The Donor Relationship Playbook | VP of Development Matt Sheffield

What keeps a donor coming back year after year? In this episode, Drew sits down with Matt Sheffield, Vice President of Development at Mosaic, to talk about the not-so-glamorous work that actually builds lasting support. Matt shares what he’s learned after two decades of leading development across multiple regions, and why “relationship” isn’t a buzzword, it’s the whole job. They dig into the difference between managing donors and partnering with them, how to stay mission-first without sounding scripted, and how to build trust when results matter. This conversation is practical, honest, and grounded in real experience. If you’re tired of short-term fundraising and want gifts that repeat, start here.