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How can I get my board to understand fundraising strategy, and support me in getting a program underway?
From the fundraiser’s perspective, Boards set often, unrealistic expectations, appear singularly focused on bottom line results and fail to appreciate the challenges of achieving them. Yet, conflict between a Board and the professional fundraiser is not a product of irreconcilable difference. Most of the time it is simply the result of a lack of respect between the two parties, and this is usually derived from a lack of communication. Working with a Board – or more appropriately, ‘working a Board’ – demands commitment to relationship-building. In these more enlightened times, fundraisers appreciate the importance of building relationships with donors. It doesn’t take a great leap of faith to begin to view Board members in the same light. Treat board members as potentially your largest donors. Consider your Board. They are key stakeholders in your organisation: VIP supporters of time and talent and vision. Too many fundraisers see their Board as the enemy. Constantly on the defensive, they risk alienating Board members with their attempts to justify their performance, or the perceived lack of it. How do you go about building a mutually-beneficial relationship with your Board? Nurture a strong relationship with the Chairman, your CEO and one other Board member most likely to influence others. Focus your attention on these three, rather than the whole Board. (Most Board members do not understand, and do not want to understand, fundraising. Attempting to solicit the support of all members will frustrate you and jeopardise your potential to build a strong relationship with those of key influence.) So, target the Chair, your CEO and one other. Take the time to gain their respect. Inform, educate and motivate them. Listen to their challenges, explain how you can solve them and educate them about the strategies you will employ to achieve their goals. Once they know you, understand what you are trying to do, and TRUST you, they will support you. After all, you are the ticket to maintaining and growing the organisation's funding. The time you spend with them is critical. If you cannot get time with your CEO and the Chair, regularly and separately, you will never build the relationship. Your CEO will give you all the time in the world if you are making them look successful. Your Chair will give you all time in the world if you are setting them up for success. Do your homework…make it easy…make it successful: first time every time!
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