112. Bridging the Gap: Blending Donor and Community-Centered Fundraising
About this episode
Have you ever wondered why, despite our relentless passion and hard work, the nonprofit sector continues to battle burnout, division, and donor fatigue? I know I have. Like many of you—whether you’re a major gift officer, executive director, development professional, or board member—I’ve felt both the exhilaration of our collective mission and the weight of our sector’s biggest challenges. But what if the real answer isn't about choosing sides?
What if the path to greater impact means coming together as heroes—each playing a vital role in a bigger, more unified story? In this post, I’ll show you how blending the best of donor-centered and community-centered approaches, building diverse teams, and leading with courageous empathy can drive real, human-centered change. You’ll leave with practical steps and the inspiration to transform not only your fundraising but your entire organization.
The Power of Coming Together: Beyond Old Debates
Let me take you back nearly three decades, to when I was just starting out as a young fundraiser. I was surrounded by brilliant and dedicated colleagues, each striving for the same ideal: transforming lives through philanthropic support. Yet beneath the surface, I often felt isolated and worn down by the tension between competing fundraising philosophies. The sector seemed divided—donor-centered on one side, community-centered on the other. Sometimes, the debate itself felt draining, distracting us from our shared purpose.
If you’ve ever wrestled with mission drift, power imbalances, or a tug-of-war between fundraising models, you’re not alone. These pain points are deeply familiar: the pressure to do more with less, chronic burnout and turnover, teams that don’t reflect the communities we serve, and the persistent focus on dollars over deeper impact. For so long, our sector has operated in survival mode. But flipping the script begins with one simple, profound shift: stop choosing sides, and start building bridges.
The strongest organizations are those that embrace human-centered fundraising—honoring the motivations of donors while positioning community needs and voices at the very core. Think of it as conducting a symphony. Each member—donor, staff, board, beneficiary—brings a unique instrument. Only together do we create music that truly moves the world.
Strategies That Transform: Unity, Diversity, and Authenticity
1. Blend Fundraising Philosophies for Human Impact
Over the years, I’ve discovered that the most effective strategies combine empathy and practicality. Instead of choosing between donor-centered and community-centered approaches, I advocate for human-centered fundraising—a blended model where donors are valued partners, and community voices help shape every decision. This shift isn’t just theoretical; it transforms relationships, deepens engagement, and keeps everyone pointed toward a common “true north.”
2. Build Diverse and Collaborative Teams
Here’s a truth I’ve seen time and again: innovation and donor engagement flourish when everyone has a seat at the table. At The Children’s Center in Detroit, we intentionally built a high-performing, diverse development team. The results? We tripled philanthropy in three years, doubled it again in the next six, and most importantly, transformed our philanthropic culture. Donors, staff, families, and community members all felt seen, heard, and valued as partners in the mission.
3. Practice Radical Transparency and Power Sharing
Being transparent is more than a buzzword; it’s a superpower. I’ve learned to have honest, sometimes tough, conversations with donors—even when that means gently correcting misconceptions or upholding the integrity of our mission. True partnership requires us to acknowledge power imbalances and to share leadership. Imagine your organization as a ship—donors may help steer, but you must keep the compass set toward your mission.
4. Leverage Technology Without Losing Heart
Technology can free us from repetitive tasks and help personalize donor engagement, but it should never become a substitute for authentic relationships. Did you know 82% of fundraisers are now comfortable using AI for outreach, though 63% worry about losing authenticity? Let technology amplify your voice, not replace it.
5. Measure What Matters Most
Too often, we focus only on fundraising totals and miss the larger impact. According to the Fundraising Effectiveness Project, only 19% of first-year donors give again the next year, and fewer than 50% of second-year donors continue. It’s a costly cycle. What if we also measured team diversity, donor and recipient satisfaction, and collaborative impact?
Putting Inspiration Into Action
Ready to move from inspiration to action? Here are steps you can take right now:
Conduct a fundraising audit: Assess not just revenue, but donor retention, diversity, and stakeholder engagement.
Map your donor and community journeys: Look for points where you can build deeper relationships, not just transactions.
Pilot a blended approach: Invite both donors and community members to co-create a campaign or event.
Invest in your team: Prioritize training in relationship-building, community engagement, and inclusive leadership.
Have courageous conversations: Don’t shy away from challenging donors or board members when their ideas don’t align with your values.
In my book, Calling All Heroes, I call this “The Hero’s Journey.” It’s about moving past old divisions and leading with both heart and strategy.
Our Strength is in Unity
In the nonprofit sector, our strength is our unity—across philosophies, backgrounds, and roles. When every donor, staff member, volunteer, and recipient feels like a hero, our organizations become engines of lasting change. The biggest challenges are simply too big for any one approach or person to solve alone. But united, we can transform not just our fundraising, but our world.
If you found this post helpful, I invite you to share your thoughts in the comments—and pass it along to a colleague or friend who could benefit. Let’s inspire each other to rise, together.
If you’re ready to move beyond divisive debates and build a truly human-centered approach to fundraising, pre-order my new book, Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact, at https://callingallheroesbook.com.
With heaps of gratitude,
Tammy Zonker
Major Gift Expert & Keynote Speaker
“The strongest organizations don’t pick a side; they build that bridge. It’s what we refer to as human centered fundraising..”
Tammy Zonker, Author, Major Gifts Expert, President of Fundraising Transformed, President of Modern Institute for Charitable Giving
Resources mentioned in this episode
The Intentional Fundraiser podcast has been selected by FeedSpot as one of the Top 80 Fundraising Podcasts on the web—and we’re honored to be ranked No. 11!
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