113. How to Build Trust and Stand Firm in Fundraising
About this episode
Have you ever wondered what it would feel like if the nonprofit sector truly centered trust, collaboration, and empathy at its core? What if we reimagined fundraising and leadership in a way that put people—and their dignity—ahead of rigid power dynamics and outdated models? I’ve been giving a lot of thought to these questions lately, and after my recent conversation with Martha Schumacher, I’m more convinced than ever that the future of philanthropy depends on boldly embracing trust-based relationships as well as the courage to rewrite old narratives.
In this episode, I share the most compelling insights from Martha’s conversation on The Intentional Fundraiser podcast. Whether you’re a major gift officer, a development director, an executive director, or a board member, what follows will challenge and inspire you to lead with courage, integrity, and heart. Let’s dive in together—you’ll leave with new tools, a fresh perspective, and renewed hope for real change.
Trust-Based Philanthropy: Moving Beyond the Status Quo
When we talk about trust-based philanthropy today, it’s easy to point to high-profile givers like MacKenzie Scott, whose unrestricted, no-strings-attached gifts have sent shockwaves through the sector. But for me, and for leaders like Martha Schumacher, trust isn’t so much a trend as it is a fundamental value that should permeate everything we do—inside our organizations, within our teams, and certainly in our relationships with donors.
Here’s what stood out in Martha’s framing: if your organization makes trust a high priority—among your staff, your donors, your board, and your community—you are already ahead of the curve. We need to treat nonprofit and development professionals as adults and empower them with flexibility and confidence. This kind of trust gives people “a little bit of breathing room,” in Martha’s words—a chance to escape the treadmill of reporting and restriction, and a real opportunity to innovate, collaborate, and create lasting impact.
Take the story of Meals on Wheels in the Southeast, who received a $5 million unrestricted gift. Yes, their finances transformed overnight, but so did their reputation in the community. Local donors sent additional gifts simply because, as one note read, “If MacKenzie Scott believes in you, you must be doing something right.” Trust breeds more trust—it’s contagious, and it can be transformative.
Addressing Power Dynamics: Integrity, Courage, and Collaboration
One of the most difficult topics we face as nonprofit leaders is the complex web of power dynamics—between boards, funders, staff, and the communities we serve. Too many times, donor-centric approaches have been misinterpreted as donor supremacy, with missions bending in the wind to chase big checks, rather than standing strong in their strategic priorities.
Martha and I explored how critical it is to say “no, thank you” to gifts that cause mission creep, even when the dollars are tempting. Instead, the courageous path may be introducing that donor to a partner organization better suited to their goals, demonstrating integrity, and perhaps even strengthening that donor’s respect and future commitment to your cause.
Just as urgent is the need to safeguard our people—our staff, our emerging leaders. The Fundraiser Bill of Rights isn’t just a piece of paper; it’s a shield and a source of strength. When we name, confront, and correct outdated or harmful power dynamics—whether they show up as microaggressions, inappropriate comments, or simply as inequitable relationships—we model a new kind of leadership. It is upon us to speak truth to power, to protect our teams, and to create work environments where everyone thrives.
And let’s not forget the hard conversations with donors who may hold misconceptions or biases about those we serve. As Martha reminded me, it’s our job to “educate and reality-check.” Not every donor will walk with us on the whole journey, but our role is to stand strong for our mission, to advocate for those who can’t, and, when necessary, to walk away from money that comes with strings that threaten our organizational values.
Reimagining Leadership: Empathy, Humility, and the Power of Listening
The heart of transformative fundraising—and I’d argue, transformative leadership—is both deceptively simple and profoundly demanding: deep listening, empathy, and humility.
Martha’s approach to active listening centers on a simple, powerful goal: “improve mutual understanding.” Whether with donors, staff, or board members, this means cultivating true curiosity—asking questions without pre-planning your reply, being genuinely present, and valuing the mosaic of perspectives that shape our sector.
It also means embracing complexity. We don’t need carbon copies of ourselves or our beliefs on our teams or in our supporter base. Diverse points of view strengthen our organizations, expand our impact, and help us build a civil society that’s fit for the challenges ahead.
As fundraisers and leaders, we are called to stand in that complexity—sometimes navigating tension, sometimes holding space for difficult conversations, and always remembering that, above all, “everyone you interact with—your boss, your staff, your donors, your constituents—are human, like you.” This is how we build trust, inspire generosity, and lead real change.
A More Just, Inclusive, and Meaningful Future.
If you take away one thing from my conversation with Martha Schumacher, let it be this: leading with trust, integrity, and empathy isn’t just the right thing to do—it’s also the key to achieving transformational impact. By centering people, embracing humility, and having the courage to speak up for our missions and our teams, we can steer philanthropy toward a more just, inclusive, and meaningful future.
I’d love to hear your stories and insights. Have you faced challenges around trust, power, or mission alignment? How are you strengthening your team and your culture? Leave a comment below and share this post with a colleague who needs a shot of inspiration today—and of course, give this episode a listen if you haven’t already!
With heaps of gratitude,
Tammy Zonker
Major Gift Expert & Keynote Speaker
Our guest
Martha Schumacher, President, Hazen and HILT
LinkedIn / Contact / Website
“If you are not protecting your people, really at all costs, then something’s off. Your priorities are off.”
Martha Schumacher, President, Hazen and HILT
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