{"id":114226,"date":"2024-06-14T06:00:00","date_gmt":"2024-06-14T10:00:00","guid":{"rendered":"https:\/\/bloomerang2dev.wpengine.com\/?p=114226"},"modified":"2025-10-02T09:32:45","modified_gmt":"2025-10-02T13:32:45","slug":"ask-an-expert-how-to-help-your-board-overcome-resistance-to-fundraising","status":"publish","type":"post","link":"https:\/\/bloomerang.com\/blog\/ask-an-expert-how-to-help-your-board-overcome-resistance-to-fundraising\/","title":{"rendered":"[ASK AN EXPERT] How To Help Your Board Overcome Resistance To Fundraising"},"content":{"rendered":"

Our\u00a0Ask An Expert<\/a>\u00a0series features real questions answered by\u00a0Claire Axelrad, J.D., CFRE, our very own Fundraising Coach<\/a>, also known as Charity Clairity.\u00a0<\/strong>Today\u2019s question comes from a nonprofit employee who wants tips on overcoming a nonprofit board’s resistance to fundraising:\u00a0\u00a0<\/b><\/p>\n

Dear Charity Clairity,<\/i><\/p>\n

Our board is really resistant to fundraising. What tips can you share that will help us mobilize them to be fundraisers?<\/i><\/p>\n

— Tired of the Battle<\/i><\/p><\/blockquote>\n

Dear Tired of the Battle,<\/i><\/p>\n

One of the reasons we fight with folks is we don\u2019t take the time to understand their perspective.<\/p>\n

Try asking: How might this board member’s resistance to fundraising make perfect sense?<\/h2>\n

Based on both upbringing and past experience with asking and being asked, board members may have a good reason for their resistance to fundraising.<\/p>\n

In my experience, there are three primary reasons people hate fundraising.<\/b> So, let\u2019s look at them one at a time; then talk about the steps staff can take to address them.<\/p>\n

1. They think it\u2019s yucky, and we let them<\/h3>\n

We tend to make it all about money<\/b>. And talking about money is a big taboo<\/a> in our society. We were raised to believe it\u2019s impolite to bring the subject up, so much so we\u2019d rather talk about anything else. Most of us have a deep-rooted psychological aversion to talking about money. Even religion, sex and, politics are better discussion topics as far as most of us are concerned. So, when you bring up fundraising most board members will come at this from a place of revulsion and negativity. You want to get them to come from a place of love and positivity.<\/p>\n

Stop letting board members wallow in their fear.<\/b> This requires retiring phrases about \u201chitting people up\u201d or \u201ctwisting their arm.\u201d The same holds true for saying \u201cno one likes fundraising.\u201d Whew! How can you expect anyone would look forward to that?! It\u2019s about having coffee\u2026 making small talk\u2026 being interested\u2026 learning about what the donor cares about\u2026 telling and sharing stories\u2026 helping the donor to act on shared values. It\u2019s actually FUN; a way to meet like-minded folks.<\/p>\n

TIP: To move board members from a place of \u201cno\u201d to a place of \u201cyes\u201d requires adopting a framework of <\/b>philanthropy, not fundraising<\/b><\/a>.<\/b> Here\u2019s an exercise<\/a> you can do with your board to shift their thinking from A to B:<\/p>\n

A. Fundraising = <\/b>scary; a chore; unpleasant; begging; ugh; necessary evil<\/p>\n

B. Philanthropy= <\/b>giving; generosity; satisfaction; love; joy; appreciation; inspiring; fulfilling<\/p>\n

2. They fear rejection<\/h3>\n

Make sure board understand a \u201cno\u201d is not personal<\/b>. No can mean many things<\/a>. Things like bad timing, wrong project, wrong amount, more information needed, and so forth. Many of these obstacles can be overcome. It just takes a little listening to discern what can be said next to keep the conversation going. Asking is a great thing<\/a>; not asking gets no one anywhere. It\u2019s simply a lost opportunity.<\/p>\n

It’s a mistake to assume people don\u2019t want to be asked. <\/b>When board members love your cause, they should want to share that love. Otherwise, they\u2019re deliberately excluding others from the feeling of joy that comes from being affiliated with your mission. Don\u2019t forget, MRI studies show merely thinking about and considering giving lights up the pleasure centers of our brain<\/a> and brings a warm shot of \u2018feel good\u2019 dopamine.<\/p>\n

TIP: To help the board feel okay when they get a \u201cno,\u201d suggest they also ask the question: Why might it make perfect sense for this prospect to say \u201cno\u201d at this point in time? <\/b>Besides things that can be overcome, there\u2019s also the possibility people say \u201cno\u201d because they\u2019re just not that into the cause. That\u2019s okay. People have different values. It\u2019s no different than saying \u201cHey, I went to this great sushi restaurant. You have to try it!\u201d And then their friend says \u201cNo, I don\u2019t think so. I don\u2019t really like sushi.\u201d It\u2019s not rejection of you<\/i>; just of the notion that sushi is valuable.<\/p>\n

3. They fear looking stupid<\/h3>\n

It\u2019s not the board member\u2019s job to be able to answer every question.<\/b> Make sure they know this! If a prospective donor asks a question they can\u2019t answer, that\u2019s okay. They can always say \u201cI don\u2019t know the answer, but I know someone who does. Let me ask and get back to you.\u201d<\/p>\n

TIP: Let board know their job is to be the \u201cYelp\u201d review. <\/b>After they\u2019ve promised to refer the donor\u2019s questions, they have a perfect opportunity to gush a bit. After all, unlike staff they don\u2019t get paid to say how great the organization is. So, whatever they say carries extra weight. Their job is to speak from their own passion and tell their own story of why your organization is so terrific.<\/p>\n

You can help them see things differently \u2013 and that\u2019s your job<\/h2>\n

In addition to some of the tips I\u2019ve already suggested, I\u2019d add these to help you mobilize your board fundraisers<\/a>.<\/p>\n

In a nutshell: Orient; Train; Support; Cheerlead, and Thank<\/b><\/p>\n

1. Build a strong board nominating committee<\/h3>\n

You wouldn\u2019t even hire a nanny or housekeeper without lots of thought, interviews and references. Yet many organizations bring on board members just because they\u2019re friends of other board members. You need a vigorous process. What type of skills do you need? What circles of influence in your community are underrepresented? Does the nominee understand the role you expect them to play? Is the nominee passionate about your mission?<\/p>\n

2. Develop a strong board orientation program<\/h3>\n

Create a handbook. Have recruits meet with key staff who will explain how development, finance, marketing and programs work. Give new members a seasoned board member as a buddy\/mentor.<\/p>\n

3. Create a board development training program.<\/h3>\n

Provide ongoing sessions on a range of topics (e.g., reading a nonprofit budget; public speaking; running effective meetings, nonprofit marketing, etc.). Provide an annual board training on solicitation \u2013 only call it something else (e.g. \u201cInspiring Philanthropy<\/a>\u201d).<\/p>\n

4. Hold periodic retreats<\/h3>\n

The best ones are focused (e.g., strategic plan; endowment building; capital campaign; board\/staff relationships, etc.) and run by a seasoned facilitator.<\/p>\n

5. Meet individually with each board member at least annually<\/h3>\n

Find out what they\u2019re passionate about, what\u2019s continuing to inspire them, and what\u2019s not working. Develop a personal plan for each one so they feel good about their board service. Stay in touch. Build a personal relationship.<\/p>\n

6. Don\u2019t let rotten apples spoil the barrel<\/h3>\n

If being on a board is unpleasant it\u2019s a bad thing all around. First, make sure you\u2019ve got a good chairperson.\u00a0 This individual sets the tone. They should be passionate about your cause, compassionate with others, and a good politician. They should understand the role of governance, the difference between your mission (what you do today) and your vision (where you hope to get one day) and the invaluable role donor-investors play in getting you towards your goals. They should partner with the executive director, creating a team that cheers everyone else on. Second, make sure you have a process for removing board members who bring everyone else down. You\u2019re doing no one any favors by keeping on \u201cdead wood.\u201d Consider a term limits policy<\/a> to make rotating folks off the board a natural process.<\/p>\n

When coming from a place of philanthropy (love of humankind), it\u2019s easy to let the battles end and the coming together begin.<\/p>\n

\u2014 Charity Clairity (Please use a pseudonym if you prefer to be anonymous when you\u00a0submit your own question<\/a>, like “Tired of the Battle” did.)<\/em><\/i><\/p>\n

Have you seen success in overcoming your board’s resistance to fundraising? Let us know in the comments.\u00a0<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Our\u00a0Ask An Expert\u00a0series features real questions answered by\u00a0Claire Axelrad, J.D., CFRE, our very own Fundraising Coach, also known as Charity Clairity.\u00a0Today\u2019s question comes from a nonprofit employee who wants tips on overcoming a nonprofit board’s resistance to fundraising:\u00a0\u00a0 Dear Charity Clairity, Our board is really resistant to fundraising. What tips can you share that will […]<\/p>\n","protected":false},"author":32,"featured_media":141685,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[1],"tags":[],"cause":[],"article_author":[],"webinar_host":[],"topic":[393,31],"class_list":["post-114226","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","topic-ask-an-expert","topic-boards-fundraising"],"acf":[],"yoast_head":"\nHelp Your Board Overcome Resistance To 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