AFP-NJ 2026 Webinar Series Recap
Driving Growth, Resilience, and Inclusion in Fundraising
The AFP New Jersey 2026 Webinar Series delivered a powerful masterclass for fundraising professionals, offering insights that ranged from technical strategic planning to leadership mindset and donor psychology. Across ten sessions, industry experts shared practical strategies to help nonprofits grow revenue, deepen donor relationships, strengthen financial resilience, and build more inclusive philanthropic communities.
Here are the key lessons and takeaways from the series.
Strategic Development and Fundraising Planning
Jeff Grandy, Catapult Fundraising
A successful fundraising program begins with a structured development plan that integrates both annual and major gift strategies. Jeff Grandy encouraged organizations to treat their fundraising plan like an “annual physical check-up”—regularly evaluating progress to ensure alignment with mission and vision.
Key takeaways included:
-
Move from manual spreadsheets to CRM systems to manage donor relationships effectively.
-
Set SMART goals with a “heart” component, keeping relationships—not transactions—at the center of fundraising timelines.
-
Regular strategic review ensures development plans remain relevant as organizations evolve.
The Architect of Abundance: A Mindset for Philanthropy
Marcy Heim, CFRE, The Artful Asker
Fundraising success is not driven solely by strategy—it is also shaped by mindset.
Heim challenged participants to rethink limiting beliefs about fundraising and generosity. By taking small, intentional steps, professionals can overcome overwhelm and build momentum.
Her central message: people are inherently generous. When fundraisers operate from that belief, they unlock new possibilities for partnership and impact.
Unlocking the Philanthropic Power of the Latino Community
Anthony Alonso, Catapult Fundraising
The economic influence of the Latino community is extraordinary. With a GDP approaching $3 trillion, the U.S. Latino economy would rank as the fifth largest in the world if it were a country.
Successful engagement requires cultural understanding. Alonso emphasized the importance of focusing on familia (family) and comunidad (community) and leveraging peer-to-peer outreach and digital communication strategies.
Fundraisers should also avoid using the term “Latinx,” which a significant portion of the community finds offensive, instead using identities such as Latino or Hispanic based on donor preference.
Maximizing Impact Through Gift Planning Strategies
Samuel Young, ESQ, LSW, CAP, University of Pennsylvania
Fundraisers often focus on cash gifts, yet 99% of wealth is held in non-cash assets. Recognizing this reality is essential to unlocking transformational philanthropy.
Young highlighted the opportunity presented by the $80 trillion Great Wealth Transfer, encouraging fundraisers to position themselves as “custodians of hope and trust.”
Practical tools include:
Blended gifts—combining current and future support—can significantly expand philanthropic impact.
Elevating the Donor Experience: Forward-Looking Stewardship
Gary Laermer, DBD Group
Stewardship should focus on the future relationship, not simply the acknowledgment of past gifts. Laermer described this as looking through the “windshield rather than the rearview mirror.”
Strategies discussed included:
-
Moving beyond mailed thank-you letters to digital stewardship tools that invite donor feedback and conversation.
-
Identifying a “Nifty Fifty” list—the 50 donors whose current giving is significantly below their demonstrated philanthropic capacity elsewhere.
This targeted approach can unlock meaningful opportunities for deeper engagement.
Building a Culture of Philanthropy
Justin Talavera, Kean University Foundation
A true culture of philanthropy begins with leadership. At Kean University, success requires buy-in not only from development staff, but also from deans, faculty, and institutional leadership.
Talavera explained how the Kean University Foundation’s separate 501(c)(3) structure allows it to house its own IT, HR, and legal functions—enabling the organization to “punch above its weight class” in fundraising capacity.
One important lesson: the most compelling case for support often centers on student success. Scholarships remain one of the most relatable and motivating stories for alumni donors.
The Power of Planned Giving: Basics for Every Fundraiser
Lori Funicello, CFRE, Kean University Foundation
Planned giving is not reserved for older donors or wealthy individuals. In fact, 45% of bequests come from donors under age 55.
Because nearly 68% of Americans do not have a will, fundraisers play an important role in educating donors about estate planning and beneficiary designations.
An additional benefit: strong stewardship of planned gift donors can increase their annual giving by up to 75% during their lifetime.
Too Much of a Team Player: From Burnout to Boundaries
Joie Langford, CFRE, Girl Scouts Heart of New Jersey and SHADES Consulting
Fundraising professionals are often celebrated for going above and beyond—but that culture can lead to burnout.
Langford reframed burnout as a physiological signal that something must change, rather than a personal failure.
She highlighted the “precedent problem,” where over-functioning becomes the expected norm within organizations. Establishing healthy boundaries and using clear communication scripts allows professionals to remain mission-driven without becoming martyr-driven.
The Nonprofit Toolkit for Financial Resiliency
Jennifer Lui, Brand K Partners
Financial stability allows organizations to pursue mission with confidence.
Lui recommended nonprofits maintain three to six months of operating reserves and engage in proactive scenario planning. Preparing for worst-case situations—such as the loss of a major grant or delayed reimbursements—ensures organizations remain resilient during periods of uncertainty.
Another critical strategy is understanding program profitability, including fully loaded costs. This data enables leaders to make informed decisions when resources become constrained.
Metrics That Matter: Building Reports That Drive Change
Jesse Park, amplifi
Effective reporting does more than track results—it drives strategic decision-making.
Park encouraged fundraisers to approach metrics with curiosity, asking questions that move organizations from macro-level insights to micro-level action.
Important metrics include:
-
Influenced gifts: donations that cannot be directly attributed but are likely inspired by a specific campaign or communication
-
Donation page conversion rates, which can reveal technical barriers that prevent donors from completing gifts
When data is used thoughtfully, reporting becomes a catalyst for growth.
Final Thoughts
The AFP-NJ 2026 Webinar Series underscored an important truth: successful fundraising requires a balance of strategy, data, relationships, mindset, and cultural awareness.
From development planning and financial resilience to donor experience and inclusive engagement, the sessions offered practical guidance that fundraisers can immediately apply within their organizations.
For nonprofit professionals navigating an increasingly complex philanthropic landscape, the message was clear: thoughtful strategy paired with authentic human connection remains the most powerful driver of generosity.
The full series can be purchased by clicking here.
Post date: 3/12/26