Episode 109
Episode 109 of Tales From the Trenches Tuesdays once again features Sarah Grebow, a consultant specializing in major gift philanthropy for nonprofits and charter schools. With over 20 years in the field, Sarah shared insights that cut through the noise of transactional fundraising to reveal what truly matters in building lasting donor partnerships.
When asked what advice she’d give someone entering the fundraising profession, Sarah’s response was refreshingly straightforward: you need to genuinely love people. But it goes deeper than that. She emphasized the importance of curiosity, of asking good questions, and of striking a delicate balance between preparation and openness. Too much research can actually limit your ability to truly listen and learn what motivates a potential donor.
It’s one thing to know someone on paper. It’s something else to get to know them and their interest in your organization.
Perhaps most importantly, Sarah pushed back against the sales-oriented approach that too many fundraisers default to. You can’t convince someone to make a transformational gift, she argued. Instead, the role of a major gifts professional is to understand what donors care about, identify their philanthropic goals, and explore whether there’s genuine alignment with your organization’s mission. This means being willing to test ideas, course correct, and sometimes accept that a prospect isn’t the right fit. Settling for transactional relationships, she warned, diminishes impact for everyone involved.
What is in the Future?
Looking toward the future, Sarah sees both change and continuity in the field. The great wealth transfer, the evolving role of women donors, and younger philanthropists seeking more grassroots involvement are reshaping the landscape. Yet at its core, major gift fundraising remains the same work it’s always been: understanding organizational priorities and matching them with individual donor passions. The questions may need to evolve, but the fundamental approach of building authentic relationships endures.
Sarah also didn’t shy away from addressing board engagement, one of the perennial challenges in nonprofit fundraising. Board members, she stressed, have a responsibility not just to oversee how money is spent, but to be directly involved in how it’s brought in. This means executive directors and organizational leaders must prioritize fundraising in their calendars, staffing decisions, and volunteer engagement strategies. When boards lead by example with their own giving and leverage their networks effectively, they set the tone that transforms organizational culture around philanthropy.
Just click on the picture of Sarah below to hear our conversation.
L’chaim,
jack
