Written by: Lori Zoss Kraska, MBA, CFRE Most of my work involves helping organizations develop thoughtful sponsorship and business development strategies. That work matters. Strong sponsorship revenue is built through planning, positioning, relationship development, and consistent execution over time. However every few months, I receive a very different kind of phone call. The voice on the other end is not looking for a strategy session. They're looking for triage. The easie

Written by: Lori Zoss Kraska, MBA, CFRE Recently, I discovered something I did not expect to find comforting… YouTube channels that play old Weather Channel local forecasts from the 80s and 90s with smooth jazz soundtracks. No dramatic weather coverage. No severe weather warnings. Just the old blue local forecast screens with white text slowly scrolling through temperatures and weekend outlooks with nostalgic melodies. Other channels have the original broadcast footage compl

And What it Has to Do with Sponsorship & Business Development Written by: Lori Zoss Kraska, MBA, CFRE The Moment Everything Slowed Down I was on a flight last week from Cleveland to DC for a client meeting and had quite an experience that stayed with me long after the arrival. We had landed and began taxiing to the gate. Like most flights, people were ready to get the heck out of that plane. You could feel the shift almost immediately. Phones came off airplane mode. Screens l

By Lori Zoss Kraska, MBA, CFRE and Rob Kalwarowsky There’s a moment many founders and mission-driven leaders know too well. You ’re confident through the entire conversation. You can talk about your mission for hours. You know your impact. You’re clear on the problem you’re solving. And then you approach the ask. Your voice drops. Your cadence changes. You suddenly feel smaller in your own body. You rush your words, or you soften them so much they barely land. You feel a fl

Written by: Lori Zoss Kraska, MBA, CFRE You have a good meeting with a potential sponsor. The conversation is thoughtful. The sponsor asks smart questions. There is clear alignment between their interests and the work your organization is doing. Or perhaps you have already sent a proposal and walked them through it together. Their response sounds encouraging. They thank you for the conversation. They acknowledge the value of the opportunity. Then, sometime after the meeting

Written by: Lori Zoss Kraska, MBA, CFRE Back in August 2025, I had the opportunity to speak at the Content Entrepreneur Expo (CEX) and engage with content marketing thought leaders like Mark Schaefer, Ann Handley, Jay Clouse, and others. Although each had their own focus, two themes surfaced repeatedly: 1. Cultivate and engage your email list. 2 . Do not build your strategy on rented land. It made me think that the best content marketers understood something many sponsorsh

Written by: Lori Zoss Kraska, MBA, CFRE Most sponsorship conversations feel like they hinge on what happens in the room or on the Zoom. The presentation. The discussion. The follow-up. But the real decision rarely happens there. What determines whether a sponsorship moves forward happens after the meeting, when the sponsor has to make sense of the conversation internally. Before a sponsor can say yes externally, they have to answer one critical question internally: Can I just

Written by Lori Zoss Kraska, MBA, CFRE As we're nearing the end of January, I'm seeing a heightened urgency around securing sponsorship commitments. Budgets are tight. Goals feel pressing. Leaders are eager to get conversations moving. And yet, when organizations finally get in front of potential sponsors, something subtle often shifts. What starts as intention begins to feel like pursuit. Conversations that were meant to open doors start to feel like a chase. This isn't beca

Written by: Lori Zoss Kraska, MBA, CFRE There’s a moment in every story where the old approach stops working but the next chapter isn’t fully clear yet. I see many associations and nonprofits sitting in that exact space right now. From a sponsorship standpoint: Traditional sponsorship tactics feel thin. Transactional outreach isn’t landing the way it used to. Doing more of the same no longer produces the momentum it once did. This in-between moment can feel uncomfortable bu

Written by: Lori Zoss Kraska, MBA, CFRE As I wrap up another year working alongside incredible nonprofits, associations, and purpose-driven organizations, one thing has become increasingly clear: Most teams are not struggling because they lack value — they’re struggling because they underestimate it. In countless conversations this year, I heard hesitation, doubt, and assumptions that sounded reasonable on the surface… but underneath, they were quietly limiting outreach, del

Written by: Lori Zoss Kraska, MBA, CFRE, Founder/CEO Growth Owl, LLC Okay, I’ll admit it. I enjoy watching Hallmark movies around the holiday season. There’s something comforting about the predictable plot twists, small-town charm, and the inevitable happy ending that leaves you feeling like everything really can work out. And somewhere between the surprise snowfall and the grand romantic gesture, it occurred to me: Hallmark movies actually have a lot to teach nonprofits an

Written by: Lori Zoss Kraska, MBA, CFRE Founder/CEO Growth Owl, LLC Every Thanksgiving table has its signature dish. For some families, it’s Grandma’s sweet potatoes. For others, it’s the never-ending debate over canned vs. fresh cranberry sauce. My Dad is adamant about using Yukon Gold Potatoes for his delicious mashed potatoes. But there’s one staple that always shows up: stuffing. Stuffing is warm, hearty, and full of flavor—but beyond being a Thanksgiving essential, th

Lori Zoss Kraska, MBA, CFRE I get it. You have the perfect sponsorship program, a mission that aligns beautifully, and impact metrics...

In my session on Storytelling and Sponsorships during last month's Non Dues-a-Palooza I recommended that association sponsorship...

Written By: Lori Zoss Kraska, MBA, CFRE Since I was a little kid I've loved basset hounds! As a Gen Xer, I fondly remember pop culture...

Written by Lori Zoss Kraska, MBA, CFRE The Rule of 1%, popularized by entrepreneur James Clear (Atomic Habits), reminds us that small,...

Written by: Lori Zoss Kraska, MBA, CFRE I've been having a lot of conversations lately with purpose driven organizations about language...

Written by: Lori Zoss Kraska, MBA, CFRE "Indecision is the thief of opportunity." – Jim Rohn When it comes to securing corporate...

By: Lori Zoss Kraska, MBA, CFRE For associations, nonprofits, and purpose-driven organizations, understanding where companies are...

This week, I'm resourcing clients and workshop attendees in the area of year end sponsorship review. I love helping business development...

By: Lori Zoss Kraska, MBA, CFRE Founder/CEO Growth Owl, LLC Image by Tumisu from Pixabay Considering a CRM to better track your...

Guest Post for Matchbox by Lori Zoss Kraska, MBA, CFRE Recently, I had the pleasure of hosting a webinar with Michelle Brien, CMO at...

Written by: Lori Zoss Kraska, MBA, CFRE and Bruce Rosenthal Non-dues revenue for association growth was front-and-center at the 2024 ASAE...

Image by Jill Wellington from Pixabay With all of the fanfare the last few days around the return of pumpkin spice goodies like coffee,...