As nonprofits, we need the help of our board members to identify new donors, cultivate donors for gifts, and accompany us when we make the big asks.

When I interview board members I often hear them say, “I’m not very comfortable with the fundraising part.” This is so typical that I’m surprised when someone says they enjoy fundraising.

Think about it: If you were thrown into a high-stress face-to-face situation involving wealthy people who could transform your organization through a large gift, but you had no experience in these conversations, wouldn’t you be uncomfortable?

The reality is that most nonprofits don’t provide appropriate training or on-the-job modelling of fundraising practice for new board members. Some new board members will leave you with the impression that they’ve been involved with fundraising before, with other nonprofits, and they are therefore knowledgeable about what board members need to do in fundraising. We tend to accept this without discussing it further. But we shouldn’t just accept it.

While some new board members may have experience in fundraising, chances are they have not been fundraising for your group. So, in order to cover the possibility that they really don't know much about fundraising as a board member you need to do two kinds of briefings, integrated as ONE subject, to help them become productive board members:

1) Position your briefings with them as helping them learn your case for support, in detail. And cover that, but…
2) Also include the basics of cultivation and ask meetings with prospective donors, and what you expect their role(s) will be.

Someone in your organization (you?)* can provide these briefings on a small group and even one-to-one basis. This takes time, yes, but it’s so worth it when the board member subsequently plays a really important role in engaging a donor.

In addition to training board members in your case for support and in their role in donor meetings, take them along when you are visiting with one of your long-time donors or with a foundation representative (both fairly low-stress activities). After the meeting, debrief with your board member about how it went.

But whatever you do, don't miss the opportunity to equip your new board members with the knowledge and skills they need to participate in fundraising. They will thank you and your organization will benefit in wonderful new support over time.

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* How to get this done if you don't feel comfortable doing it: For those board members who are comfortable online (and 90% are, these days), consider getting them a subscription to Asking Matters, a training and publishing service that specializes in working with donors and asking for gifts. https://askingmatters.com/ Asking Matters has a number of interesting resources on their website, but you can also hire them. Or hire a local fundraising consultant – one with experience in conducting board trainings in “The Donor Meeting”. Notice I’m being specific about this experience. Many fundraising consultants don’t have this experience, so be sure to ask them about it before hiring them.