Episode 143

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Published on:

2nd Jun 2026

Leading from the Major Gifts Seat

Your CEO is not your critic.

They might be your scariest internal customer.

Once I understood that, everything changed.

For years I walked into meetings with my ED ready to defend my portfolio. Why hadn't the gift closed. Why we were behind. Why the donor needed more time.

I left those meetings smaller. He left them more anxious. And the donor at the center of it had no idea any of it was happening.

Then I learned the move that changed my career.

I stopped reporting at my leader and started equipping my leader. ✨

One-page briefings. One donor story per meeting. A predictable rhythm of updates. A 45-minute alignment agenda I now use with every coaching client.

In this week's episode of The Intentional Fundraiser, I walk through:

→ The empathy shift that changes the whole dynamic.

→ Four managing-up moves that work in 2026.

→ The exact briefing format and meeting agenda you can use this month.

If you've ever felt squeezed between donor reality and leadership expectations, this one is for you.

When was the last time you had a structured strategy meeting with your ED or CEO that you walked out of feeling good?

Listen, then share with one fundraiser or one nonprofit leader who needs it.

More from Tammy Zonker

Author of Calling All Heroes

Founder of Fundraising Transformed

President of Modern Institute for Charitable Giving

Learn more about the Excellence in Major Gift Fundraising Seminar

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Connect with Tammy Zonker on LinkedIn

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About the Podcast

The Intentional Fundraiser Podcast
Welcome to The Intentional Fundraiser Podcast. I'm your host, Tammy Zonker, and I'm thrilled you're here.

I've spent nearly three decades specializing in major gifts. I’ve seen how major gifts often form the backbone of an organization’s financial stability, and yet, I know many of us find this area particularly challenging. Time and again, I’ve been approached by fundraisers and nonprofit leaders eager to establish or supercharge their major gift programs. It’s become crystal clear that there’s a growing hunger for training and expertise in this area.

I’ve had the incredible privilege of working with nonprofits from all around the world helping organizations collectively raise nearly one billion dollars. During this time, I’ve developed strategies and tools that have consistently helped organizations transition their mid-level donors into major donors through meaningful engagement. It’s a process that, when done consistently, can truly catapult an organization’s major gift fundraising to the next level.

Whether you’re a seasoned major gift officer looking to refine your approach, a development director aiming to build a powerhouse program, an executive director looking to scale your organization’s capacity for transformational giving, or a board member seeking to understand the transformative potential of major gifts, The Intentional Fundraiser podcast is your source for growth and excellence in major gift fundraising.

So, buckle up! We're about to embark on a journey to take your major gift program to the next level – and beyond. Let's get intentional about major gift fundraising!

Keep transforming,
Tammy Zonker
Major Gift Expert & Keynote Speaker
Fundraising Transformed

#ScaleRaiseDo

About your host

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Tammy Zonker

Hey, There! I’m Tammy Zonker.

I'm the Founder and President of Fundraising Transformed and host of The Intentional Fundraiser Podcast.

I’ve been a major gifts strategist and fundraising expert for more than 25 years. I’m also a certified AFP Master Trainer and international speaker.

I’ve Led and trained thousands of nonprofit social service organizations, private schools, colleges and universities, and healthcare organizations to collectively raise more than a half-billion dollars — and counting — including a single gift of $27.1M.

I have served as adjunct faculty at Indiana University and technical editor for Wiley Publishing’s “Fundraising for Dummies” third edition.

I currently serve as Dean at the Institute for Charitable Giving, a member of the AFP International Conference Education Committee, a member of the Nonprofit Quarterly’s Editorial Advisory Board, a contributing writer to NonProfit PRO, and an advisor at Capital Campaign Pro.

I would love to learn more about the amazing work you do and explore how we can work together to take your fundraising to the next, next level.