Dr. Jay A. Barber, Executive Consultant 

In my decades of work in the nonprofit sector, I’ve seen this scenario play out too many times to count. A frustrated executive director confides, “My board won’t help with fundraising. They just aren’t stepping up the way I need them to.” Meanwhile, board members are quietly expressing their own discomfort: “I didn’t know I was supposed to be a fundraiser when I agreed to join the board! I have no idea how to raise money, and I’m not sure I’m comfortable with it.”

This disconnect leaves leaders feeling unsupported and board members unsure how best to serve the organization. It’s unhealthy for everyone involved and certainly doesn’t help advance the organization’s mission. So how do you avoid this common pitfall?

The problem stems from failing to set clear expectations from the start. As you recruit and onboard board members, here are five key things to keep in mind to establish a healthy foundation for working together.

1. Set Clear Expectations

In your board member job description, be explicit that individual board members are expected to contribute financially in their own capacity and to be willing to invite others to join them. This means introducing their networks to the organization’s mission and inviting them to provide financial support as well.

2. Help Them Connect

Create opportunities for each board member to experience the organization’s mission personally. Invite them to take a tour, volunteer, pray for the ministry, or simply be present at events. Once a board member has had a personal experience with the mission, they’re much more likely to be motivated and prepared to speak authentically about why the organization’s work matters and deserves investment.

3. Find the Right Role

Remember that your board members likely aren’t seasoned fundraisers. They can still play a vital role, but you’ll need to help them envision what that looks like. Here are three typical roles board members can play in fundraising. Each board member should be able to fit into one or more of these:

Advocate: They’re willing to speak positively about the organization’s mission and vision to potential donors.

Facilitator: They’re willing to host a small gathering or one-on-one meeting between a potential donor and the executive director or other organizational leader to share the mission and vision.

Asker: They’re willing to work with organizational leadership to meet with potential donors and are comfortable asking the donor to join them in making a financial contribution.

4. Equip Board Members for the Task

Fundraising is a skill that can be learned and improved with practice. Provide “how-to” training for board members in whichever of the three roles they feel most qualified to fill (Advocate, Facilitator, or Asker). Offer role-playing exercises that demonstrate how their participation would work in real situations. Your board members will be more willing to help once they feel confident they understand and are capable of what you’re asking them to do.

5. Celebrate Frequently

Keep fundraising front and center at every board meeting. Celebrate fundraising successes and encourage board members to share their experiences in the process. Positive reinforcement and seeing others step up encourages everyone to continue with this important aspect of their role.

Bonus: One of the most impactful—and likely easiest—activities your board members can engage in is thanking donors. A phone call from a director or trustee simply to say “thank you” for a significant contribution is a meaningful way to show donors they truly matter. It strengthens the relationship between your board member and the donor and often encourages continued financial support.

 

When board members understand their fundraising role from day one, receive proper training, and have clear pathways to participate, they transform from reluctant volunteers into enthusiastic advocates for your mission. Yes, investing this time upfront requires effort, but the payoff is significant: you’ll multiply your fundraising capacity many times over as passionate board members naturally share what they love about your organization with their networks.

 

 

We’ve been privileged to help many organizations be more effective in their fundraising by learning and implementing relational fundraising principles in their work with donors. Want to talk?