We were in the midst of a Zoom board session.
When the board reviewed how well they were fulfilling their responsibilities, they found an area that needed work: Ensuring adequate financial resources.
I grinned. The slide deck’s prepared call to action was perfect. They had previously decided to grow their donations.
Find two people or businesses a quarter interested in donating their time, treasure, or talent to advance our mission.
Except it wasn’t.
When the board read it, one member muttered, “The challenge is how.”
I asked about times they had found people and resources.
I shared three client stories–more silence.
It wasn’t hard.
Most nonprofit leaders believe that board members do not help with fundraising because they don’t know their responsibilities.
Yet, this board knew its responsibilities and was still stuck.
Nine Reasons That Boards Don’t Engage in Fundraising Besides Being Unaware of Their Responsibilities
As clients discover in Board Rx, the reasons boards struggle to ensure adequate financial resources are complicated. Here are the ones that appear most frequently in my work besides knowing their roles.
These members can’t imagine how they would find interested people and act if they found them. This was the problem in the Zoom group.
Members don’t understand why fundraising is essential. They think it would be better for staff to find a grant.
Board members don’t believe supporting fundraising is urgent. They are more vital board tasks.
These individuals believe that only professional staff should fundraise. (For why you need everybody’s help, get the first chapter of Let’s Raise Nonprofit Millions.)
Members fail to appreciate the collective impact of the board consistently engaging the community.
These leaders fear people will think less of them if they ask others to get involved.
Some directors worry staff will hound any their friends. (Read Why Your Board’s Unenthusiastic About Finding New Donors for more.
Once they invited a prospects to an events. They found the encounters awkward. And, besides the guests didn’t give. Or, they created brought friends who gave. Besides never being thanked, staff immediately asked them to bring more.
These members are new in town or have been out-of-pocket (family health issues, etc.). They feel disconnected. Their network feels sparse and fragile and too risky to share.
Not only will you not get results. You risk fostering resentment and members tuning out your requests . Failing to diagnose what’s preventing fundraising efforts is why many CEOs complain their boards don’t fundraise. Leading with Intent (2021), for instance, found that chief executives gave boards C minus on fundraising performance a C minus.
Instead, identify the reasons (usually there are several) why your board’s stuck. When you grasp what’s behind this common problem, you’ll stop being frustrated by their behavior. Instead you’ll cure instead their fears and erase their false impressions.
Your insights on why their resist will help you craft a customized cure. The board in the Zoom session needed help on identifying their circles of influence and how to use casual conversation to explore nonprofit interests.
Just as you don’t heal a viral infection the same way you resolve a bacterial one, respond to this problem by solving what ails your board. Stop using the one size fits all “don’t know their roles” appraoch.
Which of the nine reasons listed impact your board? Mark those that apply. Check with your board members for their take. With these insights, you’re ready to plan how to help your board fulfill its responsibilities … and become fundraising enthusiasts.
Karen Eber Davis Consulting guides executive directors and CEOs to generate the resources, boards, and support they need to make remarkable progress on their missions. As the award-winning thought-leader, advisor, and founding principal of Karen Eber Davis Consulting, Karen helps nonprofit leaders get answers, generate revenue, and grow their mission. Davis is known for her innovation and practicality based on her work with or visits to over 1,000 nonprofit organizations and her experience leading board and team events. She is the author of 7 Nonprofit Income Streams and Let's Raise Nonprofit Millions Together.