Hi Friend,
A question I often ask an Executive Director is, “Do you have a fundraising board?” The response is usually a quick reply:
A laugh.
An eye roll.
A long pause.
Or a very direct: “Absolutely not.”
For many nonprofit leaders, the idea of having a board that actively participates in fundraising feels just out of reach. Too often, fundraising responsibility falls entirely on the Executive Director, while board members see their role as simply attending meetings and approving budgets.
But here’s the truth: organizations that want sustainable growth need boards that understand philanthropy as part of leadership.
First, a meaningful board giving signals of a genuine commitment to the mission. It demonstrates that board members are personally invested in the organization’s success.
Second, many institutional funders and grantmakers want to see 100% board giving. It sends a strong message that leadership believes enough in the organization’s mission to financially support it themselves.
And third, community donors notice. When board members are visibly engaged in giving and fundraising efforts, it builds trust and credibility with broader supporters.
When I work with Executive Directors who want to strengthen board philanthropy, we start by creating a clear and realistic fundraising plan.
That often begins with the Board Chair.
Together, we establish campaign goals and define what success looks like. For example, if there are ten board members, perhaps each member makes a meaningful personal contribution of $5,000, resulting in $50,000 in direct board giving.
Then we identify what role each board member can play in expanding revenue beyond their own gift. Could each board member help raise an additional $10,000 through their networks? That could generate another $100,000 in support.
From there, we build a broader strategy that may include major gifts, community giving campaigns, and fundraising events.
Before asking the rest of the board to contribute, I always encourage Executive Directors to secure a leadership gift from the Board Chair first. Leadership sets the tone.
Then, the Executive Director and/or Board Chair should personally meet with each remaining board member for a one-on-one conversation about their financial commitment to the organization. What does a meaningful gift look like to each board member?
This is never a surprise, as it’s expected of those on the Board. This should never feel transactional, as it should feel like an invitation to lead.
Once your organization reaches 100% board giving, share that milestone before launching major donor outreach or broader community fundraising campaigns. It strengthens your credibility and demonstrates organizational commitment.
If your organization hosts fundraising events, create a dedicated task force of board members who have already made meaningful contributions. These leaders should help drive fundraising goals, donor engagement, donor retention, and new donor cultivation.
And this brings me back to something I talk about often:
Fundraising is the transaction.
Philanthropy is the relationship that follows.
The real work begins after the gift is made through long-term stewardship.
Your board can play a powerful role in that work—but only if they’re given clear expectations, proper training, and a roadmap for success.
People are far more likely to engage when they understand how they can contribute meaningfully.
If your board is struggling with fundraising—or if you’re ready to build a stronger philanthropic culture—I’d love to help.
Feel free to connect with me at hello@thekaterussoconsulting.com
Until next time,
Kate Russo
Founder, Kate Russo Consulting
thekaterussoconsulting.com