Nonprofit Lowdown – Episode #374: Building a System in 2026

Host: Rhea Wong
Date: February 2, 2026

Episode Overview

In this solo episode, Rhea Wong shares her perspective on why the traditional, activity-based fundraising model is fundamentally broken and explores a new, systems-driven approach for major gifts in 2026. Drawing on her decades of experience and recent developments in the sector, Rhea introduces listeners to the Engagement Fundraising Operating System—a donor-driven, consent-based framework focused on predictability, relationship, and true sustainability. The episode serves as both a wake-up call and a practical guide for nonprofit leaders exhausted by old fundraising heroics and ready to modernize their operations.

Key Discussion Points & Insights

The Problem: Why Old Fundraising Models Are Broken

• Reliance on Individual Effort: The sector’s continued dependence on the “heroics” of individual fundraisers is unsustainable and leads to widespread burnout.
  • “We can not continue to rely on the heroics of one person in the organization.” (03:44)
• Cognitive Overload & Burnout: Without a system, fundraisers carry too much in their heads, leading to inefficiency and exhaustion.
  • “That’s cognitive overload. And eventually, sadly, … it leads to burnout.” (05:41)
• The Myth of Productivity: Many organizations confuse busyness with strategy—activity is mistaken for progress.
• Vague & Organization-Centered Processes: The classic moves management cycle (Identify → Qualify → Cultivate → Solicit → Steward) is donor-unfriendly, based on assumptions and urgency rather than true collaboration.

Notable Quotes

• “You do not rise to the level of your goals. You fall to the level of your systems.” —Citing James Clear (02:18)
• “You cannot fundraise relationally without a relational system.” (06:47)
• “The problem isn’t the donors. The problem is the model that we have inherited.” (14:38)

Why Guesswork is Costly

• Guesswork in fundraising creates financial and emotional costs: missed opportunities, lost gifts, donor fatigue, and staff burnout.
  • “When you’re basing your activity on guesses and vibes instead of actual strategy and framework, you're creating mistiming, lost momentum, the almost gifts that quietly die. Burnout disguised as commitment.” (07:15)

The Shift: Why and How Fundraising Must Change in 2026

• Battling for Attention: Modern donors are overwhelmed, leading to escalated skepticism and mistrust.
  • “Donor mistrust is at an all time high … simply because of the age that we're living in.” (17:36)
• Donor-Driven, Consent-Based Fundraising: Fundraising needs to be based on signals, timing, consent, and relationship—inviting donors to opt-in at each stage rather than pushing them along a predetermined path.

The Engagement Fundraising Operating System

Overview

A new, six-stage model based on Greg Warner’s Engagement Fundraising Operating System, replacing the traditional cycle:

1. Engagement
2. Pre-Qualification
3. Complete Qualification
4. Cultivation
5. Co-Creation of Proposal (instead of solicitation)
6. Stewardship

Key Mechanics Explained

1. Engagement Data

• Fundraisers stop guessing—prospect identification is now based on data and observed engagement, not just presumed wealth or previous giving.
  • “We track responses, we track initiation, we track follow through, we track depth over time.” (23:15)

2. Two-Step Qualification

• Pre-Qualification: Determine initial alignment via survey/conversation; only pursue further if there's demonstrated mutual curiosity.
  • “Disqualifying people is as important as qualifying people.” (25:11)
• Complete Qualification: A clear, consent-based conversation. Donors agree to explore partnership; they “opt-in” to the relationship and caseload.
  • “They are only fully qualified when they say yes, … to exploring a partnership.” (28:04)

3. Caseloads Are Earned, Not Assigned

• Only donors who have actively opted in become part of a fundraiser’s caseload, protecting both donors and staff.
  • “Caseloads are earned and they're people who've opted in—willingly consented to be in your caseload.” (31:28)

4. The Value of a Repeatable, Scalable System

• This approach relieves individual burden, prevents burnout, eliminates uncomfortable asks and shame, and makes fundraising teachable across the organization.

Practical Tips & Cautions

• Use Surveys Carefully: Surveys should spark genuine engagement, not serve as a research instrument blasted to your full database. Only send surveys to as many people as you can meaningfully follow up with.
  • “The survey is not a research tool. The survey is an engagement tool—the first step towards opening a conversation.” (36:12)
• Slow, Intentional Implementation: Begin with small batches and perhaps your board.
• Open Relationships, Don't Chase Transactions:
  • “Your job is not to close a gift, it’s to open a relationship.” (37:08)

Memorable Moments & Quotes

• Fundraisers Aren’t the Problem:
  • “It is not your fault. A lot of us have inherited a system that simply does not work. And instead of acknowledging that … we just grind harder.” (09:25)
• Humor & Relatability:
  • “Maybe I should get a hat: ‘Make fundraising human again.’” (11:57)
  • On desperation in fundraising: “It’s the equivalent of being in a bar and going up to every single person who kind of winks at you to see if you want to get married—it’s exhausting, right?” (26:49)
• Fundraising as Partnership:
  • “Think of yourself as a philanthropic advisor or like a lawyer with a clear scope of work.” (28:51)

Timestamps for Major Segments

• 00:00–03:43 – Rhea’s introduction & setting the context
• 03:44–09:25 – Why the current model is broken; burnout & inherited systems
• 09:26–15:10 – The flaws of traditional moves management & organization-centric fundraising
• 15:11–19:32 – Donor skepticism & why the climate in 2026 demands a shift
• 19:33–21:46 – Introducing the Engagement Fundraising Operating System
• 21:47–28:50 – Mechanics of the new system: engagement data, pre-qualification, consent
• 28:51–32:16 – Caseloads, relationship-building & avoiding burnout
• 32:17–39:20 – Best practices, implementation cautions, and call to action

Closing Thoughts & Call to Action

Rhea encourages listeners to reflect on their current systems and honestly assess where breakdowns occur. She offers support through her cohort-based implementation program, Big Ask Gift, emphasizing that lasting change requires more than ad hoc fixes.

“What would change if fundraising stopped living in your head? And what would make it possible for you, your team and your donors if you finally built a system? It’s 2026, y’all. We do not have time to waste.” (42:15)

For more resources or to join Rhea’s implementation program, listeners are directed to visit riawong.com or book a Donor Growth Evaluation Call.