How can fundraisers build stronger relationships with charity trustees? For Matt Parkes, Chartered Institute of Fundraising (CIOF) Trustee, founder of Scenius Consulting and Coaching, and a fundraising professional since 1999, the answer lies in open communication, mutual understanding and recognising fundraising as a strategic investment. As part of Trustees’ Week 2026, Matt shares practical insights into effective charity governance, board-level support for fundraising and how trustees and fundraisers can work together to strengthen fundraising and support their charity's long-term success.
"Trustees aren’t there to catch fundraisers out – or shouldn’t be. And fundraisers aren’t there to manipulate trustees – or shouldn’t be!
"Because many trustees come from Finance backgrounds, managing risk and balancing funds, it can sometimes feel like trustees just block fundraisers’ requests for investment. But open dialogue, asking trustees what they need to see and helping them to understand fundraising, can be very fruitful."
"Fundraising is always about return on investment. And it usually delivers a return far above investment, trading or commercial income. And it is always built on relationships, internal and external.
"Leadership and governance, specifically, are similar. Effective governance is built on relationships and should view everything through the lens of investment in the organisation's future."
"The most meaningful support for Fundraising at board level is a combination of a Fundraising trustee plus training for the other trustees in how Fundraising works.
"This is the ideal but is sadly very rare.
"Having a Fundraising trustee is great, as it can be a great encouragement to the Director of Fundraising, but the role of that trustee alongside other board members needs to be clearly defined to be truly effective."
"Go to as many board meetings and trustee committee meetings as you can, as early as you can in your Fundraising career!
"In my second year in the sector, as a donor acquisition officer, I had the opportunity to present a case for investment to trustees for a big acquisition campaign. They approved it, and it was successful, which was great."
Trustees have a serious responsibility to protect the charity. They’re not anti-fundraising. It’s likely that they just don’t understand it well enough.
Ask to meet the Chair and other trustees informally, and even invite them to meet you and your team to help them understand.
Matt's experiences remind us that stronger relationships between fundraisers and trustees don't necessarily require big changes. Sometimes, they begin with asking questions, sharing knowledge and taking the time to understand each other's responsibilities.
As part of Trustees’ Week 2026, we're bringing together perspectives from CIOF trustees, staff and the wider fundraising community to explore how better conversations can lead to stronger fundraising.
Explore more perspectives from CIOF trustees, staff, and insights from our fundraising community.
