Turning Nonprofit Board Members Into Fundraising Champs 💪

“My nonprofit board members won’t help with fundraising.”

Sound familiar?

It’s a common pain point among nonprofit leaders…and an understandable one.

After all, organizations are already facing rising community needs, staffing constraints, increased pressure to raise money, and a barrage of other challenges. The last thing you need is a disengaged or reluctant nonprofit board of directors that limits growth and hinders progress toward your mission.

That’s why focusing on building an active, engaged board is so important – your board members have the potential to dramatically expand your fundraising capacity, credibility, reach, and most importantly, impact.

The good news? Almost any nonprofit board member can become a meaningful fundraising partner!

It doesn’t happen overnight, and it doesn’t happen by accident, but with intention, clarity, and the right support, a hesitant board of directors can evolve into a confident, mission-energized fundraising team.

Why Your Nonprofit Board Members Should Be Fundraising Partners

A nonprofit board of directors exists for more than governance.

Yes, board members hold fiduciary responsibility (i.e. duty of care, loyalty, and obedience). They also, however, serve as ambassadors, community connectors, and strategic champions.

Here are three key reasons nonprofit board members should be involved in fundraising:

1. Fundraising is a shared responsibility. A nonprofit board is responsible for ensuring the organization has the financial resources to fulfill its mission.

That means fundraising isn’t “extra.” It’s part of good governance and organizational sustainability.

2. Board members bring unique assets that staff can’t replicate. Think benefits like credibility in the community, access to influential networks, connections to corporate sponsors, the ability to open doors staff cannot, and personal passion for the mission.

These strengths make your board uniquely suited for major donor cultivation, corporate partnerships, and ambassador roles.

3. Building a culture of philanthropy starts from the top down. Creating a culture of philanthropy means involving everyone in your organization with development, including your board of directors.

Your nonprofit board members should set an example for the rest of your team by showing that fundraising can be a fulfilling and even enjoyable experience – it’s not something that should be dreaded or avoided!

Everyone can learn how to fundraise, including your board. Even those who have never fundraised before, or those who feel scared or overwhelmed, can gain confidence when they feel inspired and supported.

The transformation begins with a strategic, structured, and inspired approach – and yes, it might have to come from YOU.

So how do you even begin to tackle such an endeavor? Start with a plan!

5-Step Process to Turn Your Board Into a Fundraising Machine

Below is a proven, practical process your nonprofit can use to expand involvement across your entire board of directors and turn them into fundraising champs.

Step 1: Evaluate Your Nonprofit Board Members

Not every board member starts in the same place. Some are eager but inexperienced. Some are fearful. Others don’t understand what is expected. And some simply need clarity and support.

Start by evaluating a few key areas for each individual board member:

Engagement level – Track each member’s attendance, responsiveness, and reliability.
Strengths and interests – Discover who enjoys and has experience in writing, networking, stewardship, public speaking, research, and other important skills.
Comfort zones – Gauge where your nonprofit board members feel most comfortable – some might enjoy making an ask, while others prefer behind-the-scenes roles.
Connections – Consider each member’s professional networks and community circles.

You can rank each board member on a scale of 1 to 10 (with 10 being best) in each of these areas. For example:

Engagement level: 5 – They only show up for board meetings about half the time. They respond to emails, but it typically takes a few days.
Strengths and interests: 7 – They’re really passionate about the cause and have lots of skills and talents that could be used.
Comfort zones: 5 – They have verbally expressed discomfort with asking friends and family for donations.
Connections: 9 – They know A LOT of movers and shakers in the community!

Step 2: Inspire Your Board Members

You might be wondering: what’s the single biggest reason nonprofit boards don’t fundraise?

Oftentimes, it’s simply because they’re disconnected from the mission emotionally – meaning, they don’t feel personally connected to the organization’s impact.

And without that emotional resonance, asking others to give feels unnatural or uncomfortable.

Fundraising requires enthusiasm and conviction, and there are ways to cultivate that. Here are three ideas:

Tell impactful stories at every board meeting. Show a short video, present a before-and-after moment, share testimonials, or invite a program participant or beneficiary to speak. Let board members witness the transformation they help create.

Give board members front-row access to your work. Invite them to volunteer, attend a site tour, shadow a program for a day, or meet a beneficiary or program graduate. When they see impact firsthand, fundraising can become natural because they want others to be part of it.

Help board members articulate their personal “why”. Every nonprofit board member should know how to answer the question: “Why do you serve on this nonprofit’s board of directors?” A personal story is WAY more compelling than any scripted talking points.

What other ideas do you have that are specific to your nonprofit?

Step 3: Invite Your Board to Help

Boards disengage when expectations are vague or overwhelming.

It may be tempting to simply ask, “Who wants to help with fundraising?” But this will most likely always be met with silence!

Instead, try offering a “menu” of fundraising roles tailored to your organization and your board members’ current comfort levels. Some board members may take on more than one role, while others will focus their energies on one area.

Potential roles include:

Connector Roles: Host a table at or invite friends to one of your nonprofit’s events, share about your organization on their social media, reach out to a contact about a sponsorship or partnership, or host a tour, coffee meet-up, or small gathering.

Thanker Roles: Make thank-you calls, write handwritten notes on appeal letters, or provide personalized updates to donors.

Planner Roles: Review donor lists for connections, identify corporate sponsorship prospects, acquire silent auction items, or help build fundraising campaigns and messaging.

Asker Roles: Make an ask jointly with staff, approach a corporate contact, or request an event sponsorship. Or perhaps simply create and share a peer fundraising page during a peer-to-peer fundraising campaign.

Bottom line: There are dozens of ways to involve your nonprofit board members in fundraising.

In terms of comfort level, skill sets, and capacity, start where your board members are right now – not where you wish they were. Once they gain more confidence and have tried one or two things, then invite them to try something a little more involved.

More from the Playbook: MVP’s own managing partner, Adam Morgan, recently appeared on The Nonprofit Podcast with our friends at Donorbox to talk about nonprofit board fundraising, including the roles shared above. Give it a listen here or wherever you listen to podcasts.

Step 4: Support, Train, & Celebrate Your Nonprofit Board Members

Most nonprofit board members have never been trained in fundraising.

So it’s not that they’re resisting because they don’t care. Chances are, they’re resisting because they don’t feel confident.

Here are three ways you can support, train, and celebrate your board of directors.

1. Give them the right tools

Make sure each board member is prepared for their tasks by giving them effective tools, like:

Talking points: Simple, ready-to-use phrases or “elevator pitches” that help board members explain your mission clearly and confidently.

Scripts: Short outlines that guide board members through donor calls, meetings, or thank-you messages.

Prospect profiles: Quick summaries of potential donors that include background, interests, and giving history.
Impact statistics: Key numbers that highlight your organization’s results and demonstrate credibility.

Suggested deadlines: Clear timelines that keep Board fundraising tasks manageable and on track.

2. Train your board in donor engagement

Beyond just giving your nonprofit board members the right tools, you need to teach them how to use them! This might include training that covers:

How fundraising actually works
Donor psychology behind giving
How to make an ask
What to say in a gratitude call
How to share their personal story
How to talk about recurring donations

3. Celebrate EVERY success, no matter how small

Recognition builds momentum, so celebrate successes at each board meeting. A few examples include:

A board member who makes a single thank-you call
A director who invites three people to an event
Someone who shares a social post or forwards an email (especially if it leads to a new donor)
Any board member who helps secure a donation!

Remember: Success breeds confidence, and confidence breeds more action.

Step 5: Build a Culture of Fundraising

A nonprofit board of directors becomes a fundraising machine not through a single retreat, but through consistent culture-building. Here are three ideas to help you do that!

Integrate fundraising into board expectations. From the start, every member of your board should understand how fundraising fits into their role, what kinds of activities count as participation, and what goals or expectations they are responsible for.

Discuss fundraising at every meeting. Give fundraising a permanent spot on the agenda. Try sharing a three-minute mission impact story, recognizing board fundraising contributions, offering a brief training moment, or reviewing the organization’s progress toward current fundraising goals.

Continue investing in your nonprofit board members. Make the effort to help your board of directors continually build their skills. Host annual workshops, bring in guest trainers and fundraising coaches, or offer peer-led sessions where board members share what worked for them.

Creating a culture of fundraising requires consistent practice and ongoing connection. Putting in the time and energy will grow your board’s fundraising success through repetition, reinforcement, and relationship-building.

MVP Advisors can help your nonprofit realize untapped fundraising potential in your board of directors. Set up a free discovery call today to learn more about how we can work together.

Additional Best Practices For Nonprofit Leaders

As a nonprofit leader, there are a few best practices you can take on in order to maximize engagement from your nonprofit board members.

Set expectations early and clearly. New members should sign a commitment letter outlining their fundraising responsibilities. They should also be walked through these responsibilities during the onboarding process.

Recruit for strengths that support fundraising. Not everyone has money or connections. Look for skills that will contribute to fundraising in other ways, such as:

Marketing expertise
Event planning skills
Community influence
Corporate relationships
Public speaking ability
Passion for your mission

Keep meetings mission-focused and inspiring. Boards thrive when meetings are future-forward, not bogged down by administrative detail.

Offer multiple ways to participate. This ensures you never let discomfort become a barrier to contribution.

Common Challenges for Nonprofit Board Members

If your board of directors struggles with fundraising, you’re not alone.

The good news? Most common obstacles are predictable, solvable, and within your control as a nonprofit leader.

Here is a set of challenges many organizations face with their nonprofit board members, along with practical solutions to address each.

Challenge 1: “Our nonprofit board members are afraid of asking for money.”

Solution: Provide training, start with non-ask tasks, and use role-playing to build comfort.

Challenge 2: “Our board doesn’t seem to know what to do.”

Solution: Provide a clear menu of actions, tools, talking points, and deadlines.

Challenge 3: “Our board members say they’re too busy.”

Solution: Offer simple, low-time commitment tasks – think thank-you calls, sharing events, or inviting a friend to tour your headquarters.

Challenge 4: “Some members on the board of directors simply will not participate.”

Solution: Review board composition, refresh expectations, and improve recruitment processes over time.

Remember, your nonprofit board members are human! Meeting them where they are, offering a range of opportunities, and taking the time to train and inspire them can go a long way.

Your Board CAN Become a Fundraising Powerhouse!

A nonprofit’s board of directors is often one of their greatest untapped fundraising assets.

With clear expectations, the right training, personalized invitations, and a culture centered on mission and impact, any organization can transform their nonprofit board members into confident, capable, and energized fundraising champions.

Your board doesn’t need to be full of wealthy people or professional fundraisers. They simply need direction, belief in the mission, and an invitation to contribute meaningfully.

When that happens, you don’t just raise more money. You build a stronger, more resilient organization ready to meet the community’s growing needs.

Looking for more guidance for your organization’s leadership or board of directors? Let’s chat!

MVP Advisors specializes in helping nonprofits turn their boards into fundraising powerhouses. Set up a free discovery call today to learn more.