650. Human-Centered Major Gifts: How to Build Your Pipeline - Tammy Zonker
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Overview
Meet Tammy 🤝, the President + Founder of Fundraising Transformed and the Author of ‘Calling All Heroes’.
With over 30 years of experience in fundraising, Tammy Zonker shares personal insights that have shaped her human-centered approach. She emphasizes empathy and trust as the foundation for genuine donor relationships, creating real, lasting connections. Tammy offers practical strategies to inspire donors to become lifelong advocates and build authentic, impactful partnerships that truly resonate.
This episode is for anyone who believes in the power of thoughtful, compassionate giving to change lives ✨
Learn:
Why human-centered fundraising should focus on empathy and understanding
How listening is a key pillar in building relationships with donors
Why power dynamics must be navigated carefully in donor relationships
Why generosity often comes from those who have faced hardship themselves
How Storytelling is a powerful tool in fundraising
Bravery in decision-making can lead to greater impact
5 Pillars of Human-Centered Fundraising
Listening – Practicing deep, curious listening to understand others’ stories and experiences, especially across differences.
Empathy – Approaching with true empathy (not just sympathy), seeking to understand lived experiences and create belonging.
Creating Belonging – Building spaces where everyone’s lived experience is valued, learning from each other, and fostering shared values.
Authentic Partnership – Forming genuine partnerships by naming truths respectfully and compassionately, and engaging in open, honest conversations.
Transparency – Being open and truthful, even when it’s difficult, to build trust and dismantle power dynamics.
“If someone, no matter their wealth, doesn’t share the beliefs and values behind our work and organization, their money isn’t the right fit here.”
Episode Transcript
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Episode Highlights
Tammy Zonker's Journey and Empathy in Fundraising (02:20)
Reclaiming the Concept of Heroes in Fundraising (05:19)
The Five Pillars of Human-Centered Fundraising (08:12)
Building Trust and Authentic Partnerships (11:18)
Navigating Power Dynamics in Fundraising (14:19)
Transparency and True Partnership with Donors (17:18)
The Courage to Release Donors (19:42)
Understanding Mid-Level Donors (22:03)
Listening as a Strategy for Small Shops (27:21)
The Power of Open-Ended Questions (31:34)
A Story of Generosity and Community (35:07)
Tammy’s One Good Thing (40:00)
Resources:
Jon Powell | The Power of Bridging: How to Build a World Where We All Belong
Powerful Quotes
“The problems we are working to solve are far more complex than people understand.” - Tammy Zonker
“One of the unintended shadow sides of donor-centered fundraising are the power dynamics.” - Tammy Zonker
“Replace old transactional practices and models with true, authentic partnerships.” -Tammy Zonker
“Get back to healing the broken trust that exists.” -Tammy Zonker
“We are all more alike than different.” - Tammy Zonker
“True partnership means we are transparent. We tell the truth even when it’s difficult, and if that donor does not agree with us, they’re not our people.” - Tammy Zonker
“I believe that when we show that kind of courage and stand firm in our values, we’ll attract many who want to work with an organization of integrity, vision, and belief. It takes courage, but we’ll gain more than we lose.” - Tammy Zonker
Tammy’s One Good Thing: Be brave. What one brave decision can you make today? (40:00)
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