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Are fundraising galas truly worth the investment, or are they being misunderstood?

In this episode of The Difference, a podcast from Convergent, Host Jay Werth sits down with Justin Goodhew, CEO and Co-founder of Trellis, to unpack how nonprofits can rethink events as more than one-night fundraisers. With experience helping over 500 organizations raise more than $100 million, Justin brings a data-driven perspective to one of the sector’s most debated strategies.

The conversation challenges a common assumption: that events should be judged by immediate net profit. Instead, Justin reframes them as “moments of belonging”, powerful opportunities to build long-term donor relationships and unlock future revenue.

Together, they explore:

• Why traditional ROI metrics fail to capture the full value of events
• Where “hidden revenue” lives beyond the night of the gala
• How events create uniquely human connections in an increasingly algorithm-driven world
• The most overlooked data points nonprofits should be tracking and how to capture them without sophisticated tools
• Practical tactics like “Donate Your Bid” and multiple giving drivers to increase engagement without creating donor fatigue
• How to reduce friction in the giving experience and avoid leaving money on the table

The episode also dives into post-event strategy, including the critical follow-up window and how to turn one-time attendees into lifelong advocates.

Plus, a rapid-fire lightning round covering:

• Galas vs. golf tournaments for long-term ROI
• The biggest “revenue leak” at nonprofit events
• The one data point every fundraiser should sync to their CRM
• And what the future of fundraising really looks like

Justin makes a compelling case that the organizations best positioned for long-term resilience are those that create meaningful opportunities for people to gather, connect, and belong.

To learn more and access additional resources, visit convergentnonprofit.com.

Thanks for listening to The Difference... and for making a difference in your corner of the world.