Inside IPM: Meet Matt Laughlin
“Inside IPM” is an ongoing series featuring the talented players who comprise the IPM Advancement team! Here you’ll learn all about the people who work behind the scenes at IPM to help nonprofits raise more money to make the world a better place. Today, we’re talking to…
Matt Laughlin, Partner & Executive VP
Hi Matt, can you tell us how you came to be a partner at IPM?
After spending over 20 years in the fundraising industry — working with MDS Communications, Strategic Fundraising, and later leading client services at IPM — I saw firsthand the impact that strategic fundraising could have. Jack Padovano [IPM co-founder] recognized my expertise in managing large-scale campaigns, and the opportunity to partner with IPM felt like a natural next step. The relationships I had built over the years and my passion for helping organizations grow made the decision an easy one.
What attracted you to IPM?
IPM’s focus on data-driven strategy stood out to me. I was also drawn to the flexibility and innovation that IPM offers — rather than being boxed into one approach, we tailor solutions to meet the unique needs of each client. That level of customization and adaptability is something I really value.
What’s a valuable lesson you learned or mistake you made early in your career, and how does that experience help you today?
Early in my career, I assumed that passion for a cause was enough to make a campaign successful. I quickly learned that passion must be paired with discipline, testing, and a clear strategy. One mistake I made was not fully appreciating the power of donor data in refining messaging and outreach. That experience made me much more analytical in my approach, and today, I emphasize data-driven decision-making in every campaign I manage.
Where are you originally from?
I grew up in Minnesota, and I still live here. One of the things I love most is the change of seasons. The crisp fall air, beautiful summers, and even the first snowfall make Minnesota special. I also enjoy all the outdoor activities the state has to offer — golfing, fishing, hiking, and all of the sports. That said, while I appreciate winter, I’m definitely not a fan of when it drags on too long!
What about your childhood or time in school influenced your choice to get involved in nonprofit fundraising?
I got my first experience in fundraising in college. It turned out I was pretty good at it, and the leadership and service aspects appealed to me. In school, I was involved in sports and community service projects. I saw firsthand how people rally around a cause when they feel connected to it, and that experience stuck with me. When I got into fundraising, I realized it was very similar to those experiences and I could help organizations build those same connections at scale.
In addition to your work experience, what else has influenced your leadership style?
One of the biggest influences on my leadership style has been coaching my kids’ sports teams. It’s given me a whole new perspective on motivation, teamwork, and adaptability — all of which directly translate to fundraising and business. Each kid on the team has a different personality, strengths, and ways they respond to coaching, so you have to adapt your approach to bring out the best in each player. Fundraising is the same way; every organization has its own mission, goals, and challenges, and success comes from tailoring strategies that fit their unique needs rather than taking a one-size-fits-all approach.
Many people think fundraising by telephone isn’t effective anymore, but you’re a proponent of telefundraising. Why do you recommend it?
Telefundraising remains one of the most personal and effective ways to engage donors. Unlike emails or social media, a real conversation allows for immediate feedback, personalized messaging, and relationship-building. It’s particularly effective for renewals, upgrades, and high-value donors. Plus, in an era of digital noise, a genuine voice on the other end of the line stands out.
What’s one key piece of advice you would you recommend to nonprofits to best prepare them to be financially stable for the next decade?
Can I give two?
Yes, of course!
First, tell compelling stories. Data and metrics are important, but people respond to people. Share the real-world impact of your work through personal stories that resonate on an emotional level.
And second, invest in donor retention. Acquiring new donors is important, but keeping the ones you already have is where long-term stability comes from. Build relationships, communicate consistently, and make sure donors feel valued beyond just their contributions.
What are some challenges or opportunities you see on the horizon for nonprofits?
Nonprofits face a changing donor landscape that includes more digital giving, younger donors expecting transparency, and economic shifts affecting philanthropy. The biggest challenge is standing out in a crowded space. The opportunity lies in embracing technology; AI-driven outreach, data segmentation, and multi-channel engagement will be key to success.
You play golf. When did you first get interested in it?
I got into golf in my high school and college years, and it quickly became a passion. It’s a sport that can be extremely frustrating but relaxing all at the same time. It requires patience, strategy, and adaptability — qualities that also serve me well in fundraising and in life in general. And now that my boys are old enough to play, it’s been a great way to spend some quality bonding time with them…unless they beat me! [laughing]
Can you recommend a good golf course for other golf enthusiasts?
One of my favorite courses is Whistling Straits in Kohler, WI, a stunning course with breathtaking views of Lake Michigan and a challenging, links-style layout. One of the coolest and most unique aspects are the sheep that roam the course, adding to its authentic links feel!
Are there any parallels between golf and nonprofit fundraising?
Absolutely. Golf is all about precision, patience, and adjusting to challenges — whether it's wind, hazards, or a tough green. Fundraising is the same way. You have to plan your approach, adapt to unexpected obstacles, and play the long game. Success doesn’t come from one big swing; it’s about consistency and smart decision-making.