Jarrett Ransom Featured in The Major Gifts Report for Insights on Overcoming Donor Objections
Jarrett Ransom, Lead Senior Trainer at the Sanford Institute of Philanthropy, has been featured inThe Major Gifts Reportfor her insights on overcoming donor objections and strengthening donor relationships following her presentation at AFP ICON.
In the article, How to Transform Objections into Opportunities, written by Megan Venzin, Jarrett shares strategies for helping fundraising professionals reframe donor objections as opportunities for deeper engagement, stronger relationships, and greater trust.
Drawing on her experience working with nonprofit organizations and fundraising professionals, she discusses practical approaches for navigating donor concerns through active listening, empathy, and meaningful conversation. The article emphasizes the importance of understanding the motivations behind donor questions and using those moments to build stronger connections.
The feature also highlights principles from the Cause Selling approach, which helps fundraisers connect donors to mission-driven outcomes through authentic conversations and relationship-centered fundraising. By focusing on trust, shared purpose, and meaningful engagement, Cause Selling supports the development of long-term donor relationships.
The opportunity stemmed from Jarrett’s presentation at AFP ICON, where she shared strategies for addressing donor objections and advancing donor engagement. This feature highlights her expertise in donor-centered fundraising and relationship-building.
“Donor objections are often not roadblocks. They’re opportunities to better understand a donor’s perspective, build trust, and strengthen connections.”
The best fundraising relationships rarely begin with an ask.
They begin with listening: understanding what a community values, communicating where an organization is headed, and finding the intersection between a potential partner’s interests and the mission.
A new white paper from the Sanford Institute of Philanthropy explores what this relationship-driven approach looks like in one of philanthropy’s most complex environments: K–12 public education.
Jhone Ebert, Superintendent of Clark County School District; Richard Carranza, former superintendent of San Francisco Unified School District and Houston Independent School District; and Jarrett Ransom, Strategic Advisor & Senior Trainer for the Sanford Institute of Philanthropy, share lessons from decades of building relationships among schools, businesses, foundations, and communities.
Their experiences illustrate principles that extend well beyond education:
Start before the ask. Relationships built before an immediate funding need arises can become invaluable when opportunities emerge.
Seek support, not simply funding. Partners can bring expertise, relationships, volunteers, advocacy, access, and other resources alongside financial investment.
Find the intersection. Understand what matters most to potential partners and identify where those interests align with your mission.
Be specific. Clearly defined challenges and tangible opportunities provide meaningful ways for partners to engage.
Know your audience. The underlying opportunity may stay the same, but effective communication reflects what matters to each audience.
Steward the relationship. Securing an investment is only the beginning. Ongoing communication, accountability, measurement, and execution help build lasting trust.
These lessons reflect the Cause Selling approach taught by the Sanford Institute of Philanthropy: fundraising grounded in authentic relationships and a deep understanding of the people and organizations whose support can advance a cause.
In Clark County, that approach transformed an early conversation about STEM opportunities with Toyota Financial Services into a $6 million, three-year investment. In Houston, a relationship Richard Carranza built years earlier with Salesforce founder Marc Benioff resulted in a $1 million commitment arriving within hours of Hurricane Harvey, not because an ask was made in that moment, but because the relationship had already been established.
For organizations seeking to move beyond transactional fundraising, these examples demonstrate the power of building relationships before support is needed.
Firm Boundaries, Open Communication: Fundraising Ethics
By Joelle Kanshepolesky, Partner with Pathway Group
Ethical fundraising requires both courage and clarity. It means having the discipline to decline funding opportunities that don’t align with your mission, even when the potential financial benefit is significant. It also means communicating honestly and transparently with donors, especially when conversations become difficult. Neither is optional. Together, these practices protect the trust that makes long-term donor relationships possible.
When the Money Comes Looking for the Mission
Most fundraisers are trained to go after resources. Fewer are trained to recognize when resources are coming after them, and to ask whether that is a good thing.
About a decade ago, as a Chief Development Officer, I unexpectedly received a call from a foundation director based an hour outside our service area. Our organization did serve some families from that region, but we had never had an internal conversation about formally expanding services there. The funder wanted us to establish a presence in their community, including a building, and they were offering funding to help make it happen.
My first question was simple: Had they identified a pressing need in the community? They noted a need but acknowledged it was anecdotal. Without a completed needs assessment, it felt more like an assumption than an established need.
My second question came from years in fundraising: Was this transformational funding enough to fully underwrite the project? It sounded significant, but not nearly enough to cover the entire cost. Those two responses to my questions changed everything.
If the funding had been sufficient to fully underwrite the expansion, it might have justified a serious strategic conversation. But it wasn’t, and what I was looking at instead was fundraising pushing the direction of our services, rather than community need and our own strategy driving where and how we raised money. When a generous offer arrives, the instinct is often to find a way to make it work. Saying yes, though, would have meant shaping a program around a funder’s interest instead of a documented, on-the-ground priority.
I told the funder I would bring the opportunity to our board, and I was honest with them at that moment: I thought it was unlikely we would move forward, because allowing funding opportunities to drive strategy can create serious organizational problems down the road. The board ultimately agreed, and we declined.
It was not an easy call. Turning down real money, from a funder genuinely trying to help, never feels good. But saying no protected something more valuable than that single gift: our ability to make decisions based on strategy and evidence, not just opportunity. It also protected our credibility with that funder. Because we were candid from the first conversation, the relationship remained positive, despite saying no.
Boundaries Require Honesty
It is tempting to think of “knowing when to say no” and “being transparent with donors” as two separate items on an ethics checklist. In practice, they are the same muscle exercised in two directions.
A vague or evasive “no” can be nearly as damaging to donor trust as an unethical “yes.” If I had simply gone quiet on that funder, or given a soft non-answer, I would have wasted their time and left them guessing. Instead, transparency about our hesitation, in real time, made the “no” defensible and even respectable.
That commitment must hold after a gift is accepted, not just before. If a restricted gift can no longer be spent as intended, or funds sit unused longer than a donor might expect, proactively saying so is transparency in practice. Silence erodes trust just as quickly as a vague “no” would have up front. This principle sits at the center of the Donor Bill of Rights, jointly developed by AFP, CASE, AHP, and the Giving Institute, which holds that donors are entitled to know how their gifts are used and to receive prompt, truthful answers.
This is also where the fundamentals of relationship-based fundraising, the donor-centered approach taught in Sanford Institute of Philanthropy’s Cause Selling curriculum, come into play. Cause Selling is built on understanding a donor’s motivations through honest, two-way conversation rather than a persuasion-driven pitch. That principle works both ways: we ask donors to be candid about their intentions and capacity, and they deserve the same candor from us about our mission, our limits, and our reasoning when a yes changes shape after the fact.
The AFP Code of Ethical Standards reflects this same principle, calling on fundraisers to act with fidelity to the mission and values of the organizations they serve, not simply the availability of funding. BoardSource similarly frames the board’s duty of obedience as remaining faithful to the organization’s mission, exactly the role our board played in that decision. And the Grant Professionals Association Code of Ethics offers similar guidance for those navigating funder relationships in the grant-seeking space, where mission fit and funder intent can just as easily pull apart.
The Takeaway
Ethical fundraising is not about having a rule for every situation. It is about building the judgment and courage to pause when something feels backward, even when it is dressed up as good news. Being honest rather than avoidant is not a failure of fundraising. It is fundraising done right, and it is only possible when transparency is practiced consistently, especially in hard conversations.
Author Bio: Joelle is a Partner with Pathway Group and a highly successful and sought-after consultant, changemaker, fundraiser, and executive leader with 25 years of professional nonprofit experience. She is skilled in interim leadership and executive search, fundraising, strategy development, governance, and board relations. Connect with Joelle on LinkedIn or via email at joelle@pathwaygroup.co.
The Stewardship Clues Hidden in Every Stage of the Donor Journey
By Muhi Khwaja, Senior Trainer
In fundraising, securing a gift is just the beginning. True impact comes when donors feel valued, informed, and connected — a process captured in the Stewardship step of Sanford Institute of Philanthropy’s Cause Selling Cycle.
While stewardship is the final step — following Prospecting, Pre-Approach, Approach, Need Discovery, Presentation, Handling Objections, and The Ask — it doesn’t begin after the gift. In many ways, it begins during the very first interactions with a donor.
Every stage of the donor journey, from Prospecting to The Ask, provides valuable clues about how a donor wants to engage with your organization. Their interests, motivations, communication preferences, questions, and concerns all shape the stewardship experience they’ll find most meaningful.
When you pay attention to these signals early, stewardship becomes more personal, relevant, and effective, helping transform one-time donors into lifelong supporters.
The 3 Principles of Effective Stewardship
Before exploring how the donor cycle can inform your stewardship strategy, let’s look at the three principles that make stewardship effective:
1. Personalization
A generic thank you is forgettable. Reference the donor’s gift, mention specific programs or people their support is impacting, and acknowledge their unique motivations discovered during Need Discovery. I often like to write from the standpoint of what will make the donor smile.
2. Transparency and Impact
Share clear updates on how contributions are being used. Donors want to see the tangible difference their support makes.
3. Continuous Engagement
Stewardship isn’t a one-time step. Follow up with stories, site visits, and opportunities for dialogue, making the donor feel like a partner in the mission.
Example in Practice: A donor contributed to a health initiative through their Donor Advised Fund at American Muslim Community Foundation (AMCF), but the initial acknowledgment was limited to a standard letter. Recognizing the lost opportunity, AMCF encouraged the nonprofit to revamp their approach: a personalized video from a program participant, quarterly impact reports, and invitations to volunteer. The donor not only gave again but became an advocate for the cause.
What Earlier Stages of the Donor Cycle Reveal About Stewardship
Each step of the Cause Selling Cycle provides clues about how to build a stronger relationship with your donors before and after the gift. Here’s how:
Prospecting: Understanding the donor’s preferences early informs how you tailor stewardship communications.
Pre-Approach: The research conducted before a donor meeting can reveal how donors prefer to engage with organizations. Some donors value personal conversations, while others prefer concise emails, events, reports, or volunteer experiences.
Approach: During initial discussions, donors often share personal experiences, community connections, and reasons they care about your cause. These insights can guide your messaging, tone, and type of stewardship engagement.
Need Discovery: As donors discuss their goals and values, they tell you what success looks like to them.
Presentation & Handling Objections: The questions or concerns donors raise often reveal what matters most to them. Some want measurable outcomes. Others care about sustainability, innovation, or community impact. These two steps help you understand what information will reassure your donors repeatedly.
The Ask: The donor’s decision to give reflects trust and confidence in your organization. Thoughtful stewardship should affirm that decision by demonstrating personalized gratitude, accountability, and impact.
Fundraiser’s Reflection: Actionable Takeaways
Start planning stewardship before a gift is made. Use the clues from each step of the donor cycle to create stewardship experiences that reflect what matters most to each donor.
Here are tried and true strategies you can apply to improve your stewardship right away:
Track Donor Preferences Early: Use information from Prospecting, Pre-Approach, and Need Discovery to personalize future engagement.
Segment Your Donors: High-capacity, major donors may value one-on-one engagement, while recurring donors may prefer tailored digital updates.
Create Story-Driven Updates: Share stories of real impact — a participant’s journey, a project milestone, or a tangible result.
Invite Participation: Offer opportunities to visit programs, attend briefings, or join advisory councils. Active participation strengthens loyalty.
Stay Connected Consistently: Regular touchpoints like simple emails or calls signal that the relationship is valued beyond the gift.
Remember, the best stewardship strategy isn’t created after the gift arrives. It’s built from the information donors share with you throughout every stage of their journey. Once a donor gives, stewardship fuels a continuous cycle, supporting a culture of philanthropy and setting the stage for repeat giving and advocacy.
By approaching stewardship intentionally, you can ensure that every donor interaction reinforces alignment, trust, and long-term commitment.
Author bio: With over 15 years of nonprofit and fundraising experience, Muhi became a CFRE in 2016, earned certificates from Indiana University’s Lilly Family School of Philanthropy in 2017 and 2024, joined Sanford Institute of Philanthropy as a Trainer in 2022 where he continues to serve today, and also serves as the Cofounder and Chief Development Officer of the American Muslim Community Foundation, which has helped families distribute more than $20 million since 2017. Connect with him on LinkedIn at https://www.linkedin.com/in/muhikhwaja/.
The Power of the Pivot: Honoring the Past and Shaping the Future of Black Philanthropy
By Lisa J. Baxter
Black philanthropy is, and always has been, powerful and ahead of its time. Structured by ancestral lineage, rooted in spirituality, and steeped in community, it is fueled by the intrinsic belief that we are one another’s keepers. As we celebrate Black Philanthropy Month, we pay homage to our history, honor our achievements, and prepare for the urgent work ahead.
As leaders, we choose every day to show up for our organizations. That choice becomes daily practice, and that discipline is serving the greater good, especially in times of deep uncertainty. My mother used to say, “Where there’s a will, there’s a way.” That will is exactly why Black philanthropy blooms wherever it is cultivated. It holistically addresses the community’s needs beyond the monetary. It develops and empowers future generations, reminding the world that this work is long-standing, born from the historical exclusion of Black communities. This is not just fundraising; it is social justice, community organizing, and true transformation. It is a raising of consciousness about the systems that African Americans have built to propel mutual caring and generosity.
5 Black Philanthropy-Inspired Change Strategies
The strategies for navigating change from this month’s Black Philanthropy fireside chat beautifully align with the Cause Selling Cycle:
1. Lead with Purpose During Times of Change
The leadership required of us today is anchored in purpose, trust, and self-determination. In shifting times, your strategic approach matters. Every decision must prioritize the success of the collective community, mission integrity, core values, and anticipated impact.
2. Build Authentic Relationships That Endure
Authentic, trust-based relationships are the bedrock of organizational success, echoing Phase Two of the Cause Selling Cycle. True community requires sacrifice, time, patience, and intentionality. Embracing this process is the difference between settling for transactional exchanges and cultivating transformational partnerships.
3. Embrace Innovation While Honoring Traditions
In an era of global shifts and rapid AI advancement, philanthropy remains in constant flux. True innovation in the Black community rarely means abandoning our roots; it is a brilliant reframing of how we honor tradition while seizing emerging opportunities. Balancing calculated risks with modern solutions will continue to elevate our work.
4. Develop and Empower Future Leaders
Developing and empowering future generations ensures our rich history of giving continues without interruption. Organizations like the Association of Fundraising Professionals of Greater Los Angeles (AFP-GLAC) provide vital blueprints through mentorship and fellowship programs. These initiatives build sustainable pathways for professional growth and long-term organizational resilience.
5. Advance Collective Impact Through Collaboration
Leveraging shared resources and locking arms allows us to dismantle heavy, systemic barriers while uplifting the community. We cannot operate in silos. We are, and always will be better together.
Reflection Question: Strategies are only as good as the actions they inspire. How will these insights call you to take action?
Where We’ve Been: A Legacy of Will
Our history is rich with centuries-old traditions of mutual aid and community resilience, evidenced by powerful institutional and grassroots milestones:
The Smithsonian Institution:The National Museum of African American History and Culture raised over $400 million, largely driven by Black donors and first-time philanthropists. This historic feat permanently shattered the myth of donor apathy, showcasing the immense power of organized giving.
Women-Led Grassroots Funds: Innovative models across California, such as the Black Equity Fund at the Inland Empire Community Foundation, are rewriting the rules of philanthropy. By placing grantmaking authority directly into the hands of community members, they ensure funding aligns precisely with real-time needs.
What We’ve Accomplished: Generosity as a Metric
African Americans historically give a higher percentage of their discretionary income to charity than any other racial or ethnic group:
The Lilly Family School of Philanthropy: Their Everyday Donors of Color report series analyzed giving trends and verified that African Americans dedicate a larger percentage of their income to charity than other ethnic groups, with high rates of support for congregations and interpersonal community needs.
Tides Foundation & NonProfitPRO: Data reveals that Black households give an average of 3% to 4% of their income to charitable causes, significantly outpacing the 1.5% to 3% average of other demographic groups.
Closing Thoughts: The Work Yet to Be Done
Despite clear data, Black philanthropy is often forced to constantly “prove itself,” even though its societal impact extends far beyond our own communities.
I recall serving an organization with a predominantly Black and Latino demographic. Recognizing the need for representative leadership, I proposed creating an inclusive council of local C-Suite leaders to provide fiscal support. I was met with immediate pushbacks and advised focusing elsewhere. The harmful, pervasive belief that African Americans or people of the global majority lack the means or desire to make transformational gifts is an implicit bias that still plagues the nonprofit sector.
If your organization operates with this exclusionary mindset, you are leaving money on the table and missing a sacred opportunity to build a true community. Philanthropy is not a luxury reserved for the wealthy; it flows from anyone with a heart to give and a willingness to sacrifice a greater impact.
Black philanthropy is the power of the pivot in action — the unique nimbleness to shift with the times or strategically stay steps ahead.
Author bio:Lisa J. Baxter is the Founder and Chief Community Builder of The Coleman-Baxter Agency, a boutique consulting firm that helps purpose-driven nonprofits and corporations tell stories that inspire action and build deep community. After a successful 19-year career in the nonprofit sector, Lisa pivoted into writing full-time and is currently working on her debut novel. She pens a weekly article on her Substack, “This Is My Time,” where she offers a candid GenX perspective on the realities of writing a first novel while navigating the shifts of midlife. You can connect with her on Instagram and LinkedIn.
