by Yvette Hartsfield, CFRE, CAP, MA
Successful nonprofit fundraising is rarely the result of one person’s efforts. It is the product of a strong partnership between the development director, the executive director, and the board of directors, each understanding their role and working together toward a shared vision.
For a development director, one of the most crucial factors to success is understanding the kind of board with which they are working. Is it a partnership board or a grassroots board? The distinction matters.
The Partnership Board
A partnership board understands that fundraising is a shared responsibility. Board members recognize that the development director brings professional expertise, strategy, systems, and fundraising knowledge, while board members bring something equally valuable: relationships, credibility, community influence, passion for the mission, and access to networks.
In a partnership model, the development director does not simply “ask the board to fundraise.” Instead, the development director equips board members to be successful ambassadors. They provide information, talking points, donor intelligence, opportunities, and coaching that board members need to confidently open doors, cultivate relationships, make introductions, thank donors, and occasionally make the ask.
This creates a culture of “we” rather than “you.”
The Grassroots Board
A grassroots board, by contrast, may be accustomed to a more hands-on approach. Board members may have historically organized events, solicited friends and family, secured sponsorships, or personally managed fundraising activities. That commitment can be an incredible asset. However, as an organization grows, a grassroots approach can create challenges if no one clearly defines and separates responsibilities.
Transitioning To A Partnership Board
The development director must be careful not to dismiss or diminish that history. Instead, the goal should be to build upon it—helping the board transition from leading fundraising for the organization to partnering with staff to build a sustainable fundraising program.
That transition requires trust.
The development director must respect the board’s knowledge of the organization and community while also establishing professional fundraising practices. Likewise, board members must trust the development director to lead the fundraising strategy, manage donor relationships appropriately, and provide clear direction about how they can contribute.
Different Roles, One Goal
The strongest relationships are built when both sides understand that professional fundraising and board engagement are not competing ideas; they are complementary ones.
The development director brings the strategy. The board brings relationships and influence. The executive director provides organizational leadership. Together, they create an environment in which donors feel connected, valued, and inspired to invest in the mission.
For a nonprofit organization, harmony between the development director and the board is not simply a matter of workplace chemistry. It is a fundraising strategy.
When the board and development director operate as partners, donors experience consistency, confidence, and enthusiasm. When they operate in silos—or worse, at cross-purposes—the organization risks confusing donors, duplicating efforts, and missing opportunities.
The goal is not for everyone to do the same thing. The goal is for everyone to move in the same direction.
A great development director knows how to build that partnership. A great board recognizes its role within it. And together, they create something far more powerful than either could create alone: a sustainable culture of philanthropy that advances the mission for years to come.
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Do you need to transition your board into a partnership role? Let’s Build Hope would love to help! Register for our next Annual Fund Training Camp, sign up for our online Crush Course, or contact us today to figure out which of our services is just right for your organization.