115. Breaking Down Silos: Why the Future of Fundraising is Human-Centered
About this episode
Have you ever felt torn between honoring your donors and staying true to your community? If you work in the nonprofit sector—whether you’re a major gift officer, development director, executive director, or board member—I’m guessing the answer is yes. Lately, I've seen this divide growing, and I know just how exhausting and lonely it can feel to stand at this crossroads, being told you must choose either donor-centered or community-centered fundraising. But what if I told you there’s a way forward that doesn’t force us to pick sides? In this episode, I’m going to share what human-centered fundraising really looks like—and promise you’ll leave with clear, practical strategies for connecting people and unlocking more meaningful, sustainable giving.
The Divide Is Real—But So Is the Opportunity
Picture this: I’m sitting across from a donor, five years of loyal giving behind them. They lean in and say, “You know what? I’m done with feeling like just a checkbook. I want to be part of something bigger.” Then they walk out. It’s a scene playing out nationwide, and honestly, it breaks my heart. Every conversation I have with nonprofit leaders these days seems to circle back to this growing fundraising divide. One executive director told me recently, “My board is split. Half want us to focus entirely on our major donors—wine and dine them, make them feel special. The other half thinks we're perpetuating elitism and want us to shift to community-centered approaches. Honestly? I’m losing sleep over this.”
And it’s more than just anecdotal. According to the 2025 State of the Nonprofit Sector Survey, 85% of organizations expect service demand to increase this year, even as 36% finished last year with an operating deficit—the highest rate in a decade. I get it: you’re being squeezed from every direction, and old debates are dividing us when unity is what we need most.
But here’s where I lean in: What if we could move beyond this either-or? What if we started to see donors and communities as parts of the same human ecosystem, rather than as separate factions? That’s where human-centered fundraising comes in. It’s about building bridges—not walls—between generosity and wisdom, impact and belonging.
Bringing Human-Centered Fundraising to Life
Let me tell you a story from the field, because theory only matters if it works in the real world. Last month, I consulted for an organization whose major donors wanted traditional engagement—cultivation events, recognition, the whole nine yards. Meanwhile, community partners said, “We want to be at the table, not just talked about.” Instead of picking a side, we created a “Shared Impact Council” where major donors and community members work together to set priorities, design programs, and define success. The result? Their largest donor increased their gift by 37% after feeling a deeper connection to real impact. Community satisfaction? Through the roof.
Human-centered fundraising isn’t a buzzword—it’s a framework with three core pillars:
1. Shared Listening
This means more than just getting donors and community stakeholders in the same room. It’s about facilitated, intentional conversations. One organization I work with has “Story Circles” every month. Donors, staff, and community members share what brought them to the cause. These aren’t fundraising events; they’re about building trust and mutual understanding. And the impact? Donations go up, but so does meaningful engagement from everyone involved.
2. Transparent Impact
Donors want to know the tangible outcome of their gifts, but they also crave a sense of shared wins. That’s why I love “Impact Ecosystem Reports,” which show both how an individual gift drives change and how that generosity combines with government funds, volunteer hours, and other donations to create a holistic solution. When people see both their unique impact and the way they’re part of something bigger, it inspires deeper loyalty.
3. Mutual Dignity
Here’s the foundation: Every interaction must be grounded in the recognition that everyone brings valuable wisdom and resources. Whether it’s a million-dollar donor or a community volunteer, each contribution matters. When we operate from a place of mutual dignity, we break down false hierarchies and invite authentic collaboration.
Five Ways to Start Building “Human-Centered” Bridges—Today
I know change can feel overwhelming. But you don’t have to overhaul everything overnight. Here are five practical steps you can try immediately:
Ask deeper questions: Begin every donor and community engagement with “What first drew you to this cause?” Listen—really listen—to the answer.
Daily human moments: Commit to one personal act of connection every day, like a handwritten thank-you or a no-agenda call.
Build story bridges: Weave donor and community impact stories together—never silo them.
Close the feedback loop: Regularly gather input from both communities and donors, and report back on what you’ve changed because of their feedback.
Embrace abundance: Refer donors to partner organizations when appropriate. Abundance thinking builds trust, and organizations trusted in the community receive more support.
And if you’re feeling stretched thin, remember: start small. Invite one donor to a community event as a participant; ask a community partner to share their perspective at your next board meeting. Step by step, these actions build the bridges our sector so desperately needs.
The Promise—and the Power—of Human-Centered Fundraising
The future of fundraising isn’t about choosing between donors and communities. It’s about honoring the generosity, wisdom, and humanity in both. That’s the promise—and the power—of human-centered fundraising. When we move from fundraising for people to fundraising with people, everything changes. Donors become partners. Community members become co-creators. And we become bridge-builders in a world hungry for connection.
If this sparked something for you, I’d love to hear your thoughts. Connect with me on LinkedIn and post your comment. Please share this post with someone else in your network who’s wrestling with these questions. Together, let’s keep building the road forward.
With heaps of gratitude,
Tammy Zonker
Author, Major Gift Expert & Keynote Speaker
“We’re in the middle of what I call a growing fundraising divide, and it’s time we stop choosing sides and start building bridges.”
Tammy Zonker, Author, Major Gift Expert & Keynote Speaker
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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