“Tychicus will tell you all the news about me. He is a dear brother, a faithful minister and fellow servant in the Lord. I am sending him to you for the express purpose that you may know about our circumstances and that he may encourage your hearts. He is coming with Onesimus, our faithful and dear brother, who is one of you. They will tell you everything that is happening here” (Colossians 4:7-9).

Effective donor communication reaches all your audiences with specific messages through multiple communication channels. You communicate your heart through newsletters, emails, prayer requests, social media posts, direct mail appeals, text messages, and word of mouth from your board and staff. Living in the communication age has its advantages, but we still struggle to tell our stories well. Can you imagine the challenges Paul faced in updating his supporters? His method can inform our strategies today.

Right Person
The messenger is just as important as the message. Paul chose two trusted colleagues to personally deliver the news. He describes Tychicus as a dear brother, a faithful minister, and fellow servant in the Lord. Onesimus was a faithful dear brother from Colossae which gave him instant credibility. When you have important news to share with your constituency, find spokespersons who lend their credibility to your message. People more readily accept news from those they trust.

Right Purpose
Paul had two key instructions: (a) to inform the church of everything that was happening, and (b) to encourage the Colossian believers. Your communication goals are the same. Tychicus was to tell “all the news about me” (v. 7), “about our circumstances” (v. 8), and “everything that is happening here” (v. 9). You get the impression Paul wanted to overcommunicate about his life and ministry.

Right Message
Tychicus and Onesimus did more than just deliver a letter. Paul wanted them to build up the Colossian believers and help them grow in their faith. All your communication must have an emotional appeal. Why should your donor respond to your message? What eternal results will or will not happen because of your donor’s response? Are you merely communicating facts or speaking to your listeners’ hearts? Emphasize the important role your ministry partners play by framing your appeals with the phrase, “because of you…”

Right Time
Intentionality is key. Paul’s “express purpose” was to share current news. Some function under the false narrative that communication automatically flows from the top-down, but communication rarely flows freely. There are too many barriers between your voice and your donors’ ears. One of the key recommendations from the 9/11 Commission¹ was to restructure the Executive Branch from a system of “need to know” to a culture of “need to share.” Make an express purpose to proactively share your clear, concise, and compelling message with your donors.

Think About This: When people don’t know the facts, they make up their own narrative for why you did or did not do something important. Stay ahead of the rumour mill by sharing your news before anyone else can.

Response: Father, give us wisdom to communicate clear messages which will reach our donors’ hearts.

¹9/11 Commission’s Recommendations: Hearing Before the Committee on Government Reform, House of Representatives, One Hundred Eighth Congress, Second Session, August 3, 2004

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.

“As evening approached, there came a rich man from Arimathea, named Joseph, who had himself become a disciple of Jesus. Going to Pilate, he asked for Jesus’ body, and Pilate ordered that it be given to him. Joseph took the body, wrapped it in a clean linen cloth, and placed it in his own new tomb that he had cut out of the rock. He rolled a big stone in front of the entrance to the tomb and went away” (Matthew 27:57-60).

Joseph of Arimathea plays an important role in the crucifixion account. Prior to the cross, Scripture reveals he was a prominent member of the Council and a good and upright man (see Luke 23:50). After the cross, we discover Joseph was a secret disciple of Jesus who had not consented to the Council’s decision (see Luke 23:51). He boldly asked Pilate for Jesus’ body which he and Nicodemus prepared and laid in his personal tomb. Joseph was a covert disciple who rose to the occasion to serve Jesus. How can you uncover hidden major donors?

Pay Attention
Even the casual observer recognized Joseph was a rich, influential man. Donor research gathers hard and soft data. Hard data comes from observation. What does your prospect do for a living? What external indications of wealth can you see? A wealth asset screening can provide some insights. Soft data is more difficult to learn. What motivates your prospect to give? Would your mission resonate with their heart? You can learn this insider information by simply asking your potential donor in a discovery call. Reach out to their family and friends for further insights. No doubt his friend Nicodemus had many conversations with Joseph about Jesus, perhaps he even shared his John 3 conversion encounter. Joseph’s heart may have been a secret to others, but not to Nicodemus.

Create Significance
God prepared Joseph for this moment to serve. He was a leading member of the Council known by Pilate, so he had access to make his request. Unlike the apostles, he had the financial ability to contribute something no one else could. He had even pre-arranged his burial and could offer his personal tomb as a gift to Jesus. Major donors fund projects few others can. They desire to give significant gifts which will make an eternal difference for the Kingdom. Are you presenting opportunities focused on heavenly results or merely earthly things?

Inspire Boldness
Joseph went boldly to Pilate to ask for Jesus’ body (Mark 15:43). Joseph knew his stand for Jesus would cost him his personal reputation, his status on the Council, and possibly even his friends and family. He was willing to risk it all because the reward was so great. A generous Christian businessman made an insightful comment, “Some ministries have the attitude, ‘Send us your checks and we’ll do the rest.’ It’s easy to give money, it requires a much greater commitment to invest your time and talent.” Don’t just ask for money. Invite your donors to participate in your ministry.

Think About This: You will discover hidden major donors when you give them a reason to boldly stand with you.

Response: Lord, please open my eyes to those who could partner with us in significant ways.

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.

“Dear friend, you are faithful in what you are doing for the brothers and sisters, even though they are strangers to you. They have told the church about your love. Please send them on their way in a manner that honors God. It was for the sake of the Name that they went out, receiving no help from the pagans. We ought therefore to show hospitality to such people so that we may work together for the truth” (3 John 5-8).

John commended his friend Gaius for his generosity in supporting several believers on their journeys even though they were strangers to him. This is a wonderful example of the relationship between Christian workers and their supporting team members. Those who support your organization are more than donors; they are your ministry partners. We should engage them as partners in prayer, advice, and financial support.

Strangers
Are your major donors strangers to you? Can you list your top ten donors right now and share their current prayer requests? You might be able to identify them, but do you know them? Relationships go both ways. How well do your major donors know you and your ministry?

Honor God
John encouraged Gaius to send the brothers and sisters on their way in a God-honoring manner. Donors honor God through their generosity. You honor God by expressing to your donors they are worth more to you than their money.

No Help from the Pagans
We should not look to the world for help. God’s work should be supported by God’s people. However, Moses instructed the Israelites to ask the Egyptians for gifts (Ex. 12:35–36). Solomon received gifts from the Gentile King Hiram (2 Chron. 2:13–16) and from the Queen of Sheba (1 Kings 10:10). Nehemiah asked the king (Neh. 2:5). Our primary constituency are those who know the Lord, but we should not reject gifts from unbelievers unless there are strings attached.

Work Together
Sometimes instead of a partnership, we communicate a “They Give/We Serve” attitude. Start framing your appeals from the perspective of your ministry partners, “You can provide…” “You can impact…” “You can rescue…” You can educate…” Thank them from the same perspective, “You have made an eternal impact.” “Your giving introduced many people to Jesus for the first time.” “Through your generosity you have been the hands and feet of Jesus.”

Think About This: Booker T. Washington (1856-1915) was an African American civil rights leader and founder of Tuskegee Institute (now Tuskegee University). In his many roles, he became a skillful fundraiser and wrote about some of his experiences in his autobiography, Up from Slavery.
“I called on a gentleman who received me in the most cordial manner. He wrote me his check for a generous sum, and then, before I had an opportunity to thank him, he said, ‘I am so grateful to you, Mr. Washington, for giving me the opportunity to help in a good cause. It is a privilege to have a share in it. We in Boston are constantly indebted to you for doing our work.’”

Response. Lord, help me see your work through the eyes of our ministry partners.

Washington, B. T. (1986). Up from slavery. New York, N.Y., U.S.A: Penguin Books., p. 184,185.

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.

“After this, Jesus traveled about from one town and village to another, proclaiming the good news of the kingdom of God. The Twelve were with him, and also some women who had been cured of evil spirits and diseases: Mary (called Magdalene) from whom seven demons had come out; Joanna the wife of Chuza, the manager of Herod’s household; Susanna; and many others. These women were helping to support them out of their own means” (Luke 8:1-3).

All ministries share a common question, “How do we find more donors?” Wouldn’t it be nice if you could access a magical database of new major donors champing at the bit to give generously? A better question is, “Do you recognize potential donors who already know and love you?” You should mine your donor database to discover friends you’ve missed. Focus your donor research on four prospective donor pools.

People you have helped
Mary Magdalene is one of the most recognizable women in Scripture. Mary believed in Jesus when he delivered her from the terrifying torment of demons. She followed him all the way to the cross and was one of the first to see him after the resurrection. Donors who have been radically impacted by your ministry are intensely loyal. They believe in what you do because you changed their life. You may not have helped a donor directly, but you may have significantly influenced their child.

People who are following you
Luke records these women followed Jesus and his disciples from town to village as he preached the gospel. They resonated with his message and sacrificed time and energy to hear every word. Jesus healed Joanna, and even though her husband had social status, she followed Jesus clear to the garden tomb (see Luke 24:10). Pay attention to those who follow you. If you send an email newsletter, track who opens it on a consistent basis. Open rates are a strong indicator of someone’s interest in your ministry.

People who are helping you
These women served Jesus and the disciples as they journeyed. They invested their time, talent, and their treasure “helping to support them out of their own means” (vs.3). This is the only time we meet Susanna, but what a great way to be remembered. What ways to serve do you offer? Can a volunteer mentor a child, help in the food pantry, or teach English to someone? Find some creative opportunities, then honor them for their service.

Their friends
Scripture only names these three women, but there were many others who joined Jesus and his disciples on his preaching tour. When your major donors become passionate about your ministry, they invite their friends to join them. Ask your volunteers to invite their friends to hear about volunteer opportunities with your ministry. Their friends will consider serving because of the great experience they have enjoyed.

Think About This: How can you proactively identify, cultivate, and solicit women on your donor list? Look for volunteers who become donors. Treat them with love, kindness, and respect because many times the first gift from your major donors started with $100.

Response: Father, forgive me for overlooking women who are already involved in our ministry. Please help us make everyone feel loved and appreciated.

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.

“Two are better than one, because they have a good return for their labor: If either of them falls down, one can help the other up. But pity anyone who falls and has no one to help them up” (Ecclesiastes 4:9-10).

Singer-songwriter Bill Withers won a Grammy for “Lean on Me,” his tribute to friendship:

Lean on me, when you’re not strong | And I’ll be your friend | I’ll help you carry on | For it won’t be long | ‘Til I’m gonna need | Somebody to lean on

These lyrics echo Solomon’s teaching “two are better than one.” This is especially true when it comes to fundraising. Fundraising is a difficult job; not everyone understands your challenges and pressures. You need a friend for mutual encouragement. When your friend is down, you can help them up; when you are discouraged, they can lift your spirits. Here are three friends to lean on.

An Inside Friend
Do you have a supportive colleague within your organization? Someone to be your sounding board, who gets your culture, and shares honest feedback. Find someone you trust who understands something about fundraising. You need a friend to listen to your frustrations and faithfully pray for you. You need someone who rejoices when God accomplishes something incredible and mourns when times are tough (see Rom. 12:15). If you are the executive, you need a board member who has your back when you face trials of many kinds.

An Outside Friend
This person knows and loves you and your organization but is one step removed from the palace intrigue. Their greatest value is their unbiased perspective. Outside friends can be your personal mentor, other development professionals, or a fundraising consultant. An outside friend can speak honestly about your situation and offer wisdom because they’ve been in your shoes. Which friend do you have on speed dial?

A Fundraising Friend
The best professional friend is a fundraising friend. This person stands shoulder to shoulder with you in your efforts. Board members make ideal fundraising friends especially when they actively identify, cultivate, and solicit their friends. They can join you on donor calls and share why they believe in your ministry. Perhaps you don’t have a friend with fundraising experience. Find someone who loves your ministry and is willing to learn. Recruit a major donor to introduce you to his or her circle of friends. When major donors get excited about a project, their ask changes from, “Will you give?” to “Will you join me?”
You need all three friends because “a cord of three strands is not quickly broken” (Ecc. 4:12). We all need somebody to help us carry on. Will you be that somebody to lean on? What fundraising colleague can you encourage this week?

Think About This: Rudyard Kipling wrote a famous line in his poem, The Winners, “He travels the fastest who travels alone.” You are probably more familiar with the opposite proverb, “If you want to go fast, go alone; if you want to go far, go together.” Fundraising isn’t take-the-money-and-run, it’s building long-term relationships with your ministry partners.

Response: Father, please forgive me for trying to succeed in my own strength. Help me find some friends to help us accomplish our goal together.

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.

“They will rebuild the ancient ruins and restore the places long devastated; they will renew the ruined cities that have been devastated for generations” (Isaiah 61:4).

Jesus quoted Isaiah 61 in his first sermon, “The Spirit of the Lord is on me, because he has anointed me to proclaim good news to the poor” (Luke 4:18). As followers of Jesus, you are the “they” of Isaiah 61 because God has called you to a ministry of reconciliation (see 2 Cor. 5:18). Whether it’s sheltering and feeding the homeless, saving an unborn child, rescuing a woman trapped in abuse, or training a student in God’s word; you have a high calling of fundraising.

Your fundraising efforts must produce consistent results so your ministry can reach its greatest impact. Unfortunately, many development departments have fallen into disrepair and need serious renovations. Consider these four strategies to revitalize your fundraising efforts.

Rebuild
Most nonprofits are vexed by bad data. Common issues are missing contact fields, outdated information, data entered in the wrong field, misspellings, and duplicate entries. Without real-time maintenance, your database can quickly fall into chaos. Download your data into a spreadsheet and use the “sort and filter” button on each column to highlight errors. Try sorting by street address, full names, or email address. Once you’ve updated your list, submit it to a service like truencoa.com which will run it through the USPS database to provide you with forwarding addresses and 9-digit zip codes. Rebuild your fundraising plan on accurate information.

Restore
It’s difficult to fix everything at once, but your top priority must be to reconnect with your key donors. Schedule personal visits with your Top 10/Next 20 and ask why they haven’t given in a while. Listen to their concerns and seek to restore their confidence. Sometimes, it means giving an overdue “thank you.” Sometimes you may need to be a peacemaker.

Renew
Renew your donor relationships by sharing a compelling reason to give again. What’s changed in your organization? If the old has passed, what new creation has come? Share your new plans with your insiders. “See, the former things have taken place, and new things I declare; before they spring into being I announce them to you” (Isa. 42:9).

Reconcile
Andrew, the new executive director, had no idea the previous director had created a toxic work environment. The team had suffered from verbal abuse, insults, and unending criticism. Andrew swiftly took charge, organizing meetings where he genuinely listened to the pain and grievances of both current and former employees. His kindness, compassion, and sincere requests for forgiveness became the talk of the organization. Donors who had written off the organization also heard glowing reports of Andrew’s Spirit-led approach and wanted to reengage. With his humble leadership, Andrew effectively rewrote the narrative and started a fresh ministry chapter.

Think About This: Isaiah prophesied about the positive things God’s people would accomplish. “Your people will rebuild the ancient ruins and will raise up the age-old foundations; you will be called Repairer of Broken Walls, Restorer of Streets with Dwellings” (Isa. 58:12). Repair and restore with joy. You may need to change your business card.

Response: Lord, please help me serve with humility to fix what is broken in our organization.

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.

“Some of you wandered for years in the desert, looking but not finding a good place to live, Half-starved and parched with thirst, staggering and stumbling, on the brink of exhaustion” (Psalm 107:4-5 MSG).

When Eugene Peterson penned The Message paraphrase, he had no idea how his phrases in Psalm 107 would speak to fundraisers. Does this describe you? Are you in a fundraising desert “half-starved and parched with thirst, staggering and stumbling, on the brink of exhaustion?” Unfortunately, this describes many who raise funds. Asking for money is difficult and can be exhausting. Even the best fundraisers face dry spells and wonder why what they are doing is not producing results.

Hope
“Then, in your desperate condition, you called out to God. He got you out in the nick of time;
He put your feet on a wonderful road that took you straight to a good place to live” (Psa. 107:6-7 MSG).
There is hope! Your financial condition might look desperate now, but you serve the living God – the “God of gods and Lord of lords, the great God, mighty and awesome” (Deut. 10:17). When you are in distress, you can call on him because he will answer you (see Psa. 86:7). Cry out to him, “because I provide water in the wilderness and streams in the wasteland, to give drink to my people” (Isa. 43:21).

God’s Answer
So thank God for his marvelous love, for his miracle mercy to the children he loves. He poured great draughts of water down parched throats; the starved and hungry got plenty to eat” (Psa. 107:4-9 MSG).
God’s answers to your fundraising challenges are perfect. If you need more donors, he can guide you to the right acquisition strategies. If you need more volunteers, he can lead faithful people to you. If you need a significant major gift, he can touch someone’s heart to say “Yes!” to your gift proposal. God can change your perspective and pull you out of your desperate condition. He can quench your thirst and satisfy your hunger. He can “put your feet on a wonderful road and take you straight to a good place to live” (vs. 9).

Timing
We give up too soon simply because we’re not getting the results we want right away. Learn to persevere. God’s timing is perfect. Often, he answers just in the nick of time! “But as for you, be strong and do not give up, for your work will be rewarded” (2 Chron. 15:7).

Think About This: Before launching his boats into the Delaware, George Washington read to the raiding party an excerpt from Thomas Paine’s pamphlet “The Crisis” published two days earlier. “These are the times that try men’s souls. The summer soldier and the sunshine patriot will, in this crisis, shrink from the service of their country; but he that stands by it now, deserves the love and thanks of man and woman. Tyranny, like hell, is not easily conquered; yet we have this consolation with us, that the harder the conflict, the more glorious the triumph.” What a great application to fundraising!

Response: Lord, help me trust you when I’m on the brink of exhaustion. Help me realize the harder the conflict the more glorious the triumph for you.

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.

“But when they arrest you, do not worry about what to say or how to say it. At that time you will be given what to say, for it will not be you speaking, but the Spirit of your Father speaking through you” (Matthew 10:19-20).

We should “always be prepared to give an answer to everyone who asks to give the reason for the hope that you have” (1 Pet. 3:15). It’s also important to prepare for donor visits. Sometimes we worry, “what if I don’t say the right thing,” or worse, “what if I say something wrong?” Jesus instructed his disciples when they were called before the judge, not to worry about what to say or how to say it because it wouldn’t be them speaking, but the Spirit speaking through them. Here are five actions to prepare well for your next donor conversation.

Memorize
Donor visits should be conversations not presentations, but having a scripted donor pitch can help. Just like a preacher memorizes key phrases for an extemporaneous sermon, you should memorize essential information about your mission, vision, and project. Anticipate questions and write out your responses. This will help you speak with confidence and handle tough questions like a pro.

Internalize
Memorize some key phrases but use your own words. Rehearse your ask out loud with a friend to improve your delivery. Your conversations should be natural, not robotic. Showing you genuinely believe in your mission and programs boosts your credibility. Donors can sense if you have a passion and conviction for what your ministry does or if it’s just words.

Personalize
Tailor your approach to your donors’ interests and past giving patterns. The closer you align your appeal to your donors’ heart the more likely they will give generously. When it comes to effective solicitation, “one size doesn’t fit all.” Ask the right person for the right project for the right amount.

Prioritize
When planning donor visits, have specific outcomes in mind. Don’t just visit to visit. Identify the purpose for your conversation. Is it a discovery call to learn their interests? A follow-up call to answer their questions? A thank-you call to express appreciation? One important goal is to attentively listen to their giving heart. Another is to share your proposal and confidently ask for a specific gift.

Crystalize
Your donors will never forget a great story. A Gideon missionary was distributing New Testaments on a busy street corner. One person shouted they would take a bible if they could use the paper to roll their cigarettes. The missionary responded, “That’s fine, but promise to read the page first before you tear it out and smoke it.” A few months later, the same person approached the missionary on the same corner and shared, “I smoked my way through Matthew, Mark, Luke, and when I got to John, I trusted in Jesus!”

Think About This: Ultimately, you are not responsible for the outcome, you are God’s spokesperson to present your ministry to the best of your ability and ask for your donors’ support. Before your next visit, ask God for “what to say and how to say it.” Then let the Spirt speak through you.

Response: Lord, please help me prepare well and pray fervently.

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.

“You are those who have stood by me in my trials” (Luke 22:28).

One of the scenes during the Last Supper includes the disciples arguing about who would be the greatest in the kingdom. In response, Jesus taught them one last time about what it means to be a servant. Then he commended them for standing by him through all his trials. Some early followers had turned back because his teaching was too difficult to accept (see John 6:66), but these eleven had faithfully walked with him. Jesus’ words of affirmation seem ironic on the night all of them would scatter. Nevertheless, Jesus shared genuine appreciation for his remaining followers. Consider these ways to honor your donors.

Express Gratitude.

Jesus thanked his disciples for their loyalty. No doubt you have several donors who have supported your organization through challenging times. Have you thanked them recently? By expressing gratitude for their steadfastness, you will strengthen the relationship between your donors and your ministry. Some honor longtime supporters with trophies but receiving gifts is not everyone’s love language. One individual was given a custom-engraved crystal award but didn’t want to fly home with it because it took up too much room in her suitcase.

Challenge Them with a Big Ask.

Jim is a development director who genuinely cares for his donors who aren’t just names on his portfolio, but close friends. Bill and Mary had supported Jim’s ministry faithfully over the years. For one capital campaign, Jim challenged them to consider a $1 million gift. Even though Bill had the financial capacity, he resisted and told Jim, “I hope the fact that we can’t give this gift won’t harm our friendship.” Jim responded, “Bill, nothing could come between us. I am just grateful for the privilege of asking you for a gift of this size. Not everyone has this ability.”

Bill and Mary prayed about the gift. Two weeks later Bill called Jim and said, “Mary and I have been thinking and talking. God has been so good to us and we want to give that gift.” Jim expressed his incredible thankfulness for Bill and Mary’s generosity.

Offer Mutual Support.

Just as your donors have stood by you in difficult times you should encourage them when they’re going through rough waters. Perhaps you can visit them in the hospital, pray with them over a prodigal child, encourage them through a financial crisis, or mourn with them at the graveside of a loved one. As a donor representative you have the unique privilege of accompanying your ministry partners as they walk through dark valleys. By offering a listening ear and demonstrating care, you can build stronger bonds and show you value them beyond their financial contributions.

Several years later, Bill passed away. Jim was the first person Mary called. She sent her private jet to pick up Jim so he could fly to Florida and accompany her as they brought Bill’s body home. She did not ask her sons to accompany her—she asked Jim.

Think About This: When you care for donors experiencing difficult times, they will remember you when you experience difficult times. Whom are you standing by in their time of trial?

Response: Lord, help me honor my donors in genuine ways.

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.

“Catch for us the foxes, the little foxes that ruin the vineyards, our vineyards that are in bloom” (Song of Songs 2:15).

Little things can drive wedges between you and your donors. The Bridegroom warned his Bride to catch the little foxes that would spoil their vine. In a marriage, the little differences which attracted you and your spouse can become huge annoyances if you don’t apply love in liberal doses. Fundraising is similar. How many former donors are on your “Do Not Contact” list because of an offence? Watch out for these five little foxes:

Poor Communication

Every failed donor relationship can be traced back to a fundamental issue—lack of communication.

The true root problem is really the absence of attentive listening. Stephen Covey observed, “Most people do not listen with the intent to understand; they listen with the intent to reply.” We focus more on what we plan to say next instead of what the donor is saying. Foster successful donor relationships by listening more than speaking. Dedicate at least half of your donor conversations to active listening to glean vital insights into their core values and motivations.

Unmet Expectations

Donors believe you will use their gift for what you say you will. Unfortunately, when budgets get tight ministry leaders are tempted to find ways to apply designated gifts to undesignated budget items. These bookkeeping gymnastics may cover short-term budget needs but will often create long-term donor issues. When a donor’s gift is used for another purpose without their consent, they may feel betrayed, misled, frustrated, and distrustful towards your organization.

Lack of Empathy

Sometimes we focus so much on our programs and our financial needs we forget to show love and compassion. A donor shared the sad story of one trusted employee who had just embezzled $150,000. The donor representative was prepared to ask for $150,000 gift. Wisely, he kept the proposal in his folder for another day and focused on encouraging the donor in his loss. Be sensitive to the Spirit and “mourn with those who mourn” (Rom. 12:15).

Taking Donors for Granted

If every conversation you have with your donors is asking for money, you will quickly burn your relationships. Avoid treating your donors as mere ATM machines, expecting money to effortlessly flow out by pushing a few buttons. Treasure donors’ support, value their contributions, show gratitude, build relationships, and never underestimate their impact on your mission. Donors sense when you only appreciate them for what they have and what they can give, instead of who they are.

Thanklessness

One of the signs of the last days is people will be “ungrateful” (see 2 Tim. 3:1-3). Failing to express gratitude and appreciation for donors’ contributions cuts their motivation to continue supporting your cause. Acknowledging their generosity, providing heartfelt thanks, and demonstrating the impact of their donations are crucial in fostering long-lasting and meaningful donor relationships.

Think About This: The best way to keep these little foxes in check is with two little words: time and love. Spend time with your donors and genuinely love them. “Above all, love each other deeply, because love covers over a multitude of sins” (1 Peter 4:8).

Response: Lord, please help me cultivate deep relationships with our donors.

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.