The Executive Director’s Role in a Capital Campaign: 4 Essential Responsibilities

Your capital campaign needs an executive director who can steady the team, stand up to the board, and secure the resources to succeed. In this episode of All About Capital Campaigns, Capital Campaign Pro co-founders Amy Eisenstein and Andrea Kihlstedt discuss four essential responsibilities for nonprofit CEOs and executive directors leading a capital campaign. Drawing on a recent conversation with nonprofit leaders, they explain how the person at the top sets the tone for campaign confidence, board engagement, staff morale, and the investment needed to raise more money than the organization has ever raised before. First, Amy and Andrea explore what it means to project confidence when the outcome still feels uncertain. Capital campaigns can bring sleepless nights, tough decisions, and anxiety for everyone involved. Leaders need a deep commitment to what the campaign will accomplish for their community, backed by preparation, donor conversations, a feasibility study, and access to experienced campaign counsel. That combination helps them communicate a clear sense of direction while doing the work required to make the campaign successful. Next, they address a responsibility that can be uncomfortable to discuss: protecting fundraising staff from destructive board behavior. When a board member publicly criticizes or embarrasses a development director, the executive director needs to address the behavior and create a better setting for legitimate concerns. Amy and Andrea also discuss the positive side of this role: recognizing staff contributions, encouraging the team, and making sure the people doing difficult campaign work feel appreciated. The conversation then turns to board communication and the influence that often operates outside formal meetings. The loudest person in the room may not be the person others listen to most. Executive directors need to know who holds influence, build relationships with those board members, and discuss important decisions before they reach the board agenda. Amy and Andrea consider how virtual board meetings have changed the informal conversations that once happened in parking lots, and why intentional outreach matters. Finally, they explain why the CEO must advocate for an adequate capital campaign budget. Campaign planning requires a realistic investment in staffing, expertise, and support over the life of the effort. They discuss including campaign expenses in the fundraising goal, planning ahead rather than revisiting every expenditure, and responding when board members assume existing staff can simply take on the campaign. One example brings that challenge into focus: a small organization hired its first development professional, then was surprised when that person recommended bringing in campaign counsel. Amy and Andrea explain why even capable fundraisers may need specialized support for a campaign they have never led before. Whether you are an executive director preparing for your first capital campaign, a development director seeking stronger leadership support, or a board chair helping your organization plan, this episode offers practical guidance for building a more confident, supported campaign team. Share this episode with your CEO, executive director, or board chair to start a conversation about the leadership your campaign needs. To see if your organization is truly ready for a capital campaign, download this free Readiness Assessment https://capitalcampaignpro.com/assess - This guide will help you evaluate six aspects of your organization, including the board and your case for support. #Fundraising #Nonprofit #Leadership CHAPTERS 00:00 The executive director’s role in a capital campaign 01:40 Leading with confidence 05:26 Protecting and encouraging fundraising staff 08:53 Communicating with influential board members 13:22 A Board Member’s Guide to Capital Campaign Fundraising 14:24 Advocating for the campaign budget 18:29 Four leadership responsibilities to remember