408: The Smart Gala Playbook with Justin Goodhew

Reflections from host Sarah Olivieri ... Are Galas Actually Worth It? Let's be honest. Most nonprofit leaders have a love-hate relationship with galas. They take a ton of time. They stress out your team. And sometimes… they barely break even. So it's a fair question: Are galas actually worth it? After my recent conversation with Justin Goodhew, I think the better question is: When and how can galas be worth it? The Problem Isn't the Gala Galas get blamed for poor results. But the real issue is how they're used. Many organizations treat their gala like a one-night fundraiser. Sell tickets. Run an auction. Hope it makes money. That's where things fall apart. Because a gala is not a standalone strategy. It's a tool. Many organizations hold galas as an early stage fundraising strategy, but the reality is galas are an advanced tactic or tool to be used as part of a fundraising strategy focused on relationship based fundraising. What a Gala Is Actually For A gala is an opportunity to: • Get your certain supporters in a room • Get your donors introducing new potential donors to your mission • Generate an emotional connection, a collective effervesce of mission support That can be incredibly valuable. But only if you use it that way. Justin put it simply: Events aren't the alternative to relationship-building. They're one of the tools that make it happen. The First Shift: Cover Your Costs Early One of the most practical takeaways: Your event should be paid for before it starts. That means focusing on: • Sponsorships • Table buyers • A small group of committed supporters Instead of trying to sell hundreds of individual tickets, you focus on a smaller number of people who can bring others. That does two things: • It removes financial risk • It gets the right people in the room And the second one matters more. The Second Shift: Pay Attention to Behavior This was one of my favorite ideas. During the event, people are constantly telling you who they are. Not with words. With actions. Who bids high? Who donates even when they don't win? Who gives quietly without recognition? That's your data. And it's far more reliable than anything someone says in a conversation. If you pay attention, your gala becomes one of the best donor research tools you have. The Third Shift: The Real Money Comes After a.k.a tThe Fortune is in the Follow-up Here's where most organizations miss the opportunity. They run the event… They're exhausted… And then they move on. But the real value of a gala isn't what happens that night. It's what happens after. This is where you: • Follow up with the right people • Build real relationships • Turn attendees into long-term donors If you skip this step, you lose most of the ROI!!! A Better Way to Think About It A well-run gala shouldn't be a burden. It should: • Cover its costs upfront • Bring in the right people • Generate valuable donor data • Feed your long-term fundraising strategy That's a completely different experience. If You Only Take One Thing Away A gala is not about the night. It's about what the night makes possible. If you treat it like a one-time fundraiser, it will disappoint you. If you treat it like a relationship-building engine, there can be a pot of gold at the end of the gala rainbow. About the Guest My guest for this episode is Justin Goodhew. Justin Goodhew is the Co-Founder and CEO of Trellis.org , the leading integrated gala and auction software for Blackbaud's Raiser's Edge. After attending fundraising conferences and interviewing nonprofit professionals, he discovered that events - especially galas - were one of the biggest untapped opportunities to drive meaningful donation growth. Today, Trellis has helped raise over $100 million through auctions and paddle raises, powering more than 500 galas across North America. Justin is passionate about helping charities unlock real ROI from events and is excited to share his insights today. Connect with Justin: trellis.org Be sure to

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408: The Smart Gala Playbook with Justin Goodhew is an episode from Inspired Nonprofit Leadership by Mary Hiland.

This episode is 34:28 long.

This episode was published on Apr 2, 2026.

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