121. How ‘Calling All Heroes’ Elevates Fundraising and Community Impact
About this episode
If there’s one thing my nearly three decades as a major gifts professional have taught me, it’s that our work is never just about dollars. It’s about people, purpose, and possibility. Today is especially meaningful for me as I celebrate the official release of my new book, Calling All Heroes: Combining the Best of Donor-Centered and Community-Centered Fundraising for Greater Impact. I wrote this book for you: the major gift officers, development directors, executive directors, and board leaders who show up each day with passion for your mission and a commitment to making real, lasting change.
You, more than anyone, understand the tremendous complexity and opportunity that comes with leading a fundraising program in today’s world. The landscape is evolving rapidly. Together, we’re being called to rethink what it means to fundraise with integrity, courage, and, most importantly, with humanity at the center.
The Common Roadblocks We Face
In my experience, every organization—large or small, well-funded or scrappy, faces similar challenges:
Division Over Fundraising Models
Too often, I see our sector split between donor-centered versus community-centered approaches, with both sides passionately advocating for their “correct” philosophy. This debate can get heated and drain valuable time and energy that should be spent advancing our missions together.
Mission Drift & Power Imbalances
I’ve seen organizations get sidetracked, chasing major gifts at the expense of their core mission or the dignity of those served. It’s easy to lose the heart of what brought us here when the pressure for revenue becomes all-consuming.
Burnout & Turnover
The nonstop expectation to “do more with less” is wearing us down. I’ve witnessed amazing fundraisers and leaders step away from the sector, not for lack of passion, but because the grind became unsustainable.
Lack of Diversity & Inclusion
Despite our best intentions, our teams too often do not reflect the communities we serve, limiting our reach, innovation, and, ultimately, our impact.
Focusing on Dollars, Not Impact
We celebrate big totals, but sometimes neglect to measure, and truly value, the deeper, human-centered impact of our work on donors, beneficiaries, staff, and entire communities.
Does any of this resonate with you? I know I’ve felt these pain points firsthand, and I hear them echoed in conversations with colleagues across the nation.
Solutions that Move the Needle
Over the years, I’ve found the most enduring solutions are rooted in empathy and pragmatism, balancing the “art” and “science” of fundraising. Here’s what has made a difference for me:
Blending Instead of Choosing Sides
Rather than arguing for a single model, I’ve seen organizations thrive when they blend donor-centered and community-centered approaches. I call this “human-centered fundraising.” It means honoring donor motivations and generosity, while ensuring community wisdom and voice remain central to every decision.
Building Diverse & Collaborative Teams
One approach I’ve seen work well is intentionally recruiting and empowering diverse fundraising teams, across race, age, background, and lived experience. When every perspective has a seat at the table, trust deepens and innovation flourishes.
Transparent Communication & Power Sharing
Real impact comes from fostering transparent communication. I’ve learned to have honest, sometimes courageous, conversations with donors and board members, especially when ideas diverge from our mission. Transparency builds trust and keeps everyone’s sights set on the true purpose.
Leveraging Technology, Maintaining the Human Touch
AI and digital tools are transforming our sector. In fact, recent data shows 82% of fundraisers are now comfortable using AI for outreach, although 63% still worry about maintaining authenticity. I believe technology should amplify, not replace, the human relationships at the core of our work.
Practical Steps You Can Take Right Now
Here are some actionable steps, based on both my personal experience and the strategies detailed in Calling All Heroes, to help you and your organization move forward:
Conduct a holistic fundraising audit: Review not just revenue, but your donor retention, team diversity, and stakeholder engagement levels.
Map your donor and community journey: Identify every touchpoint and ask yourself: are we building authentic relationships, or just facilitating transactions?
Pilot a blended approach: Try inviting both donors and community members to co-create a campaign or event—even if you start small.
Invest in your people: Prioritize ongoing training in relationship-building, inclusive leadership, and community engagement.
Measure what matters: Track not only dollars raised, but also donor satisfaction, lives impacted, and the strength of community partnerships.
Have courageous conversations: Don’t shy away from honest dialogue with donors and board members about your organization’s values and vision.
Looking Ahead: A Call to Collective Action
In my experience, the most meaningful change happens when we listen deeply and act courageously, together. The real heroes in our sector aren’t solo saviors, but those who show up with humility, integrity, and a willingness to unite across old divides.
If you’re ready to reclaim what it means to be a hero in fundraising. If you want your work to honor generosity, celebrate diversity, and create lasting impact, I invite you to order your copy of Calling All Heroes from your favorite online book platform below and begin implementing human-centered fundraising in your organization today.
Order your copy today (or gift one to a friend or colleague) at these links:
→ Amazon
→ Indigo
Let’s continue building the future. Our sector’s greatest strength is unity. Our challenges demand shared courage. The next chapter in fundraising will be written by all of us, side by side.
With heaps of gratitude,
Tammy Zonker
Author, Major Gift Expert & Keynote Speaker
ps – If you want extra copies for your team, your local chapter, or an upcoming conference, place your discounted bulk order here, and we’ll take care of the rest.
“The most meaningful change happens when we listen deeply and act courageously, together.”
Tammy Zonker, Author, Major Gift Expert & Keynote Speaker
The Intentional Fundraiser podcast has been selected by FeedSpot as one of the Top Fundraising Podcasts on the web.
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