5 Ways to Inspire Your Board Members to Become Major Gift Champions

Welcome to Scaling Major Gifts: A weekly newsletter sharing strategies, action steps, and ideas for scaling major gifts by Tammy Zonker.

After nearly three decades in the nonprofit sector, I've seen firsthand how a passionate, engaged board can transform an organization's major gifts program. But I've also witnessed the frustration many of you face when trying to get your board members actively involved in fundraising. In this edition, I want to share some strategies that have consistently worked for me and my clients to turn board members into enthusiastic major gift champions.

The Board Engagement Challenge

Let's be honest - most board members don't join your organization because they're excited about asking for money. In my experience, the reluctance often stems from fear of rejection, lack of confidence, or simply not knowing how to effectively engage with major donors. I've found that addressing these underlying concerns head-on is key to unlocking your board's fundraising potential.

1. Bring Your Mission to Life

I've learned that when board members truly connect with your mission on an emotional level, their hesitation about fundraising often melts away. One approach I've seen work wonders is organizing "mission moments" at the start of each board meeting. Invite a program participant or staff member to share a powerful story that illustrates your impact. In my work with a youth mentoring organization, we started each meeting with a mentor-mentee pair sharing their journey. Within months, board giving increased by 35% and several members initiated major gift conversations with their networks.

2. Provide Hands-On Training and Role-Playing

Don't assume your board members know how to engage in donor conversations. I always recommend investing in hands-on training sessions where board members can practice sharing your organization's story and making the ask in a safe environment. Role-playing exercises can be incredibly effective. I've found that pairing experienced fundraisers with newer board members for these practice sessions builds confidence and creates valuable mentoring relationships.

3. Create Personalized Engagement Plans

One size doesn't fit all when it comes to board involvement in major gifts. I work with my clients to develop individualized engagement plans for each board member based on their skills, interests, and networks. For some, this might mean hosting intimate cultivation events. For others, it could involve leveraging their professional expertise to solve a challenge for a major donor. The key is to find meaningful ways for each board member to contribute that align with their strengths.

4. Celebrate and Recognize Success

Never underestimate the power of positive reinforcement! I always encourage my clients to publicly recognize board members who go above and beyond in their fundraising efforts. This could be as simple as a shout-out at a board meeting or as elaborate as an annual "Board Champion" award. I've seen organizations where this practice has created a friendly competition among board members, with everyone striving to make a bigger impact.

5. Share Compelling Metrics and Success Stories

In my experience, board members are often motivated by tangible results. I recommend creating a "Major Gifts Dashboard" that visually tracks progress toward fundraising goals and highlights the impact of large donations. Combine this with powerful donor stories that illustrate how major gifts have transformed your programs. When board members see the real-world impact of their efforts, they're much more likely to stay engaged and enthusiastic.

The Power of a Fundraising-Focused Board

I've seen these strategies dramatically shift board culture around fundraising. One of my clients implemented all five of these approaches over the course of a year. The results were staggering - board giving increased by 65%, and board-initiated major gifts grew from $250,000 to over $1 million annually.

Remember, transforming your board into major gift champions is a journey, not a destination. Be patient and persistent, and celebrate every win along the way.

I'd love to hear about your experiences - what strategies have worked well in engaging your board with major gifts? What challenges are you still facing?

Share your thoughts in the comments, and let's learn from each other's successes and struggles.

Tammy Zonker, Major Gift Expert & Keynote Speaker, Fundraising Transformed

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