“Here are the stages in the journey of the Israelites when they came out of Egypt by divisions under the leadership of Moses and Aaron. At the Lord’s command Moses recorded the stages in their journey. This is their journey by stages…” (Numbers. 33:1-2).

Did you know? “It takes eleven days to go from Horeb to Kadesh Barnea by the Mount Seir road” (Deut. 1:2). The ETA to the Promised Land was less than two weeks, but the Children of Israel took the not-so-scenic 40-year route. Your journey to a successful capital campaign is rarely a straight line—lots of mountains and valleys stand in your way. Visionary leaders dream big; that’s why people love and follow them. You might fast track your strategic plan and capital campaign, but sometimes reaching your Big Holy Audacious Goals (BHAG) seems more like running a marathon. Like Moses, you may have to realize your dream in phases. What steps should you take to keep moving forward?

Research
At Kadesh Barnea, the Lord instructed Moses to send representatives from each tribe on a vision trip into the Promise Land. They evaluated the land, people, cities, trees, crops, and brought back some incredible evidence—clusters of grapes so huge they had to be carried on a pole between two of them. Before launching your capital campaign, you must do your due diligence. What indications do you have that your dreams are attainable?

Faith
A successful campaign isn’t just about counting the cost; faith is an important element. Twelve men saw the same data—ten focused on the giants and fortified cities but only two focused on what God could accomplish. Unfortunately, the majority ruled and voted against God’s plan. In your situation, the majority also rules. You may have the right vision, but without buy-in from your key supporters you may have to adjust your plan.

Reality Check
The children of Israel were impulsive. One minute they refused to walk by faith into the Promised Land, but when God told them they couldn’t, they decided to do it without his blessing (see Num. 14:35-49). Their efforts resulted in disaster. Sometimes, feasibility studies reveal that your donor base doesn’t have the capacity or the interest to fund your dream. It’s foolish launch a campaign when your key indicators predict failure.

Perseverance
The Lord wasn’t finished with Israel even though they failed their first test. Moses wrote down every stop along their journey as a record of God’s grace. Forty years later they were prepared for Joshua to lead them into the Promised Land. If your feasibility study reveals that you’re not ready for a campaign, you can still achieve milestones toward your goal. Perhaps you could consider a phased approach. What part of your plan could you accomplish?

Think About This: “Remember how the Lord your God led you all the way in the wilderness these forty years, to humble and test you in order to know what was in your heart, whether or not you would keep his commands” (Deut. 8:2). Is God humbling and testing you in your fundraising journey?

Response: Lord, we want to accomplish something of eternal significance. Please help us walk by faith toward your goals, not ours.

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 show kindness to the sons of Barzillai of Gilead and let them be among those who eat at your table. They stood by me when I fled from your brother Absalom” (1 Kings 2:7).

David was experiencing the lowest moment of his life. His son, Absalom, rebelled forcing David and his household to escape across the Jordan River. They arrived at the little village of Mahanaim exhausted, hungry, and thirsty. A wealthy man named Barzillai the Gileadite showed up with many gifts including wheat, barley, flour, roasted grain, honey, and cheese from cows’ milk (see 2 Sam. 17: 27-29). His generosity and David’s response teach us four important lessons about deepening our donor relationships.

Generosity
Perhaps Barzillai had met David previously or perhaps he just knew his reputation. Either way he developed a deep loyalty for David which resulted in rich generosity. A major donor was asked if he would support a campaign and he responded, “I don’t know much about this project, but I’ve known the president for years and trust his judgment. My wife and I would consider a gift of $500,000.” Generosity springs up from a loyal heart. Barzillai’s gifts gave David strength to fight another day.

Humility
On David’s return to Jerusalem, he didn’t forget who helped him win the battle and invited Barzillai to come live in the palace.  Barzillai graciously declined the invitation, “How many more years will I live, that I should go up to Jerusalem with the king? I am now eighty years old. Can I tell the difference between what is enjoyable and what is not? Can your servant taste what he eats and drinks? Can I still hear the voices of male and female singers? Why should your servant be an added burden to my lord the king?” (2 Sam. 19: 34-35). Some donors don’t want recognition, but you should offer anyway.

Sacrifice
Barzillai then made an unusual request and asked David to take his servant, Kimham, to the palace instead of him. David was pleased to respond, “anything you desire from me I will do for you” (2 Sam. 19:38). One important way to honor your major donors for their loyalty is to listen to their ideas and implement them whenever you can. If they ask for a favor, respond with the generosity they have shown to you. This was true friendship. “The king kissed Barzillai and bid him farewell, and Barzillai returned to his home” (2 Sam. 19:39).

Legacy
Every nonprofit wants to know how to reach the next generation of donors. Typically, grandparents and parents have institutional loyalty, but children and grandchildren lose interest. One key way to capture the interest of the next generation is to honor the memory of the previous generation. David told Solomon to honor the descendants of Barzillai because he stood by him when times were tough (see 1 Kings 2:7).

Think About This: Famed L. A. Dodgers’ coach Tommy Lasorda said, “You give loyalty, you’ll get it back. You give love, you’ll get it back.” Sounds like the principle of sowing and reaping.

Response: Father, I praise you for our faithful donors who have stood by us in good times and bad times. Help me honor them for their loyalty.

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.

“His fame spread far and wide, for he was greatly helped until he became powerful. But after Uzziah became powerful, his pride led to his downfall” (2 Chronicles 26:15-16).

At 16 years of age, Uzziah was crowned king. Pretty heady stuff for a teenager. He did what was right in the eyes of the Lord and God gave him success. He fortified Jerusalem, built towers in the wilderness to protect the people, and assembled more than 300,000 troops. Uzziah was a genius in designing war machines. “In Jerusalem he made devices invented for use on the towers and on the corner defenses so that soldiers could shoot arrows and hurl large stones from the walls” (2 Chron. 26:15). God blessed him with victories over all the surrounding nations. Uzziah was living the life, but he got too big for his britches and God taught him humility. “Pride goes before destruction, a haughty spirit before a fall” (Prov. 16:18). Pride embeds itself deep in our hearts but eventually rises to the surface. Ironically, fundraising success can derail you and your ministry. You begin to trust your own human efforts instead of God’s provision. Uzziah made three crucial mistakes.

No Mentor

Uzziah was successful at the beginning of his reign because he listened to godly counsel. “He sought God during the days of Zechariah, who instructed him in the fear of God. As long as he sought the Lord, God gave him success” (2 Chron. 26:5). Zechariah died and Uzziah took a tragic turn to the dark side of pride. Who are the “Zechariahs” in your life? How often do you seek their advice? Do you have a leadership coach to mentor you? Who keeps you grounded?

Stubbornness

Uzziah desired to burn incense on the altar of incense. Eighty-one godly priests warned him against it, but he wouldn’t listen. Some executive directors who have a little fundraising success think they know everything they need to know and stop listening to those around them. They don’t take advice from their team and push forward with their own agenda. Before you ask your key major donor for a gift, ask your team for their insights for the right project and the right amount. How willing are you to submit to their counsel when it goes against what you think?

Overconfidence

It’s great to have confidence in your fundraising abilities, but overconfidence is a trap. You become tone deaf to what your donor wants to accomplish with their giving and only pitch your ministry objectives. Some leaders develop an arrogant attitude believing the donor serves their ministry instead of the other way around. Uzziah charged right into the Temple and the Lord struck him with leprosy. He left immediately and spent the remainder of his days in a separate house banned from the temple (2 Chron. 26:21). Pride is an ugly attitude that will isolate you from your team and even your major donors.

Think About This: In the Christian walk, weakness is strength. You can attempt to fundraise in your own strength, but you will miss the power of Christ (see 2 Cor. 12:9-10). Boldly fundraise with humility.

Response: Lord, give me genuine humility and grace as I encourage our ministry partners to give generously.

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.

Then the Spirit came on Amasai, chief of the Thirty, and he said “We are yours, David! We are with you, son of Jesse! Success, success to you, and success to those who help you, for your God will help you.” (1 Chronicles 12:18).

Non-profit organizations launch capital campaigns to turn their dreams into reality. Unfortunately, some campaigns fall short of the goal. How do you know if you’re ready for a campaign? Should you order confetti and balloons? 1 Chronicles 12:38-40 details seven keys to David’s success that apply to your next capital campaign.

Volunteers
“All these were fighting men who volunteered to serve in the ranks” (v. 38). As David came to power, he was joined by many valiant men who were willing to serve. Fundraising is a team effort. You may think you can tackle a capital campaign all by yourself, but you will be much more successful if you recruit a team of committed volunteers.

Buy-In
“They came to Hebron fully determined to make David king over all Israel” (v. 38). Donor buy-in is critical for your campaign success. Your board and major donors must be fully committed to your campaign. Here’s where many campaigns falter. If your leaders are unsure, your campaign will be in jeopardy.

Alignment
“All the rest of the Israelites were also of one mind to make David king” (v. 38). One key reason for conducting a feasibility study is to test your assumptions. You want to believe that your constituency supports your direction, but you don’t really know until you ask. Test your case for support with your closest supporters and listen to their feedback.

Internal Support
“…their families had supplied provisions for them” (v. 39). Leadership gifts start everything moving. Those closest to David believed in his leadership and those closest to your ministry must believe in your direction. You know your donors’ hearts by how they invest their treasure (see Matt. 6:21). Don’t start your campaign without support from your key donors. The top ten gifts will set the pace for your whole campaign.

External Support
“Also, their neighbors from as far away as Issachar, Zebulun and Naphtali came bringing food…” (v. 40). News about David’s coronation spread like wildfire. People came from near and far to join the celebration. A capital campaign gives you the opportunity to rally your constituency to accomplish something of eternal significance.

Generosity
“There were plentiful supplies of flour, fig cakes, raisin cakes, wine, olive oil, cattle, and sheep…” (v. 40). The people emptied their storehouses to bring their abundance. Be prepared to receive gifts of cash, multi-year pledges, gifts of appreciated assets, estate gifts, and even grain if you live in ag country.

Joy
“…there was joy in Israel” (v.40). One of the great outcomes of a successful campaign is the joy it brings to everyone in your constituency especially to those who participate. Generous people find great joy in giving because “God loves a cheerful giver” (2 Cor. 9:7).

Think About This: You can make all the right preparations but don’t forget—success comes when “God helps you” (1 Chron. 12:18).

Response: Father, please give me wisdom to prepare well for our next capital campaign. Help us succeed for your glory.

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Jesus replied: A certain man was preparing a great banquet and invited many guests. At the time of the banquet, he sent his servant to tell those who had been invited, “Come, for everything is now ready.” But they all alike began to make excuses (Luke 14:16-18).

Stanley Weinstein opined, “Successful fundraising is the right person asking the right prospect for the right amount for the right project at the right time in the right way.” When donors reject your invitation to partner with you, something is off in the fundraising equation. You need to discover the underlying reasons. Consider these giving variables.

Wrong Asker
The number one reason people give is because of who asks. Assign the right person to solicit your prospect. Choose someone your prospect is comfortable with and will have the greatest likelihood for success. Be humble and realize that you might not be the best choice.

Wrong Prospect
Some nonprofit organizations have broad donor appeal because they serve a wide constituency. Ask yourself why would someone consider giving to your ministry? Your prospective donor must have some connection—the closer the better. However, any solicitation is a nonstarter if your mission doesn’t align with your prospective donor’s values.

Wrong Project
Everyone has giving motivations and interests. Some love education. Some have compassion to care for the poor and needy. Some only give to international missions. Donors reject our proposals because we haven’t listened. Gifts grow in size and frequency when you align your donors’ hearts.

Wrong Time
A donor might support your mission and your specific project, but still not give because of timing issues. Be flexible and offer giving options. Could they give a small gift now to show their support for the project, and give the balance of their pledge later?

Wrong Amount
A large request should never be a surprise. Active listening will help you identify the right gift range. There is no exact science for determining what to ask. What has your donor given in the past? If you are asking for an annual gift, you can ask 2 to 10 times over their previous gift. If you are asking for a capital campaign commitment, you can stretch them 10 to 25 times their annual gift.

Wrong Way
A major donor shared in the past few years she has been getting phone calls, letters, and personal visits from ministry directors and development staff who literally demand that she give a gift to their organization. They don’t ask, “Would you consider a gift of $50,000?” or “Would you pray about giving a gift of $100,000?” Their actual words are, “You must give a gift of $250,000 to this project.” That’s not biblical boldness; it’s just plain rude.

Think About This: The man in the parable of the banquet wasn’t deterred by those who rejected his invitation. Instead, he instructed his servant to, “Go out to the roads and country lanes and compel them to come in, so that my house will be full” (Luke 14:23). When your prospects say no, keep asking until others say yes!

Response: Father, forgive me for being discouraged when donors reject my ask. Help me discern what went wrong so I can hear a “yes!”

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

“All the Athenians and the foreigners who lived there spent their time doing nothing but talking about and listening to the latest ideas” (Acts 17:24).

Joseph Bayly wrote The Gospel Blimp as a satire to poke fun at Christian ministries that build elaborate systems but neglect the real work of evangelism. The plot focuses on George and Ethel, a friendly Christian couple who were concerned about their next-door neighbors but didn’t know how to share the good news of Jesus Christ. One night during a gathering at their home with some Christian friends, a blimp flew overhead. Their friend Herm came up with a brilliant idea: Why not use a blimp to proclaim the Christian message to the unchurched citizens of Middletown? Herm’s vision spawned a new non-profit organization with an exciting new strategy to buy a used blimp, hire a pilot, and evangelize their hometown by towing Bible-verse banners, broadcasting Christian music and programs over loudspeakers, and “carpet bombing” folks with gospel tracts. It’s a great farce, if only it didn’t hit so close to home. We will do anything in the name of evangelism—except talk to people about Christ. This same attitude infects fundraising. Consider these four questions as you evaluate your next fundraising event.

Time
Fundraising events take massive amounts of time to plan, execute, and follow-up. Know your purpose before investing the time. What are the key performance indicators for your event? Is your goal volunteer engagement, donor cultivation, generating fundraising income, goodwill and peer relationship building, memorable experiences, networking, milestone or mission-affirming celebrations, etc.? Identify two or more specific outcomes for your next event.

Volunteers
Your volunteers are a precious resource. Invest their time wisely. Will the volunteer opportunities for your event be meaningful and life-giving for volunteers? Will they be energized by serving or just dutifully helping because this is what we/they have always done? If you accounted for all your volunteer time, would you break even?

Constituents
Can the time and energy invested in your event achieve significant outcomes in moving forward donor relationships through goodwill, networking, or raising funds? Events can effectively encourage greater community support, promote your mission, start new relationships, and build donor and volunteer loyalty. Sometimes we think we must take every donor down the same path. How will you reach the major donors who don’t attend your events?

Priorities
Stephen Covey said, “The enemy of the best is often the good.” Events can be positive experiences or black holes that compress and stretch you at the same time through a phenomenon called ‘spaghettification.’ At the end of the year, you will be graded on how much money you raised, not how many events you planned. You only have so many hours in your week to raise money. Manage your time wisely. Any activity that is not directly connected to identifying, cultivating, or soliciting major donors should be secondary on your to-do list.

Think About This: Fundraising events might bring you closer to your major donors, but like George and Ethel learned—it’s more effective to meet your friend face to face.

Response: Father, help me not rely too much on events to tell our story. Give me courage to visit my major donors personally and ask for their support.

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

“For this reason I remind you to fan into flame the gift of God” (2 Timothy 1:6).

Starting a fire by rubbing two sticks together takes dry wood, incredible patience, and high pain tolerance. First, gather some small twigs for tinder, some slightly larger sticks for kindling, and some bigger chunks of wood. Rotate a spindle stick between your hands repeatedly on piece of wood until the friction makes embers at the base of the stick. Once there’s a glowing ember transfer it to your tinder nest. Blow gently on the ember to ignite a flame. Slowly build your fire with kindling then add some fuelwood and marshmallows.

Every believer has a spiritual gift to kindle into a raging fire for the glory of God. The privilege of sharing is one of them, “if it is giving, then give generously” (Rom 12:8). Consider these four ways to spark a fire in your heart so you can ignite generous giving in the hearts of your ministry partners, “For the Spirit God gave us does not make us timid, but gives us power, love and self-discipline” (2 Tim. 1:7).

Not Timid
Paul admonished Timothy to not fear man but to boldly proclaim the word of God. Fear is a major hindrance to successful fundraising. We worry about how a prospective donor might respond to our proposal. Will they be offended? Will they get angry? Will asking for a gift harm our friendship? Some respond to this fear by talking around a gift instead of clearly asking what you want your donor to consider. Don’t heavenly hint, boldly ask!

Power
The phrase, “do not be afraid” is mentioned 365 times in the Bible. As a fundraiser you should take this promise to heart, “The Lord is with me; I will not be afraid. What can mere mortals do to me?” (Psa. 118:6). What’s the worst that could happen if you ask for a gift? The donor might refuse. However, a “no” is empowering because it gives you important feedback. Did they say no to the project? the gift amount? or the timing? Discover the underlying reason for their response and address their concerns.

Love
“Perfect love drives out fear” (1 John 4:18). Where is the love in fundraising? First, your love for the Lord as you seek to serve him. Then, your love for the people your ministry serves. Finally, your love for your ministry partner as you help fan their flame to lay up treasures in heaven and take hold of the life that is truly life (1 Tim. 6:19). Focus on how your donor benefits.

Self-discipline
What does self-discipline have to do with fundraising? Brian Tracy author of No Excuses says, “Your ability to discipline yourself to set clear goals, and then to work toward them every day, will do more to guarantee your success than any other single factor.”  You need self-discipline to keep asking!

Think About This: Fundraising isn’t manipulating your donor to do something they will regret. Fund Raising School Founding Director Hank Rosso defined fundraising as “the gentle art of teaching people the joy of giving.”

Response: Father, please help me “spur (donors) toward love and good deeds” (Heb. 10:24) so they experience the joy of generosity.

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

The prophet asked, “What did they see in your palace?” “They saw everything in my palace,” Hezekiah said. “There is nothing among my treasures that I did not show them” (Isaiah 39:4).

King Hezekiah cried out to the Lord from his death bed and God gave him fifteen more years to live (see Isa. 38:5). News of his miraculous recovery spread throughout the region. Marduk-Baladan son of Baladan king of Babylon sent a gift and a “I’m-glad-you’re-feeling-better” card. Hezekiah was so grateful to be alive he welcomed the diplomats with a grand tour of his palace. He opened every closet door and revealed all “the silver, the gold, the spices, the fine olive oil—his entire armory and everything found among his treasures” (Isa. 38:2). When Isaiah heard what Hezekiah had done, he scolded him for giving his enemies the combination to the safe. As a fundraiser, how do you handle personal financial information a ministry partner shares with you?

Trust
An elderly major donor shared with a ministry representative, “My husband established several trusts before he died. My accountant tells me they are worth literally millions of dollars.” The recently widowed can be overwhelmed with all the new financial decisions facing them and need a listening ear. They have placed their trust in you; you must act with their interests in mind. Proceed with care.

Confidentiality
Hezekiah foolishly shared Israel’s national secrets with people who didn’t have his best interests at heart. Don’t walk out of a major donor meeting and tell everyone, “Do you know how much John is worth?” Solomon taught, “A gossip betrays a confidence, but a trustworthy person keeps a secret” (Prov. 11:13). Don’t jeopardize your relationships by disclosing personal information.

Shepherding
You should care for your ministry partners just as a pastor cares for his church members. Peter gave these instructions, “Be shepherds of God’s flock that is under your care, watching over them—not because you must, but because you are willing, as God wants you to be; not pursuing dishonest gain, but eager to serve” (1 Pet. 5:2). Are you watching over, caring for, and serving your donors, or are you looking out for yourself?

Compulsion
Babylon came knocking because they wanted what was behind door number one. Just because you know what a person could give, doesn’t mean they should give that amount. Your responsibility is to ask boldly and let the Holy Spirit work. “Each of you should give what you have decided in your heart to give, not reluctantly or under compulsion” (2 Cor. 9:7). Fundraisers should never resort to manipulation or arm-twisting.

Contentment
Satan can tempt you with your major donor’s personal financial information. Covetousness can easily creep into your heart when you compare your life to theirs. “Keep your lives free from the love of money and be content with what you have” (Heb. 13:5). Paul’s remedy for greed is contentment, “but godliness with contentment is great gain” (1 Tim. 6:6). Focus more on your spiritual walk than your net worth.

Think About This: Knowing inside donor information shouldn’t prevent you from asking. Boldly ask and let your donors prayerfully consider in their hearts what they should give.

Response: Father, please help me put my ministry partners’ interests above ours.

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

I wanted to visit you first so that you might benefit twice. I wanted to visit you on my way to Macedonia and to come back to you from Macedonia, and then to have you send me on my way to Judea. Was I fickle when I intended to do this? Or do I make my plans in a worldly manner so that in the same breath I say both “Yes, yes” and “No, no”? (2 Corinthians 1:15-17).

Have you ever been misunderstood? Paul planned to visit Corinth on his way to Macedonia and return to Corinth before traveling to Jerusalem (see 1 Cor. 16:5-9), but his plans changed. The Corinthians were upset that he didn’t show up and accused him of being fickle. The Cambridge English Dictionary defines fickle as “likely to change your opinion or your feelings suddenly and without a good reason.” Donors can also become disgruntled with us when they perceive we say one thing and do another. Consider these principles to avoid sending mixed messages.

Tell them What You’re Going to Tell Them.
Paul asked the Corinthians to “send me on my way to Judea.” Earlier, Paul had asked all the churches in Macedonia and Achaia to take up a collection for the believers in Judea (1 Cor. 16:1-4). On this trip he was planning to receive their gifts and take them to Jerusalem. If you intend to ask a donor for a gift, let them know why you are coming. Be forthright and say something like, “I would love to tell you about our project and a share proposal of how you could partner with us financially.”

Tell Them.
The essence of fundraising is asking. Cultivation is a key part of the donor experience, but all your relationship building efforts must lead to solicitation. If you want them to pray, ask for prayer. If you want their time, ask them to volunteer. If you want a gift, ask for a specific amount. If you are unsure of what amount to ask, ask if they would consider a gift in the range of $10,000, or $100,000, etc. Another strategy is to show them your gift chart and ask, “Would you prayerfully consider making a leadership gift?” You could also ask an open-ended question like, “Where do you see yourself fitting into our campaign?”

Tell them What you Told Them.
Your donors should know exactly what you asked them to consider. When you suggest a number, you both know what you asked. You might be too high or low, but stating a specific amount starts the conversation. A camp director asked a donor for a $75,000 gift for a capital campaign. The donor responded, “That’s more than I was thinking, but I like what you did. I will remember that number and ask my friends to help me raise that amount.”

Think About This: Paul was not fickle. He said what he meant and meant what he said. Just as we must speak with integrity, we want our donors to give us a clear “Yes or No.” Ask boldly and let God prompt them to give generously.

Response: Lord, help me ask clearly so my donors know exactly how they can partner with us to advance your kingdom.

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.