How to Fundraise as a Team (and Build a Better Fundraising Team)

Fundraising is a team sport. It should NEVER be the responsibility of a single person. When it is, you get mediocre fundraising results (at best).

With that in mind, take the time necessary to build and improve your fundraising team. If you do, it won’t be long before you’re functioning as a well-oiled machine.

How to Fundraise as an Effective Team

At most nonprofit organizations, the core team for fundraising includes:

• the CEO / Executive Director
• key board members
• staff members (led by the Development Director)

At new organizations, board members are usually responsible for fundraising until they can hire an Executive Director. At that point, fundraising becomes the responsibility of both staff and board members.

Unfortunately, many ED’s hire development staff members because they don’t want to have the fundraising responsibility themselves. However, fundraising is ultimately the responsibility of the ED, board members, and the staff.

A great fundraising staff member enhances the abilities of the board and director to raise funds. Hiring a Development Director doesn’t eliminate the need for others to participate in fundraising. When the CEO/ED, Development Director, and board members all work together as a group, fundraising flourishes.

What Does an Effective Fundraising Team Look Like?

While fundraising is a team effort, there are separate and distinct roles for each member of the team. And these roles can sometimes be blurred depending on the stage and maturity of the organization.

For example, at a less mature organization, the lines between team members may be a little hazy. Typically at younger organizations, board members help with grant writing and event planning. Conversely, in a more mature fundraising program, staff members would handle these types of responsibilities.

Let’s take a closer look at each part of the team and consider some best practices.

Executive Director

The Executive Director is the face of the organization. They should be visible in the community and communicate their vision to donors, prospects, and community members. They should meet with donors and prospective donors on a regular and ongoing basis, and ask them for donations when appropriate.

Board Members

Board members are keys to the success of any fundraising effort. They serve as the chief advocates for the organization out in the community. As such, they should be introducing their contacts to the organization, opening doors (aka making introductions), helping with cultivation, solicitation, and stewardship.

Development Director and Staff

The Development Director is responsible for coordinating all of the efforts coming out of the development office. The DD should create a plan for raising funds and oversee the implementation of that plan. They should help board and staff members understand their roles and responsibilities, so the team works well as a whole.

How to Build a Better Fundraising Team

To build and enhance your own fundraising team, start by asking yourself a few rudimentary questions. Answer each of the questions below as they pertain to your organization. Doing so will give you a sense of how to build and improve your team.

1. Who is a part of your development team?

As discussed above, your fundraising team starts with board members. Your board is critical to the process. Assuming you also have paid staff, the CEO/ED is the first member of your paid fundraising team. As your organization matures and develops, it’s time to consider hiring additional fundraising team members.

2. How do you work together?

Consider how you function as a team. Ask yourself (and be honest):

• Are board members expected to give and help with all aspects of fundraising?
• Is the Development Director invited to board meetings and provided time to facilitate fundraising discussion?
• Does the ED meet regularly with the development director and engage with donors?

Your answers should help you assess where the holes are in your ability to function as a team.

3. What do you do if your fundraising team doesn’t function as a team?

It may sound simplistic, but begin with kindness. Most staff and board members who don’t participate in fundraising are afraid to do so. They may not understand what’s expected of them or how to be successful. Be patient! Fundraising doesn’t come naturally to most people.

Dedicate time at each board meeting to have a fundraising discussion or mini-training. Have members of your team practice fundraising with one another and provide positive reinforcement and genuine praise for a job well done.

Speak with staff and board members individually about what they need to successfully help with fundraising. Their answers may surprise you and fundraising as a team may be in reach after all.

Get Help Building Your Fundraising Team

Consider your answers to the three questions above. Here are a handful to tips to ensure your board and staff remain happy and productive.

If you have specific concerns about building an effective fundraising team at your nonprofit, please share them in the comments below. I’d love to weigh in and offer suggestions.