If you?ve ever said, ?Our board just doesn?t help with the gala,? you?re not alone. I hear that from nonprofit leaders all the time.
Nonprofit leaders often assume the problem is that their board simply isn?t a ?fundraising board.? But in my experience, that?s rarely the real issue.
More often, the problem is clarity. When board members understand the strategy and know exactly where they fit, they tend to step up in ways that surprise everyone.
Let me share a quick example.
When a ?Non-Fundraising Board? Raised Over $10,000
I worked with a nonprofit recently that told me their board didn?t help with the gala.
They said the board might buy a table or bring a few guests, but they definitely weren?t a fundraising board.
That made me curious.
So I asked if I could attend one of their board meetings and walk through how the gala actually works from a fundraising perspective. I explained the strategy behind a profitable event and showed them where their support could make a real difference.
Within six to eight weeks of that meeting, that same board collectively helped bring in more than $10,000.
They contributed about $8,500 in paddle raiser plants and also helped secure two unique live auction packages that raised thousands more during the event.
The board didn?t suddenly change overnight. What changed was that they finally understood how they could help.
Start by Showing the Strategy
When I work with boards, the first thing I show them is what I call the Pure Profit Iceberg.
Like a real iceberg, part of it sits below the water and part of it sticks out above the surface.
At the very bottom are tickets and sponsors. Their job is to cover your event costs and create a stable financial base.
The middle layer is what I call the fundraising foundation. This includes two important elements:
Matches
A match is a donor who offers a challenge to the room. For example, they might say they?ll give $10,000 if the audience raises $10,000.
Plants
Plants are donors who are prepared ahead of time to raise their paddle at specific giving levels during the paddle raiser.
Most boards are surprised to learn how powerful this middle layer is. It?s also one of the easiest places for them to work on.
The very top of the iceberg is what guests actually see on event night: auction bids and paddle raiser donations. While this part can feel unpredictable, the layers below it create the conditions for success.
Once board members understand this structure, they start to see where their involvement fits.
Match the Work to Their Strengths
The next step is figuring out where each board member naturally fits.
Not everyone will contribute in the same way, and that?s a good thing.
For example:
- Business owners, sales professionals, or real estate agents may feel comfortable reaching out to potential sponsors.
- Detail-oriented or analytical board members might enjoy helping with auction planning or package descriptions.
- Well-connected board members may have relationships with restaurants, hotels, chefs, or vacation homes that could turn into auction packages.
The goal is to identify the low-hanging fruit in each person?s network and interests.
When people are asked to contribute in ways that match their strengths, the work feels much more manageable.
Remove Ambiguity With Clear Goals
One of the biggest reasons board members struggle to engage is simple: the expectations are unclear.
If the request is something like, ?Help us find sponsors? or ?Bring good auction items,? it?s difficult for anyone to know what success actually looks like.
Clear goals change everything.
For example, you might say:
- ?If each board member helps bring in $5,000 in plants, matches, or sponsors, we?ll fully fund our fundraising foundation and cover all costs.?
- ?We need five strong live auction packages. Here are the categories and value we?re looking for.?
- ?Two board members will focus on sponsorships. The goal is one $10,000 sponsor and one $5,000 sponsor.?
Now the finish line is visible.
When people know what they?re working toward, it becomes much easier for them to take action.
Don?t Assume Your Board Doesn?t Care
It?s easy to assume board members are disengaged or uninterested when they?re not helping with the gala.
But most board members deeply care about the organization. That?s why they agreed to serve in the first place.
What they often need is:
- A clear explanation of how the event works
- A role that fits their strengths
- Specific goals and expectations
When those pieces are in place, boards often become far more helpful than nonprofit leaders expect.
Bringing It All Together
If your board isn?t helping with the gala, the first step is more clarity.
Start by explaining the overall fundraising strategy using the Impact Iceberg. Then identify where each board member?s strengths and connections could be useful. Finally, give them clear goals so they know exactly how to contribute.
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