Dear Nonprofit CEOs: Fundraising Is Your Job
In many organizations, fundraising is seen as the responsibility of the development team or the board. CEOs often view their role as setting strategy, managing staff, and reporting to the board — while leaving fundraising to others.
But here’s the truth: when a nonprofit CEO shows up in fundraising, the entire organization benefits. Donors see that the mission matters enough for the top leader to invest time and energy. Staff feel supported. The board gains confidence. And most importantly, the organization is better positioned to secure the resources needed to achieve impact.
Yes, fundraising can feel uncomfortable. Asking for money doesn’t come naturally to most of us. But leadership isn’t about staying comfortable — it’s about doing what the mission requires.
Five Ways Nonprofit CEOs Can Step Up in Fundraising
1. Make the Ask
Don’t leave every solicitation to your staff. When the CEO asks, it carries weight. Prepare with your team, practice, and then step into the room with confidence. Even if it feels awkward, remember: you’re not asking for yourself — you’re asking for the mission.
2. Learn From Your Development Staff
Your fundraisers are the experts. Lean on them. Ask for coaching, role-play difficult conversations, and invite honest feedback after donor meetings. By showing openness and humility, you model that leadership means being willing to learn and grow — and you strengthen trust with your team.
3. Commit to Follow-Up
Too often, valuable donor insights stay trapped in one conversation. If you meet with a donor without your fundraising staff present, debrief them immediately. Share details, next steps, and donor feedback. Consistent follow-up with both donors and your internal team keeps relationships strong and momentum alive.
4. Keep Fundraising Authentic
Fundraising should never be about inventing committees, programs, or “shiny objects” just to secure a gift. It should be about inviting donors to support the organization’s real needs. Stay authentic, focus on impact, and ask directly for what your nonprofit requires to thrive. Your staff will thank you — and your donors will respect your honesty.
5. Keep the Mission at the Center
At the end of the day, fundraising is not about you, the CEO, or even the donor. It’s about the mission. Every conversation should return to the difference your organization makes and the lives transformed by donor investment.
The Bottom Line
A nonprofit cannot thrive if its CEO avoids fundraising. By making the ask, learning from their staff, following up diligently, and keeping fundraising authentic and mission-centered, leaders unlock resources that fuel lasting impact.
Fundraising isn’t an optional part of the CEO role — it’s essential. And if you’re a leader looking for coaching, mentoring, or a trusted thought partner to help you step more confidently into this role, I’d love to support you.