Fundraising is one of those disciplines where everyone knows the basics and almost nobody does the hard part. The hard part, according to Susan Kahan, is relationships — built patiently, maintained intentionally, and treated like the long-term investments they are.
Susan joins Don Martelli on The PR Bunker Podcast for a grounded, practical conversation about the fundraising world — what it demands, what it rewards, and where most organizations leave serious money on the table.
Susan is direct about what separates effective fundraisers from average ones: the ability to build and sustain a genuine network. Not a Rolodex, not a mailing list — a real web of relationships built on trust and mutual investment. She talks about how she's approached networking throughout her career and why most organizations underinvest in relationship infrastructure until they need money.
Strong donor relationships don't happen by accident, and Susan lays out the thinking behind how she builds them. Stewardship, communication cadence, personalization, and the willingness to say thank you without an ask attached — these are the elements that turn one-time givers into long-term partners. She's particularly sharp on the mistake of treating donors like ATMs rather than stakeholders in a mission.
One underrated theme in this conversation is the importance of tracking what you accomplish — not just for reporting purposes, but for your own professional resilience. Susan talks about the emotional demands of fundraising work and how staying connected to outcomes helps sustain motivation across a long career. Solid advice for anyone working in the nonprofit space.
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