easy to find and easy to give, and why these channels connect directly to lifetime donor value as younger generations take the lead in the coming wealth transfer.   To learn more or explore crypto, stock, or DAF fundraising, visit thegivingblock.com.

What really happens inside a donor’s mind when they choose to give? In this episode of The Responsive Lab, Virtuous co-hosts Carly Berna and Scott Holthaus sit down with Cherian Koshy, VP at Kindsight and author of NeuroGiving: The Science of Donor Decision Making.   Cherian unpacks why giving is rooted in identity, how friction quietly slows generous brains down, and what fundraisers can do to design clearer, more intuitive donor experiences. You will hear why one vivid human story matters more than statistics, what assumptions often lead teams astray, and how technology and AI help fundraisers respond with greater empathy at scale.   Links from the episode: Pre-order Cherian’s book here: https://neurogivingbook.com/ Get your copy of “Neurogiving: The Science of Donor Decision-Making” on Amazon here: https://www.amazon.com/Neurogiving-Science-Decision-Making-Cherian-Koshy/dp/1394370458/ref=sr_1_1?crid=1FIOOU34VK6YP&dib=eyJ2IjoiMSJ9._xNfSLeOax1dA5hrtboMIg.3brVKP9LuMSye0uTMk6CzmWjAw9SO211qe9qgXcw5b8&dib_tag=se&keywords=neurogiving+book&qid=1762799955&sprefix=neurogiving+book%2Caps%2C124&sr=8-1 Connect with Cherian on LinkedIn: https://www.linkedin.com/in/cheriankoshy/   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus sit down with Lauren and John Mark Vanderpool from Social Impact Solutions to answer some pressing questions we didn’t have time to cover during a recent webinar.   Lauren and John Mark break down what impact really means, how to measure it, and how clear impact data can deepen donor trust and grow giving. You’ll also hear practical advice for using logic models, building realistic internal systems, handling confidentiality, and making sense of hundreds of stories without overwhelming your team.   If you’ve ever felt unsure how to measure the real change your nonprofit creates or how to share that story with donors, this conversation will give you practical next steps you can use right away.   Links from the episode: Learn more about Social Impact Solutions: https://www.socialimpactsolutions.com/ Connect with Lauren on LinkedIn: https://www.linkedin.com/in/lauren-vanderpool-socialimpactsolutions/ Connect with John Mark on LinkedIn: https://www.linkedin.com/in/john-mark-vanderpool-521485184/   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

Nonprofit leadership is meaningful work, but it can also feel exhausting. Between fundraising pressure, staff turnover, and board expectations, many leaders quietly run on empty long before they ever consider stepping away.   In this episode of The Responsive Lab, Virtuous co-hosts Carly Berna and Scott Holthaus sit down with CEO of the Seattle Police Foundation, Ian Adair, to talk about what it really takes to stay healthy in leadership and build organizations where people want to stay.   You’ll hear Ian, Carly, and Scott dig into: - How to recognize when you or your team are approaching burnout, and what to do next - Why self care is “not selfish” and why nonprofit leaders struggle to prioritize it - What healthy vulnerability looks like in leadership without oversharing or overburdening staff - Practical ways to build loyalty, belonging, and professional growth into your culture - How to coach and engage your board so they contribute in the right lanes - Key steps for turning around struggling organizations and leading through transition - Why “adaptive resilience” is a core leadership practice in today’s nonprofit landscape   Connect with Ian on social media: LinkedIn: https://www.linkedin.com/in/ianadair2010/  Instagram: https://www.instagram.com/ianmadair/  X: https://x.com/IanMAdair   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

Speed matters. So does being seen. In this episode, co-hosts Carly Berna and Scott Holthaus sit down with fundraiser, former executive director, and founder of the Nonprofit Automation Agency, Rachel Bearbower, to unpack how small teams can deliver big-feeling donor experiences. We cover the “first 100 days” journey, the one-minute thank-you, and why silence erodes trust faster than anything. You’ll hear practical steps to turn repeatable stewardship moments into lightweight systems, how to anchor automation in your CRM, and a candid look at what Rachel learned by donating to 15 nonprofits to audit their follow-up.   Links from the episode: Learn more about Rachel’s business, Nonprofit Automation Agency: https://www.nonprofitautomationagency.com/ Connect with Rachel on LinkedIn: https://www.linkedin.com/in/rachelbearbower/ Get the 5 Ways to Automate Your Donor Stewardship ebook: https://www.nonprofitautomationagency.com/ebook Book a demo with the Nonprofit Automation Agency: https://www.nonprofitautomationagency.com/pricing   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

Launching a capital campaign is one thing. Raising over $200 million and outgrowing your original goals is another. In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus sit down with Dr. Will Smallwood, Vice President for Advancement at Cedarville University, to unpack the story behind the wildly successful “One Thousand Days Transformed” campaign.   Dr. Smallwood shares the campaign’s roots in mission-first storytelling, how strategic planning turned into campus-wide buy-in, and what it really takes to build momentum, from data-informed planning to real-time transparency with donors. You’ll hear the lessons Cedarville learned while expanding a campaign goal from $125M to $175M, and ultimately raising over $205M. Plus, Will reflects on what he’d do differently, including that time they switched CRMs mid-campaign.   Links from the episode: Connect with Will Learn more about Cedarville University and the “One Thousand Days Transformed” campaign   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus are joined by Aarika Riddle, Executive Director of Kristi Yamaguchi’s Always Dream, for a conversation about leading through uncertainty, stewarding well in challenging moments, and grounding your work in mission when fatigue sets in.   Aarika shares lessons from navigating multiple economic downturns in her fundraising career, including the 2008 recession and recent years of uncertainty. She gets tactical about the basics that still work (thank-you notes, stewardship, donor storytelling), how to personalize at scale using simple tools, and why leadership energy makes or breaks team morale.   Links from the episode: Connect with Aarika Learn more about Always Dream Follow Always Dream on Instagram   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus sit down with capital campaign expert Amy Eisenstein of Capital Campaign Pro to demystify one of the most ambitious and often misunderstood fundraising tools in a nonprofit’s playbook: the capital campaign.   Amy shares her journey from development director to co-founder of a firm that has guided hundreds of organizations through campaigns ranging from $3M to $150M. You’ll learn the key elements of a successful campaign, including when to launch, who should consider one, how to engage donors, and why feasibility studies aren’t about saying “no,” they’re about choosing the right path forward.   This episode includes practical advice, like: Why your internal team shouldn’t carry a campaign alone How feasibility studies help you plan, not pause What stewardship looks like during a multi-year fundraising effort How technology can reduce burnout and elevate donor engagement Why donor joy and fundraisers’ happiness habits matter in long campaigns   Links from the episode: Listen to the All About Capital Campaigns podcast Learn more about Capital Campaign Pro   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, Carly and Scott bring you the closing keynote from the 2025 Responsive Nonprofit Summit. Victoria Harrison, co-founder of Charity: Water, shares how they created an in-person, immersive storytelling experience that could deepen donor connection and spark transformative generosity.   From VR headsets and interactive water walks to science labs and kinetic sandboxes, the Experience Lab is unlike anything else in the nonprofit space. And it’s already raised $2 million in just a few months.   In this episode, Victoria shares: Why small towns like Franklin can rival major cities for donor community-building The importance of leading with a “hook” before sharing your mission How immersive, tech-driven experiences can reignite giving in a post-COVID world What it means to “zag when others zig” in nonprofit marketing   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with fundraising powerhouse Tammy Zonker to talk about her new book, Calling All Heroes. Tammy brings 25+ years of experience and over $1B raised to the conversation. She shares why our sector needs a third way: human-centered fundraising.   From the hidden pitfalls of both donor and community-centered approaches to the practical steps organizations can take to adopt a more holistic model, this episode is filled with a whole lot of wisdom and inspiration. Plus, Tammy drops strategies for mid-level giving, donor acquisition, and how AI can actually free fundraisers up for the relational work that matters.   Connect with Tammy on LinkedIn Learn more about Fundraising Transformed Pre-order Calling All Heros   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, Brady Josephson (Charity:Water), Chris Barlow (Beeline Marketing), and Matt Scott (CauseMic) tackle the three most common mistakes nonprofits make in marketing and engagement and how to avoid them.   From trying to do everything at once, to neglecting brand investment, to overcomplicating donor segmentation, this discussion is packed with tactical insights you can apply right away.   You’ll hear: Why identifying your organization’s true “engine of growth” is critical How to balance brand-building with direct response The role of donor motivations in shaping meaningful segmentation Practical ways to future-proof your nonprofit’s marketing   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, John and Becky, co-founders of We Are For Good, talk movement-building from the stage at the Responsive Nonprofit Summit 2025.   John and Becky share their deeply practical framework for moving from donor acquisition to donor multiplication by centering believers, fueling joy, and letting go of control. Through stories from Komen, charity:water, the Michael J. Fox Foundation, and their own early experiences in healthcare philanthropy, they make the case that responsive fundraising isn’t just a strategy, it’s a belief system.   You’ll walk away with: The 8 steps to multiply your mission through community A shift from passive donors to active builders Practical ways to foster shared ownership and belonging A reminder that joy is a powerful multiplier   🔗 Learn more at https://www.weareforgood.com/   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with Russell James, a leading voice in planned giving strategy, psychology, and research. Russell brings his unique background as a lawyer, fundraiser, college president, and now professor at Texas Tech, to unpack the practical steps any nonprofit can take to start (or strengthen) a planned giving program.   From the “magic age” for engagement to the psychology behind why donors give at end-of-life, this episode is packed with insights, phrases, and donor stories you can start using today.   You’ll also learn: Why the biggest mistake fundraisers make is going radio silent on aging donors How to use donor stories to create a powerful social norm Which phrases work (and which don’t) when talking about estate gifts How to motivate legacy giving without triggering death-avoidance The secret to turning one legacy gift into two—starting now   Get your copy of The Socratic Fundraiser: https://www.encouragegenerosity.com/TheSocraticFundraiser.pdf Get Russell’s other free resources here: https://encouragegenerosity.com/ Follow Encourage Generosity on LinkedIn: https://www.linkedin.com/in/encouragegenerosity/   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, fundraising experts Missy Gale (M. Gale & Associates), Gail Perry (Gail Perry Group), and Andrew Olsen (DickersonBakker) discuss how to balance long-term relationship building with the realities of fiscal year deadlines, limited capacity, and changing donor behaviors.   You’ll learn practical strategies for portfolio segmentation, leveraging donor signals, stewarding mid-level donors, and moving beyond “spray and pray” tactics.   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with Javan Van Gronigen, founder and creative director of Fifty & Fifty and Donately, to unpack the insights behind the 2025 Nonprofit Peer Report.   Javan shares surveying over 160 nonprofit leaders identified the top challenges nonprofit teams are facing today: misalignment, siloed data, brand confusion, and the inability to confidently execute digital strategies.   From the power of donor-centric messaging to the rise of personalized, AI-powered donor journeys, this conversation dives deep into the core disconnects that hinder generosity, and how organizations can close the gap.   👉 Download the full 2025 Nonprofit Peer Report here. 📥 Connect with Javan: Donately | Fifty & Fifty | LinkedIn 🎧 Explore Javan’s podcast: Good with Pixels 👉 Check out the blog “Do Nonprofits Need an AI Policy?”   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, we go deeper into the real, raw questions nonprofit leaders are asking about artificial intelligence. Things like strategy and governance to privacy, personalization, and predictive modeling.   Join Virtuous’ Chief AI Officer, Nathan Chappell, alongside co-hosts Carly Berna and Scott Holthaus as they unpack: What AI really means for nonprofit teams How predictive and generative AI work together to drive giving Why most AI initiatives fail and how to beat the odds Ethical and environmental concerns (and how to respond to them) How Virtuous is building the future of fundraising through AI   Nathan brings years of experience in machine learning, innovation, and responsible AI use in philanthropy. This session is a roadmap for nonprofit teams looking to move from AI curiosity to AI clarity.   Watch the webinar that prompted this conversation here: 5 Essentials for AI Success: What Today’s Fundraising Teams Need to Know (and Do) to Thrive   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with Stephen Boudreau and Erik Tomalis from Avid to explore how fundraisers can actually use their data to drive meaningful action.   From demystifying AI to scaling human relationships with technology, this conversation dives into the real challenges facing fundraisers today and how teams can stop drowning in spreadsheets and start making decisions with confidence. Erik shares lessons from 5,000+ donor visits and how tech can enable deeper generosity, while Stephen explains why the best fundraising teams are shifting from being data hoarders to decision-makers.   Plus, they introduce Avid, a new fundraising operating system that helps nonprofits aggregate data, visualize insights, identify audiences, and deploy campaigns, all without replacing your existing tools.   Learn more about Avid at https://www.avidai.com/   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus bring you a featured session from the 2025 Responsive Nonprofit Summit.   Erin McHugh, Chief Product Officer at Microsoft Tech for Social Impact joins Jason Van Lue, VP of Product at Virtuous, for a deep dive into what nonprofits need to be thinking about today to prepare for the future. From the future of AI and “digital colleagues” to practical data strategies, Erin outlines a clear, human-centered vision for tech innovation in the sector.   You’ll hear: Why strong data foundations are essential before adopting AI The difference between automating tasks and transforming systems Real-world examples from fundraisers, healthcare providers, and program teams How to balance innovation with ethics, trust, and human connection The concept of “frontier nonprofits” and how to become one   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus bring you a featured session from the 2025 Responsive Nonprofit Summit.   Join guests Stacy Houston, Rebecca Barnard, Jonathan McCoy, Vivian Borja, Becky Endicott, and Dr. Tim Lampkin as they challenge outdated narratives in nonprofit storytelling and share how to co-create more authentic, dignified, and powerful stories with the communities you serve.   Highlights include: Dismantling deficit-based narratives Honoring community voice in storytelling Why joy and complexity must be part of your mission narrative Tactical strategies for ethical co-creation   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with Sterrin Bird, long-time fundraising leader and nonprofit executive-in-residence at Attain Partners, for a conversation on how technology can support—but never replace—the deeply human work of fundraising.   Sterrin unpacks: Why so many orgs still get “donor-centricity” wrong How AI agents can support mid-level and major gift fundraising at scale Why donor trust is your most valuable currency—and how to protect it What truths about fundraising will never change, no matter the tools   You’ll walk away with clear direction on how to evaluate AI tools, use them to solve your biggest problems, and keep community, belonging, and authenticity at the heart of your work.   Connect with Sterrin on LinkedIn or at https://sterrinbird.com/ Learn more about Attain Partners here. Learn more about Current here.   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus bring you a featured session from the 2025 Responsive Nonprofit Summit. We’re diving deep into one of the most overlooked assets in the nonprofit world: data.   Fundraising veteran T. Clay Buck and neuroscience-PhD-turned-AI-CEO Tim Paris explore why clean data isn’t just a tech concern, it’s a fundraising necessity.   From the dangers of messy data to the exciting frontier of predictive and agentic AI, Clay and Tim break down: • How poor data leads to lost revenue • Why every data point represents a real, generous human • What AI can (and can’t) do without clean donor records • How to protect data privacy in an AI-powered world • Practical steps for nonprofits to build a data-first culture   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus are joined by Matt Scott—founder of CauseMic and nonprofit messaging strategist—for a candid conversation on aligning AI with your mission. Together, they explore the real (and often misunderstood) ways AI can amplify your message, improve team capacity, and deepen donor relationships without losing the human touch.   Matt shares how nonprofits are already using AI to simplify strategic decision-making, scale their messaging with custom GPTs, and synthesize information for smarter execution. You’ll learn why values-based AI guidelines matter, how to remix your messaging for different audiences, and what nonprofits get wrong when defining their value proposition.   Discover more about CauseMic and download their CRM Guide at: https://causemic.com/nonprofit-crm-guide.   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus sit down with Brynne Krispin, founder of Cause Fokus, to talk about the power of an empathy-driven social strategy and how nonprofits can use content and platforms like LinkedIn and Instagram to foster trust, connection, and long-term donor retention.   Brynne brings a decade of nonprofit social media experience — including her time at IJM — and explains how she pivoted toward empathy-based storytelling after realizing traditional tactics weren’t cutting it. She shares how activating the personal profiles of nonprofit leaders, using emotional storytelling even when limited by privacy, and showing up with consistency can all work together to increase engagement and deepen donor loyalty.   Claim your special listener discount on Brynne’s brand-new ebook, Read the Room: Why Empathy is the Secret Sauce in Successful Branding. Get 50% off with the code VIRTUOUS here.   Download the ebook Learn more about Cause Fokus Connect with Brynne on LinkedIn   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus bring you a featured session from the 2025 Responsive Nonprofit Summit. Virtuous Chief AI Officer, Nathan Chappell, explores why nonprofits aren’t just competing for dollars anymore, they’re competing for connection.   Drawing from his decades of experience and his acclaimed book The Generosity Crisis, Nathan challenges fundraisers to confront today’s tough questions:   What if the donors you have today are the only donors you’ll ever have? Are you building community… or playing a numbers game?   You’ll walk away with four actionable steps to build lasting donor relationships that grow generosity for years to come.   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Scott Holthaus and Carly Berna sit down with email marketing consultant Katelyn Baughan of KB Digital to uncover what’s broken in nonprofit email marketing and how to fix it.   From donor retention challenges to the pitfalls of “spray and pray” messaging, Katelyn shares practical ways to move from broadcasting to relationship-building. Learn how to create a high-impact donor welcome series, set up automations that actually save time, and test your way into more effective fundraising emails.   You’ll walk away with: The top reasons nonprofit emails underperform — and how to measure success Practical tips for building a donor welcome series that inspires Smart automation strategies to deliver better stewardship at scale Examples of targeted emails that drive action One simple change you can make today to boost results   Connect with Katelyn Baughan: LinkedIn: Katelyn Baughan Podcast: Inbox to Impact Sign up for her weekly email tips at https://katelynbaughan.com/   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of Ask a Responsive Fundraiser, Sam Staley, Founder and CEO of Event.Gives, joins us to challenge traditional metrics of event success. From the power of personalized thank-you messages to the concept of “dollars in the room,” Sam shares actionable strategies nonprofits can use to grow giving long after the event ends.   This episode is packed with real-world insights on how fundraisers can:   Rethink event ROI with a lifetime donor lens Use integrated CRMs and event tools for faster, smarter follow-up Create automated drip campaigns that boost attendance and giving Identify and recover missed revenue through post-event data Build lasting donor relationships through continued engagement   You can learn more about Event.Gives here.

What do you do when your nonprofit loses 75% of its budget overnight?   In this episode of The Responsive Lab, fundraising veteran Barbara O’Reilly of Windmill Hill Consulting joins co-hosts Scott Holthaus and Carly Berna for a deeply practical and human conversation about leading through financial turbulence.   From donor shifts and budget cuts to internal turmoil and board conversations, Barbara offers honest, tactical advice for nonprofit leaders facing hard realities including how to communicate transparently without overwhelming your supporters, how to prioritize donor retention over acquisition, and how to forecast when the future feels fuzzy.   Whether you’re navigating today’s headwinds or preparing for tomorrow’s, this episode will leave you with practical tools and encouraging perspective.   Connect with Barbara at https://whillconsulting.com/ and on LinkedIn.   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this special episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus bring you a featured session from the 2025 Responsive Nonprofit Summit. Join Christine Robertson from NPact and John Mark Vanderpool from Social Impact Solutions as they sit down with Virtuous DBA-in-residence, Kayla Schneider, to tackle one of the biggest challenges in nonprofit fundraising: donor retention.   This episode dives deep into practical strategies for increasing donor loyalty by using better data, smarter segmentation, and personalized multi-channel outreach. From reducing duplicates and calculating your churn rate to aligning your entire team around shared goals, Christine and John offer tactical advice grounded in real nonprofit experience.   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, hosts Carly Berna and Scott Holthaus sit down with Brady Josephson, VP of Marketing and Growth at charity:water.    Brady makes the case for long-term brand marketing in a nonprofit world obsessed with short-term returns. He unpacks how charity:water’s latest initiatives — including their immersive Experience Lab and viral “Work from Bed” campaign — are using creativity and real-world touchpoints to increase future donor demand and loyalty.   From the difference between performance and brand marketing to tangible ways nonprofits can create their own pattern interruptions, this episode is a practical and inspiring masterclass in modern donor engagement.   🔗 Follow Brady on LinkedIn: linkedin.com/in/bradyjosephson 🔗 Learn more about charity:water: charitywater.org   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of Ask a Responsive Fundraiser, we’re joined by Emily Rasmussen, founder of Grapevine, the platform behind the growing Giving Circle movement.   Emily brings over 15 years of experience in nonprofit leadership, impact finance, and community organizing. She shares how responsive fundraisers can shift from transactional giving to relational belonging.   You’ll hear:   • What it actually means to build a donor community • Why collaborative giving is on the rise (and what’s driving it) • How to recognize the real competition for donor attention • Why peer connections often build more trust than staff alone • How to scale relationship-building without scaling headcount The average across the nonprofit industry is that only 2% of new donations are set up to recur. On Grapevine, more than 50% of new donations are set up to recur.   By inviting donors into genuine community (not just another appeal cycle) nonprofits can unlock generosity, deepen trust, and increase lifetime value.   Connect with Emily & More Resources:   • How to start a Giving Circle for your Nonprofit - it's a very fast and easy process to get started • Harnessing Collaborative Impact: How Giving Circles Elevate Nonprofits • Connect with Grapevine  

In this data-packed episode of The Responsive Lab, Scott Holthaus and Carly Berna sit down with John Mark Vanderpool, co-founder of Social Impact Solutions, to talk all things Donor Lifetime Value (LTV).   John Mark brings a unique perspective — combining nonprofit experience, impact evaluation, and business acumen — to help leaders rethink their fundraising strategy. In the episode, you’ll explore how understanding and leveraging donor LTV can completely shift your acquisition strategy, communications, and ultimately, your impact.   John Mark shares: Why LTV isn’t just for startups anymore Balancing acquisition cost and donor value The case for quality over quantity in donor portfolios How to calculate and apply long-term net metrics Real examples of using social impact data to engage ideal donors   Plus, you’ll hear a powerful story of a nonprofit that drove 7-figure revenue through clever acquisition strategy without spending a dime on fundraising.   📌 Explore more from Social Impact Solutions at https://www.socialimpactsolutions.com/  📌 Take the free fundraising quiz at https://www.fundraisingquiz.org/    Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, co-hosts Carly Berna and Scott Holthaus sit down with Heather Hiscox, social impact strategist and author of No More Status Quo, to unpack how nonprofits can lead organizational change with empathy, inclusion, and clarity. Heather shares the story behind her innovative PAUSE Framework — a practical, five-step method to navigate uncertainty and build sustainable change.   From challenging the myths of startup culture to redefining change management through a lens of love, care, and equity, Heather reveals the tools nonprofit leaders need to stop defaulting to consultants or technology as a silver bullet — and start empowering their teams through behavioral change and continuous learning.   💡 Learn how to: Redesign your change processes with intentional empathy Shift from assumptions to co-designed solutions Use stakeholder interviews to fuel real transformation Apply behavioral testing before full-scale implementation   📚 Explore more of Heather’s work: The PAUSE Framework: https://www.pauseforchange.com/ Her book “No More Status Quo”: https://letherspeakusa.org/no-more-status-quo/ Online conversation series: https://www.possibilityproject.org/   Virtuous is a software company committed to helping nonprofits grow generosity.   Virtuous believes that generosity has the power to create profound change in the world and in the heart of the giver. With that in mind, it’s their mission to move the needle on global generosity by helping nonprofits better connect with and inspire their givers.   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist

In this episode of The Responsive Lab, Carly and Scott sit down with Aidan Augustin, Co-founder and CRO at Feathr, to unpack how to turn your story into a strategy that actually drives donor action.   Nonprofits are facing real headwinds — from declining trust to loud public skepticism. But Aidan makes the case that now is the time for nonprofit leaders to get louder, not quieter. With humor, clarity, and tactical advice, Aidan explains how digital marketing can fuel fundraising success and help change the narrative around nonprofit impact.   You’ll learn how to: Use storytelling to counter negative press and drive action Map your donor journey with a marketing funnel mindset Start with bottom-of-funnel wins like retargeting and work your way up Integrate marketing and fundraising for better results Measure ROI on marketing and prove its value to your board   🔗 Learn more about Feathr: https://www.feathr.co/ 🔗 Connect with Aidan on LinkedIn: https://www.linkedin.com/in/aidanaugustin/   Virtuous is a software company committed to helping nonprofits grow generosity. Virtuous believes that generosity has the power to create profound change in the world and in the heart of the giver. With that in mind, it’s their mission to move the needle on global generosity by helping nonprofits better connect with and inspire their givers.   Learn more about Virtuous at virtuous.org/learnmore and download your free Nonprofit CRM Checklist at virtuous.org/crmchecklist