Stephen Block, in his book Why Nonprofits Fail, says that regardless of who guides the fundraising efforts, willing and enthusiastic board members are essential to the long-term fundraising success of the organization. But some board members still hold out, giving two primary excuses for their reluctance:

Some feel that the organization’s strategy and its literature may make potential donors feel uncomfortable, which results in their giving out of guilt. Some see fundraising as a form of begging. However, Block says that “inviting” people to make financial gifts gives them the chance to feel good about themselves. In other words, fundraising gives individuals the opportunity to be charitable and reap the emotional rewards that go along with giving (p.123). Some fundraisers believe that major donors truly have a need to give!

He goes on to say that the challenge is to find and remove the psychological barriers that impede board members from contributing. Block believes taking time to discuss these barriers with the board could help them work together to break through them.

Specifically, board members must be willing to get involved in the following tasks:

• identifying prospective donors.
• cultivating relationships with these donors.
• presenting passionate cases about the school foundation and its needs.
• inviting prospective donors to give.
• giving personally to the school foundation.

Perhaps the best way to encourage board members to get involved in fundraising is

to ask them how they expect to accomplish their mission. Focusing on the mission of the school foundation and its vision for the future challenges board members to view fundraising as a necessary tool to accomplish their goals.

One strategy is to involve board members as volunteers at fundraising events. Volunteers are often more enthusiastic donors! Also consider challenging the board with annual goals. These goals should include contacting a certain number of prospects, distributing a certain number of literature packets, and/or raising a certain amount of money. It is not unreasonable to expect a 10-member board to raise $35,000 to $50,000 by either donating personally or by asking others.

In closing, personal fundraising can be a very divisive subject among school foundation board members. Directors should take time to educate their board concerning its opportunities and obligations in this very important area.