When it comes to fundraising, many boards don’t know where to start. They’re passionate about the mission, but conversations about money often feel awkward, intimidating, or are avoided altogether.
The truth? Boards that talk openly and regularly about fundraising are the ones that unlock long-term sustainability. It’s not about every member becoming a major gift solicitor. It’s about creating clarity, setting expectations, and grounding decisions in data.
Here are three conversations every board should be having and why they matter.
Too often, boards default to thinking fundraising = “writing big checks” or “asking friends for money.” The reality is more nuanced.
Some board members can give generously.
Others may be connectors, opening doors to new relationships.
Still others may shine as storytellers, advocates, or event hosts.
Why it matters: Fundraising works best when every member knows their unique role. This shifts the board from silence (or resistance) to action.
Boards often focus only on year-end revenue goals. But that’s like checking the scoreboard without watching the game.
Better questions include:
Are we keeping the donors we already have (retention)?
Do we know what a donor is worth to us over time (lifetime value)?
How much of our giving is stable and recurring vs one-time?
Why it matters: These conversations move boards away from reactive, last-minute decisions and into proactive planning.
Boards sometimes assume staff “have fundraising covered.” But true sustainability requires shared responsibility.
Staff can’t carry fundraising alone.
Boards set the tone for whether philanthropy feels like an organizational priority or an afterthought.
Simple actions like board members making personal thank-you calls can have outsized impact.
Why it matters: When boards see themselves as partners in building a culture of philanthropy, staff feel supported, donors feel valued, and organizations thrive.
Fundraising doesn’t have to be a taboo topic in the boardroom. By asking the right questions about roles, metrics, and culture, boards can move from hesitation to clarity.
Want a practical tool to guide these conversations?
Download our free Fundraising Metrics Dashboard Cheat Sheet and get the 10 metrics I recommend every board should track.