Talk us through what you do at Catalyst Management.

I started back in 2006 as a solo consultant, conducting planning studies and providing capital campaign advisory work. Along the way, I took on several interim management assignments for key institutions, including Multiple Sclerosis Limited, the University of Sydney, the Heart Foundation, the University of Wollongong, and the Heart Research Institute.

More recently, Catalyst Management has evolved into a boutique consultancy firm led by me and enhance by a core group and specialist contractors and key projects in the education, healthcare, medical research and the arts sectors. We have a particular interest in philanthropy, structured giving, and planned giving programs.

What makes you tick?

I thrive on purpose-driven work where I can see tangible outcomes from strategic planning and relationship-building. Connecting people with opportunities to make a difference and building programs that drive long-term impact is deeply fulfilling for me.

Personally, I value integrity, creativity, and collaboration—whether working with a client or spending time with my family and friends.

I also have a deep appreciation for education and the arts. I love business schools and have previously taught and volunteered at several business schools and have also served as an arts consultant and theatre producer.

Tell us about the projects you're working on at the moment.

I’m currently working on a diverse portfolio, including projects in education and healthcare, a cultural sector capital appeal, and several advocacy and social change initiatives.

In terms of education work, I've recently undertaken a planned giving strategy development project for the Moriah College Foundation, interim management assignment for the University of Wollongong and ongoing global advisory to University of Witswatersrand (Wits), Johannesburg. I am also working on an advancement strategy for Mount Sinai College Foundation and just embarked on an exciting new campaign for the newly established Centre for the History of Philanthropy at University of Notre Dame, Australia, plus global advice for the New South Institute, South Africa.

What, if anything, are the key differences in fundraising across education, arts, charity, and other not-for-profit sectors?

While the fundamentals of fundraising—building relationships, aligning donor interests, and crafting compelling cases for support—are universal, each sector has its own nuances:

• Education often emphasises alumni engagement and institution-wide campaigns.
• Healthcare frequently focuses on grateful patient giving.
• The arts tend to prioritise corporate sponsorships and patron programs.
• Charities usually engage a broad donor base through campaigns and appeals, while niche organisations often rely heavily on major gifts or grants.

Tailoring strategies to align with the audience and mission is critical to success in any sector.

What tools of the trade do you think every fundraiser needs?

• A robust CRM system to manage donor data and engagement.
• Data analytics tools to measure outcomes and inform strategy.
• Exceptional storytelling skills to connect donors with the mission.
• Patience, persistence, and the ability to build authentic relationships.
• And the simplest, yet often overlooked: courtesy and good manners!

What have you been thinking about or reading recently?

I recently read Peter Winneke’s fantastic book, Give While You Love, which explores life, legacy, and philanthropy.

I’ve also revisited some legendary classics, including Wealth in Families by Charles Collier of Harvard University and the little book that invented modern fundraising, Designs for Fund-Raising by Hal Seymour.

Next on my reading list is Savvy Giving by Genevieve Timmons.

What challenges do you see the development sector facing in the years to come?

• Increasing competition for donor dollars.
• Rising expectations for transparency and accountability.
• The urgent need for digital transformation.

Organisations must innovate and adapt to changing donor behaviour while maintaining trust and demonstrating their impact effectively.

What advice would you give an early-career fundraiser?

Invest in building genuine relationships and learning how to tell compelling stories, and take the time to understand your donors’ motivations and the unique aspects of your organisation’s mission.

Remember: data is the new oil. It can be your competitive advantage or your greatest challenge. Optimising donor lifetime value should always be your guiding star.

Lastly, never underestimate the importance of persistence, and always remain open to learning—this field is constantly evolving.

Lawrence Jackson is a seasoned executive and consultant with over 20 years of experience in strategy, fundraising, philanthropy, and corporate social responsibility. He has worked with more than 100 organizations, including the Royal Blind Society (now Vision Australia), Jewish Communal Appeal, University of Sydney and Heart Foundation.