What could make more sense than having successful business people on the board who can ask people for money? After all, their success in their own field will mean success in fundraising, won’t it?

Speaking during the Association of Fundraising Professionals (AFP) 49th International Conference on Fundraising, Laura Fredricks said the number one reason board members do not get involved in asking for money is that they fear they will not be as successful at it as they are in their business.

That fear can be overcome, Fredricks said, with a five-step approach that helps them gain both expertise and confidence in making the ask.

The five steps are:

• Take the time to sit down with each person and ask them to describe the type of people they would like to meet and what kind of gifts they think they could request, as well as if they would like to have a board member, volunteer or CEO with them.
• Does everyone know the funding priorities? Everyone in the organization needs to say the same things.
• Create a simple card with the facts and priorities they need to know.
• Language for leaders and volunteers. Speak in the business language they understand.
• Let them select the three things they can do within the time frame that is best for them.