5 Steps to Turn Your Board into a Fundraising Board

“My board won’t help with fundraising.”

Sound familiar?

This is one of the top complaints I hear from dedicated nonprofit leaders like you.

Maybe you’ve felt that disheartening pang when an appeal falls flat, or you’re the only one pushing for event ticket sales.

You might even wonder if 100% Board giving is just a pipe dream.

But here’s the truth: it absolutely can be fixed!

Just imagine – your entire Board passionately spreading your mission, connecting with new supporters, and bringing vital resources back to help you change more lives.

This isn’t a fantasy. It can be your reality, especially when you learn how to make fundraising feel less hard.

I’ve spent years training thousands of Board members how to do their job, including raise money.

Along the way, I’ve learned A LOT about what makes an individual Board member tick.

And I’ve learned where they get hung up and why.

But the good news is, I’ve also figured out how to help them become a fundraiser voluntarily.

So let’s pull back the curtain and take a look at the 5 steps I follow to create a truly effective fundraising Board.

Your fundraising board isn’t a single entity; it’s a collection of unique individuals. While it’s tempting to assess the board as a whole, real change happens by focusing on each member.

Start by taking a close look at who you have on your board right now. Consider each individual’s level of engagement, skills, and willingness to help. Here are some questions to ask yourself about each board member to understand where to start:

• Are they engaged? Do they consistently attend meetings and respond to emails? (A red flag: If they’re not handling these basics, getting them involved in fundraising will be an uphill battle.)
• What are their natural skills? Do they have great people skills? Are they comfortable talking to others? Or would they prefer to write heartfelt thank-you notes?
• On a scale of 1 to 10, how willing are they to help with fundraising in some way?

In considering your responses to these questions, make a list of each Board member’s skills that are useful in raising money.

Later, you can plug them into roles where these skills can shine!

Remember: It’s absolutely fine if a board member is willing to help, but not comfortable making a direct “ask.”

Better to have them doing something they enjoy behind the scenes of fundraising than doing nothing at all.

Help them understand that fundraising is about building loyal relationships, not just about the ask.

This will significantly increase the chances of them saying “yes.”

People don’t necessarily decide to help raise money on their own, even your Board members.

It’s your job to inspire them to do it.

And what inspires people?

Stories and feeling connected to a purpose.

Try spending 5 minutes at the beginning of every Board meeting reconnecting members with your mission.

• Tell powerful stories about how your programs are changing lives.
• Show short videos or impactful pictures of your organization in action.
• Invite a board member to share their personal experience volunteering or witnessing your mission firsthand.
• Do something with a strong emotional pull.

It’s ok to think outside the box (or Board room) too.

Habitat for Humanity invites Board members to build houses and also invites them to be present at (and even participate in) the dedication ceremony where a new homeowner receives the keys to their new house.

It’s a very heartwarming experience and can quickly re-engage a Board member.

You may have something similar where you can invite Board members to be part of something special.

Above all else, remember: when people are inspired, they’re motivated to take action.

Once you’ve evaluated each board member’s skills and successfully inspired them, it’s time to plug them into a fundraising activity where they can truly be successful.

Not everyone will fit in the same spot.

This is why you don’t want to ask at a Board meeting for everyone to go get a sponsor for the upcoming event (for instance).

They won’t do it.

Some of them think they don’t know any potential sponsors, and others are afraid to ask.

If you match each person’s skills and interests with a fundraising activity, and invite them individually to help in a way that fits for them, you’ll be more likely to get a “yes” and see results.

Here are some ideas for engaging your Board members in fundraising that doesn’t involve asking for a donation:

• Like and share your nonprofit’s social media posts
• Promote online fundraisers through their own social media
• Facilitate a donation from their employer (including matching gift programs).
• Bring friends by for a tour of the nonprofit
• Help thank donors via phone calls or handwritten notes.
• Host small house parties or “friend-raisers” to introduce new people to your mission.
• Sell event sponsorships or tickets.
• Make connections with people they know who serve on foundations or corporate giving programs.
• Send letters/emails to friends, family, and colleagues asking for money
• Help find new monthly donors
• Help identify major donor prospects
• Assist in making an ask by accompanying you on a visit.

Once a Board member agrees to help, support them to be successful with their efforts.

• Provide the Tools: Make sure they have everything they need, from talking points to deadlines.
• Offer Training: This is where we come in! More on that in Step 5.
• Check In: Regularly ask how they’re doing and if they need anything. Show them you care – it makes a huge difference.

And when they succeed? Celebrate them! Congratulate them, brag on them, make a big deal out of their contributions. We all appreciate acknowledgment for a job well done, especially when it pushes us a little outside our comfort zone.

Most people dislike fundraising, usually because they’ve tried it before and didn’t like being told “no” or have some big fear around failing or looking stupid.

Fundraising doesn’t feel natural to most people.

We’re so used to being self sufficient that asking someone for help just goes against the grain.

Add on top of that the fact that we don’t like being rejected, it’s no wonder people shy away from fundraising!

No one is born knowing how to raise money.

It’s a learned skill.

And I haven’t seen a Board member yet go out and learn those skills on their own.

It’s your job to train them and give them the tools they need to do the job.

You wouldn’t hire a new Administrative Assistant and just throw her into the job without some orientation would you?

Instead, you’d show her around, go over her new responsibilities, and help her do her job.

Same thing with your Board.

• Teach your Board how donor-based fundraising works.
• Give them the tools they need to be successful.
• Help them find their comfortable “plug-in” spot.
• Share relevant articles and resources. (e.g., BoardSource.org)

You likely know more about effective fundraising than your board members do. So, teach them! And don’t stop. Ongoing education is key to sustained success.

Creating a Board culture where members willingly participate in fundraising can take some time.

It’s like turning a cruise ship – it’s a slow but important process to get where you’re wanting to.

And if getting where you want to go requires a Board full of people who help raise money (which is should), it’s definitely worth spending the time on.

If you want your Board to help you raise money and be more engaged, it’s your job to help them along.

Chances are good they don’t know what to do, don’t know what questions to ask, and have some emotional baggage around fundraising.

A little training and support can go a long way toward turning your current Board into a fundraising Board.