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Fundraising Foundations: A Board of Affluence and Influence
By Cathy Card Sterling, Vice President
February 2012


The nonprofit Board, compared with its for-profit counterpart, is distinguished by the leadership role it must play in philanthropic fundraising. While this requires many of the same skills and tactics that Boards from the business community may use in their professional work, we at Schultz & Williams often see organizations struggle to engage Boards as effective ambassadors and fundraisers.

Board involvement is the overarching key to a dynamic development program from both a strategic and tactical perspective. When we counsel an organization to focus on enhancing its Board, we do so with the knowledge that great Boards grow over time. But there is no reason that even a small organization which stewards its Board members well cannot draw prominent Board members – and give those individuals a highly satisfying Board experience. Every organization should strive to have the strongest possible individuals connected to its mission and to engage the Board so that all its members work to their greatest capacity on behalf of the organization.

Volunteer leadership will articulate the organization’s case externally and can identify and have access to new or unknown prospects that even the most accomplished staff may not be able to reach. And volunteers can make an ask personal and meaningful. When we say it’s important who does the ask, it’s about credibility and trust. Knowing that a respected peer has chosen to make a philanthropic investment with an organization is an important seal of approval. We have seen time and again how one influential Board member stepping forward with a leadership gift – for a project he or she has actively spearheaded – can motivate other Board members to give generously.

As organizational leaders, Board members also have the decision-making authority to set institutional priorities and goals. Their involvement in strategic planning is essential – and that is why having a Board that represents diverse professions and backgrounds is critical.


RECENT TRENDS
At Schultz & Williams, we are seeing several trends that reflect an increased focus on Board effectiveness and fundraising success:

  • Governance committees are taking evaluation seriously, assessing needs in concert with strategic planning, making stronger efforts to remove ineffective Board members, and focusing on measuring and acting.

  • Board recruitment happens year-round, and effective nominating or governance committees are always on the lookout for strong Board prospects.

  • Fundraising expectations are set for the whole Board through "give or get" policies or, in organizations where fundraising-capable Boards are not as feasible, it is the responsibility of the CEO and the development team to engage Board members who can fundraise.

  • National advisory councilsfocused on increasing the organization's visibility among the appropriate donor constituency can be highly valuable for organizations striving for a national profile and/or are in transition from a founding Board to a philanthropic leadership Board.
  • Increased training and engagement efforts, led by the nonprofit's CEO, are vital investments. Board members who are exposed first-hand to an organization's work, its key people and even the wider milieu in which it functions are much more effective leaders and ambassadors for the organization - and more likely to be generous donors.
  • Dedicated staff to steward Board members, working out of the CEO's office or development function as comittee liasions, fundraising partners and resources for educating the Board about the organization and its mission.

To read the full un-abridged white paper, click here.

Schultz & Williams is a national consulting firm based in Philadelphia providing management, fundraising and marketing consulting for nonprofit organizations, along with full-service direct marketing, database and creative/production services.