Nonprofit board fundraising: roles, expectations & best practices

Board fundraising is part of every board member's role, but it's one that many executive directors are nervous to bring up. Board members who don't actively fundraise leave development staff carrying the fundraising load alone. Without clear expectations, the right structure, and practical training, valuable relationships often never become major donations or corporate sponsorships.

Many board members want to help but aren't sure what's expected of them or how to ask for support. This guide covers the expectations, tools, and training board members need to fundraise with confidence and build a stronger board fundraising culture.

Key takeaways

• Be clear about expectations upfront 📣 Explain fundraising requirements during the recruitment process so there are no surprises later. Only 43% of nonprofits have formally documented board fundraising expectations, according to a recent Givebutter poll of 42 respondents. 
• Give/get goes beyond personal contributions 🤝 Board members can also contribute by securing major donors and corporate sponsorships, and by acting as ambassadors.
• 100% board participation beats a dollar amount 💲 Meaningful contributions are more beneficial, especially in a smaller organization.
• Train board members to fundraise confidently 📝 Fear and uncertainty can hold new board members back, but training and support can turn them into effective fundraisers.
• Track every interaction with a nonprofit CRM 💰 Log introductions, activities, and soft credits so you can attribute success to your board members’ hard work. 

What is board fundraising?

Board fundraising encompasses the activities and responsibilities involved in raising funds as part of a board member’s role. Board members have a legal duty to ensure the organization's financial sustainability, which often includes leveraging their connections and standing in the community to raise funds. 

Most nonprofits include a give/get clause in their board agreement that requires members to give financially to the cause and/or get contributions from their networks. 

Depending on the organization and its board members, fundraising efforts can include personal giving, donor stewardship, building relationships, and serving as an ambassador for the nonprofit.

Dive deeper

Explore what’s involved with being a nonprofit board member →

What does board fundraising look like in practice?

Board members often support their organization’s fundraising efforts in three key ways: personal giving, leveraging networks, and increasing visibility. It’s the mix of all three that creates the most growth and stability.

Give: personal giving 💰

The ‘give’ side of the give/get request focuses on personal giving, which is the expectation that board members donate to the organization. Outline this in your terms so expectations are clear from the start.

Most nonprofits agree that 100% participation matters more than a set donation amount. Rather than requiring a hard minimum, consider a suggested donation and make it clear that members can also contribute through donor cultivation.

Get: connecting donors to the cause 🤝

Leveraging networks to raise funds is one of the highest-value activities your board members can engage in.

Attracting major gifts, corporate sponsorships, and recurring donations is a relationship game, and having a place to track it all is essential. Use Givebutter's nonprofit CRM to log introductions and interactions, send personalized communications, and attribute success to individual board members with soft credits, so every referral and donation gets the recognition it deserves.

Ambassador: stewardship & visibility 📣

There’s an important role that falls outside the give/get clause: ambassadorship. Being a visible steward of the organization might not bring in dollars immediately, but building long-term relationships builds trust and supports donor cultivation.

Your board members, especially those who are well-known locally, can significantly raise your nonprofit's visibility and reputation, helping your organization reach more potential supporters. Encourage them to host small gatherings, thank donors directly, and actively engage on social media.

Learn more

Introduce your board members to these key donor retention strategies →

How to build a board fundraising culture

Cultivating a strong fundraising culture among your board starts with clear expectations, communication, training, and accountability. 

Set expectations during recruitment, not after 📋

Potential board members want to know what’s expected up front so they can decide whether the role is a good fit. Sharing expectations early helps prevent frustration and builds trust. 

Include role requirements in your recruitment materials and reference them during interviews. Frame expectations in line with your organization’s commitments to create a balanced partnership.

Learn more

Learn how to recruit nonprofit board members →

Write a give/get policy ✍️

Craft a written give/get policy that states your minimum donation amount (if you have one), how members can contribute through their personal network instead of direct donations, and whether different rules apply to committee members vs. the full board.

Dive deeper

Get your free nonprofit board member agreement template →

Train your board to have fundraising conversations 🎓

Empower your board members with the skills they need to fundraise, so they’re not held back by fear or lack of experience. The right training removes barriers, boosts confidence, and improves fundraising outcomes. 

Host a training session covering fundraising basics, donor conversation tips, and how to make the ask. Encourage board members to ask questions and continue supporting them with ongoing training as needed. 

More to explore

Learn how to ask for donations from your community →

Track board fundraising activity in your CRM 📊

When you keep a record of every donor interaction in your nonprofit CRM, you can clearly see which board relationships are leading to donations, making it easier to recognize contributions and coach future fundraising efforts.

Use donor segments to track donors’ giving history, board connection, and personal notes or instructions. With Givebutter, you can also use the soft credits feature to attribute revenue directly to board member activity. 

Learn more

Discover more reasons to use a nonprofit CRM →

Make board fundraising easier with Givebutter

Board fundraising is most effective when board members have clear expectations, the confidence to build donor relationships, and the tools to turn those relationships into lasting support.

Givebutter's free nonprofit CRM helps you track board-sourced connections, manage every interaction in one place, and follow each donor's journey from introduction to gift. With donor segments, contact history, and soft credits, you can recognize every board member's contribution, strengthen accountability, and make it easier to build a lasting culture of board fundraising.

‍Sign up for Givebutter for free and give your board the tools they need to become confident fundraisers, engaged ambassadors, and stronger partners in your mission.

FAQs about board fundraising

What is a board give/get policy?

The give/get policy is the part of a board member agreement that outlines expectations for fundraising. Board members are required to “give” through personal donations and/or “get” by raising funds from their network. Nonprofits can set a suggested or hard minimum amount for fundraising, or ask for meaningful participation instead. 

How much should board members donate?

There’s no universal standard for how much board members should donate. For smaller organizations, 100% participation at any level matters more than the amount. For larger organizations, there’s typically a set minimum between $500–$5K. Be clear about expectations at the recruitment stage so potential board members can decide whether they’re comfortable with the expectations. 

How do you get board members to fundraise when they resist?

Ask your board members to act as ambassadors first, by taking part in donor introductions, events, and thank-you calls. It might be that they’re not sure how to approach direct fundraising, so offer training and make sure that your board member agreement is clear on how they’re expected to participate.

Givebutter's CRM helps you see which board members have connections to specific donors, making it easier to plan strategic introductions rather than a vague “reach out to your network.”

What is the difference between board fundraising and staff fundraising?

Staff fundraise as their primary job function. Board members fundraise through relationships, credibility, and networks, and open doors that your fundraising staff can’t. The two are complementary, not competitive, and most organizations need both to remain sustainable.

Is it legal to require board members to donate?

Yes, it’s legally permissible to set financial participation expectations as a condition of board membership, but it must be disclosed during recruitment and documented within the board agreement. This isn’t legal advice, and we’d advise organizations to consult an attorney for specifics.