The king asked Ziba, “Why have you brought these?” Ziba answered, “The donkeys are for the king’s household to ride on, the bread and fruit are for the men to eat, and the wine is to refresh those who become exhausted in the wilderness” (2 Samuel 16:2).

WIIFM stands for What’s In It For Me? Sales professionals know that WIIFM drives most buying decisions, so they create an emotional link that compels a person to purchase their product or service. Should fundraisers pursue WIIFM donors?

David wanted to honor Jonathan by showing grace to one of his relatives. So, he blessed Saul’s grandson, Mephibosheth, with Saul’s estate and invited him to eat at his table (see 2 Sam. 9). He also assigned Ziba to serve as Mephibosheth’s steward. Fast forward to Absalom’s rebellion. David and his household fled Jerusalem for their lives. Ziba went to the wilderness with a gift to refresh David. On the surface, this seemed like an act of selfless generosity, but was it? Ziba demonstrates how difficult it is to identify WIIFM donors.

Personal Benefit

As manager of Mephibosheth’s inheritance, Ziba controlled incredible wealth. “You and your sons and your servants are to farm the land for him and bring in the crops, so that your master’s grandson may be provided for” (2 Sam. 9:10). Ziba’s betrayal of Mephibosheth reveals his greed. He wasn’t satisfied with just serving, he wanted to own. His story seemed to work because David said to Ziba, “All that belonged to Mephibosheth is now yours” (2 Sam. 16:4). Ziba clearly had a conflict of interest. Sometimes your donors also have conflicts of interest. Perhaps their gift awards them with a building contract or a sale of their product or service. Perhaps they hope to leverage their gift to use your donor base for their marketing. Be wary of donors who give hoping to get.

Family Benefit

2 Samuel 9:10 reveals an interesting detail, “Now Ziba had fifteen sons and twenty servants.” That’s a lot of mouths to feed. Ziba had much to gain from David’s generosity toward Mephibosheth. WIIFM donors are transactional donors. Christian school parents often say, “I’m giving because I want my child to benefit from this new building,” or “I’m not giving because my child is graduating and won’t be able to enjoy it.” That’s a difficult attitude to overcome. No doubt, you have a few WIIFM donors. Thank them graciously and ask God to transform their hearts.

Kingdom Benefit

Search for kingdom-focused donors. These men and women are motivated by the eternal impact of your mission—whether they benefit or not. They understand the spiritual rewards of generosity and are not looking for earthly rewards. They give generously to “lay up treasure for themselves as a firm foundation for the coming age, so that they may take hold of the life that is truly life” (1 Tim. 6:19).

Think About This: Mephibosheth finally shared his side of the story with David (see 2 Samuel 19:24-30) but it was too confusing. David told him and Ziba to split the property. It’s difficult to read a donor’s motivations, so don’t try. Simply be grateful for every gift.

Response: Lord, help me motivate my WIIFM donors by What’s In It 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 two 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.

“He also stationed gatekeepers at the gates of the Lord’s temple so that no one who was in any way unclean might enter” (2 Chronicles 23:19).

Gatekeepers have one job—to keep out unwanted visitors. Perhaps you have encountered a major donor gatekeeper in the form of a financial planner, attorney, family member, or a personal assistant. How do you get around the gatekeeper to connect with your donors? Gatekeepers process boxes of correspondence for major donors and must determine what is important and unimportant. Just imagine sorting through ten times the mail you receive daily. One ministry leader was surprised to learn that his notes weren’t getting to his major donor friends and then discovered the gatekeeper’s unwritten rules about whether he would pitch the correspondence or pass it on to the donor. Here is one gatekeeper’s pitch/pass list:

Thank you note on the receipt. Pitch It!
A common practice for ministry leaders is to write a personal thank you to the donor on the gift receipt. It’s nice gesture that probably gets noticed by 95% of your donors. However, a note on a receipt is still a receipt, not an official thank you note.

Any mention of a future project. Pitch It!
It’s tempting to tease a new project as you thank your donor for their gift to your current project. But if you focus on the next big thing, are you expressing gratefulness for the gifts that got you this far? Effective thank you notes must be genuine. Don’t just check the box saying that you thanked your donor.

Handwritten thank you note that mentions a future gift. Pitch it!
Congratulations for sending a handwritten note! Handwritten notes are rare. Don’t dilute your thank you by asking your ministry partner to consider a future gift. Your thank you note should focus on your donor not you.

Printed thank you note. Pitch It!
Some fundraisers have lousy handwriting and use a computer to print a note. Printed notes feel impersonal because they are. The only exception is if your donor knows that you have a health condition that makes handwriting difficult for you.

Personal, handwritten, stand-alone thank you note. Pass to the donor!
Here’s what passes this gatekeeper’s scrutiny: a handwritten thank you note that’s just a thank you note. Period. Mike was having difficulty connecting with a major donor. The donor had given but never responded to Mike’s phone calls or emails. Mike decided to be proactive and personally deliver his handwritten thank you note. He was interrogated at the front entrance, but the gatekeeper called the donor and said, “Mike, from ABC Ministries is here with a thank you note. Should I send him up?” The answer came back, “Sure.” The major donors were glad to see him and invited him in.

Think About This: Jesus taught about the relationship between the shepherd, his sheep, and the gatekeeper. “The gatekeeper opens the gate for him, and the sheep listen to his voice. He calls his own sheep by name and leads them out” (John 10:3). When you have a personal relationship with your donor, the gatekeeper will open the door wide.

Response: Father, please open the gate and help me connect with my major 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 two 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.

“But in your hearts revere Christ as Lord. Always be prepared to give an answer to everyone who asks you to give the reason for the hope that you have. But do this with gentleness and respect” (1 Peter 3:15).

If you live in tornado country, you are used to the monthly siren test of the emergency alert system. This one-minute signal encourages everyone to stay aware and respond accordingly if an actual emergency occurs. Occasionally, a major donor will surprise you with, “What are your plans and how can I help?” Will you be prepared with an answer, or will you be caught off guard? Peter gives us five thoughts to consider.

In your hearts revere Christ as Lord
Your organization’s plans should not just be what your ministry leader, board, or key donors want to do. Instead, your strategic plan should emerge from a prayerful consideration of what you believe the Lord wants you to accomplish. Solomon reminds us, “Unless the Lord builds the house, the builders labor in vain” (Psalm 127:1). Compare how much time you spend planning with how much time you spend praying.

Always be prepared to give an answer
Your strategic plan should outline your preferred future and the resources it will take to turn your dreams into reality. Define the gray boxes on your master plan by focusing on programming. Renowned architect Louis H. Sullivan, coined the phrase “form follows function.” Programs should drive your building needs. It’s not your next new building that will inspire donors but what happens in the building to impact lives.

To everyone who asks
Sometimes leaders don’t like to face hard questions, so they avoid them. It’s easier to forge ahead with your plan than to pause and consider other options. Don’t see questioners as your enemies, but your friends. People ask questions because they care. You may question their motives, but their questions will force you to clarify your arguments and strengthen your case.

Give the reason for the hope that you have
Your strategic plan must address your “Why.” Simon Sinek in his book, Start with Why encourages leaders to first communicate their Why—motivations and purpose. Then focus on How—the specific actions to realize the Why, and finally turn to What—the results which prove your Why. Don’t tell your donor what you want to build, but why this new facility will support and fulfill your mission.

Do this with gentleness and respect
Some leaders announce their plan as written in stone brought down from the mountain with no opportunity for feedback. Peter gives us important advice about the way we share our story. Perhaps your major donor has a better idea and is willing to fund a different direction. Approach that person with an open heart.

Think About This: One Christian school asked a major donor to support their remodeling plans. He declined to give anything toward the existing facility but was interested in a major gift toward a new building on a new campus. His lead gift launched their campaign and rallied other key donors to partner with him.

Response: Lord, help me hold my plans loosely and listen to my major donors to hear their passion for 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 two 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.

Then Agrippa said to Paul, “Do you think that in such a short time you can persuade me to be a Christian?” (Acts 26:28).

The Apostle Paul made the most of every opportunity to share the Gospel. He was accused by the Jewish leaders, arrested, and sent to the Roman governor Felix in Caesarea. When Festus became governor, he was perplexed by Paul’s case and asked King Agrippa to review it with him. Paul stood before them and boldly proclaimed his encounter with Jesus on the road to Damascus. At the end of his testimony, he asked the king, “Do you believe the prophets? I know you do.” King Agrippa responded, “Do you think you can persuade me to become a Christian so quickly? (Acts 26:27-28 NLT).

How long should you know a potential donor before you ask for a gift? 10 years? 5 years? 1 year? 1 week? 1 hour? In fundraising, we talk much about cultivating relationships with our donors, but how long should we cultivate? Some fundraisers seem to perpetually cultivate and never ask. They believe their donor needs one more visit, one more brochure, or to hear one more story before they can ask. Paul’s boldness teaches us three lessons.

Permission
King Agrippa gave Paul the green light to tell his story, “You have permission to speak for yourself” (Acts 26:1). Agrippa had heard much about Paul and wanted to hear his message. Have you ever asked for permission to ask? Perhaps you could say something like this, “Could I share with you how we are reaching the next generation and see if it’s something that resonates with you?” or “Could I share a proposal of how you could make a difference in the lives of young people?”

Prior Knowledge
Judaism wasn’t new to King Agrippa; he was the great-grandson of Herod the Great, the ruler when Jesus was born. Agrippa was “well acquainted with all the Jewish customs and controversies” (Acts 26:3). Sometimes, we hesitate to ask because we haven’t personally known our prospective donor for a long time, but we fail to realize that the donor may have known about our ministry for years. You’re not asking based on your relationship with the donor, but your donor’s relationship with your ministry.

Personal Story
Paul clearly shared why he was on trial. He was one way before he met Christ, and now he was completely different. As you tell your ministry stories with potential donors, emphasize how your ministry is making an eternal difference in the lives of those you serve. Paul’s life was radically changed because of his encounter with Jesus. You must tell your “Why.” Why should a donor give to your organization? Your answer is because of your eternal impact.

Think About This: Paul didn’t think King Agrippa needed more time to believe in Christ. “Short time or long—I pray to God that not only you but all who are listening to me today may become what I am” (Acts 26:29). We think of many reasons why a donor needs more time. Just ask, and let your donor decide if they want to partner with you.

Response: Father, give me boldness to make the most of every conversation I have with 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 two 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.

“She came into the field and has remained here from morning till now, except for a short rest in the shelter” (Ruth 2:7).

Ruth the Moabite faced a new season of life. Her husband, brother-in-law, and father-in-law died so she and Naomi traveled back to Bethlehem hoping to start over. When they arrived, Ruth didn’t waste time sitting around feeling sorry for herself. Instead, she got right to work. Fundraisers can learn much from Ruth’s work ethic.

Initiative
“And Ruth the Moabite said to Naomi, ‘Let me go to the fields and pick up the leftover grain behind anyone in whose eyes I find favor’” (Ruth 2:2). Ruth could have listed dozens of reasons of why she couldn’t be successful. She didn’t wait for something to happen but looked for opportunities to make something happen. The same attitude works in fundraising. The secret of getting ahead is getting started.

Humility
“She said, ‘Please let me glean and gather among the sheaves behind the harvesters’” (Ruth 2:7). Ruth wasn’t too proud for manual labor. She was willing to do any job that need to be done. Apply her attitude to your work. Will you set up tables for events, make countless phone calls, or even lick envelopes? It’s wise to delegate tasks to others so you can focus on things only you can do, but “humility comes before honor” (Prov.18:12).

Stick-to-itiveness
“She came into the field and has remained here from morning till now, except for a short rest in the shelter” (Ruth 2:7). Ruth was a Proverbs 31 woman who worked dawn to dusk to provide for her family. Fundraising is hard work and requires long hours. Some fundraisers are good at starting projects but tire quickly and move on to the next new idea.

Appreciation
“At this, she bowed down with her face to the ground. She asked him, ‘Why have I found such favor in your eyes’” (Ruth 2:10). Ruth was grateful for Boaz’ kindness. As fundraiser we must express our genuine appreciation for our ministry partners. Never take your donors for granted. Go out of your way to thank them for their generosity.

Results
^“So Ruth gleaned in the field until evening. Then she threshed the barley she had gathered, and it amounted to about an ephah” (Ruth 2:17). The joy of fundraising is reaping the harvest of each gift – large or small. If you’re not seeing results, perhaps you’re not working hard enough or smart enough. Give your team realistic goals and hold them accountable.

Reputation
“Her mother-in-law asked her, “Where did you glean today? Where did you work? Blessed be the man who took notice of you!” (Ruth 2:19) Others notice if you’re lazy or a hardworking fundraiser. What’s your fundraising reputation? Are you a worker or a shirker? Ultimately, you’re not raising money for your organization, you’re raising it for the Lord.

Think About This: “May the Lord repay you for what you have done. May you be richly rewarded by the Lord, the God of Israel, under whose wings you have come to take refuge” (Ruth 2:12). Ruth worked hard and trusted God for the results.

Response: Lord, give me strength to keep working in your fields to gather the harvest.

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 two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. 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.

So Boaz said to Ruth, “My daughter, listen to me. Don’t go and glean in another field and away from here. Stay here with the women who work for me” (Ruth 2:8).

One of the biggest fundraising challenges is retaining talent. The average development staff tenure is 24 months. Fundraising can be fast-paced, stressful, frustrating, and exhausting. Some people simply burn out and give up. Staff transition for many reasons, but common complaints are unrealistic expectations, low appreciation, and toxic work environments. People usually quit their boss before they quit their job. How can you foster a healthy atmosphere where your team loves to come to work? Boaz earned his “World’s Best Boss” coffee mug with these six leadership actions:

Lead Spiritually
Every day Boaz greeted his harvesters with, “The Lord be with you” (Ruth 2:4) and his staff responded in kind. As the fundraising leader you should create a healthy spiritual atmosphere. Do you model the fruit of the Sprit: “love, joy, peace, forbearance, kindness, goodness, faithfulness, gentleness, and self-control” (Gal. 5:22-23)?

Ask Questions
“Boaz asked the overseer of his harvesters, ‘Who does that young woman belong to?’” (Ruth 2:5). Boaz didn’t treat his employees as nameless faceless tools to accomplish a job. One absent-minded executive always called his maintenance director “Rod” when his name was Rob. Boaz showed a personal interest in each one to learn their story.

Provide Training
Some onboarding processes are atrocious. We teach people how to swim by throwing them into the deep end of the pool. Boaz gave Ruth specific instructions, “Watch the field where the men are harvesting, and follow along after the women” (Ruth 2:9). Give your team the proper training they need to be successful.

Create Safety
“I have told the men not to lay a hand on you” (Ruth 2:9). It’s sad to hear when Christian ministries have allowed employees to make inappropriate remarks to their female staff members. Paul was clear about avoiding sinful communication, “Nor should there be obscenity, foolish talk or coarse joking, which are out of place, but rather thanksgiving” (Eph. 5:4).

Show Grace
Boaz instructed his team, “Let her gather among the sheaves and don’t reprimand her. Even pull out some stalks for her from the bundles and leave them for her to pick up, and don’t rebuke her” (Ruth 2:15-16). Show grace to your new team members as they learn your system and give them quick wins to build their confidence.

Be Kind
Boaz welcomed Ruth to the team by (a) offering her cool water (2:9), (b) inviting her to sit with them at mealtime (2:14), and (c) speaking encouraging words to her. “May I continue to find favor in your eyes, my lord,” she said. “You have put me at ease by speaking kindly to your servant—though I do not have the standing of one of your servants” (Ruth 2:13).

Think About This: Ruth stayed because Boaz specifically asked her to stay. “Don’t go and glean in another field and don’t go away from here. Stay here with the women who work for me” (Ruth 2:8). Don’t assume that your staff know how much you appreciate them. Tell them.

Response: Father, help me reflect Christ’s love and kindness to my team.

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 two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. 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.

“Take away the stone… take off the grave clothes and let him go” (John 11:39, 44).

Lazarus fell sick and died so Jesus and his disciples traveled to Bethany to comfort Martha and Mary. Jesus loved Lazarus. When they showed him where they laid him, he wept (John 11:35). Mary wondered why he didn’t come in time to heal him, but Jesus had much bigger plans. Jesus brings new life. How can he bring new life to your donor base?

Take away the stone
On Easter Sunday morning Jesus rose from the dead and an angel rolled the stone away, but at Lazarus’ tomb Jesus asked for help. Jesus can supply all the resources for your ministry, but he has given you the assignment. What stones are preventing your past donors from giving again? The list of possible barriers is endless. Perhaps someone in your organization offended them by something they said or didn’t say. When you know of an offence, take the initiative to remove that stone and re-win your friend.

But, Lord
Martha objected because Lazarus had been dead for four days. Sometimes our donor list is not just stale, it stinks. At one time your key donor was a vital part of your ministry, but something happened, and you’ve not talked to him or her for decades. It’s easy to find excuses of why that person would never give again. We assume they’ve moved on or got interested in another ministry. Breathing life back into dead mailing lists is challenging. But if you had a personal relationship with your donor, there is hope.

Lazarus, come out!
Jesus raised Lazarus from the dead because he was the Son of God. He called him by name because he was his friend. God has the power to rekindle an old relationship, he can “open doors that no one can shut” (Rev. 3:8). If your lapsed donor won’t respond to your emails or voicemails, ask a mutual friend to reach out to your lost donor on your behalf. Perhaps your friend can make the connection.

Take off the grave clothes and let him go
When God blesses you with a renewed ministry partner, start fresh with new communication. Most donor relationships deteriorate because of poor communication. You keep major donors interested by increasing the frequency and quality of your personal communications. Donor retention is like building a friendship. You contact your friends in a variety of ways—handwritten notes, letters or cards, emails, texts, and phone calls. Treat your long-lost friends as brand new friends.

Think About This: A school in Canada launched a capital campaign but soon realized they had neglected their alumni for years. They researched old lists and began reconnecting with their grads. The development director called on a lady who graduated 50 years earlier and was now living in New York. He explained the opportunity and asked if she would like to learn more. She responded positively and eventually gave $2 million—all because of a phone call.

Response: Lord, you are “the God who gives life to the dead and calls into being the things that were not” (Romans 4:17). Please breathe new life into our donor base and open doors to our past friends.

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 two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. 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.

“She did what she could. She poured perfume on my body beforehand to prepare for my burial. Truly I tell you, wherever the gospel is preached throughout the world, what she has done will also be told, in memory of her” (Mark 14:8-9).

The most remembered gift ever given lasted for only a moment. Six days before Passover, Simon the Leper invited Jesus to his home for supper. The guest list included the disciples, his recently resurrected friend Lazarus, along with Martha and Mary. As they reclined around the table, Mary approached Jesus with a bottle of expensive perfume, broke it, and poured it on his head and feet. Her act of worship is a beautiful lesson in generosity. Donors give estate and endowed gifts because they want their legacy to last for generations. We still remember Mary’s extravagant gift and everyone’s reactions to her generosity.

The Disciples Questioned
Sacrificial giving sparks opinions and everyone has one. All the disciples criticized Mary, not just Judas (see Matt. 26:8). They felt her extravagance could have been used in better ways like giving to the poor. Giving is spiritual warfare. Satan hates generosity and will throw flaming arrows (even comments from friends) to discourage donors from giving. Pray for your ministry partners as they consider significant gifts, because others will try to talk them out of it.

Judas Coveted
Judas voiced his opposition, but he didn’t care about the poor. He was looking out for himself as he held the bag and had embezzled many times (see John 12:6). Sadly, some adult children don’t want their parents or grandparents to be generous because more money for ministry means less for them. Encourage your ministry partners as they navigate difficult family dynamics. Be wise when you sense opposition from family members and encourage your donors to include their own attorney in any gift decisions.

Jesus Defended
Jesus rebuked his disciples for criticizing Mary’s extravagant gift. “Leave her alone. Why do you trouble her? She has done a beautiful thing to me” (Mark 14:6). Some donors give because you offer to name something in their honor. Mary wasn’t looking for praise, she gave lavishly because she realized how much God had lavished on her (1 John 3:1). Inspire your donors to give beautiful gifts that will last beyond their lifetimes.

Simon Worshipped
Simon the Leper hosted Jesus in his home. That’s unusual because lepers lost all their possessions and were forced to live outside the city. Jesus healed Simon and restored every aspect of his life. One of the side effects of leprosy is the loss of smell. When Mary broke her perfume flask, the house was filled with its fragrance (John 12:3). Simon could smell and enjoy her generous gift. Help your donors realize all the lives they touch through their generosity.

Think About This: “It was intended that she should save this perfume for the day of my burial” (John 12:7). Mary saved this special gift for this special occasion. Donors are saving to give a special gift. Why will they give it to you?

Response: Father, help me communicate our ministry story in such a compelling way that our ministry partners will be motivated to give an extravagant gift.

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 two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. 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.

“Now therefore, give me this mountain of which the Lord spoke in that day; for you heard in that day how the Anakim were there, and that the cities were great and fortified. It may be that the Lord will be with me, and I shall be able to drive them out as the Lord said” (Joshua 14:12 NKJV).

Moses sent twelve spies into the Promised Land to see if it really was flowing with milk and honey (see Num. 13). They brought back amazing stories and a single cluster of grapes so enormous two of them had to carry it on a pole between them. Despite the abundance, ten spies focused on the giants, and saw themselves as grasshoppers in comparison. Joshua and Caleb saw things differently. Caleb proclaimed, “We should go up and take possession of the land, for we can certainly do it” (Num. 13:30). Unfortunately, their enthusiasm couldn’t overcome the bad report the other ten spread throughout the camp. As a result, the Israelites refused to move forward by faith, and God forced them to wander in the wilderness for forty years.

Fast forward forty-five years. Joshua has conquered the land and is dividing the spoils among the tribes, when Caleb comes forward to collect the inheritance Moses had promised. Caleb’s faith encourages us to take on fundraising challenges that others deem impossible.

Different Attitude
Caleb was an exceptional leader because he had a different attitude (see Num. 14:24). Everyone else was worried about the BUGs (Big Unfriendly Giants) in their fortified cities and talked themselves out of victory before they even started. Caleb didn’t deny the challenges, he just saw them as opportunities. Successful fundraising requires a positive outlook. Donors aren’t eagerly waiting for you to ask them for money. Don’t talk yourself out of asking by thinking, “this major donor will never give to our project.” If you don’t ask, you’ll never know how they will respond.

Wholehearted
Steve Jobs made this observation, “You have to be burning with an idea, or a problem, or a wrong that you want to right. If you’re not passionate enough from the start, you’ll never stick it out.” Caleb “followed the Lord, the God of Israel, wholeheartedly” (Josh. 14:14). He stayed passionate about claiming his inheritance. As a fundraiser, do you believe in your ministry? If you are not passionate, why will your donor be? Is fundraising a calling, or merely a job? Fundraising is no place for the halfhearted.

Divine-Human
You won’t be successful through your own efforts. Fundraising is a divine-human effort. The Lord must turn hearts toward your ministry, but you must ask for the gift. “The Lord caused the Egyptians to look favorably on the Israelites, and they gave the Israelites whatever they asked for” (Ex. 12:36 NLT). Caleb trusted in the Lord, rolled up his sleeves, and started fighting giants, “the Lord helping me, I will drive them out” (Josh. 14:12).

Think About This: If you have a fundraising dream but others don’t, pray that God will lead new people to your ministry who will catch your vision.

Response: Father, please give me the fundraising mountains you’ve promised. Give me strength and perseverance to keep asking. Give me faith like Caleb.

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 two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. 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.

“See how the farmer waits for the land to yield its valuable crop, patiently waiting for the autumn and spring rains” (James 5:7).

Fundraisers can learn valuable lessons from farmers. Both occupations require hard work to prepare the ground, sow seed, and wait patiently for the harvest. Consider these applications:

Patience
Robert Louis Stevenson wrote, “Don’t judge each day by the harvest you reap but by the seeds that you plant.” Sowing and reaping take time. Fundraisers have urgency because of the great ministry needs or budget pressures, but a wise fundraiser is patient and realizes that it takes time for donors to consider your gift request. Fundraising is a marriage between your ministry partner and your mission. Most people don’t propose to their future spouse on the first date. Likewise, you shouldn’t ask for a six or seven figure gift on your first visit. Slow down and build a strong relationship. Be faithful to sow the seeds of how your ministry is making an eternal difference.

Hard Work
Paul encouraged Timothy to learn ministry work ethic from the “the hardworking farmer” (2 Tim. 2:6). Farmers work from sunrise to sunset in all kinds of weather. Lazy farmers don’t last long. Solomon observed, “A farmer too lazy to plant in the spring has nothing to harvest in the fall” (Prov. 20:4 MSG). Farming is not a 9 to 5 job, neither is fundraising. It takes discipline to keep calling donors who don’t return your calls. It’s much easier to make excuses than to invest in the hard work of identifying, cultivating, and soliciting donors. All too often, we give up too soon. Keep sowing the seed if you hope to reap a harvest.

First to Receive
Paul continues his lesson to Timothy, “The hardworking farmer should be the first to receive a share of the crops” (2 Tim. 2:6). The farmer works for the benefit of everyone else and he should reap some of the benefits first. If he is not strong and healthy from the food he produces, he will be unable to share future harvests with others. This has an interesting application to fundraising. Your ministry should make the development department a budget priority, not an afterthought. If you don’t provide your fundraising team with the tools and resources to be successful, your entire ministry will suffer.

Faith
Farmers plant and trust God for the results. You are not just trusting God for the right moment to ask your prospective donor; you are also trusting him for the autumn and spring rains to soften hearts. When you wait on the Lord for his harvest, he promises abundance. “The time will come,” says the Lord, “when the grain and grapes will grow faster than they can be harvested” (Amos 9:13 NLT). Pray that the Lord will bless you with more gifts that you can handle!

Think About This: “For as the soil makes the sprout come up and a garden causes seeds to grow, so the Sovereign Lord will make righteousness and praise spring up before all nations” (Isa. 61:11). As fundraisers we must work hard, but ultimately it is the Lord who produces the harvest.

Response: Lord, help me sow faithfully and wait patiently for your harvest.

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 two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. 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.