Boards and Fundraising - Turning Myth Into Reality

One of the great myths of the nonprofit world can be summed up in two words: Boards fundraise. In my over 20 years of experience, I have found that the truth lies in two other words: They don't. But they could--if you train them correctly.

This does not mean that you give them a quick course in fundraising 101, tell them to list likely prospects and send them off to almost sure failure. It does mean that you partner with your Board to increase your fundraising successes.

First, make sure that your Board knows that most fundraising (over 75%)comes from individuals making a charitable gift (as opposed to going to events).

Here is where your Board can and should be a real resource. Fundraising, after all, is about relationships. Your Board members will have the strongest connections to likely donors. Beyond that, they will have credibility.

Staff, after all, are paid by the organization. They are seen as "salespeople." Board members on the other hand, pay -with their time, their talent and yes, their treasure-to be involved with the organization. When they ask someone to "join with me" in supporting the organization, the ask is seen as authentic.

But how do you get your Board to enthusiastically make that ask?

For starters, do a reality check with your Board. How do they define their fundraising role? If they understand what they should be doing-- what keeps them from doing it? Most importantly, what do they need from you to ensure their success?

And make no mistake--until they experience fundraising success, your Board will suffer from fundraising paralysis. This paralysis often develops because they do not know what, exactly, to do. Your job is to ensure they understand the process.

Start small. Ask your Board members to hand write thank you letters to recent donors. Not only will your Board members feel engaged, your donors will be thrilled-and feel more connected to your organization.

Next you might suggest they invite a donor to learn about what is going on with your organization. This could be a tour of your facility or an invitation for coffee or lunch. You should be at that first meeting and show your Board member how to involve the donor more tightly to the organization. That could be by asking them to increase their giving level, inviting them to volunteer, or just asking their advice or impressions about some aspect of your organization.

Next ask your Board member to invite one of his or her contacts to a meeting-with you and the Board member. One on one, show your Board that fundraising really is about giving people an opportunity to get connected to an organization they have great pride in, they will begin to see fundraising as an opportunity for them to share this pride with those they know.

Make a big, very big, deal of these appointments at your Board meetings. Thank the member(s) profusely and ask him or her to tell the others what occurred.

Inevitably, some of this will lead to gifts. More importantly, you will have partnered with your Board in service of your organization and by doing this you will turn the myth into reality. If you take the time, work with your Board, then you will be one of the few organizations that can say, "Our Board fundraises."

Janet Levine has over 25 years working at and with educational and nonprofit organizations, helping them to increase their fundraising capacity. She regularly teaches face to face and online classes in fundraising and grantwriting. Information on her classes and her services can be found at http://janetlevineconsulting.com