Special Format: Campfire

Topic: Building Sector Sustainability

  • Alternate funding sources, social entrepreneurship, and enterprise development

Charitable giving is crucial to the success and missions of nonprofits; yet, knowing how to best encourage giving and retain donors is challenging. How do high-performing non-profits create a strategy for long-term sustainably that effectively and successfully leverages donor relationships in concert with a dynamic development team? Does this question give you goosebumps and heebie-jeebies?

Understanding what motivates donors to contribute to your agency can help inform targeted efforts to drive donor contribution and lead to greater fundraising efficiency and organizational success. In addition, understanding donor choice and its relationship to charitable giving behaviors are a pressing need, borne out of the necessity for increased fundraising efficiency.

Jenni Frumer, CEO of Alpert Jewish Family & Children's Service in West Palm Beach, Florida, and Donna Dostal, chief development officer for Heartland Family Service in Omaha, Nebraska, will take participants through the science and emotion of giving to answer all your questions. This session will also help you devise a strategy for recruiting and retaining top development professionals in order to meet your business objectives, while creating relationships that last.

Frumer will unravel donor motivation by sharing engaging research around the practice of human capital management, and then fill in the gaps around how to identify, cultivate, and maintain healthy, fruitful, and mutually-beneficial relationships by sharing what she has found through her research around philanthropic partnership.

The practical and theoretical relevance of Frumer’s research provides insight into charitable behaviors, is helpful for better recruiting and retaining donors. Further, it demonstrates that organizations that possess and understand the motivations of their current and potential donors can create and adapt resources to capture and sustain a competitive advantage over similar organizations.

From there, Dostal will demystify the process of leveraging this knowledge and translating it all into practical tactics you can employ to design a strategy around philanthropic giving for organizational sustainability. In addition, participants will leave understanding the importance of building a high-performing development team, even if that’s a team of one, that understands the significanc of donor motivation and relationship building for mutual benefit.  

Learning Objectives

  • What motivates donors to contribute to specific organizations through a series of targeted discovery activities
  • How to build relationship from a mutually-beneficial perspective
  • Tactics for recruiting and retaining effective, engaged, and motivated development professionals
  • How to set realistic strategic objectives toward meeting and exceeding fundraising goals  


  • Jenni Frumer, CEO, Alpert Jewish Family & Children's Service
  • Donna Dostal, chief development officer, Heartland Family Service (@donnadoubled)

Jenni Frumer
Alpert Jewish Family & Children's Service

Jenni Frumer is the CEO at Alpert Jewish Family & Children's Service (AJFCS) and The Levine Jewish Residential and Family Service (LJRFS) in West Palm Beach, Florida. She is licensed as a clinical social worker and mental health counselor, has National Board Certification in geriatric counseling, a certification in geriatric care management, has an Aging Life Care Professional certificate and is a Florida registered guardian.

She earned her doctorate human capital Management from the College of Business at Bellevue University in Nebraska. She is a graduate of both the Wexner Leadership Training program and the Alliance for Strong Families and communities Executive Leadership Institute (ELI), offered in partnership with the University of Michigan. Frumer is a team leader for the national Council on Accreditation (COA), conducting site visits of other social service agencies and U.S. Marine Corps installations, both domestically and internationally. She served on the New Age of Aging Leadership Advisory Committee, the American Society on Aging (ASA) membership, and Aging Business and Finance committees. Frumer has written and published articles on geriatric social service systems, engaging baby boomers and community engagement models in the work of nonprofits. She has also presented extensively both nationally and internationally on many topics related to nonprofit administration, business initiatives and cultural competence training in working with Holocaust survivors and their families.

She co-hosted Leadership Matters on VoiceAmerica internet radio show. She was an adjunct professor at Nova Southeastern University for seven years, where she taught graduate courses in gerontology and administration. Frumer assisted in the development of and was an instructor for the online Alfus Patient Advocacy Program at the University of Miami. She recently joined the COA Board of Directors.

Donna Dostal
Chief Development Officer
Heartland Family Service

Donna Dostal joined Heartland Family Service in 2013 after nearly a year on its board of directors. As chief development officer, she oversees the agency’s fundraising and sustainability efforts, volunteer involvement, marketing, communications, and public relations. Prior to her role at Heartland Family Service, Dostal spent 12 years with Bellevue University, where she was National Business Development Manager. She is a graduate of Bellevue University, with an undergraduate degree in communication arts and a master’s in public administrations.

Dostal serves on the boards of directors for the Sarpy County Chamber of Commerce as well as the Intercultural Senior Center in Omaha. She is also a graduate of Leadership Council Bluffs’ class of 2015 and serves on the Complete Streets Citizens Advisory Panel for the City of Bellevue. Dostal is an active member of the Association of Fundraising Professionals and Kiwanis Club of Omaha, and she is involved in the Business Ethics Alliance “Speed Ethics” program and the Omaha Retail Meat Dealers Association.