The Fundraising Reality Check Your Board Needs to Hear
By Michael Kiragu
Dear non-profit leader, just because you lead the organisation doesn’t mean you should carry the entire fundraising burden. Yet somehow, that’s exactly what’s happened at most NGOs.
Executive directors carry the entire financial burden while board members show up to meetings, vote on budgets, and then… disappear when it’s time to actually fund those decisions. This has to stop.
Let’s get something straight: your board doesn’t just govern your organisation – they legally “own” it. Nonprofit boards hold legal responsibility for the financial health of the organisation. When they approve that annual budget, they’re not just saying “yes” to programmes and expenses. They’re saying “yes” to making sure every dollar gets raised.
The problem?
We’ve lost sight of this fundamental truth. In fact, some boards have gotten it completely backwards – instead of funding the organisation, they expect the organisation to fund them through sitting allowances and business referrals.
It’s time to reset expectations – and here’s your roadmap:
- Start with the basics. Every new board member should receive a comprehensive orientation that explicitly outlines their fundraising responsibilities. Don’t just mention it in passing – make it central to the conversation. Have them sign a board agreement that spells out exactly what you expect from them financially.
- Have the hard conversation with existing members. Be direct: the current system isn’t working, and it’s not fair to you or the organisation. Frame it as a partnership opportunity – you’re not asking them to do your job, you’re asking them to do theirs.
- Create clear standards. Implement a “give or get” policy that requires every board member to personally contribute and actively participate in fundraising efforts each year. No exceptions, no excuses.
- Invest in their success. Most board members want to help but genuinely don’t know how. Provide training, scripts, and concrete tools that make fundraising feel manageable rather than overwhelming.
- Make it simple. Remove every possible barrier. Give them template emails, talking points, donor lists, and step-by-step guidance. The easier you make it, the more likely they are to follow through.
- Know when to make tough decisions. Sometimes, despite your best efforts, board members simply won’t step up. In those cases, it’s time to transition them out and recruit people who understand what nonprofit leadership actually requires.
The culture of low expectations has to end. When you set high standards and provide genuine support, something amazing happens: board members rise to meet them.
Your organisation deserves a board that shows up – not just to meetings, but to the hard work of sustainable fundraising. And you deserve partners, not passengers.
(Dr Michael Kiragu is a Kenyan fundraising expert, and Founder and Principal Consultant at Bell Consultants)
