Your Board Isn’t the Problem, Your Fundraising Model Is (Part 2/3)
Dear Nonprofit & Fundraising Leaders,
In Part 1, I said something that tends to ruffle feathers: Your board is not the problem.
And while I’m being honest, most boards are doing exactly what they’ve been set up to do.
Which means if fundraising isn’t working…
It’s not because your board doesn’t care.It’s because your model isn’t working.
So let’s talk about that.
Because if we’re going to stop blaming people, we need to get clear on what actually needs to change.
Most Fundraising Models Are Built for Limitation, Not Growth
Here’s the model I see over and over again:
Fundraising is owned by one person (maybe two, if you’re lucky)
The board is expected to “help,” but not really shown how
Staff stay in their lane — programs here, development over there
Leadership wants results, but isn’t actively engaged in the process
And then the expectations come in:
“Why aren’t board members giving more?” “Why aren’t they making introductions?” “Why don’t they understand fundraising?”
But here’s the question I always ask: What system have you built that actually supports them in doing any of that? Because most boards aren’t underperforming. They’re under-equipped.
The Real Shift: From Ownership to Participation
If you want your board to show up differently, you have to change what they’re stepping into.
In most organizations, fundraising looks like this: “Development owns it. The board supports it.”
But in organizations where fundraising actually grows, it looks more like this: “Fundraising is [the Development Department’s] job. And Fundraising is EVERYONE’s business. Fundraising is something we all participate in, in different ways.”
That’s the shift. Not more pressure. Not more expectations. More participation.
What That Actually Looks Like
This is where people tend to overcomplicate things. So let’s simplify it. A strong fundraising model doesn’t ask board members to suddenly become fundraisers.
It invites them into specific, accessible roles.
Like:
Sharing why they care about the mission
Hosting or attending small gatherings
Making introductions (with support, not pressure)
Participating in stewardship — not just solicitation
Notice what’s missing? “Go ask your friends for money.”
Because that’s where most models break. They jump straight to the ask — without building confidence, clarity, or support.
Your Board Doesn’t Need Motivation. They Need Structure.
This is the part that’s hard for a lot of organizations to hear. You don’t have a motivation problem. You have a structure problem. If your board doesn’t know:
what to do
how to do it
or why it matters
They’re not going to magically figure it out. And no amount of:
guilt
pressure
or “we really need you to step up right now”
is going to fix that.
The Organizations That Get This Right
The organizations I see with engaged boards don’t have “better” board members. They have better systems. They:
Define clear roles in fundraising beyond “give and get”
Normalize participation across the entire organization
Provide tools, language, and support
Build confidence over time — not overnight
And most importantly: They treat fundraising as a shared culture — not a delegated task.
If your board isn’t showing up the way you want them to…Pause before you assume it’s a people problem. Ask yourself: What have we actually built for them to step into?
Because when you change the model, the behavior follows. Not because your board suddenly changed. But because the system finally made it possible for them to show up.
Want to Go Deeper? Let’s Actually Build This.
If this is hitting a little too close to home… you’re not alone.
This pattern – where boards are expected to perform in a system that hasn’t set them up to succeed – is something I see across the sector.
And it’s exactly what I’ll be digging into in an upcoming webinar with Association of Fundraising Professionals: “Fundraising Without Fear: Activating Your Diverse Board with Equity and Intention”
Because this conversation isn’t just about getting your board to “do more.” It’s about:
Building a model that actually supports participation
Activating diverse board members in ways that feel aligned and effective
Leading with equity — not pressure or expectation
And creating a culture where fundraising feels accessible, not intimidating
If you’re ready to stop asking, “Why isn’t our board stepping up?” and start building a system where they actually can… I’d love to have you there.
Sincerely,
Queers
Queer For Hire provides fundraising support to Queer nonprofits, LGBTQIA+ cultural competency to straight-led organizations and corporations, and individual coaching for Queer professionals.
Learn about our Fundraising Services <here> – we’ll lead or support your fundraising efforts, whether you need general support or want to focus on raising money from and for the LGBTQIA+ community.
Learn about our Fundraising Trainings <here> – we can coach your board, staff, and fundraising team on how to fundraise and how to engage LGBTQIA+ donors.
Learn about our other services <here> or our resources <here>.
