Effective Fundraising for Not-for-profits

Your board of directors is one of your most valuable assets. Not just for governance and oversight, but as a powerful extension of your fundraising team. Yet, many not-for-profit organizations struggle to engage their board members in development efforts. Even the most well-connected and committed individuals may hesitate to ask for donations.

The good news? With the right support, structure, and mindset, your board can become confident, enthusiastic ambassadors for your mission, and key drivers of fundraising success.

Effective fundraising begins with purpose. Board members must clearly understand your not-for-profit’s mission, vision, and impact in order to communicate it persuasively. Group orientation sessions, regular storytelling updates, and first-hand experiences with your programs can all reinforce that understanding and deepen board engagement.

Additionally, board members should know what’s expected of them, whether it’s identifying prospects, making personal appeals, or supporting behind-the-scenes planning. Equip them with talking points, staff support, and access to success stories that bring your mission to life.

Even accomplished professionals may feel uncomfortable asking for money. The fear of rejection is real and so is the misconception that fundraising is about begging.

Professional development can shift this mindset. Consider bringing in fundraising consultants, sponsoring board members’ participation in Association of Fundraising Professionals (AFP) programs, or offering training through trusted organizations like Candid (formerly the Foundation Center). These investments empower your board with the skills, confidence, and context they need to be effective advocates.

Encourage one enthusiastic board member to take on a leadership role in development. Peer-to-peer motivation often works better than top-down pressure and it helps normalize fundraising as a shared responsibility.

Start small. Encourage board members to reach out to their personal networks including friends, family, and colleagues with whom they already have strong relationships. These appeals often feel more natural and are more likely to succeed because they’re grounded in trust.

If in-person conversations feel too intimidating at first, suggest alternatives like handwritten letters, personalized emails, or phone calls. Success breeds confidence: once board members see the results of their efforts, they’ll likely become more comfortable making broader appeals.

To maintain momentum, engage board members in meaningful and creative ways. Ask them to contribute ideas for new development strategies or share their vision of what your organization could accomplish with expanded resources. Involving them in marketing conversations or campaign planning fosters ownership and deeper investment.

Also, recognize that not every board member needs to play the same role. Some will shine as public advocates, while others may prefer data analysis, event planning, or grant research. Leverage each member’s unique strengths, skills, and passions to maximize collective impact.

Despite your best efforts, not every board member will be ready or willing to fundraise. If someone makes other critical contributions, such as legal counsel or strategic guidance, it may be wise to retain them in a non-fundraising role. However, if a board member consistently resists involvement without offering other value, it may be time to reconsider their position.

Moving forward, prioritize fundraising aptitude and enthusiasm when recruiting new board members. Be transparent about expectations, listen to their concerns, and provide continuous support and training.

At CSH, we know that effective fundraising starts with empowered leadership. Our not-for-profit specialists support organizations like yours with more than just financial advice — we help build capacity and maximize potential.

From accounting, audit, and tax compliance to board training, strategic planning, and financial sustainability, CSH brings deep sector knowledge and hands-on experience to every engagement. Whether you're working to energize your board or streamline your fundraising operations, we’re here to help you move forward with clarity and confidence.

Ready to explore how CSH can support your mission and help your board become a catalyst for growth? Let’s connect.

Written by: Kylie Thomas