Advancing Board Leadership in Fundraising: Key Takeaways from My Conversation with Neuberger Berman

Created By: Steve Orr
December 1, 2025

Recently, I had the pleasure of joining Julia Chu, Head of Philanthropy at Neuberger Berman, for a virtual conversation on one of the most important topics in the nonprofit sector today: how board members can meaningfully advance fundraising in a complex economic climate. With more than 200 board-level investors tuning in, it was a thoughtful and energizing discussion on what effective board leadership looks like right now. 

>> Watch the webinar replay here.

As board members, your role is unique. You open doors, build trust, expand networks, and set the tone for a culture of philanthropy that ultimately fuels organizational growth. Today, when donor dollars are increasingly competitive and economic pressures are persistent, this leadership is more essential than ever. 

Three Phases of Effective Fundraising Leadership 

We walked through the full lifecycle of donor engagement: identification, cultivation, and stewardship. Board members can contribute meaningfully at every stage. 

Identification: 

Strong fundraising starts with clarity of impact. Organizations must track and articulate their results in measurable ways, i.e., improving water quality, strengthening educational outcomes, or advancing medical research. With clear metrics, prospect research becomes far more targeted and effective. With the right tools, including AI-driven platforms such as RelSci, board members can help expand the universe of qualified prospects. 

Cultivation: 

Board members do not have to make the ask, but they are powerful door openers. Through sphere of influence conversations, boards can map their networks, identify aligned donors, and create pathways for warm introductions. Once in the room, trust and credibility are what move relationships forward, and this is where a strong and well-prepared leadership team matters most. As I shared during the discussion, fundraising is relationship management, and organizations with confident and capable CEOs and development staff consistently outperform those without them. 

We also touched on the importance of educating donors about tax-efficient giving, including donating appreciated securities, which can meaningfully increase both the size and sustainability of contributions. 

Stewardship: 

Stewardship is often the most overlooked part of fundraising. It is the practice of showing donors they matter long after a gift is made. It requires regular communication, meaningful updates, personal touches, and ongoing engagement. It cannot fall solely on board members. Staffing and structure are essential. Board leaders can, however, amplify stewardship when they stay connected to top supporters and champion a culture that values long-term relationships over one-time transactions. 

Addressing Common Concerns from Board Members 

We also explored several hurdles board members often encounter: 

“I do not want to ask my friends for money.” 

Wealthy individuals are giving to charity regardless. Your role is simply helping them understand why your organization is the right place to invest. 

“Now is not a good time.” 

Respect the timing, stay engaged, and use the year ahead to deepen the relationship without making an ask. 

“Another organization seems to do similar work.” 

Differentiation matters. Every mission has its own distinct focus, approach, and value. Be prepared to articulate your organization’s special advantages and impact. 

Why This Matters Now 

The organizations that thrive, even in difficult periods, are those with motivated board members, strong staff leadership, and consistent relationship management. None of this happens by accident. It requires clarity, discipline, and collaboration between staff and board. 

Great leaders are essential to mission success. Learn how Orr Group can help you leverage the leadership at your organization to drive philanthropic impact and revenue growth.

Steve Orr is the Co-Founder and Managing Partner of Orr Group. Steve draws from his investment banking and finance background to bring a problem-solving approach, a focus on metrics, and an outcomes-driven perspective to the nonprofit sector.