This Question Turns a $20K Gala Into $1M Gala

Fundraising events don't plateau because the market got harder. They plateau because the organization goes quiet for twelve months and then asks for a table. In this episode of Hey Nonprofits!, Trevor sits down with Kat Leitner of Heron & Co. Design and Events (formerly Alora Events) to unpack what actually separates the galas raising seven figures from the ones stuck at the same number year after year. Kat makes the case for treating donor engagement as a 365-day development strategy that begins eight months before the event: identifying who you want in the room, why they connect to the mission, and what they'll see, hear, and feel on the night. She breaks down pre-commitment conversations (the Erin Kenzel approach to securing gifts before guests arrive), mission generators that give every attendee a way to participate regardless of giving level, and the impact video moment during the live program that most organizations waste. You'll also hear the data behind why events still work, Nathan Chappell's finding that attending three consecutive events is the greatest determinant of lifelong major giving, how corporate sponsorship expectations have evolved from pre-COVID logo visibility to today's relationship-driven partnerships, why social media has quietly faded as a fundraising priority, and the simple post-event feedback question that turns one-time sponsors into repeat supporters. Whether you're an executive director, development director, board member, or event planner, this conversation is a specific, tactical look at building donor relationships that compound year over year. Chapters: 00:00 Intro 00:28 "Do less to do more": Kat's 2026 fundraising philosophy 02:28 The ED's only job at a gala (stop worrying about the DJ) 03:40 Who's on your bus? Building the right fundraising team 05:28 Why $1M events beat $20K events: year-round engagement 07:12 Breaking the 300-guest, $250K plateau 09:44 Pre-commitment conversations that lock in gifts early 11:45 Mission generators: a giving level for everyone in the room 13:38 The data: 3 consecutive events makes a major donor 17:19 The impact video moment you're wasting 19:00 Custom sponsorships built backward from the goal 21:02 How sponsorships changed after COVID 22:19 Why social media is fading in fundraising 25:01 Don't make fundraising harder by procrastinating 27:33 The post-event question most planners skip 30:03 Differentiation over competition: be the pink elephant 31:23 Where to find Kat & Heron & Co. 🔗 CONNECT WITH US 🔗 Heron & Co. Design: https://heronandcoevent.com Connect with Kat on LinkedIn:   / katleitner   Connect with Trevor on LinkedIn:   / trevor-nelson-b8922a167   Follow Hey Nonprofits! on LinkedIn:   / hey-non-profits-raise-more-money   💙 ABOUT HGA FUNDRAISING 💙 This episode was brought to you by HGA Fundraising. The team at HGA helps event fundraisers create auction success with the most profitable (and mission focused) auction items in the space. Trips and experiences that excite donors, ignite bidding, and help your organization RAISE MORE MONEY. To learn more about HGA Fundraising click here: https://hgafundraising.com/trips-and-... Easiest way to raise more money in your next event: https://hgafundraising.com/golden-tic... Feeling stuck with your fundraising? No matter where you are at in your journey, HGA offers FREE coaching for fundraisers: https://hgafundraising.com/nonprofit-... Need an auctioneer for your next event: https://charityauctioneerswelove.com