“Then Saul dressed David in his own tunic. He put a coat of armor on him and a bronze helmet on his head. David fastened on his sword over the tunic and tried walking around, because he was not used to them. ‘I cannot go in these,’ he said to Saul, ‘because I am not used to them.’ So he took them off.” (1 Samuel 17:38-39)

Are you ready to face your fundraising giants? David wasn’t dressed for the occasion, so Saul outfitted him with his own tunic, coat of armor, helmet, and sword. The gear was too heavy and restricting. David removed it to face Goliath with only a sling and five smooth stones. You know the rest of the story. David’s strategy offers five valuable insights.

Embrace Your Strengths.
Saul’s approach to battle was straightlaced and he expected David to fight the same way. Business coach Dan Miller observes, “I see people hide behind their long resumes, fancy credentials, work history and false sense of entitlement – and then are dismayed when someone comes along with a great smile, little work history but a lot of enthusiasm and grabs the best opportunities.” David didn’t emulate Saul’s military prowess but relied on his own skills. Learn best practices from others but use your unique personality. Don’t fight in someone else’s armor.

Keep it simple.
David’s simple sling and stones proved to be more effective than Saul’s heavy armor. In fundraising, complex campaigns and convoluted messages can overwhelm potential donors. Focus on clear, concise communication to highlight your ministry’s impact. Know your story so well you can share the right message to connect with your individual donor’s interests. The better you communicate your why, the more people will join your cause.

Prepare diligently.
David’s victory wasn’t a fluke. His lion and bear experiences prepared him to fight Goliath mano a mano. Personal face-to-face fundraising is the most effective strategy for every ministry. Learn to identify, cultivate, and solicit your key donors one-on-one. As you practice your asking skills on lions and bears, God will prepare you for your Goliath.

Pray and act courageously.
David didn’t rely on his human efforts but on God. “You come against me with sword and spear and javelin, but I come against you in the name of the Lord Almighty” (1 Sam. 17:45). Fear kept all the Israelites trembling in their sandals and fear keeps many ministry leaders from asking. Fundraising isn’t a fight with your donors; it’s a spiritual battle which can only be won through prayer and courageous faith. Be brave and ask.

Ignore the Naysayers.
Before David could face Goliath, he had to face his skeptical brothers (see 1 Sam. 17:28-29). Others will question your motives and strategy by saying, “We’ve never done it this way before,” or “We should just pray and not ask for gifts.” Be like Tim Tebow, “I can’t control the naysayers. I can control my attitude and work ethic and determination.”

Think About This: Fundraising is spiritual warfare. Before every donor conversation, put on the armor of light—especially Ephesians 6:18, “And pray in the Spirit on all occasions with all kinds of prayers and requests.”

Response: Father, help me effectively aim for my donors’ heads and hearts.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“I was glad when Stephanas, Fortunatus and Achaicus arrived, because they have supplied what was lacking from you. For they refreshed my spirit and yours also. Such men deserve recognition.” (1 Corinthians 16:17-18)

John Maxwell wrote, “Everything rises and falls on leadership but knowing how to lead is only half the battle. Understanding leadership and actually leading are two different activities.” Likewise, knowing about fundraising and actually raising money are two different outcomes. Successful capital campaigns require leadership from your administrative team, development staff, board members, and especially your key donors. Paul acknowledged three leaders who demonstrated the qualities of those who should lead your fundraising efforts.

Spiritual Leaders
The household of Stephanas was among the first in Achaia to respond to the Gospel and quickly became leaders in the church. Recruit fundraising volunteers with spiritual maturity. Find men and women who are led by the Spirit and motivated to advance the Kingdom. They will bring insight, humility, and holy boldness to your efforts. Your campaign will move forward on your knees.

Servant Leaders
Stephanas, Fortunatus, and Achaicus “devoted themselves to the service of the Lord’s people” (1 Cor. 15:16). They put Jesus’ leadership principles into practice. “But whoever would be great among you must be your servant” (Matt. 20:26). Some people volunteer to look important; others simply serve humbly and reflect all glory to the Lord.

Generous Leaders
The interesting characteristic of these three leaders was their generosity, “they have supplied what was lacking from you” (1 Cor. 16:17). Some interpret this to mean their physical presence made up for the Corinthian’s absence. However, the Corinthian church had a reputation for making promises about giving and not following through (see 2 Cor. 8:10-12). Perhaps Stephanas, Fortunatus, and Achaicus took it upon themselves to bridge Paul’s financial needs with their own resources.

Transformational Leaders
Stephanas, Fortunatus, and Achaicus refreshed Paul’s spirit and everyone around them. Brad, a bank president serving on a capital campaign team, committed to give a generous gift and then to introduce one new donor a month to the ministry. His enthusiasm for the project was contagious. His first prospective donor got so excited about the project she gave $200,000. What an incredible blessing! “A generous person will prosper; whoever refreshes others will be refreshed” (Prov. 11:25).

Think About This: Fundraising campaigns often struggle to start because everyone is waiting for someone else to give a leadership gift. Paul encouraged the church to recognize leaders who lead. Show appreciation to your major donors who set the pace for others to follow.

Response: Lord, help me recognize and honor those ministry partners who are making an eternal difference.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“I commend to you our sister Phoebe, a deacon of the church in Cenchreae. I ask you to receive her in the Lord in a way worthy of his people and to give her any help she may need from you, for she has been the benefactor of many people, including me” (Romans 16:1-2).

The Apostle Paul sent thank you notes to thirty-three friends listed in Romans 16. He was especially close to Phoebe because she had blessed many people, including him. Notice all his affirming words: “co-workers” (v. 3), “risked their lives” (v. 3), “worked very hard” (v. 6, 12), “outstanding” (v. 7), “my dear friend” (v. 8, 9), “who has been a mother to me” (v. 13). Paul’s goal was to spur these friends on “to love and good deeds” (Heb. 10:24).

Fundraising is built on relationships. How do you measure the effectiveness of those in your organization who have donor relations responsibilities? Certainly, the bottom line is how much money they raise. Other metrics could include how many donors they’ve visited or how many gift proposals they’ve presented. Some organizations go granular and track how many phone calls, texts, emails, and thank you cards are sent each month. While all these items indicate activity, they don’t necessarily monitor productivity. More importantly, they don’t measure the quality and depth of donor relationships.
Instead, consider tracking “meaningful engagements.” These are moments when a development officer moves the donor closer to aligning their interests and passions with your ministry. Meaningful engagements can include cultivation, solicitation, stewardship, or some combination. These can be face-to-face meetings, emails, texts, or phone conversations. Here are three guidelines:

Be an active listener.
We think we’ve communicated when we check off the ministry accomplishments we’ve shared. However, one-way conversations don’t necessarily mean you’ve communicated. Ask good questions to reveal your donor’s heart. How are they connected to your ministry? What specific aspect of your ministry motivates them to give? You should learn something new about your donor in every conversation.

Draw the donor closer.
Invite your donors to participate in your ministry. Introduce them to those you serve. Could they tutor a child, serve meals to the homeless, teach a class to students, or host a donor event in their home? The more your donors experience your ministry firsthand, the more they will become passionate about the eternal difference you are making. Involved people become generous people.

Create a pro-active plan.
Meaningful engagements are not simply sending an email, talking on the phone, or being at the same event together, they are your action steps to bring a donor closer to your ministry. Don’t leave your donor relationships to happenstance, develop a clear donor engagement plan for your top fifty donors. This donor road map outlines the activities you will take to move them forward toward a generous gift in a specific time frame.

Think about this: You know when you have had a meaningful engagement with a donor, and you know when you haven’t. Focus on donor cultivation activities that matter. Phoebe was a benefactor to many people, especially Paul. Who’s your Phoebe?

Response: Lord, help me understand how I can encourage my ministry partners to grow in the grace of giving and move them closer to our mission.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“I pray that your partnership with us in the faith may be effective in deepening your understanding of every good thing we share for the sake of Christ. Your love has given me great joy and encouragement, because you, brother, have refreshed the hearts of the Lord’s people.” (Philemon 6-7)

Paul had a special friendship with Philemon. He wrote this personal reconciliation letter on behalf of Onesimus who ran away from Philemon, ran into Paul, and met Jesus. Paul’s letter is a wonderful example of how to write an effective fundraising appeal emphasizing donor-centric language.

Your Partnership
Paul viewed Philemon as a partner, not just a donor who supported his ministry. Paul’s role in this spiritual partnership was to deepen Philemon’s faith in Christ. You play an important role in the spiritual maturity of your ministry partners. You can pray, share Scripture, counsel, grieve, comfort, guide, and walk along side of your donors as they experience life’s joys and sorrows. For some ministry partners, you might even become closer to them than their pastor.

Your Love
Donor relationships thrive on love. Philemon lived out 1 John 3:18, “let us not love with words or speech but with actions and in truth.” Paul expressed how much joy and encouragement Philemon had given him and others. Do you tell your ministry partners how much they mean to you? Write a note today and express how much you appreciate them.

You Have Refreshed
Paul doesn’t stop with a brief “thank you,” he paused and emphasized how much Philemon had blessed him and the family of believers. “Because you, brother, have refreshed the hearts of the Lord’s people” (Philemon 7). Those words had to strike a chord in Philemon’s heart. No doubt, he was just grateful God had used him to bless others.
Jerry Panas, the godfather of fundraising, coined the acronym BOY, “Because of you…” What an incredible phrase to include in your donor conversations, “Because of you, lives have been impacted for eternity.” Consider these phrases as you engage your ministry partners:

• You play an integral role through your prayers and generosity.
• You can give to help people whose greatest desire is a warm meal.
• Your compassion and unselfish giving will make an eternal difference.
• Because of your gift…
• This is your compassion at work in the lives of children.
• We know you have many opportunities to give, and we are honored you would choose to provide help to these needy families.
• Your gifts are making a lasting difference.
• You can transform…
• Your love rescues…
• Your help makes their future bright.
• Your support has led to remarkable milestones.
• Your unwavering commitment to our mission…
• God used you to provide hope for hungry children and families.
• Your generosity showed many people they matter to God.

Paul understood the power of “you” centuries before Jerry Panas. Change your vocabulary. Start saying, “Because of you.”

Think about this: What specific ways can you help your ministry partners grow in their walk with Christ? Perhaps God brought them to your ministry so you can minister to them.

Response: Father, thank you for Paul’s example of treating his ministry partners as intimate friends. Remind me to always show gratitude for the important role they play in our ministry.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“Pray also for me, that whenever I speak, words may be given me so that I will fearlessly make known the mystery of the gospel, for which I am an ambassador in chains. Pray that I may declare it fearlessly, as I should.” (Ephesians 6:19-20)

Fundraising has a lot in common with evangelism. Christ died for us while we were still sinners and offers eternal forgiveness to all who repent and believe. Your fundraising message pales in comparison to the good news but both evangelism and fundraising require a willing person to share a wonderful story with someone and invite them to respond. An evangelist asks if a person would like to trust Christ; a fundraiser asks if a person would prayerfully consider a generous gift. Both need courage to overcome Fundraising F.U.D. —Fear, Uncertainty, and Doubt.

Fear
Even the Apostle Paul struggled with the fear of sharing the Gospel. He asked the Ephesian believers to pray he would “fearlessly make known the mystery of the gospel” (v.19), “and declare it fearlessly” (v. 20). He had plenty of reasons to fear—multiple times he was imprisoned, beaten, and chased out of town (see 2 Cor. 11:23-27). Yet, he overcame his fear. As fundraisers, our anxieties seem trivial compared to Paul’s trials, but our hearts still may race when we ask for a gift. We fear we might damage our friendship, offend our donors, or mess up the gift opportunity. However, your only risk is your donor might say “no.”

Uncertainty
Paul desired, “whenever I speak, words may be given me.” In our evangelism efforts we want to say just the right words the Spirit will use to prompt a response. Your fundraising prayer is the same. Ask the Spirit to help you “know what to say and how to say it” (see Matt. 10:19-20). Uncertainty kicks in when we worry a donor might ask something we can’t answer. Script your pitch and practice your responses to potential questions. Preparation will boost your confidence. Speak about your mission with passion and conviction so everyone who hears will believe.

Doubt
Paul adds an interesting phrase to his prayer request, “as I should” (v. 20). Paul knew beyond a doubt he was called to preach the good news of forgiveness of sins (see Acts 26:16-18). But he still had to remind himself of his responsibilities. Perhaps you don’t think fundraising is your responsibility. You may question whether asking is biblical. Maybe you don’t think face-to-face solicitation works or are skeptical your donors will respond positively. Whatever your doubts, they will freeze you to inaction if you give into your fears. Paul’s solution to his fear, uncertainty, and doubt was prayer and action.

Think about this: Henry Nouwen asks, “Are we willing to be converted from our fear of asking, our anxiety about being rejected or feeling humiliated, our depression when someone says, ‘No, I’m not going to get involved in your project’? When we have gained the freedom to ask without fear, to love fundraising as a form of ministry, then fundraising will be good for our spiritual life.”

Response: Father, forgive me for my fears, uncertainties, and doubts. Help me focus on your strengths, not my weaknesses.

A Spirituality of Fundraising by Henri J. M. Nouwen

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“One of them, when he saw he was healed, came back, praising God in a loud voice. He threw himself at Jesus’ feet and thanked him—and he was a Samaritan. Jesus asked, “Were not all ten cleansed? Where are the other nine?” (Luke 17:15-17).

Hopefully, your mom taught you to always say, “Please” and “Thank You.” It seems insignificant, but genuine thankfulness is rare. All ten lepers asked Jesus to heal them, and he restored each one to full health. Only one stopped in his tracks, returned to praise God, and personally thanked Jesus for his miraculous healing. Jesus questioned, “Where are the other nine?” They all just walked away enjoying their new gift of life.

Non-profits are constantly asking for gifts, but how many sincerely express thanks to their donors? When organizations neglect to say, “thank you,” they risk far more than leprosy. Learn these four lessons.

Thankfulness has an expiration date.
Milk cartons have a “best when used by” date for a reason. “Thank-yous” also have a short shelf life. The grateful Samaritan immediately praised God and thanked Jesus for his wonderful gift. How well your organization shows appreciation to donors determines whether your donor cultivation cycle keeps moving forward or grinds to a halt. Send a personalized handwritten note, a small appreciation gift, or a brief video greeting from someone who benefited from the gift. Thank your donor seven times before asking for another gift.

Thankfulness sets you apart from the crowd.
First-time donors who receive a personal thank-you call within 48 hours are four times more likely to give again. Bloomerang, a fundraising software company, made a $5 donation to fifty non-profits to test their gift acknowledgement processes. None of them called to say, “Thank You.” In this age of annoying telemarketing calls, many organizations are afraid to call donors—but a personal thank you call will set your ministry apart from the rest. Don’t be like the other nine lepers.

Thankfulness cultivates deeper relationships.
When this former leper turned back to show his appreciation, he received an even greater gift from Jesus. “Your faith has made you well” (Luke 17:19). Thankfulness deepens your relationship to God because you offer to him “a sacrifice of praise” (Heb. 13:15). Your gratitude also encourages your donors by acknowledging how their generosity made an eternal difference. Ministry partners should never feel their gifts are expected, taken for granted, or unappreciated.

Thankfulness should reflect praise to God.
Scripture gives only one example of someone thanking another individual—all the other verses direct our thanks to God. Deuteronomy 24:13 says, “Return their cloak by sunset so that your neighbor may sleep in it. Then they will thank you, and it will be regarded as a righteous act in the sight of the Lord your God.” Paul taught, “your generosity will result in thanksgiving to God” (2 Cor. 9:11). He emulated an attitude of gratitude with Philemon, “I always thank my God as I remember you in my prayers” (Philemon 1:4). Thank God and your ministry partners for their generosity!

Think about this: The hour you spend each week thanking donors could be the best hour of your week!

Response: Father, thank you for our partners who sacrificially give to support our ministry.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

The king said to me, “What is it you want?” Then I prayed to the God of heaven, and I answered the king, “If it pleases the king and if your servant has found favor in his sight, let him send me to the city in Judah where my ancestors are buried so that I can rebuild it.” (Nehemiah 2:4-5)

Nehemiah prayed and planned for this moment with King Artaxerxes. When a major donor asks what you want, boldly share your heart and tell them exactly what you need. We know what we want but turn the question around. What do your donors want from you? Many donors are frustrated with ministry leaders who don’t make sound business decisions. One major donor looks for at least four critical leadership qualities.

Clear Thinking
Effective fundraising starts with a clear, compelling case for support based upon sound research. Some ministry leaders make decisions on a hunch. Perhaps the Spirt is prompting you in a certain direction but God has given you a mind to think carefully about your steps. “Suppose one of you wants to build a tower. Won’t you first sit down and estimate the cost to see if you have enough money to complete it?” (Luke 14:28). Do your homework!

Good Judgment
A businessman who served on a board became increasingly frustrated with the way the executive director overspent the budget then desperately turned to donors for help. At every meeting the businessman raised red flags, but the other board members gave into the leader’s whims. Eventually, he resigned in discouragement because couldn’t stand to see the ministry he loved destroyed by bad decisions.

Competence
One major donor evaluated a leader’s ability and concluded, “He’s a nice guy who genuinely wants to help people, but he’s somewhat incompetent.” Donors with this attitude about your ministry’s leadership may stop giving and wait for the next leader to see if things turn around. They might maintain their status quo giving but they certainly won’t give sacrificially.

Diligence
Laziness is a cardinal sin. Donors can understand if you fall short of your projections, but they won’t understand if you don’t give 110% percent to achieve your goal. Major donors are successful in business because they work hard and have little sympathy for those who don’t. “The plans of the diligent lead to profit as surely as haste leads to poverty” (Prov. 21:5). One important way to build trust with your donors is to do what you say you will do. The king granted Nehemiah’s request because Nehemiah knew exactly what he needed and how long it would take (see Neh. 2:6-9).

Think about this: Effective leaders are rare in the nonprofit world—or in the for-profit world for that matter. If God has called you to leadership, evaluate yourself to see how you match up with these donor expectations. If God has called you to follow, “lead up” and help those above you live out these characteristics. Your donors will notice and thank you. Which of these traits will you enact today?

Response: Father, I want to be an effective leader. Please give me clear thinking and good judgment. I pray for competence and diligence to serve you to the best of my ability.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

The Lord said to Moses: “Bring me seventy of Israel’s elders who are known to you as leaders and officials among the people. Have them come to the tent of meeting, that they may stand there with you.  I will come down and speak with you there, and I will take some of the power of the Spirit that is on you and put it on them. They will share the burden of the people with you so that you will not have to carry it alone” (Numbers 11:16-17).

The Children of Israel whined and complained about the menu longing for food from Egypt. Moses was at his wit’s end and cried out, “This job is too much for me. How can I take care of all these people by myself? If this is the way you’re going to treat me, just kill me now and end my miserable life!” (Num. 11:14-15 CEV). Have you reached your breaking point with all your fundraising responsibilities? There’s hope if you follow Moses’ example and find some help.

Recruit
Perhaps you’ve had dismal experiences with volunteers and are reluctant to try again. It may seem easier to do everything yourself, but it’s a surefire way to burn out. Don’t settle for just any volunteers. Solomon warns, “Like an archer who wounds at random is one who hires a fool or any passer-by” (Prov. 26:10). Moses chose those who were known for leadership. Inform prospective board members about their responsibility to give and get others to give.

Empower
Most volunteers want to accomplish something significant. Some nonprofits recruit successful businesspeople but then don’t use them. Eventually, they quit because the ministry wasted their time. These seventy leaders were empowered with the Holy Spirit. Empower your Spirit-filled volunteers with stories of your mission impact. Motivate your leaders to advance your mission by showing them the eternal difference they are making in the lives of those you serve.

Delegate
The Lord chose these leaders to share Moses’ burden. Delegation is an art. Too often leaders simply dump responsibilities on others hoping for the best. Even worse, some leaders delegate then micromanage their volunteers. A wise leader clearly defines expectations, trains fully, provides the resources to be successful, then steps back and lets them own it.

Trust
When you give someone a responsibility you must trust them to carry it out. Moses had to release his burden to others. Your key volunteers can help carry your fundraising efforts by identifying, cultivating, and even soliciting donors. They have relationships you don’t and can speak to their friends with passion.

Think About This: Perhaps God has increased your pressures to teach you to rely on him and not yourself. Finding, training, and motivating key volunteer leaders is a challenging job, yet you limit your effectiveness if you try to do it all by yourself. As the African proverb says, “If you want to go fast, go alone. If you want to go far, go together.” Start small. Who are two individuals you could recruit this week to help you fundraise?

Response: Lord, please forgive me for trying to do it all myself. I praise you for empowering others who could help carry the load. Please reveal them to me.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“When Moses sent them to explore Canaan, he said, ‘Go up through the Negev and on into the hill country. See what the land is like and whether the people who live there are strong or weak, few or many. What kind of land do they live in? Is it good or bad? What kind of towns do they live in? Are they unwalled or fortified? How is the soil? Is it fertile or poor? Are there trees in it or not? Do your best to bring back some of the fruit of the land.’ (It was the season for the first ripe grapes.)” (Numbers 13:17-20).

Moses sent twelves spies into the Promised Land to discover all the blessings God had in store for the Children of Israel. This wasn’t a recreational trip but a reconnaissance mission. Moses wanted to prepare his people for what was ahead. He needed answers to many questions and asked for evidence, “Bring back some fruit of the land.” Moses. As you envision your preferred future for your ministry, ask your key stakeholders these four questions.

What is right we should amplify?
Focus on what your ministry does well. What unique characteristics set you apart from other organizations? W. Edwards Deming championed the concept of continual improvement which simply means, “getting better all the time.” How could you improve your most effective programs to make them even more productive?

What is broken we should fix?
It takes courage to admit some things in your ministry are broken. Sometimes, the best move is to eliminate a program but those are painful conversations. If the program is worth salvaging, don’t take a band aid approach. Invest the personnel and dollars to completely turn it around. Small changes can gradually add up to big changes in effectiveness.

What is missing we should add?
What needs do your clients have? How would additional programing solve their problems? Test your assumptions with some key donors to make sure they believe your new idea has merit. It’s easy to fall in love with a new, shiny object. The danger is adding another program just for the sake of adding another program. Instead of doing many things in a mediocre way, concentrate on doing a few things exceptionally.

What is confusing we should clarify?
Donor communication is the greatest challenge for every organization. Do donors understand your ministry story? Apply the preacher’s principle, “A mist in the pulpit becomes a fog in the pew.” Clearly articulate your vison and eternal impact. Donors won’t give generously to a strategic plan they don’t understand.

The twelve spies believed the land was “flowing with milk and honey.” Unfortunately, ten had more fear than faith. This is a great strategic planning lesson. You can see all the evidence pointing to a God-inspired vision for your ministry, but if you lack faith, you won’t move forward.

Think about this: Many organizations put great effort into their strategic plan only to have it gather dust on a shelf. General George S. Patton said, “A good plan violently executed now is better than a perfect plan executed next week.”

Response: Lord, help me ask the right questions to discover your plan and take the right steps of faith.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.