Recently, a seasoned Executive Director I had previously partnered with reached out for support. Her organization had completed a comprehensive fundraising capacity-building process with Advancement Advisors—including a development audit, a strategic fundraising plan, and training for both board and staff.
While meaningful progress had been made, she was still navigating a familiar challenge: board members were hesitant to engage in fundraising. Despite ongoing conversations about the board’s role in expanding networks and supporting development, engagement remained limited.
My first piece of advice was simple but essential: changing organizational culture takes time. Building a fundraising-minded board requires patience and persistence.
At Advancement Advisors, we hear variations of this story often. Many nonprofit leaders—regardless of size, experience, or mission—struggle to activate their boards as fundraising partners. The good news? With the right tools, strategies, and encouragement, your board can grow into a confident, mission-driven force for fundraising success.
Practical Strategies to Engage Your Board in Fundraising
Below are practical approaches to help overcome board reluctance and build a culture of philanthropy:
1. Recognize and Reinforce Positive Fundraising Behavior: Celebrate small wins publicly during board meetings or through email updates. Highlight specific contributions made by board members, such as:
- Introducing potential corporate sponsors
- Inviting friends to events who later became donors
- Promoting a giving campaign on social media
Share the impact of these actions—both in terms of dollars raised and broader community engagement. Acknowledge that fundraising can feel uncomfortable, and emphasize that expanding the organization’s network and positive reputation in the community is a valuable and achievable way board members can contribute. Offer staff support to make this process easier. When possible, invite contributing board members to share their experiences as learning moments—what worked, what felt challenging, and what support helped. These real examples reinforce that board participation in fundraising is not just about securing gifts; it’s also about building visibility, relationships, and a culture of philanthropy.
2. Host Fundraising Brainstorming Sessions: Facilitate group exercises during board or development committee meetings to identify potential donors, sponsors, or advocates. This exercise helps uncover untapped personal and professional networks, such as:
- Friends working at philanthropic corporations
- Relatives who lead small businesses
- Neighbors with donor-advised funds aligned with your mission
Board members often underestimate their networks. These sessions can create a low-pressure environment to surface opportunities.
Related Reading: Explore these 5 common mistakes of nonprofit fundraising.
3. Offer Indirect Engagement Opportunities: Not all board members are comfortable with direct solicitation—and that’s okay. Instead, ask them to suggest individuals or companies they personally know who might have a genuine interest in your mission. Be clear that you’re not looking for celebrity names or long shots—you’re looking for real, personal connections. Your development team can then follow up with a message like:
“One of our board members suggested you may be interested in learning more about our work.”
Even these indirect, personal referrals help strengthen your nonprofit’s prospect pipeline.
4. Assign Follow-Up Calls to Existing Leads: For board members reluctant to provide new contacts, redirect their energy to follow-up. Share a list of prospects that have already been solicited and assign follow-up calls. Equip them with a simple script that allows them to identify themselves as board members, confirm receipt of previously sent information, and encourage consideration of supporting your organization or event. Request brief call reports from the board members to maintain accountability and update your CRM system. This allows board members to contribute meaningfully without the pressure of making a direct ask.
5. Make a Personal, Specific Ask: Personal outreach to board members, such as a one-on-one call from the Executive Director or fundraising staff, can significantly increase participation, as it’s harder to decline in a direct conversation. Nonprofit leaders often ask for help at meetings or through email—it’s more efficient but much less effective. Just like donor outreach, it’s harder to say no to a person. Call each board member individually and ask them to do something specific—whether it’s joining you on a solicitation meeting, opening up a door to a potential funder or writing personal notes on thank you letters. People are more likely to say yes when the request is clear, direct, and personal.
Fundraising-Friendly Boards Are Built, Not Born
Board members rarely join nonprofits with the intention to fundraise. But with the right education, tools, and support, they can become powerful ambassadors for your cause. As fundraising consultants, we often remind nonprofit leaders that building a culture of philanthropy is a long-term investment. Sometimes, it may even require evolving your board composition to bring in members who are mission-aligned and fundraising-ready.
As Jerry Panas famously wrote in his book, The Fundraising Habits of Supremely Successful Boards, truly effective boards are “roaring advocates”—passionate, proactive, and proud to champion your cause.
If your nonprofit board needs fundraising training, strategy, or support, Advancement Advisors can help. Our nonprofit fundraising consulting services are designed to build long-term fundraising capacity and sustainability. Let’s build a culture of philanthropy—together. Contact Maureen Mahoney Hill, CFRE, at Maureen@AdvancementAdvisorsGroup.com.
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Maureen Mahoney Hill, CFRE, is the founder and principal of Advancement Advisors, a consulting firm dedicated to helping nonprofits strengthen their fundraising efforts.