Fundraising

Training Board Members to be Effective Fundraisers 

By Linda Quander, Ph.D.


Closing the Gap, Funding • April/May 2001


S

uccessful organizations not only have good programs, but the 

necessary financial means to make things happen. Strong, active 

board members are instrumental in generating the much needed 

revenue and resources. Carroll Thrift, Director of Fund Development 

at the Child Welfare League of America in Washington, D.C., said, 

“It’s the old basic operating principle of ‘Giving and Gathering.’ Board 

members provide vital leadership and demonstrate their commitment 

by providing personal financial support and bringing in additional 

financial resources from the outside.” 

If your board members need a boost, try these seven tips from 

expert fundraisers and trainers: 

1.	 Encourage board members to participate in identifying the needs 

of your organization. 

Board members must help to determine the needs of your organization in order to feel ownership of fundraising goals. Barbara 

Ciconte, CFRE, Managing Partner at Ciconte & Associates, Inc., in 

Maryland, said, “Involve board members in developing the case for 

support, and the rationale for why donors should support the 

organization’s needs. This enables them to explain the case more 

persuasively to prospective donors.” 

2.	 Motivate board members to direct ongoing training sessions for 

both new and existing members. 

In order to ensure that all board members have the same understanding of their responsibilities and how your organization wants to 

solicit funds, assist your board in training new members as well as 

retraining old members. Mario Acosta, President of Strategic Consulting in Washington, D.C., said, “The board should establish a 

development committee that will be responsible for bringing 

fundraising experts to board meetings or retreats to help board members devise effective fundraising strategies.” 

Ciconte added, “As a part of training, teach board members about 

the philanthropic tradition in this country. Over $190 billion was 

contributed in 1999 to non-profit organizations. Help board members to understand that asking for and giving money are natural processes, and need not be viewed as something to be avoided.” 

Thrift suggested that training sessions include some of the following topics: 

 Organizational Mission, Vision and Values 

 Organizational Services 

 Financial and Strategic Goals 

 The Need 

 How to Sell the Need 

 How to Communicate with Prospective Funders 

 Sources of Charitable Contributions 

 Solicitation Strategies 

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 The Role and Responsibilities of Board Members, Staff and Volunteers; and 

 How to Launch the Fundraising Plan with Dates and Timelines 

In addition, training materials can include publications such as 

Shaking the Money Tree: Sowing the Seeds for Successful Fund-Raising 

and The Board Member’s Fund-Raising Essentials Kit by the National 

Center for Nonprofit Boards. 

3.	 Assign successful fundraisers to mentor other board members 

who find difficulty approaching funders. 

Experts agree that peer-coaching and peer-training strategies are 

important in developing solicitation skills. Mildred Freeman, Director of Health Education and Sponsored Programs at the National 

Association for Equal Opportunity in Higher Education in Washington, D.C., said, “Fundraising takes a special talent...Sometimes you 

need to have a successful, extroverted board member partner with 

others (board members) in order to provide personality, networking 

opportunities and creativity.” 

4.	 Help your board members to build partnerships with local 

allies. 

Some experts believe that “charity begins at home.” Stephen 

Fallon, Ph.D., Chief Executive Officer of Skills 4 Life, Inc. in Fort 

Lauderdale, Florida, said, “Some of the best fundraising potential 

exists in your own community. Often, your agencies are afraid to 

approach your own businesses or foundations. You feel awkward 

‘pestering’ the folks in your own neighborhoods. Yet, these are the 

very sources who are close to your target population, and most likely 

to put their faith in you.” 

5. Be certain that your board members customize their fundraising 

strategies. 

Acosta emphasizes his personal connection in cultivating current 

and potential funders in order to develop a relationship based on 

personal trust and results. In addition, Fallon suggests that board 

members ask possible funders to give to a specific program at your 

agency. He said,” Give your program a name. Ask them to invest in 

your ‘Real Facts for Families’ program, or your ‘Anonymous Answers’ 

campaign.” 

6. Establish a collaborative relationship between board members 

and development staff. 

Experts agree that board members need the support of your organization’s staff in order to meet 

continued>>>> 

U.S. Department of Health and Human Services 
Training Board Members to be Effective Fundraisers 

By Linda Quander, Ph.D.


Closing the Gap, Funding • April/May 2001


fundraising challenges. Ciconte added, “Be certain that board members have the tools and resources they need ...” This includes information about the organization’s mission, programs and services; information on current or prospective donors to contact; information about 

how to make a gift; and pledge cards and envelopes. Staff should be 

available and provide support.” 

7.	 Stress the importance of the Board’s involvement in development activities. 

It is necessary for board members to be involved in both generating and allocating funds. Fallon said, “You’ll wear two hats in your 

fundraising. Your activist’s hat will identify you as someone who has 

a sincere interest in your community. Your professional hat will identify you as someone who knows how to manage any money that you 

secure.”

For additional information, check out these useful web sites: 

Alliance for Nonprofit Management 

http://www.allianceonline.org 

American Society for Association Executives 

http://www.asaenet.org 

CompassPoint Nonprofit Services 

http://www.compasspoint.org 

Council on Foundations 

http://www.cof.org 

Internet Nonprofit Center 

http://nonprofits.org 

National Society of Fund-Raising Executives 

http://www.nsfre.org 

Support Center for Nonprofit Management in New York 

http://www.supportctr.org 

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