We caught up with the brilliant and insightful Patton McDowell a few weeks ago and have shared our conversation below.

Patton, appreciate you joining us today. Getting that first client is always an exciting milestone. Can you talk to us about how you got your first customer who wasn’t a friend, family, or acquaintance?

2008 was a scary time to start a new business. The economy was reeling, and nonprofit organizations – like everyone else – were tightening budgets and bracing for uncertainty. But I had spent 20 years in the sector and felt strongly that nonprofit leaders still needed guidance, especially in moments of crisis. In my startup phase, I didn’t have a marketing budget or a formal sales strategy, just a belief that my experience could help organizations navigate complexity and lead with clarity. So I pulled out a legal pad and started going through my personal and professional journey, listing every meaningful connection I had made across the nonprofit landscape.

I focused on the relationships first, not so much making a “pitch”. My outreach was about curiosity and seeking advice: what they were facing, where they needed support, and how I might help. Most of those early conversations were encouraging but didn’t immediately lead to paid work.

Then one day, I got a call from a contact at the Charlotte Region chapter of the American Red Cross. They were planning a board retreat and needed an outside facilitator, someone who understood both governance and fundraising strategy. I had just the right combination of experience, and more importantly, I was available! That first project wasn’t glamorous, but it was real. It was a true client that gave me the boost of confidence I needed, and they sent a check that I proudly framed. That moment validated the leap I had taken and marked the beginning of what would become PMA Nonprofit Leadership.

Awesome – so before we get into the rest of our questions, can you briefly introduce yourself to our readers.

I founded PMA Nonprofit Leadership after spending two decades in nonprofit leadership roles, including Special Olympics, UNC Wilmington, and Queens University of Charlotte. I started a solo practice in 2009 to help talented individuals excel at nonprofit leadership and help their organizations thrive. At a time when many nonprofits were struggling to adapt and raise funds, I saw an opportunity to provide strategic guidance, coaching, and capacity-building support that was both practical and mission-aligned.

Today, PMA provides three core services: 1) leadership development for individuals through programs like our Mastermind Leadership cohorts, Leadership Gift School and Emerging Leaders in Philanthropy, 2) organizational consulting for nonprofits, focused on strategic planning, fundraising, and board development, and 3) content and resources through my book and podcast, both titled Your Path to Nonprofit Leadership. We work with nonprofits of all sizes across the country, and our programs have reached leaders in over 20 states.

At our core, we solve a common challenge: nonprofit leaders are asked to do too much with too little, and often without a roadmap. We provide that roadmap, helping individuals and organizations clarify their vision, build their capacity, and connect with the right people to move their mission forward. What sets us apart is the blend of strategic thinking and real-world experience we bring. We don’t offer cookie-cutter solutions. We listen, tailor, and walk alongside these nonprofit leaders through whatever phase of leadership or growth they’re in.

I’m especially proud of our Mastermind Program, which now has nearly 200 alumni. These are leaders who’ve used it to chart bold new directions, take on new roles, or simply lead with greater clarity and confidence. I’m also proud of the weekly podcast, which reaches thousands of listeners each month and has over 300 episodes featuring voices from across the sector who share insights you can actually put to work.

What I want potential clients and partners to know is this: leadership in the nonprofit sector is incredibly rewarding, but it’s also hard, lonely, and evolving faster than ever. You don’t have to navigate it alone. Whether you’re just starting your journey, leveling up mid-career, or trying to sharpen your skills as a seasoned executive, we’ve built programs and tools designed to help you thrive – not just survive – in this work.

We’d love to hear the story of how you built up your social media audience?

When I started PMA, I had a solid reputation in the Charlotte region thanks to our work across the Carolinas. But I wanted to build something bigger, a platform that could reach leaders across the country and even around the world. Social media seemed like the natural way to do that, but I didn’t want to just post for the sake of posting. I wanted to share something of value.

That’s when the idea for the Your Path to Nonprofit Leadership podcast really took shape. Fortuitously, my daughter Lauren had just graduated from college in May of 2019 and agreed to help launch it. After I first got clear about exactly what a podcast was (!), we released our first five episodes on National Philanthropy Day that November, figuring we’d give it a try and see what happened.

Now, 318 episodes later, we’ve produced an episode every single week since that launch. What started as a side project has become the cornerstone of our content strategy and a primary driver of our audience growth on social media, allowing me to interview wonderful nonprofit leaders and experts from around the world. The discipline of producing weekly episodes has been a gift – it gives us something thoughtful and relevant to share across platforms, fuels our Thursday Leadership Lens newsletter, and keeps us consistently engaging with our community.

My advice to anyone just starting out? Start with something that adds value, something you’re passionate about and your audience actually needs. Then stick with it. You don’t have to go viral; you just have to be consistent. Over time, that steady drumbeat builds trust, credibility, and a loyal audience that will grow with you.

What’s been the most effective strategy for growing your clientele?

Our single-most effective growth engine has been community.

Nonprofit leadership can feel isolating, so every PMA program is designed to connect smart people who “get” each other. When we facilitate those relationships – introducing a Mastermind alumnus to an Emerging Leader, or seating consulting clients next to podcast guests at a social event – three things happen:

Retention: Leaders stick around because the community keeps adding value long after the curriculum ends.

Expansion: They migrate into other PMA offerings when a new challenge arises (a Mastermind grad moves into Leadership Gift School, for example).

Referral: They invite peers who are hungry for the same sense of connection.

The numbers back it up: roughly 75 % of our revenue now comes from repeat or referral business, and every Mastermind cohort includes at least one participant personally recruited by a current member. We reinforce the flywheel with small touches – alumni roundtables, regional meet-ups, and “bring-a-friend” socials – so the network keeps compounding without a big ad budget.

Bottom line: do great work, stay intentionally connected, and make your clients feel like valued members of a thriving peer group. When they succeed together, they’ll keep you in the room—and bring their friends with them.

Contact Info:

• Website: https://www.pmanonprofit.com
• Instagram: https://www.instagram.com/pmanonprofit/?hl=en
• Linkedin: https://www.linkedin.com/in/pattonmcdowell
• Other: https://www.podpage.com/your-path-to-nonprofit-leadership/

Image Credits

Lauren McDowell