In this episode of Mastering Fundraising, host Chris Looney sits down with Jamie Cappetta, Senior Vice President at FOCUS, to explore a career move that many leaders consider but few openly discuss: stepping out of the CEO seat and into frontline development leadership.
Jamie shares his deeply personal and professional journey from executive leadership in campus ministry to managing a major gift portfolio within one of the fastest growing Catholic organizations in the country. Together, Chris and Jamie unpack what truly transfers from executive leadership into fundraising, what does not, and what leaders must be willing to relearn when they return to the day to day work of donor engagement.
This conversation goes beyond tactics. It touches identity, humility, patience, trust, rejection, and faith. Whether you are a seasoned fundraiser, a nonprofit executive, or someone discerning your next chapter, this episode offers rare insight into the inner life of leadership transitions and the long arc of authentic philanthropy.
Why executive skills like trust building, communication, and relationship management translate powerfully into fundraising
The biggest misconception executives have about development, especially timelines for transformational giving
How shifting from organizational oversight to donor relationships can challenge identity and ego
Why activity, not dollars raised, is the most important early metric in development work
How patience, persistence, and courage in the face of rejection shape long term fundraising success
What organizations can do to better support leaders transitioning into development roles
If you believe fundraising is about relationships, not transactions, this episode will resonate deeply.
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