“We’re All On Offense” – What Knoll & Krest Taught Me About Culture (and Football)

By Patrick, Still Not Technically on Payroll but Emotionally Invested Anyway

Here’s something I never thought I’d say about a nonprofit consulting firm: they helped me see nonprofits as the best football teams I’ve ever seen.

Okay, not literally. Nobody’s running slants or doing wind sprints in the parking lot (though someone definitely has a whistle and I have questions). But figuratively? When a nonprofit is dialed in, mission aligned, communicating well, and trusting each other, it’s a full-field, coordinated offense, and it’s kind of amazing to watch.

That’s the kind of culture Knoll & Krest helps organizations build. And that’s what I want to talk about.

Most Nonprofits Have a “Development Department.” Knoll & Krest Helps You Build a Development Culture.

In most orgs, “development” is a department. You know, two or three heroic souls in the corner writing grants, answering donor emails, and wondering if anyone read that last annual report.

But here’s the shift Knoll & Krest helps people make: Development isn’t a department. It’s a team sport.

They work with nonprofits to break down the walls between program, operations, finance, comms, and fundraising. Because when everyone sees how their work supports the mission, how they help drive resources, tell stories, and build trust, then everyone’s on offense.

And once you start thinking like that? You start to win.

The Quarterback Ain’t the Only One Scoring

Let’s be real, quarterbacks get the highlight reels. But without the offensive line? That QB is just a very expensive tackling dummy. The same goes for nonprofits.

Knoll & Krest helps leaders and teams rethink how credit, responsibility, and strategy are shared. They help you build a culture where a new workflow from your ops team can be just as mission-moving as a six-figure grant. Where internal comms aren’t just FYIs, they’re part of the playbook.

When everyone’s job is mission-focused, and everyone feels ownership over outcomes? That’s when the whole team starts celebrating the right wins.

I once watched a nonprofit staffer fist-pump because their finance lead found a way to track impact faster. That’s the good stuff. That’s culture.

Nobody Sits on the Sidelines

There’s this myth in some orgs, especially under stress, that you’ve got “frontline folks” and “support folks.” Like one group runs the plays, and the rest are just handing out Gatorade.

But Knoll & Krest helps orgs call that out and change it. They coach teams to make sure everyone is part of the huddle, because ideas, insight, and solutions come from everywhere.

It’s not about having flat org charts or using cool sticky notes. It’s about trust. They help teams design systems and rituals that bring people in, keep them engaged, and make it clear: you matter to the mission.

Football, But Make It Emotional Intelligence

Let me be clear: this isn’t some macho, “grind harder” locker-room culture. If anything, it’s more Ted Lasso than Vince Lombardi.

Knoll & Krest helps nonprofits build cultures rooted in listening, empathy, and real feedback. They help create the kind of team where people don’t burn out, they build up. Where you don’t have to be the loudest to be heard. Where you don’t have to be perfect to be part of the plan.

It’s thoughtful. It’s intentional. And yeah, it still gets the W.

Culture Is Strategy Wearing Cleats

I’ve watched enough from the sidelines (okay fine, conference calls I wasn’t invited to) to know this: culture isn’t what you say on your website. It’s what people feel in meetings.

Knoll & Krest helps organizations make that culture visible, strong, and contagious. Not just feel-good, “yay team” stuff, but real, actionable, sustainable culture that supports strategy.

Because when culture is your playbook, people don’t just do their jobs, they play their position like it matters. And that’s when missions move forward.

Final Score?

Culture: 1 Burnout, silos, and ego: 0

If you’re running a nonprofit and wondering why things feel harder than they should, or why the vision feels stuck in the PowerPoint deck, Knoll & Krest might be your next best call.

They won’t give you a magic formula. But they will help you get everyone on the field, running the same play, heading toward the same goal.

And hey, if your team fist-pumps over a calendar invite? You’re already winning.

Knoll & Krest: Helping nonprofits build cultures that play offense, share the ball, and keep the mission moving downfield. Water breaks encouraged. And remember: if you’re holding the clipboard, you’re already on the team. Might as well call a great play.

Let’s get to work.

Stop Asking Your Donors to Death

Why Your Best Donors Give Less When You Ask for More

The counterintuitive psychology behind why over-soliciting actually shrinks gift sizes.

Your best donor just cut their annual gift in half. Again.

You're scratching your head because you've been asking them more often, staying top-of-mind, following all the "best practices" about donor engagement. You've tripled your touchpoints, doubled your asks, and sent every appeal with their name on it.

So why are they giving you less money?

Because you've accidentally trained them to budget you down instead of up.

Welcome to the most expensive mistake in fundraising - one that's quietly shrinking donations across the nonprofit world while everyone thinks they're doing everything right.

The Budgeting Psychology You Never Learned

Here's what happens in your donor's brain when you ask too often:

Month 1: "I love this organization. I'll give them $500 this year."

Month 3: "Oh, another ask. Well, I already planned to give $500 total, so I'll send $100 now and save the rest for later."

Month 5: "Another appeal? I already gave twice this year. I guess I'll send another $50."

Month 8: "Seriously, again? I've already given $150. Maybe $25 more."

End of year: Total given: $175. Original intention: $500.

You didn't get more money by asking more often. You got less money spread across more transactions. Your donor feels tapped out even though they gave way less than they originally planned.

The "Donation Budget" Trap

Most donors don't have unlimited giving budgets. They have a rough number in their head for what they can give to your organization annually. When you ask frequently, you're not increasing that budget - you're just forcing them to divide it into smaller pieces.

It's like asking someone to pay their rent weekly instead of monthly. Same total amount, but now it feels like they're constantly paying you, which creates donor fatigue and resentment.

We worked with an organization that was sending monthly appeals to their major donors. Their average gift size had dropped 40% over two years, but their number of transactions had doubled. They thought they were succeeding because donors were "more engaged."

They weren't more engaged. They were more annoyed.

The Scarcity Mindset You're Creating

When you ask too often, donors start thinking:

"If they need money this badly this frequently, they must be in serious trouble."

"Maybe I should give smaller amounts in case they go under."

"They seem desperate. I better not commit too much."

Instead of positioning yourself as a stable organization worthy of significant investment, you're positioning yourself as an emergency case that needs constant life support.

That's not a recipe for major gifts. That's a recipe for pity donations.

The Right Way to Think About Ask Frequency

For your major donors: Think annually, not monthly. One or two significant conversations per year about meaningful support, not constant small asks.

For your mid-level donors: Quarterly at most. Give them time to miss you between asks.

For your small donors: This is where frequency can work, but only if you're asking for different things (monthly giving vs. special campaigns vs. year-end).

Show them impact. Build a relationship. They are more than an ask.

The "Surprise and Delight" Strategy

Instead of constant asks, try this: Ask less often, but ask for more when you do.

When donors aren't hearing from you constantly with their hand out, they start to:

• Miss your organization

• Accumulate goodwill toward you

• Build up their mental giving budget

• Feel excited to support you when you do ask

What to Do Between Asks

Just because you're not asking doesn't mean you're not communicating. Fill the space with:

Impact updates that show what their previous gifts accomplished

Behind-the-scenes content that makes them feel like insiders

Personal notes that have nothing to do with money

Invitations to non-fundraising events where they can connect with your mission

This builds relationship equity that pays off when you do make an ask.

The Magic Question That Changes Everything

Instead of asking "Can you give us $100?" try asking:

"What would meaningful support look like for you this year?"

This question:

• Lets them set the number based on their capacity

• Frames giving as an annual decision, not a monthly obligation

• Positions you as a partner, not a beggar

• Often results in larger gifts than you would have asked for

The Less-Is-More Challenge

Here's your homework: Pick your top 20 donors and cut your ask frequency in half for the next six months.

Instead of monthly appeals, try quarterly. Instead of quarterly, try twice a year. Fill the gap with relationship-building content that has nothing to do with money.

Track what happens to their average gift size. We're willing to bet it goes up.

Because here's the counterintuitive truth: Donors who feel less pressured give more money. Donors who are asked less often give bigger gifts. Donors who aren't constantly solicited actually look forward to supporting you.

At Knoll & Krest, we help organizations find the sweet spot between staying connected and staying out of donors' wallets. We teach teams how to build relationships that lead to larger, more meaningful gifts instead of constant small transactions.

Because your mission deserves donors who are excited to give, not exhausted by your asks.

Ready to try the less-is-more approach?

Let's make space for bigger gifts.

Let’s get to work.

Your Board Hates Fundraising. Good. Let's Fix That.

How to turn reluctant board members into passionate advocates who can't stop talking about your mission

Your board meeting agenda says "fundraising." Half the room suddenly develops a mysterious urge to check their phones. The other half starts eyeing the exit like it's the last helicopter out of Saigon.

Sound familiar? Of course it does.

Here's the brutal truth: you're asking the wrong question.

When you ask board members to "fundraise," you're basically asking your accountant to perform brain surgery. You're asking introverts to become carnival barkers. You're asking busy professionals to master an art form that takes seasoned development officers years to perfect.

And then you wonder why they're ghosting your calls.

What if we torched this whole approach and started over?

What if instead of begging them to fundraise, we unleashed them as champions?

At Knoll & Krest, we've watched this single shift completely flip the script on board dynamics and fundraising outcomes. When board members stop pretending to be professional fundraisers and start being authentic champions, magic happens.

Real, measurable, "holy-crap-where-did-all-these-donors-come-from" magic.

The Champion Mindset vs. The Fundraiser Mindset

A fundraiser asks for money. A champion shares a story that makes you want to be part of something bigger.

A fundraiser has a quota hanging over their head like a sword. A champion has a fire in their belly.

A fundraiser recites a script they memorized in the car. A champion speaks from the heart about something that changed their life.

When you ask board members to champion your mission, you're asking them to do what humans do naturally: get excited about things they care about and tell other people about it.

Champions don't need a masterclass in donor cultivation. They need clarity on why your mission matters and permission to share that story without a telemarketer script.

What Champions Actually Do (And Why It Works)

Champions tell their story. And people actually listen.

Every single board member has a reason they joined your organization. That story? It's marketing gold. It's authentic, personal, and impossible to fake. When board members share why they serve, people don't just listen, they lean in.

Stop asking board members to memorize your case statement like they're cramming for finals. Ask them to articulate their own. Why do you serve here? What drew you to this mission?

Those answers are pure conversational dynamite.

Champions make introductions. (Not awkward solicitations.)

Your board members have networks that would make your development director weep with joy. But asking them to "bring in major donors" feels about as natural as asking them to perform interpretive dance at a funeral.

Instead, ask them to make strategic introductions. "Who in your network should know about what we're doing?" That's not fundraising. That's relationship building.

Champions create instant credibility.

When a board member talks about your organization, they're putting their reputation on the line. They're saying, "This is so important that I'm willing to stake my name on it."

That kind of third-party validation is more powerful than any marketing campaign you could dream up.

How to Activate Champions

Start with storytelling, not solicitation scripts.

At your next board meeting, skip the fundraising training that makes everyone want to hide under the table. Instead, spend time on story development. Help each member craft a 2-minute version they can share naturally.

When board members have a clear, compelling story about why they serve, they'll start sharing it. And when people hear authentic passion, they don't just listen. They want in.

Give them tools, not impossible expectations.

Champions need resources, not pressure that makes them break out in hives. Create a simple "champion toolkit" with key impact stats, recent success stories, and multiple ways people can get involved.

Make it easy for them to represent you well, and they will. Make it complicated, and they'll avoid the topic like it's contagious.

Focus on connection, not conversion.

Stop measuring board members by dollars raised. That's like judging a chef by how fast they can run. Start measuring them by relationships built and meaningful conversations had.

When you remove the pressure to "close the deal," board members become natural advocates. They stop worrying about making asks and start focusing on making connections.

The Champion Challenge

Here's what you're going to do at your next board meeting: Don't mention fundraising goals. Don't talk about donor prospects.

Instead, ask each member to share their personal story about why they serve. Listen for the passion. Pay attention to how the entire energy in the room shifts.

Then ask this simple question: "Who in your network should hear this story?"

That's not fundraising. That's championing. And it's the foundation of sustainable, relationship-based growth that doesn't make everyone want to run screaming from the room.

Because when your board members become champions instead of reluctant fundraisers, they don't just help you raise money. They help you build a movement.

And movements? They're unstoppable.

At Knoll & Krest, we help organizations transform their board dynamics and unleash the power of authentic advocacy. We work with teams to develop champion strategies that feel natural, sustainable, and ridiculously effective.

Because your mission deserves champions, not traumatized volunteers.

Ready to turn your board into a champion army?

Let's get to work.

What Would Beyoncé Do? A Framework for Fundraising Confidence

A Framework for Fundraising Confidence

You’ve got the mission. You’ve got the strategy. You’ve got the spreadsheet open and the donor list ready.

But when it comes time to make the ask, something in you hesitates.

You second-guess your language. You shrink the number. You let the moment pass, promising yourself you’ll circle back.

If that’s you, you’re not alone, and you’re not underprepared. What you need isn’t more data. It’s more fundraising confidence.

So ask yourself this: What would Beyoncé do?

She wouldn’t mumble. She wouldn’t apologize. She wouldn’t water down the vision.

She’d own the moment. You can, too.

Let’s talk about what it actually looks like to show up to your next donor conversation, board presentation, or campaign launch with the kind of presence that moves people, not just emotionally, but to action.

Confidence ≠ Charisma

First things first: fundraising confidence is not about being extroverted, flashy, or over-the-top.

It’s about clarity, conviction, and communicating with intention.

Some of the best fundraisers we’ve coached aren’t the loudest voices in the room. They’re the ones who’ve done the work to get grounded in what they believe, who they’re asking, and why it matters.

Confidence in fundraising isn’t a personality trait. It’s a practiced skill.

So, What Would Beyoncé Do?

Here’s a fundraising-friendly framework inspired by Queen Bey’s signature strengths, translated for mission-driven leaders like you.

Command the Room (Even if It’s a Zoom)

Beyoncé doesn’t walk on stage wondering if she belongs there. Neither should you.

Start your next donor meeting or campaign kickoff with clarity and composure. That doesn’t mean being overly formal or robotic; it means being present and prepared.

Try this:

• Lead with your “why” before your “what.”

• Set the tone early by articulating the opportunity, not just the need.

• Ditch the small talk when it’s time to shift into purpose. People follow clarity, not ambiguity.

Know Your Audience

Beyoncé crafts each performance with her audience in mind. You should be doing the same with your donors.

Stop using the same appeal or pitch for everyone. Confidence comes from knowing who you’re talking to and tailoring your communications accordingly.

Ask yourself:

• What does this donor care about most?

• What language, outcomes, or impact stories will resonate?

• What’s their capacity, not just financially, but emotionally, to engage more deeply?

Confidence grows when you shift from hoping a gift might happen to intentionally guiding someone toward a meaningful yes.

Rehearse, Then Release

Do you think Beyoncé wings it? No way. Every detail is rehearsed so that she can be fully present in the moment.

The same principle applies to fundraising.

Prepare. Know your numbers. Anticipate questions. Practice your delivery. Then release the need to be perfect.

Fundraising isn’t a script, it’s a conversation. But conversations flow better when you’ve done your homework.

Own the Value You Bring

Beyoncé doesn’t apologize for being excellent. She expects excellence and delivers it.

In fundraising, we can get weird about money. We tiptoe around numbers. We soften the ask. We over-empathize with the donor’s budget instead of inviting them into a bold vision.

Let’s be clear: you’re not begging. You’re building something worthy of investment.

Bold leadership says:

• “Here’s what we’re doing.”

• “Here’s why it matters.”

• “Here’s how you can be part of it.”

That’s not pressure, it’s partnership.

Leave the Stage Like a Pro

You wouldn’t see Beyoncé end a concert with a shrug. Your donor interactions should end with intention, too.

Whether the answer is yes, no, or not yet, how you wrap matters. Celebrate any answer you get.

Try this:

• Recap what you heard.

• Reaffirm the relationship, no matter the outcome.

• Clearly outline next steps.

• Celebrate your donor.

A confident close isn’t about control, it’s about clarity.

The Beyoncé Rule for Nonprofit Fundraising, Summed Up

Fundraising confidence isn’t about pretending to be someone you’re not. It’s about stepping fully into the leadership your mission demands.

So next time you’re tempted to shrink your ask, over-apologize, or wait for the “perfect” time, remember this:

Beyoncé wouldn’t hesitate. She’d rehearse, rise, and deliver, and so can you.

You already have what you need: a compelling mission, a clear strategy, and a seat at the table. Now, it’s time to own it.

At Knoll & Krest, we help nonprofit leaders step into that kind of bold clarity, building strategies that don’t just feel confident, but are confident, from the inside out.

Because when you believe in your mission, speak it with courage, and invite others into a real impact?

That’s when fundraising becomes powerful, and honestly irreplaceable.

Ready to build unshakeable fundraising confidence and transform your donor relationships?

Let’s get to work.

AI Won’t Replace You, But a Smarter Fundraiser Might

AI is not coming for your job. But it is changing it.

In the nonprofit world, especially for frontline fundraisers and development officers, artificial intelligence can feel like both a threat and a promise. You hear phrases like “predictive analytics,” “donor modeling,” and “automated touchpoints,” and wonder where that leaves you in the mix.

The truth? You won’t be replaced by AI. But you could be replaced by someone who knows how to use it well. Let’s make sure that someone is you.

Let the Bots Do the Boring Stuff

AI can quickly sift through donor data, flag likely upgrade prospects, and even draft first-pass thank you notes or emails. These are things that used to take hours. Now they take minutes.

Use that time savings wisely. Let AI do the sorting and scheduling. You stay focused on the relationship-building. That’s still your lane and no bot is taking it.

Time saved is a donor connection gained.

Try platforms like:

• Gravyty – For automatically generating personalized donor stewardship emails

• ThankView – For video messaging that feels custom, even when scaled

• Hum – For streamlining donor outreach based on engagement behavior

These tools aren’t about shortcuts. They’re about smart delegation. Let the systems tee up the basics, so your brain (and your energy) stay focused on meaningful donor conversations.

K&K Tip: Use AI-generated messages as drafts, not final sends. Add one human detail: something personal, specific, or mission-linked to keep the warmth in your touchpoints.

Read the (Digital) Room

The best fundraisers do their homework. AI helps you get to the insights quicker. With tools that surface donor preferences, past giving behavior, and even social media cues, you can walk into meetings more prepared.

But here’s the key: use those insights as a starting point, not a script. AI can give you data, but it can’t build trust. That’s your job.

Good data leads to better decisions.

AI tools like:

• WealthEngine or DonorSearch – For donor capacity and affinity research

• Blackbaud’s Raiser’s Edge NXT – With AI-powered predictive analytics

• Virtuous – For donor signals, segmentation, and engagement scoring

These platforms give you a quicker read on who to prioritize and why. But remember, data is a door, not a decision. You still need to walk through it with discernment and care.

K&K Tip: Don't just target high-capacity donors. Use AI to uncover why they give. Then build your strategy around that.

Don’t Let AI Steal Your Voice

You can absolutely use AI to draft messages, create content, or test new campaign language. But don’t go on autopilot. If everything sounds like a template, donors will notice.

Use AI as a tool to spark ideas, not replace your voice. Your tone, your warmth, your specific knowledge of your donors… those are irreplaceable.

Your voice is part of your value.

You can use AI writing tools like:

• ChatGPT – For first-draft emails, case statements, or campaign language

• Writer – For on-brand tone control across teams

• Jasper – For marketing-heavy copy like subject lines or headlines

But don’t hand the mic over completely. If your stewardship sounds like a bot, it’ll land like one. Use AI to generate options, but then revise to reflect your voice, your donor’s context, and the mission’s heart.

K&K Tip: Read every AI-generated message out loud. If it doesn’t sound like something you’d actually say to a donor, it’s not ready.

Put the “Why” Behind the “What”

AI can show you trends: which donors are lapsing, which events led to spikes in giving, who’s engaging with your content. But that data needs your context.

You bring the story behind the spreadsheet. You can ask: “What shifted in this donor’s life?” or “How can we show up in a more personal way?” AI can’t do that. You can.

AI can show you what’s happening… but not always why.

Use platforms like:

• Bloomerang – With donor engagement scoring and retention data

• Kindful – To map behavior trends and giving patterns

• Google Looker Studio – To visualize insights across your donor journey

Once you have the numbers, go deeper. Ask the human questions: Why did giving drop here? Who might be struggling? Who hasn’t heard from us personally in too long?

K&K Tip: Schedule monthly “story behind the data” meetings. Pull your AI reports, then add the human layer. Patterns make more sense in context.

Be the Human AI Can’t Be

If your first instinct is to protect your turf from AI, take a breath. It’s not about replacement. It’s about evolution. Your role is becoming more strategic, more relational, more human than ever.

The future belongs to the fundraisers who can both understand the tech and stay rooted in the mission. Those who can use new tools without losing their old strengths.

K&K Tip: Make AI your intern, not your replacement. Let it prep your notes, build your dashboards, and offer ideas. Then you take it from there.

One Final Rule (and the Future of Non-Profit Fundraising): Stay Smart. Stay Human.

Use AI to streamline. Use it to segment donors. Use it to scale your fundraising efforts. The art of fundraising has always been about people. AI just helps you spend more of your time with them.

So don’t try to out-computer the computer. Let it do what it does best and then do what you do best: connect, listen, inspire, and ask donors to support your mission.

Let AI handle the tasks. You handle the trust.

Let’s get to work.

From Donation to Devotion: How to Turn Donors Into Passionate Advocates

They gave. That’s good.

They gave again. Even better.

But how do you turn those generous donors into full-on, loud-and-proud, ride-or-die advocates for your mission?

At Knoll & Krest, we work with nonprofits to go beyond survival-mode fundraising. You don’t just need donations; you need a community of people who speak your mission when you’re not in the room. Here’s how to build that kind of donor engagement and support.

Shift Your Focus from Transaction to Transformation

A donation is a transaction. Advocacy is a relationship. If your engagement stops after the “thank you,” you’re missing the bigger opportunity. Donors become advocates when they feel emotionally invested in your *why…*not just your ask.

Ask yourself:

• Are we making our donors feel like partners or piggy banks?

• Do they see the direct line from their giving to real-world change?

K&K TIP: Don’t just send tax receipts. Send transformation receipts. Show what their dollars did, not just where they went. Send a picture of kids in your after-school program using the supplies they paid for. Send a thank you from a client in your recovery program saying, “You helped me get clean for my kids”.

Build a Culture of Access, Not Exclusivity

Sure, VIP donor events are great. But advocacy isn’t built on velvet ropes. It’s built on shared ownership. Invite donors to be more than just attendees.

Donor Engagement Strategies to Try:

• Behind-the-scenes impact tours

• First-look previews of new initiatives

• Invitation-only focus groups on strategic plans

Give them a seat at the table not just a spot at the gala.

Make It Personal (and Keep It Real)

Mass emails don’t build movements. Personalized, intentional communication does.

The best advocates are the ones who feel seen, known, and valued, not just solicited.

Simple ways to deepen donor relationships:

• Call donors just to say thank you (and mean it).

• Send voice memos or handwritten notes from program staff.

• Remember the anniversaries: first gifts, major milestones, or even birthdays.

People champion causes when they feel connected to people, not just programs.

Give Them Language, Tools, and Permission to Brag

Most people don’t know how to advocate for a nonprofit, even when they want to. Equip them.

Create a “ donor advocacy kit” that might include:

• Shareable stats, stories, and graphics

• Talking points for events or conversations

• Pre-written social media posts they can personalize

Make it easy, and fun, for them to champion your mission. Let them know they’re expected to talk about it (and celebrated when they do).

Don’t Just Acknowledge Their Gift. Recognize Their Role in Your Mission.

Donors don’t want to be ATM machines. They want to be change-makers.

When you position your donors as essential players in the mission, not just funders of it, you unlock a whole new level of engagement.

Shift your language:

• From “thanks for the donation” to “thank you for making this possible.”

• From “we did this” to “you did this…here’s how.”

Let them see themselves in every win.

Transform Your Donor Base Into an Advocacy Force

Donors write checks. Advocates build movements.

The good news? They're often the same people if you engage them right.

At Knoll & Krest, we help nonprofits turn their financial ecosystems into engines of sustainable impact. Part of that is transforming your donor base into an advocacy force.

Ready to turn your donors into devoted advocates? Let's get to work.

More events, more problems

Why your packed calendar might be killing your fundraising and what to do instead

You’ve got a full calendar: galas, golf tournaments, auctions, breakfast fundraisers, friend-raisers, awareness weeks, and maybe even a chili cook-off thrown in for good measure.

From the outside, it looks like momentum. But on the inside? Your team is exhausted. Your revenue is unpredictable. The impact doesn’t match the effort.

Here’s the truth no one tells you…

More events don’t mean more results.

Too many events quietly drain your resources, your team’s capacity, and your donor relationships.

At Knoll & Krest, we work with nonprofit leaders who are passionate and capable but stuck in a cycle of activity without real growth. One of the most common causes of team burnout? Over-dependence on events.

Let’s talk about why this happens, what it costs you, and how to pivot toward a smarter, more sustainable fundraising strategy.

Events Aren’t the Enemy, But They Shouldn’t Be the Engine

First, let’s be clear: events aren’t inherently bad. A well-executed, mission-aligned event can be a valuable piece of your fundraising strategy. It’s when events become one of the primary vehicles for revenue, cultivation, or visibility that the strategy begins to break down.

Why? Because most events:

• Have high overhead (financially and emotionally)

• Demand massive amounts of staff and/or volunteer time

• Attract transactional donors rather than relational givers

• Don’t scale well year-over-year

Even if you technically hit your fundraising goal at the event, when you factor in expenses, staff time, follow-up, and fatigue, you’re often in the red where it counts most: margin, momentum, and mission clarity.

What’s Really Driving the Event Overload?

You’re not running events just for fun. There are deeper forces at play, and recognizing them is the first step to real change.

1. The Visibility Trap

   It feels like the only way to get your mission in front of people is to invite them to something. Events give you a moment of spotlight but it’s fleeting. True visibility comes from consistent, compelling messaging across platforms, not just one-time gatherings.

2. The Revenue Illusion

   When unrestricted dollars are hard to come by, events feel like the best (or only) solution. But over time, they become a crutch, one that’s difficult to scale, easy to burn out from, and rarely builds long-term donor relationships.

3. The “We’ve Always Done It” Syndrome

Institutional momentum is powerful. Legacy events can feel sacred. BUT just because something has worked doesn’t mean it’s still working or that it’s worth what it’s costing you.

So What Should You Do Instead?

If your gut is telling you your calendar is too crowded and your team is too tired. Here’s where to start:

1. Audit Your Events Ruthlessly

   Look at the past 2–3 years of events and ask:

   • How much net revenue did we actually raise?

   • What’s the ROI on time, not just money?

   • Did this event help us build stronger donor relationships?

   • Did it attract the right audience?

   • Did we gain anything new from this event?

Be honest about what’s working, what’s just tradition, and what needs to go.

2. Shift from Event-Centered to Donor-Centered

Events tend to gather crowds. Sustainable fundraising grows relationships.

Ask yourself: How can we take the best elements of an event (shared mission, human connection, storytelling) and build them into our year-round donor engagement?

That could look like:

• Targeted small-group gatherings with major or mid-level donors

• Personalized donor journeys and cultivation plans

• Strategic use of email and storytelling

• Equipping board and staff to have one-on-one conversations that matter

When you prioritize people over programming, fundraising becomes less about logistics and more about long-term vision.

3. Build Margin into Your Calendar

More white space doesn’t mean less impact. It means more capacity to think, respond, and build what’s next.

You need room to:

• Follow up timely and meaningfully after gifts or meetings

• Innovate and test new ideas and strategies

• Plan for campaigns that matter

Margin creates space for clarity. And clarity drives results.

What It Looks Like to Right-Size Your Event Strategy

We worked with one organization hosting eight events a year, which is more than one every other month. All were legacy events, and all were underperforming. After a clear-eyed assessment, they narrowed their focus to one annual signature event, designed specifically around their major donors, and shifted their energy into mid-level donor strategy and corporate partnerships. Their team changed their mindsets from event planning to relationship building.

In one year, they:

• Cut their event-related expenses by 40%

• Increased net revenue by 25%

• Saw a 3x increase in donor retention among key segments

Their team saw mental improvements, better relationships (with donors and teammates), and felt more aligned with their mission and values. The key wasn’t doing more. It was doing the right things and letting the rest go.

Remember This:

The thing driving your fundraising should be relationships, not events.

If your calendar is crowded and your team is tired, it’s time to trade event-based busyness for relationship-based momentum.

At Knoll & Krest, we help nonprofits get out of the spin cycle and into a fundraising strategy that’s clear, customized, and actually moves the mission forward.

Because success isn’t found in a packed calendar. It’s found in a focused one.

Let’s un-crowd your calendar and unlock your impact.

Let’s get to work.

The Real Reason Your Fundraising Feels Stuck (and How to Unstick It)

You’ve tried the events. The campaigns. The email appeals crafted with just the right balance of urgency and inspiration.

And yet, your fundraising still feels… stuck.

The dollars aren’t matching your goals. The momentum isn’t carrying from one quarter to the next. Your team feels like they’re working hard, but not moving forward.

So what’s the real issue?

Here’s the hard truth:

Most stuck fundraising isn’t a problem of effort. It’s a problem of clarity.

Activity ≠ Strategy

When fundraising feels stuck, the instinct is often to do more: another donor meeting, another push on social media, another giving day.

But more activity doesn’t equal more traction. Without a clear strategy and process, without alignment between your fundraising efforts and your organization's unique story, audience, and capacity, you’ll end up spinning your wheels.

At Knoll & Krest, we see this all the time. High-capacity teams with visionary missions, caught in cycles of busyness that don't translate into breakthroughs.

What they’re missing isn’t passion. It’s focus.

Three Signs You’re Stuck in the Spin Cycle

1. Your team is burned out but not hitting goals.

   The calendar is full, but progress feels fuzzy. You’re measuring hustle, not outcomes.

2. You’re overly reliant on one revenue stream.

   Whether it’s events, grants, or a couple of major donors, concentration is risk.

3. You have donors, but not a donor stewardship plan.

   You’re attracting people, but not moving them intentionally from interest to investment to advocacy.

Sound familiar? You’re not alone, and you’re not failing. You just need a new map.

What Unsticking Actually Looks Like

Strategy that is rooted, not recycled.

Too many fundraising plans are built on what seems to work for others. Maybe a peer organization saw a spike in revenue after a gala, so you add one. Maybe another nonprofit just launched a capital campaign, so you start drafting your own. The problem? None of those moves are tailored to your mission, your donor base, or your organizational capacity.

Rooted strategy begins by asking better questions:

• What are our core strengths as a team and organization?

• Where is our mission most compelling?

• What is the most strategic use of our time and energy?

A rooted strategy doesn’t follow trends, it follows vision. It’s specific, measurable, and intentionally designed to grow over time, not just react to short-term needs.

Clarity on the right donors.

Not all generosity is equal, and not every donor is meant to be yours.

When fundraising gets stuck, it’s often because we’re casting the net too wide, or worse, chasing the wrong ones entirely. Effective fundraising isn’t just about growing your list; it’s about growing the right relationships.

Start by taking a fresh look at your donor portfolio.

Who are your most aligned donors? What do they care about deeply? What language moves them, not just emotionally, but to action? Where does their relationship stand with your organization?

Unsticking your fundraising means shifting from generic appeals to tailored cultivation. It’s about building donor journeys that guide people from connection to conviction to commitment. That kind of clarity doesn’t just increase giving, it increases trust, loyalty, and advocacy.

Internal alignment.

A fractured team can’t raise transformational funds. Full stop.

Alignment isn’t just a nice-to-have; it’s a strategic advantage. When your executive leadership, development staff, board, and program team are pulling in different directions, or operating on different definitions of success, fundraising stalls.

It’s when alignment is strong that energy consolidates. The vision sharpens. Conversations become more focused. Team goals become shared goals. And donors can feel that kind of unity because it shows up in your messaging, your meetings, and your momentum.

True alignment means:

• Everyone knows the strategy.

• Everyone knows how their role contributes.

• Everyone is equipped and empowered to support it.

If you want to move forward faster, start by moving together.

If you only take one thing away, take this:

If your fundraising feels stuck, the solution isn’t to work harder, it’s to get sharper.

Momentum starts with true clarity. Not just theory, but action. Not just tactics, but a strategy that pays off.

At Knoll & Krest, we help organizations uncover where they’re stuck, clarify where they’re headed, and build the structure that gets them there; a structure that moves the right people from curiosity to conviction, from interest to investment to advocacy.

Because forward motion isn’t a mystery. It’s a map. And we’re here to help you draw it.

Let’s get to work.

“Wait, We’re Doing What Now?” A Rookie’s Dive Into Nonprofit Consulting at Knoll & Krest

By: Patrick, A Guy Who Accidentally Walked Into a Strategy Meeting and Stayed for the Snacks

Let me just start with this: I once thought “nonprofit consulting” was when someone gives you bad financial advice… for free. (Spoiler: it’s not.)

Hey. I’m Patrick. I’m 29, I love sports, science, math, and yelling at American history documentaries like they’re reffing a bad call. I don’t work in nonprofit consulting. Never have. And to be honest, up until recently, I thought “capacity-building” was just a fancy term for getting better at carrying groceries in one trip.

But somehow, I’ve found myself orbiting this wild and oddly inspiring world that is Knoll & Krest, a nonprofit consulting firm that’s smarter than it is shiny and somehow still manages to be both.

So, if you’re wondering what this whole nonprofit consulting thing actually is, and why anyone not getting paid by the hour would care… well, you and I have a lot in common.

What Is Nonprofit Consulting? (As Explained by a Guy Who’s Still Googling Terms)

Okay, imagine you’re running a mission-driven organization. You’re out there feeding kids, building community health programs, fighting inequity, teaching, supporting, translating, saving, basically, doing the most.

Now imagine trying to do all of that while juggling funding shortfalls, board dynamics, data that’s never clean, and an Excel sheet that may or may not be haunted. You know you need a plan, but you also need more time, money, and maybe a nap.

That’s where Knoll & Krest steps in.

They’re like a coach, a strategist, and a translator rolled into one. They help nonprofits get clear on what they’re doing, how they’re doing it, and how to keep doing it without accidentally lighting themselves on fire.

They don’t take over. They don’t drop in, drop buzzwords, and leave you with a fancy deck you’ll never use. They partner. Like, actually partner. And if you’re still unsure what that means, I was too. Until I saw them work.

“But Patrick, You Don’t Even Work There.”

Exactly. That’s what makes this fun. I get to be the guy on the sidelines with snacks, watching all the behind-the-scenes magic with just enough distance to appreciate it without the pressure of deliverables.

But here’s the thing, I’m obsessed with how things work. I love solving problems. I love asking, “Why are we doing it this way?” and hearing someone say, “That’s a great question… no one’s asked that in years.”

Watching Knoll & Krest work with nonprofits is like watching someone fix a car with empathy, data, and whiteboard markers. It’s not flashy. It’s not Instagrammable. But it’s real. And it matters.

Why Knoll & Krest Feels Like a Breath of Fresh Air

They don’t try to be everything to everyone. They’re not here to sell you a pre-packaged “transformation strategy.” They show up. They listen. They adapt. They ask the tough questions and sit in the uncertainty with you until clarity shows up.

And for a numbers nerd like me? That’s poetry.

This team gets that no two communities are the same. They design with people, not just for people. They build systems that reflect real life, not just theories. They help nonprofits do the hard stuff in a way that doesn’t make you want to fake your own death and move to Vermont.

A Message to the Nonprofit Folks Out There

Look, I see you. You’re running on coffee, goodwill, and a budget that wouldn’t feed a varsity basketball team. You care deeply. You’re doing a hundred things with ten people, while trying to prove your impact to funders who think “outputs” and “outcomes” are synonyms.

You don’t need a savior. You need a partner.

Knoll & Krest get it. They’ve seen the spreadsheets, the scar tissue, the duct-taped plans. And they’re still here, sleeves rolled up, helping nonprofits turn chaos into clarity.

In Conclusion (Because Apparently I’m a Blogger Now)

I may not work in nonprofit consulting. But I’ve watched Knoll & Krest enough to know this: they’re doing something different. Something honest. Something powerful.

And if you’re a nonprofit leader wondering whether anyone actually gets what you’re up against… they do.

I’ll be the guy in the back with snacks and a confused look, but trust me, Knoll & Krest is the real deal. Come talk to them. It’s like having your own nonprofit SWAT team… minus the helmets and with better fonts.

Let’s get to work…. With them… K&K… not me… but I’ll bring the snacks.

What Your Donors Actually Want (But Won’t Say Out Loud)

You’ve got a compelling mission. Your annual report is polished. Your events are well attended. Your donors show up, but the momentum doesn’t. You’ve plateaued. Stalling.

Here’s the truth: It’s not about how much noise you're making - it’s about what you’re not hearing.

In our work with nonprofits, churches, and other organizations, we’ve seen it time and time again: leaders doing everything right on the surface but still struggling with their donors.

The issue isn’t a lack of effort. It’s a lack of alignment.

Your donors are telling you what they want, even if they’re not saying it outright. If you’re constantly hearing things like “I want to feel like more than a check” or “I want to be part of something that’s going somewhere,” you’re covering the basics, but missing what actually builds connection.

Donors don’t just want to be thanked. They want to be seen. They want to know their gift wasn’t just absorbed into a budget but activated for impact. Generic, repeated “thank you” emails won’t cut it. Show them the direct connection between their giving and real outcomes. If your follow-up is slow, impersonal, or transactional, donors will back off, but if you’re prompt, relational, and clear about what’s next, they’ll lean in.

This isn’t just about retention, it’s about relationships.

Too often, we rely on generic thank-you messages, templated emails, or stiff quarterly updates. These feel safe. But they also feel hollow. And in a noisy, crowded space, hollow communication fades fast.

Personalization is no longer a bonus - it’s baseline.

Whether it’s a $50 donor or a $50,000 donor, people want to be seen. They want to know their specific contribution helped bring real outcomes to life.

K&K Tip:

Start tagging donors by what matters to them: hunger relief, youth programs, education access, church planting, whatever passion drew them to your cause. Then, send tailored updates showing progress in that space. When donors see that you remember why they gave, they feel heard, and they stick around. Want to grow your donor base? Start by honoring the one you already have.

When donors feel like their giving disappears into a void, trust erodes. But when they see follow-up that reflects care, clarity, and consistency, something shifts. How you follow up is just as important as how you ask. Donors are quietly watching how organized you are. How fast you respond. How clearly you communicate. They’re not just evaluating your mission, they’re evaluating you. When they sense disorganization or disengagement, they hesitate to go deeper, but when your follow-up is timely, relational, and clear, they begin to trust you with more - more resources, more access, more connection.

Too often, leaders wait for newsletters or big milestones to share impact, but real connection happens in the everyday moments. How often do you share what’s happening within your organization? Donors need to be asked to give, but they need to know why to do so. Your stories don’t have to be polished or local news channel level videos. It can be a simple note letting them know a unique instance that occurred. Something that hasn’t been posted in the monthly newsletter and isn’t going to go out on social media later. Did you have a meaningful conversation with your donors? Write it down. Remembering the small things makes a big impact. Maybe you remember their grandchild’s name or the vacation they were going on, maybe you know their sister just had surgery. Bringing that up in your next touchpoint with them will show the care you have for them as a person, not just the amount they give to your organization.

K&K Tip:

Build a simple, reliable post-gift communication flow. It doesn’t have to be fancy, but it does need to be intentional. Think: thank you call within 48 hours, follow-up impact email within 30 days, or a story impact piece within the quarter. You should aim to communicate with your portfolio every 45-60 days and thank you calls within 48-72 hours.

Donors know your mission matters, but do they know where it's headed?

Donors don’t just give to the needs of today. They give to the vision for tomorrow. They want to help build something lasting, not just fix something broken. When your messaging stays rooted in immediate need, it can start to sound like a revolving door of crises. But when you cast a forward-facing vision, one that includes growth, possibility, and progress, you shift from crisis mode to momentum mode.

That shift is magnetic.

K&K Tip:

Don’t just share what happened, share what’s next. Use storytelling not just as a way to report outcomes, but to spark belief. Donors don’t just want to support your mission. They want to be invited into it.

Here’s what most organizations overlook: Your best donors don’t just want to give. They want to join. Your best donors want deeper engagement, not less. Let your donors tell you what type of communication they want. They want to serve as advocates, connectors, advisors, testers. They want to feel useful, not just generous. When they see that you value their wisdom, networks, and insights as much as their wallet, their loyalty deepens. Strategic engagement enhances generosity. It gives donors a way to participate with you, not just fund you.

Final Thought: Stop Guessing. Start Listening.

When you stop assuming and start aligning, you’ll be amazed at what shifts.

You don’t need louder messaging. You need smarter strategy.

You don’t need more donors. You need more meaningful relationships.

At Knoll & Krest, we help organizations move from donor fatigue to donor fervor by building a strategy that listens louder than it speaks.

Because when you start listening to what your donors actually want (even if they’re not saying it out loud), you won’t just raise more money. You’ll build a movement that lasts.

Ready to stop the guessing game? Let’s get to work.

The Knoll & Krest differencE

Why Knoll & Krest Works (When So Many Others Don’t)

Let’s be honest: the nonprofit world is drowning in vague advice and recycled strategies. You’ve sat through the webinars. You’ve read the playbooks. You’ve heard the same buzzwords so many times they’ve lost all meaning.

That’s where we’re different.

At Knoll & Krest, we don’t do fluff. We don’t sell theory. We build strategy that actually works, and help you put it to work right away.

We Don’t Just Talk About Strategy. We Drive It.

Anyone can give you a list of best practices. We give you a path forward, and we stay in it with you until it moves.

We’re not here to impress you with slides. We’re here to get in the weeds, figure out what’s stuck, and get your team unstuck. Fast. Whether we’re overhauling your donor pipeline or tightening up your message, our focus is momentum. Period.

That looks like:

• Rebuilding a stagnant mid-level donor program to generate more cash flow without hiring new staff.

• Refreshing donor messaging for a nonprofit serving incarcerated youth with segmenting appeals by donor values (justice, redemption, faith).

• Spotting the friction in a church partnership strategy and designing a repeatable approach to scale across multiple regions.

• Cutting out the "pretty" but ineffective parts of a rescue mission’s capital campaign and replacing them with messaging and materials that close the gap in record time.

We don’t just strategize from the sidelines. We get in it with you until the gears turn and the dollars move.

We Build for the Real World… Not the Ideal One

We’ve been on the inside. We know what it’s like to juggle deadlines, fire drills, and a thousand opinions. That’s why our work is built for reality…not fantasy.

We don’t expect you to suddenly become a different organization. We help you become a sharper version of the one you already are-with better systems, smarter strategy, and measurable results.

We’re Not Here to Impress the Boardroom. We’re Here to Move the Needle.

Let’s cut to it: if your fundraising strategy doesn’t raise funds, it’s just noise. We help you focus on what actually drives revenue, relationships, and long-term trust. From mid-level and major donors to corporate and church partnerships, we cut through the clutter and dial in on what works.

Because your mission is too important to waste time on tactics that don’t move the bottom line.

We Equip So You’re Not Dependent

We’re not trying to stay on your payroll forever. Our goal is to build your capacity, not our hours.

We train your team. We document the systems. We create tools that live on long after we’re gone. When we exit, we want you running leaner, stronger, and clearer than when we walked in.

What Makes Us Successful? Simple.

We’re not guessing. We’re not performing. And we’re not here to maintain the status quo.

We bring strategy that sticks. Insight that moves. And the kind of clarity that turns complexity into progress.

Knoll & Krest isn’t for everyone. But if you’re tired of spinning your wheels and ready to get somewhere, we’re built for that.

Not just theory. Forward motion. Strategy that pays off.

Let’s get to work.