Why Fundraising Is Really About Belonging, Not Asking

Many people find their way into the nonprofit sector by accident. Ken Miller found his way there by experience—and purpose.

In a recent episode of the Nonprofit Council Podcast, May Harris sat down with Ken, founder and CEO of Denali FSP, longtime fundraiser, speaker, and author, to talk about what fundraising really is, why resilience matters more than ever, and how nonprofits can reconnect people to something deeper than a donation form.

Ken’s story is anything but linear. Ivy League graduate. Corporate sales professional. Years of homelessness, drug use, and incarceration. And then, unexpectedly, a job opening at a soup kitchen—an organization he once relied on himself. Within weeks, he knew he had found the work he was meant to do.

That lived experience shaped how Ken understands fundraising, and his perspective challenges one of the biggest misconceptions in the sector.

Fundraising Isn’t About Money—It’s About Meaning

Ask almost any fledgling development professional what scares them most, and the answer is usually the same: asking for money. Ken doesn’t deny that fear exists—but he reframes it entirely.

Fundraising, he argues, is not about convincing or pressuring anyone. It’s about offering people an opportunity to feel good about supporting something they already care about. The “product” nonprofits offer isn’t a service or a tangible good—it’s connection, purpose, and impact. Once that clicks, the fear of asking fades. The fundraiser isn’t taking anything from the donor; they’re inviting them into a shared mission. A shared we.

That mindset shift is critical, especially in a world where so many people feel disconnected from their communities. Traditional gathering places—civic groups, faith institutions, even social clubs—have declined in participation and accessibility. Nonprofits, and particularly development teams, now play an outsized role in rebuilding that sense of belonging.

Storytelling Creates Depth in a Shallow World

Ken and May also explored how modern communication works against deep connection. Social media delivers information quickly, but often superficially. Fifteen-second videos can spark awareness, but they rarely create understanding or commitment.

That’s where storytelling comes in.

Effective fundraising doesn’t rely on bullet points or statistics alone. It paints a picture of the future: Here is an issue that negatively impacts our world, but, with your support, here’s what becomes possible. Stories activate imagination, and imagination activates emotion. Emotion, not logic, is what drives giving.

This isn’t manipulation—it’s how humans create meaning and connection.

For nonprofit leaders, the lesson is clear: know your story, especially your founding story. Be able to articulate why the organization exists, not just what it does. Passion, when authentic, is contagious.

Strong Missions Still Need Strong Foundations

While vision and storytelling matter, Ken was equally clear about something slightly less inspiring—but just as essential: fundamentals.

Nonprofits fail not only because of funding challenges, but because of weak supporting infrastructure. Leaders must understand financial statements, set realistic budgets, comply with state solicitation laws, and establish ethical and independent governance. Good intentions don’t replace good practices.

One recurring pitfall Ken highlighted is founder-led boards with few or no independent thinkers. Founders who seat their boards with those closest to them, they end up with “bobble-head” boards, who aren’t engaged and simply nod their heads along with whatever is said. Additionally, when boards are made up entirely of friends and family, accountability disappears - and regulators notice. Building a nonprofit that lasts means doing it right, even when it’s uncomfortable.

Resilience: Preparing for What You Can—and Facing What You Can’t

Toward the end of the conversation, the focus shifted to resilience—something Ken speaks and writes about extensively.

He distinguishes between two kinds of setbacks: the ones you know are coming, and the ones you don’t. When challenges are predictable, preparation is key. When they’re unexpected, the first step isn’t action—it’s clarity.

Before reacting emotionally, leaders must identify the truth of the situation. What are the facts? What’s actually solvable? Sometimes resilience means problem-solving. Other times, it means acceptance and adaptation.

That perspective is especially powerful for nonprofits facing the end of their life cycle. Closing an organization isn’t failure—it’s a natural transition. What matters is honoring the impact made and carrying the lessons forward.

You Don’t Have to Do This Alone

Ken closed with a reminder that resonated deeply: mentorship matters. No one thrives in isolation, especially in demanding leadership roles. Finding mentors—and communities—can make all the difference.

For professionals of color in particular, Ken emphasized that support networks do exist, even when it feels otherwise. He encourages these leaders to check out organizations like African American Development Officers or Men of Color in Development, or even attend conferences like The Nonprofit Storytelling Conference. Organizations and gatherings like these create a sense of community, support, and, most importantly, connection. Connection, after all, is at the heart of the nonprofit sector.