Podcast Summary: The Smart Communications Podcast

Episode 205: Why is it important to change how you talk to funders?
Date: February 18, 2026
Host: Farah Trumpeter
Guest: Dani Faulkner

Overview

This episode explores why nonprofits should change how they talk to funders, emphasizing the need for language that reflects organizational values, community-centric fundraising, and honest storytelling. Farah Trumpeter speaks with Dani Faulkner—a seasoned grant writer and advocate for equity in fundraising—about her journey from playwriting to development, her innovative Reframe and Rise audit service, and practical steps to move away from jargon and extractive language.

Key Discussion Points & Insights

1. Dani Faulkner’s Background and Journey to Fundraising

• Theater Roots: Dani began as a playwright, transitioned to grant writing when friends asked for help with artist grants in Maryland ([02:26]).
  • Quote: “It was writing, but it was writing something that I loved, which was about the arts. And then I found that other people hated doing it… For me, it was nothing. So that's how I kind of got into it. Just telling a story, but in a different way.” — Dani ([02:26])
• Authenticity in Grant Writing: Dani loves the narrative aspect, in contrast to the common view of grants as arduous and formulaic.
• Humor and Humanity: Dani’s background brings a “sharp eye, soft heart, and a deep commitment to amplifying black voices.” ([00:17])

2. The Problem With Traditional Grant Language

• Pressure to “Sound Fancy”: Both Farah and Dani acknowledge the tendency to use overly academic or jargon-laden language in proposals.
  • Quote: “I also feel like I need to sound fancy, to use your phrase earlier, but a little different. Like, let me write like I sound like I'm deeply academic and use big words.” — Farah ([03:28])
• Losing the Heart: Obsession with word counts and templates often strips grant language of genuine meaning and heart.

3. Reframe and Rise: Dani’s Audit Service

• Purpose: Helps nonprofits reevaluate and rewrite their fundraising language to be more authentic, values-driven, and community-centered ([04:13]).
• Playwright Skills at Work: Dani approaches proposal reviews with a love of wordplay, nuance, and meaning.
  • Quote: “As a writer, language is fun for me. I love a good rabbit hole. I will pick at something and say, does this mean this? Does that mean this? And for a lot of us fundraisers, we don't have that time.” — Dani ([04:13])
• Core Audit Steps:
  1. Gather Key Documents: Impact reports, newsletters, website copy, grant applications (both successful and declined) ([05:40]).
  2. Collaborative Review: Bring together comms, marketing, and development staff (not just development alone).
  3. Highlighting Exercise: Print materials, use highlighters to mark phrases that resonate, confuse, concern, or feel off.
  4. Group Discussion: Candidly debate language choices; seek clarity and honesty over being “in love with language.”
     • Quote: “No, this is not the time to fall in love with language. You really gotta hatch it to make sure that it makes sense and it's very clear.” — Dani ([06:55])

4. Breaking Down Silos Between Teams

• Unified Storytelling: Farah observes that comms teams rarely review grant proposals, and Dani advocates for dissolving these silos wherever possible ([07:10]).
• Strategic Alignment:
  • Tie audits to strategic planning or retreats, leveraging moments when staff are thinking expansively and collaboratively.
  • Use as icebreakers or regular meeting exercises: “Take a question every meeting and just say, here's a question we always get. Let's pick it apart together. That's a really easy audit...” — Dani ([07:50])

5. Tackling Organizational Resistance and Harmful Language

• Acknowledging Challenges: Many leaders fear changing what “works” (jargon, deficit framing) for fear of losing funding ([09:27]).
• Mental Health Check: Dani stresses the emotional toll of being aware of problematic language in your work environment.
  • Quote: “How are you sleeping? Because that's a lot to carry when you notice it and you see the patterns.” — Dani ([10:06])
• Responsibility as Educators: Remind staff that funders—often distant from community issues—may only see what’s in the proposal.
  • Quote: “For a lot of them, this is the first time, if anything, they're going to read about your community, your mission, the problems that are on, and you're educating them. So do you want that to be the first impression they have of what's happening?” — Dani ([10:40])
• Legacy and Integrity: Dani asks, “If somebody were to read that years from now, how would I feel? How would they feel?” as a foundation for rethinking proposal language ([11:03]).
• Begin With Auditing:
  • Don’t insist on immediate change. Start with diagnostics: “Let's just see what's going on.” — Farah ([12:00])
  • This approach lowers defenses and opens the door for gradual cultural and linguistic shifts.

Notable Quotes & Memorable Moments

• “No one studies philanthropy in college. That's not a major.” — Dani ([02:26])
• “For some that are...having that, that back and forth, this is a good beginner...entry way to say like let's, let's take a look at things and see if we can make it better.” — Dani ([11:51])
• “Let's bring someone fresh in. Let's take a step back. Let's not commit to what we're doing. We just want to see what's out there.” — Farah ([12:00])
• “I'm an introvert. This is enough for me.” — Dani ([12:48])

Important Timestamps

• 00:17 — Introduction of Dani Faulkner and her work/philosophy
• 02:26 — Dani’s background and entry into grant writing
• 04:13 — Introduction of Reframe and Rise, and why audit language
• 05:40 — Step-by-step breakdown of the audit process
• 07:50 — Connecting language audits to strategic planning and retreats
• 09:27 — Addressing resistance to changing language and organizational risk
• 10:06 — Dani on the personal toll of extractive language
• 11:03 — Considering organizational legacy and community impact
• 12:00 — Farah on using diagnostic audits as a gateway for change
• 12:48 — Dani’s closing thoughts

Tone and Takeaways

The conversation is practical, empathetic, and humorous, balancing strategic insights with warmth and realism. Both Farah and Dani challenge listeners to re-examine their organizational language, foster cross-team collaboration, and approach change incrementally and humanely.

Key Takeaway:
Changing how you talk to funders—from removing jargon to centering community voices—is not just about winning grants, but about honoring your mission, your people, and your organization’s long-term integrity.

Learn more about Dani Faulkner’s work at dannifaulkner.com and follow her on LinkedIn for ongoing insights.