Strategies for Engaging Board Members in Negotiations

I once worked with a senior-level volunteer who said, “I know a lot of people who can give—but I’m just not comfortable asking them for money. Some of them are my neighbors. Their kids are best friends with my kids. How do I do this?” This is such a common and completely valid concern for board members. Fundraising can feel personal, awkward, even risky. But here’s the thing: Board members shouldn’t have to do it alone. When Development Directors and Boards partner—instead of working in silos—fundraising becomes less intimidating and a lot more successful. Here’s how we addressed it in 3 simple steps: ✅ 1. Co-Create a Partnership Plan We mapped out who the board member knew, what felt authentic, and where staff would step in. Together, they created a shared strategy. ✅ 2. Provide Tools, Not Pressure The Development Director offered simple scripts, a one-pager, and took on the ask. The board member’s job? Open the door and follow up with thanks. ✅ 3. Celebrate the Win When that donor gave, we didn’t just track the gift—we celebrated the teamwork that made it happen. That built confidence for future engagement. What if a board member says, “I don’t know anybody”? Reframe the question: “Who do you know who cares about our mission?”or “Who might enjoy learning about our work?” That often surfaces names they hadn’t considered. What's your tried and tested strategy to get your volunteers on board with fundraising? #NonprofitLeadership #BoardEngagement #FundraisingStrategy #DevelopmentDirectors #NonprofitBoards #MissionDriven #Philanthropy

Asking board members to "just give or get $X" solves 0% of your fundraising problems. 8 better approaches that actually work: 1. Stop treating all board members the same: Create individualized engagement plans based on skills and networks 2. Replace "give/get" with "engage/connect": Measure relationship-building activities, not just dollars 3. Provide specific language for outreach: Most board members don't know what to say 4. Create "fundraising light" opportunities: Host small gatherings, make introductions, share content 5. Celebrate relationship milestones, not just gifts: New meetings and meaningful connections deserve recognition 6. Train on storytelling, not solicitation: Compelling stories open more doors than direct asks 7. Make it competitive (in a healthy way): Gamify outreach activities with team challenges 8. Share specific stories of impact: Give them emotional ammunition for conversations What's working with your board fundraising efforts?

𝗬𝗼𝘂𝗿 𝗯𝗼𝗮𝗿𝗱 𝗶𝘀𝗻’𝘁 𝗱𝗼𝗱𝗴𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗳𝘂𝗻𝗱𝗿𝗮𝗶𝘀𝗶𝗻𝗴 𝗿𝗲𝗾𝘂𝗲𝘀𝘁𝘀. 𝗧𝗵𝗲𝘆’𝗿𝗲 𝗱𝗼𝗱𝗴𝗶𝗻𝗴 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲𝘆 𝘁𝗵𝗶𝗻𝗸 𝗳𝘂𝗻𝗱𝗿𝗮𝗶𝘀𝗶𝗻𝗴 𝗶𝘀. For many nonprofit board members, the idea of “reaching out to their network” triggers discomfort. Not because they don’t believe in the mission - but because, to them: Outreach = Asking friends for money. But what most organizations need first from their board is not a donation request. It’s an introduction. ➡️ A quick conversation to share why they’re excited about the mission. ➡️ A pulse check to see if the contact might be interested in learning more. ➡️ And if there’s a spark, a warm handoff to the right staff person - major gifts, development, or corporate partnerships - to take it from there. Here’s how fundraisers can make this work: 🔹 𝗥𝗲𝗳𝗿𝗮𝗺𝗲 𝘁𝗵𝗲 𝗮𝘀𝗸: Don’t say, “Can you ask your contact for a gift?” Instead: “Would you be willing to share what excites you about our mission and see if they'd like to meet our team?” 🔹𝗣𝗿𝗼𝘃𝗶𝗱𝗲 𝗰𝗼𝗻𝘁𝗲𝘅𝘁: Share 1–2 sentences board members can use. Make it conversational, not canned. (“I’ve gotten involved with an organization doing incredible work in [area]. Thought it might be worth a quick intro if it sparks your interest.”) 🔹 𝗠𝗮𝗸𝗲 𝗶𝘁 𝗹𝗼𝘄-𝗽𝗿𝗲𝘀𝘀𝘂𝗿𝗲: Emphasize that the goal is exploration, not solicitation. Let the development team guide the next steps, when appropriate. 🔹 𝗛𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁 𝘁𝗵𝗲 𝗿𝗶𝗽𝗽𝗹𝗲 𝗲𝗳𝗳𝗲𝗰𝘁: A simple intro can unlock significant support - not just financial, but connections, visibility, and community impact. At the end of the day, board members joined because they care. Helping them see that introductions are an extension of their passion - not a pitch - can put them at ease. What’s worked for you in encouraging board engagement in donor or partner outreach? #fundraising #nonprofits #nonprofitboards P.S. An exercise I just went through with one of my clients, after we identified potentially aligned businesses to reach out to, was to research the board of directors for each of those companies and compile a list of names and bios that the Executive Director could share with the nonprofit board simply to see if there were any connections.