Podcast Summary

Nonprofits Are Messy: Lessons in Leadership | Fundraising | Board Development | Communications

Host: Joan Garry
Episode: 236 – Defeated Today, Inspired Tomorrow: A New Way to Lead Development
Date: September 13, 2025

Episode Overview

In this episode, Joan Garry addresses the widespread fear, anxiety, and sense of defeat among nonprofit development directors in a challenging funding environment. With government and corporate funding in turmoil, fundraisers feel immense pressure to hit ambitious revenue targets—often defined as the sole measure of their success. Joan dives deep into the real consequences of this mindset and outlines more holistic, actionable approaches for nonprofit leaders to support and empower their development teams. Her goal: shift thinking from defeat to inspiration and sustainability.

Key Discussion Points & Insights

1. The Current Crisis for Development Directors

[00:00 – 02:50]

• Dramatic funding cuts (especially government and cautious corporate donors) have left development teams scrambling.
• Nonprofits that relied on individual giving are regretting not building those programs sooner.
• Many fundraisers feel "like deer in headlights," experiencing panic and facing the reality of missing fundraising goals for the first time.
• Quote:
  "In many cases, development directors who always seem to be able to pull rabbits out of hats…no rabbits, no hats. They are instead facing the fact that the organization will actually not hit its fundraising goal this year." — Joan Garry [00:50]

2. The Emotional Toll & Root Cause

[02:50 – 10:00]

• The emotional state: panic, anxiety, fear, and defeat are rampant.
• Development directors (DDs) feel responsible for organizational survival, even as conditions outside their control threaten revenue.
• The core issue: Success is defined solely by hitting the revenue target, regardless of environment or context.
• Quote:
  "We are defining development director success with one metric. We are not looking at success from a higher altitude and setting an array of goals." — Joan Garry [07:30]

3. The Need for Broader, Multi-Faceted Goals

[11:05 – 15:45]

• Joan suggests redefining how development director success is measured.
• Move beyond "raising $X" to goals such as:
  • Stewardship: Demonstrating and executing strong stewardship of existing donors.
  • Retention: Focusing on donor retention rates, not just new dollars or total revenue.
    • Memorable Analogy:
      "My friend Alison Fine…calls it the leaky bucket. We care about the total number of dollars that are raised, but do we tease that out and say how much of that is new money and how much of that is renewing money? We don't. We lose a lot of donors and we have to replace them. That is leaky bucket." — Joan Garry [13:15]
  • Board Partnership: Developing real, strategic partnerships with the board and development committee.
  • Ambassadorship: Empowering board members to be effective fundraising ambassadors.
  • Storytelling: Building a culture where everyone can share compelling organizational stories.

4. The Development Director as the "Quarterback"

[15:45 – 17:30]

• DDs should be seen as the "quarterback of a team" rather than a lone rainmaker.
• Their job is to coordinate, energize, and build a culture of philanthropy.
• Quote:
  "There are a vast number of ways to measure the success of a development director that will lead you to being more likely to hit your numbers." — Joan Garry [17:05]

5. Investing in & Supporting Development Directors

[17:30 – 19:10]

• Professional development is essential: Give DDs opportunities to gain new skills, especially as funding sources shift.
• Encourage learning, mentoring, and participation in broader fundraising communities.
• Quote: "Grow their skills. You need them to have different skills. Go help them get those. It helps the organization. It helps the job satisfaction and the retention of your development director." — Joan Garry [18:55]

6. The Executive Director’s "Sermon" & Building a Culture of Philanthropy

[19:10 – 21:10]

• Executive directors must champion philanthropy as a shared board responsibility.
• The board should be rallied as "an army of ambassadors."
• Board members need tools and recognition for their development roles.

7. Appreciation & Emotional Acknowledgement

[21:10 – 22:05]

• Leaders should acknowledge the stress and emotional strain on DDs and their teams—honor the effort, recognize the difficulty, and celebrate small and medium wins.
• Quote:
  "Honor these people by naming it so they're not holding on to all of that all by themselves." — Joan Garry [21:45]

8. Rethinking Compensation and Incentives

[22:05 – 23:15]

• Do not tie compensation/bonuses solely to dollars raised—it’s demoralizing and narrow.
  • Powerful Analogy:
    "When a baseball team goes to the World Series, everybody gets a ring. Think about it that way." — Joan Garry [23:05]

9. The Call for Innovation and Creativity

[23:15 – 24:20]

• Creativity and innovation are impossible when staff feel defeated.
• Broader goals and emotional support lead to energized, inventive fundraising approaches.
• Encourage DDs to take risks, experiment, and network.

10. Final Thoughts & Call to Action

[24:20 – End]

• The sustainability of the sector depends on retaining and empowering strong DDs and building long-term cultures of philanthropy.
• Leaders must shift their mindsets—now more than ever.

Notable Quotes & Memorable Moments

• On the current pressure:
  "Fundraisers don't ever want to believe that, but this year, for many, it's actually a reality." — Joan Garry [01:55]
• On redefining success:
  "If I'm supposed to hit a $2 million, a $4 million, a $10 million revenue number, and if I don't hit it, I have failed." — Joan Garry [06:25]
• On emotional impact:
  "These are real feelings that real development directors have…You can't keep your development director from feeling this way, but you can make some big shifts." — Joan Garry [08:45]
• Aspirational charge:
  "We need development directors to own their success. We need to clarify and define it more broadly." — Joan Garry [24:10]

Actionable Takeaways (with Timestamps)

• Redefine Success ([07:30 – 17:30]): Develop multifaceted, team-based goals for development, not just one big revenue number.
• Invest in Professional Development ([17:30 – 19:10]): Support DDs in learning new skills and broadening their experience.
• Champion a Culture of Philanthropy ([19:10 – 21:10]): Make fundraising a shared board responsibility, not the burden of one staff member.
• Offer Real Recognition ([21:10 – 22:05]): Consistently acknowledge the emotional challenge and celebrate all wins.
• Avoid Dollar-Only Compensation ([22:05 – 23:15]): Don’t tie pay or bonuses solely to dollars raised—shared work deserves shared rewards.
• Foster Innovation by Alleviating Fear ([23:15 – 24:20]): Support risk-taking and encourage community learning to drive new funding streams.

Conclusion

Joan Garry calls on nonprofit leaders to shift their approach—moving from a narrow, pressure-filled view of fundraising to a holistic, team-driven, and emotionally aware model. By broadening success metrics, investing in professional growth, and fostering a culture of philanthropy, organizations can weather the storm of uncertainty and inspire their teams to innovative, sustainable impact.

"Let's be there for each other. Take good care of yourself. I'll see you next time." — Joan Garry [24:21]