Podcast Summary: Nonprofit Lowdown
Episode #363 – Making the Case for Your Board
Host: Rhea Wong
Date: November 10, 2025
Episode Overview
This episode is tailored for nonprofit professionals who struggle to get board approval for professional development investments, particularly around major gift fundraising. Host Rhea Wong walks through a clear, numbers-driven approach to presenting the case for board buy-in—using her “Big Ask Gift Program” as the example. Rhea lays out exactly how to communicate ROI, address common objections, and engage board members more effectively in fundraising.
Key Discussion Points and Insights
Why Boards Block Investment (04:10)
- Boards are the main blockers: Many nonprofits cite the board as a stumbling block for investing in fundraising strategy or staff development.
- Problems: Boards often question the ROI or cite limited budgets for professional development.
- Insight: If the case for investment isn’t clear “in under a minute,” boards will delay, costing time and money.
“Boards block when the case is fuzzy. If boards can't see ROI in under a minute, they punt. And we know that every punt, every hesitation means lost time and lost money.” – Rhea Wong [06:38]
The Three Criteria for Nonprofit Spending (03:12)
Rhea’s framework for evaluating nonprofit expenses:
- Does it make more money?
- Does it save time?
- Does it increase operational efficiency?
“If expenditures do not fall into one of three categories, then you probably shouldn't spend it. One, it makes more money. Two, it saves time. Or three, it increases operational efficiency.” – Rhea Wong [03:25]
Framing ROI to the Board (06:55)
- How to make the financial case: Focus on incremental revenue, time saved, and risk mitigation.
- Calculating ROI:
- Net ROI = (Incremental Revenue + Value of Hours Saved – Cost of Program) / Cost of Program
- Typical payback achieved by month two; anything past that is profit (“gravy”).
- Conservative estimate: 3x to 10x return in 12 months.
“When we look at the payback, we're looking at the cost divided by the monthly net benefit. So typically what we're seeing is payback by month two. And in some extreme cases people are seeing payback within a couple of weeks.” – Rhea Wong [11:30]
The “No Strategy Tax” (09:22)
- The Consequence of Inaction: Every month without a major gifts strategy represents real money being “leaked” from the donor pipeline.
- Tools Included: A calculator to measure the cost of not having a strategy (provided in show notes).
Concrete Client Success Example (13:44)
- Case Study: A food justice nonprofit in LA used Rhea's approach: fast signal scans, light donor engagement actions, and coaching.
- Result: Raised $100,000 from two donors in a single month.
“We did a big step back and... did thank you calls, a short update and a low lift visit... They raised $100,000 from two donors in one month.” – Rhea Wong [13:59]
Five Concrete Fundraising Roles for Boards (16:23)
A practical framework for board engagement that avoids “asking for money” directly:
- Surface signaling: Board does three thank you calls a week.
- Warm introductions: One new introduction per director per month.
- Small circle hosting: Board hosts intimate gatherings (not galas) for storytelling and stewardship.
- Stewardship moments: Personal periodic check-ins with top donors.
- Accountability rhythm: Monthly 20-minute “pipeline huddles” to review fundraising progress.
“The script for the board is you don't have to ask for money. You open doors and create moments. Staff can do the ask, but we need a framework to best maximize their time.” – Rhea Wong [18:20]
What Board Approval Support Looks Like (20:18)
- Post-enrollment deliverables: 90-day major gift plan, engagement fundraising system, scripts, caseload right-sizing, upgrade pathways, proposal templates, board involvement cadence, and live coaching.
- Presentation Assets: Ready-made board packet with a one-page story, ROI brief, sample board email, calculator results, and an eight-slide ROI deck script.
- Guaranteed Results:
- Rhea provides a money-back guarantee if results don’t meet conservative ROI projections (with good-faith participation).
- “Never had to refund anyone” due to careful screening and strong outcomes.
Addressing Common Board Objections (25:02)
- “We tried this already” — This is new, with specific metrics, guaranteed payback.
- “We don’t have enough staff” — Major gifts are the most efficient fundraising channel (10¢ per $1 raised vs. galas at 50¢ per $1).
- “We don’t have board time” — All roles designed for 40–60 minutes per month.
- “What if it flops?” — Conservative estimates, transparent metrics, and a money-back guarantee.
Notable Quotes & Memorable Moments
-
On the importance of acting fast:
“Every single day that you are moving forward without a strategy and without taking action on your major gifts, you're leaving money on the table and it's leaking out of the pipeline.” – Rhea Wong [07:24] -
On the limiting beliefs of boards:
“Most boards are not engaged in the way that you would want them to be.” – Rhea Wong [15:43] -
On major gifts ROI:
“Major Gifts is the most efficient way to raise money. It's about 10 cents on the dollar compared to 50 cents on the dollar for event fundraising.” – Rhea Wong [27:00]
Important Timestamps Breakdown
- 03:12 — Three criteria for nonprofit expenses
- 06:38 — Why boards block spending
- 09:22 — The "No Strategy Tax"
- 11:30 — ROI calculation and conservative projections
- 13:44 — LA food justice client success story
- 16:23 — Five action steps for board fundraising engagement
- 20:18 — What happens post-enrollment
- 25:02 — Overcoming common board objections
Episode Wrap-Up & Actionable Resources
- Ready-to-go board approval packet: One-page story, ROI brief, email template, calculator, and deck script (links in the show notes).
- Donor growth evaluation call: First step for organizations wanting to work with Rhea. Spots limited through year-end with 2025 pricing.
- Main takeaway: Make board approval a no-brainer by clearly outlining investment, payback, net gain, and providing all board-facing materials.
“Boards say no to fuzzy things. And so what we're going to do is that we are going to help them. We're going to give you a one size story, we're going to give you board jobs and we're going to give you a board approval packet which you can get if you book a donor growth evaluation call.” – Rhea Wong [29:12]
Final Thoughts
This episode is a practical guide to overcoming board inertia and skepticism regarding investments in fundraising development. Rhea’s actionable, numbers-based approach, complete with ready-to-use tools, makes it easy for fundraising professionals to secure the resources and buy-in they need to elevate their major gift programs—and see real results fast.