Zimmerman Lehman : "Directors' and Volunteers' Fundraising Role"

Directors' and Volunteers' Fundraising Role

(This article is adapted from Zimmerman Lehman's book The Effective Nonprofit Board: Responsibilities & Recruitment.)

The board of directors is a vitally important part of every nonprofit organization's fundraising effort. A board that is enthusiastic about fundraising and determined to succeed virtually guarantees the nonprofit's long-term fiscal health. A board that is hostile or indifferent to fundraising, on the other hand, risks the organization's ruin. Zimmerman Lehman teaches that board members have three fundraising responsibilities:

...A board that is enthusiastic about fundraising and determined to succeed virtually guarantees the nonprofit's long-term fiscal health.

1) To make their own financial contributions to the extent of their capacity. Some board members can only give $5; others may be able to give $5 million. Each board member should make a "stretch" gift every year, regardless of specific amount. Other funders--particularly foundations and major donors--will not consider making contributions if the board's own giving is less than 100 percent.

2) To solicit contributions from friends, relatives and colleagues. The most important reason that a person makes a contribution to a nonprofit organization is that the right person asks. Board members should be prepared to approach the men and women on their "roledex" lists on behalf of the nonprofit. These approaches may be for direct mail contributions, special event tickets, major gifts or planned gifts.

3) To recruit new members of the board of directors with the "clout" and connections to ensure the success of the fundraising effort.Volunteers other than board members also play valuable fundraising roles. The fundraising committee of the board of directors should be made up of board members and non-board members. The latter may bring a particular kind of expertise to the committee but not be interested (at least at this time) in serving on the board. For example, if someone has a flair for special events and would love to help the nonprofit with its upcoming "Las Vegas Night," that person should be recruited for the fundraising committee, or should serve on the special event subcommittee. Nonprofits must avoid including only board members on board committees. There is a world of enthusiasm and experience out there waiting to be approached!

A number of nonprofits have done well with fundraising entities separate from the board of directors (variously termed "advisory councils," "advisory boards," or "trustees"). These groups are usually comprised of men and women who are not interested in board membership but are excited about adopting the nonprofit as their "pet charity," or lending their name to the development effort. For example, in the late 1970s, a disabled advocacy program in southern California convened a board of trustees made up of Hollywood personalities who were not interested in membership on the board of directors. The trustees (who continue to raise money for this nonprofit to this day) have raised many millions of dollars on behalf of the nonprofit through such special events as dinners and auctions.

Three words of warning about convening a separate fundraising entity. First, it will require additional staff time (meeting notices, mailings, etc.). Second, a person may be recruited to this entity who would really rather "get his or her hands dirty" by serving on the board of directors. Don't assume that a famous and wealthy person wouldn't be interested in membership on your board of directors! Third--and most important--the existence of something like a fundraising advisory council, friends committee or board of trustees does not absolve the board of directors of its fundraising responsibilities. A separate fundraising group is an appealing "add-on," but the board of directors must continue its own efforts to raise funds.(For other information for board members see Zimmerman Lehman's book The Effective Nonprofit Board: Responsibilities & Recruitment.)

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