Staying Positive in Fundraising: Joan Garry on Motivation, Metrics, and Creative Approaches

In this episode of All About Capital Campaigns, Amy Eisenstein welcomes nonprofit leader, coach, and advocate Joan Garry for an inspiring conversation about how development directors and nonprofit executives can maintain optimism, motivate their teams, and rethink what fundraising success looks like in challenging times.

Joan Garry is an internationally recognized champion for the nonprofit sector, an executive coach for top nonprofit leaders, founder of the Nonprofit Leadership Lab, and host of her own podcast and blog. With decades of experience across nearly every role in nonprofit leadership, she brings both practical strategies and heartfelt encouragement to the discussion.

Together, Amy and Joan explore how nonprofit professionals can reframe fundraising from a stressful numbers game into an opportunity for donors to feel connected, valued, and part of meaningful impact.

They discuss:

• Why development directors often struggle with discouragement when revenue sources shift
• How focusing solely on total dollars raised can create a harmful and unrealistic definition of success
• Alternative metrics to measure fundraising effectiveness, including donor retention rates, board engagement, and stewardship practices
• The importance of innovation and creativity in fundraising, with real-world examples of organizations trying bold approaches to meet urgent needs
• How leaders can support staff through professional development, peer learning, and community support to build confidence and resilience
• The role of board members in donor stewardship and why even simple gestures from board leaders can significantly strengthen relationships
• Practical steps for reconnecting with the mission, “touching the work,” and finding inspiration that replenishes energy for fundraisers and leaders alike

Listeners will hear stories ranging from a climate change think tank tapping into untapped expertise in Washington, to LGBTQ advocacy groups addressing urgent needs through imaginative funding models, to a legal nonprofit rethinking the concept of a capital campaign by focusing on “human capital.” These examples highlight what is possible when leaders are willing to experiment and redefine what success looks like.

Joan also shares advice on how nonprofit executives can manage fear, support their fundraising staff, and avoid the trap of holding onto poor performance because of the myth that strong development professionals are scarce. She emphasizes the importance of professional development and investment in fundraisers, noting that providing learning opportunities is a powerful way to strengthen skills and morale.

Amy and Joan both highlight the value of peer communities—whether through Capital Campaign Pro’s weekly mastermind groups or the Nonprofit Leadership Lab’s global membership network—where nonprofit leaders can share challenges, celebrate wins, and draw inspiration from one another.

Whether you are an executive director, development officer, or board member, this conversation will help you see fundraising in a new light. By focusing on relationships, creativity, and inspiration, nonprofit leaders can foster resilience and optimism in their organizations even when external challenges feel overwhelming.

For more free capital campaign resources, visit https://capitalcampaignpro.com/campaign-resources.