AFP Member Spotlight: Amy O’Sullivan, CFRE

AFP Member Spotlights are a recurring series of interviews with AFP members, highlighting the unique individuals and career paths that exist within the fundraising profession. If you know an inspiring fundraising professional who deserves to be featured, please email [email protected].

In this member spotlight, we interviewed Amy O’Sullivan, CFRE, senior director of mission advancement at AllThrive 365. She shared how a college internship sparked her interest in fundraising, eventually leading to a career in development. Amy reflects on the sense of belonging she found through AFP, the power of working together, and the importance of innovation and supportive workplaces in strengthening the profession.

Q: How did you start your career in the fundraising profession and what led you there?
A: During my senior year at Arizona State University, I was required to complete an internship and was offered the opportunity to help plan a golf tournament benefiting a small local social impact organization. My main role was to solicit gift cards for the auction—we have all been there, haven’t we? Every time I called local businesses, I got to share WHY it was important that they gave me those gift cards. Each one I secured made me feel like I had won the lottery! I fell in love with telling stories and showing people why they should invest in work that benefits our community.

I graduated just two months after the September 11 attacks, during a time of economic uncertainty, and was unable to find a role in fundraising. Instead, I worked in the retail industry for several years, gaining valuable relationship building and leadership skills before trying again.

In 2008, I was offered a development role at a private high school, where I was able to be involved in every aspect of fundraising, from the annual fund to a capital campaign to growing the school’s endowment. That experience became the foundation of my career, helped affirm my path, and I have never looked back.

Q: When and why did you decide to become an AFP member?
A: Although I began my fundraising career in 2008, I didn’t become an AFP member until 2019—but I’ll never forget the moment I knew I wanted to join. I was attending an educational event as a guest, and while the speaker’s lessons on engaging mid-level donors were incredibly valuable, what struck me most was the energy and camaraderie in the room. Sitting in that hotel ballroom, I felt an immediate sense of belonging and connection with the people around me and I knew I had to be involved. I joined AFP the moment I returned to the office that day.

Q: Are you doing anything innovative at your organization (or a past organization) that you think other fundraisers could benefit from?
A: At AllThrive 365, we embrace the mindset that a nonprofit is a tax status, not a business model. We operate as a tax-exempt, revenue-generating social benefit organization, blending purpose with strong business principles. We operate with an abundance mindset, expect innovation and excellence from our team, and use data-driven strategies to guide our decision-making. If your organization isn't already thinking this way, I encourage you to explore how adopting this could lead to stronger, more sustainable outcomes.

Q: What is your favorite word? (only one word) How has this word influenced or inspired your career?
A: My favorite word is “together”. As a professional fundraiser and eternal optimist, I believe deeply in the transformative power of collective action. Together speaks to more than just physical presence—it embodies unity, shared purpose, and the belief that we can accomplish more when we move forward as one. In my work, I witness how generosity grows when people feel part of something bigger than themselves. Whether we’re lifting up a cause, a community, or a dream, progress is only possible when we do it together. It’s a simple word, but it holds the heart of everything I strive for.

Q: What professional accomplishment are you most proud of?
A: Although the organization that I work for is 50 years old, philanthropy is fairly new. My team and I have spent the last two years building a true culture of philanthropy—both internally and externally. We communicate impact and why our mission is so critical, have built a strong fundraising processes and infrastructure, and are leaning into our data and KPIs. Because of all these efforts and more, we have seen tremendous growth in donations and interest from our community wanting to advocate for people of all ages—especially older Arizonans who live with limited resources. We like to joke that in a few years, we will look back and say, “wow, we did that”—and that is what I am the proudest of. The structure is built and there is nothing but opportunity and possibility ahead of us! 

Q: How has being an AFP member benefited you in your career?
A: Being an AFP member has benefited my career in countless ways. I’ve served on several board committees, as a board member, and as chapter president in 2023. These leadership roles have strengthened my public speaking skills, improved my ability to lead effective meetings, and helped me grow as a professional. 

Through AFP, I’ve attended numerous educational events and found the motivation to earn my CFRE designation. But more than anything, AFP has given me a trusted network of colleagues—many of whom I now consider close friends. They’re the people I turn to when I want to celebrate a win, work through a challenge, or simply call when I need to talk to someone who gets it. 

Q: In your opinion, what is the biggest challenge facing the nonprofit fundraising profession today?
A: One of the biggest challenges facing the nonprofit fundraising profession is talent retention: finding and keeping professionals with the skills, passion, and commitment to stay in the field. However, rather than placing blame on those who choose to leave, we need to take a hard look inward. Our organizational cultures, compensation structures, professional development pathways, and strategic priorities all play a role in whether fundraisers feel supported and valued. If we’re willing to be honest and make meaningful changes in these areas, we will see this challenge decrease. People want to contribute to lasting change—but not at the expense of enduring toxic or stagnant work environments.

Q: What advice do you have for other fundraising professionals?
A: I recently read “The Responsive Nonprofit” by Gabe Cooper, and one quote has stayed with me: “Creating the new reality that you want to see in the world simply requires the courage to fight the status quo, and the discipline to adopt the necessary practices for world-changing innovation.” This powerful message is a call to action. My advice to fellow fundraisers is to embrace this mindset. Be bold, challenge the norms, and stay disciplined in your pursuit of meaningful change. Together, we have the power to transform the world.