1. Writing. News flash—donors aren’t scanning their inbox eager to open your newsletters, fundraising appeals, and emails. You must grab and keep their attention within the first sentence. Share encouraging stories of how your ministry is making an eternal difference and ask. Be ruthless with your red editing pen and cut all needless words. Get to the point.

2. Speaking. TEDtalks are 18 minutes. It doesn’t matter how famous, wealthy, or influential you are; you have 18 minutes to make your point. Set a time limit for your featured gala/banquet speaker. The longer they run into overtime the less generous your donors will be. Coach them to get to the point.

3. Watching. Six second funny cat videos can get millions of views. Most YouTube videos are 7-15 minutes. Marketing videos should be two minutes or less. The quality of your content is more important than length. Your video should be as long as it takes you to tell your compelling story—not a second more or a second less. Get to the point.

4. Visiting. Don’t overstay your welcome during a donor visit. Plan on 45 minutes to an hour. You can stay longer if your host keeps the conversation going, but don’t dawdle. Before your meeting, determine what outcomes you hope to accomplish and guide the conversation toward that end. Implement the 3 Bs: Be Good, Be Brief, and Be Gone. Get to the point.

5. Asking. The most critical moment of your donor visit is the “ask.” Instead of asking, some ministry leaders hint and talk around the ask. Some nervously ask for a gift but keep on talking after they ask. If you keep talking, you risk talking your donor out of the gift. Stop talking; listen for their answer. Get to the point.

“The driving is like that of Jehu son of Nimshi—he drives like a maniac” (2 Kings 9:20).

“He (Jehu) came upon Jehonadab son of Rekab, who was on his way to meet him. Jehu greeted him and said, ‘Are you in accord with me, as I am with you?’ “I am,” Jehonadab answered. “If so,” said Jehu, “give me your hand.” So he did, and Jehu helped him up into the chariot. 16 Jehu said, “Come with me and see my zeal for the Lord.” Then he had him ride along in his chariot. (2 Kings 10:15-16)

If Jehu lived today, he would drive a Tesla so he could accelerate from 0 to 60 miles per hour in 2.8 seconds. Jehu’s crazy driving habits illustrate how driven he was to accomplish God’s mission – to kill Jezebel, Ahab’s descendants, and the prophets of Baal. Perhaps you have experienced a hard-driving donor who lives to get things done and challenges you to move at his or her pace. Look for zeal as you recruit donors to serve on your board or capital campaign committee.

Driven Donors…

1. Attract Followers. People love to follow strong leaders. King Joram sent messengers to offer Jehu peace, but Jehu answered, “What do you know about peace? Fall in behind me” (2 Kings 9:18-19). The soldiers recognized Jehu’s leadership and immediately switched sides. Your ministry needs strong volunteer leaders who will help you build a strong team.

2. Shoot Straight. Driven donors are often very direct. King Joram met Jehu who bluntly said, “How can there be peace as long as the idolatry and witchcraft of your mother, Jezebel, are all around us?” (2 Kings 9:22). As King Joram turned his chariot around to flee, Jehu shot him between the shoulders (v. 24). Jehu was a straight shooter in more ways than one. Value donors who speak truth.

3. See Reality. Jehu’s mission was to assassinate Jezebel. When she knew he had arrived in Jezreel “she painted her eyelids, and fixed her hair, and sat at a window” (2 Kings 10:30). It didn’t help. Jehu saw through her facade and ordered that she be defenestrated (thrown out the window). Driven donors can look at your budget and see the bottom line. They know if your numbers work or if you are trying to sugar coat something.

4. Think Strategically. Jehu was a cunning military leader. He killed everyone in Ahab’s family and devised a plan to invite all the prophets of Baal to a worship service. He gave them robes so they would stand out in the crowd, then had his soldiers kill them. Jehu destroyed every trace of Baal worship from Israel and God rewarded him.

5. Need Accountability. “But Jehu did not obey the Law of the Lord, the God of Israel, with all his heart” (2 Kings 10:31). God used Jehu, but he was a flawed human being. God can use your driven donor, but they need your spiritual guidance to be truly successful.

Response: Lord, please help me recognize and recruit key donors gifted with leadership.

Think About This: God brought you driven donors not just for their wealth, but also for their work and wisdom. Climb into their chariot and hang on!

Have a Spirit-led fundraising week,

Ron

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.

Some of the guards went into the city and reported to the chief priests everything that had happened. When the chief priests had met with the elders and devised a plan, they gave the soldiers a large sum of money, telling them, “You are to say, ‘His disciples came during the night and stole him away while we were asleep.’ If this report gets to the governor, we will satisfy him and keep you out of trouble.” So the soldiers took the money and did as they were instructed. And this story has been widely circulated among the Jews to this very day (Matthew 28:11-15).

The soldiers who guarded the tomb had one job: “Go, make the tomb as secure as you know how.” (Matt. 27:65). But on Resurrection morning, an angel rolled the stone away and Jesus rose triumphantly from the dead. Everything about our faith hinges on the truth of the resurrection. “And if Christ has not been raised, our preaching is useless and so is your faith” (1 Cor. 15:14).

The religious leaders knew if word got out, they would lose their power. So, they devised a plan and became the first major donors to oppose the good news. Money talks, in this case money attempted to change the narrative. The soldiers used the money to launch the first anti-Christian marketing campaign. We can learn three fundraising principles from this passage.

Just like our passage, the forces of evil today can raise large sums of money to fund their falsehoods. Your ministry will never have enough money to stand against evil dollar for dollar. Thankfully, “the weapons we fight with are not the weapons of the world. On the contrary, they have divine power to demolish strongholds” (2 Cor. 10:4). Be encouraged, with them “is only the arm of flesh, but with us is the Lord our God to help us and fight our battles” (2 Chron. 32:8).

Christian ministries are under attack. Sometimes the enemy persecutes directly. Other times, the enemy offers a counter message and spreads lies about those who dare speak truth. Anytime you stand for biblical truth, you will face opposition. We must remember that our true enemies are not people, but “the powers of this dark world and… the spiritual forces of evil in the heavenly realms” (Eph. 6:12).

The soldier’s disinformation campaign was successful to a point; many people today still choose to believe their lie. But take heart, “the one who is in you is greater than the one who is in the world” (1 John 4:4). Jesus promised to build his church and that the gates of hell would not prevail against it (Matt. 16:18). Have confidence that God has all the resources you need to accomplish your mission. In the end, God wins!

Response: Father, forgive me for jealousy when I see the world raising lots of money for causes that oppose the Gospel. Help me share our ministry story with passion and trust your provision.

Think About This: No amount of money can suppress the true message, “He is Risen! He is Risen, indeed!”

Have a Spirit-led fundraising week,

Ron

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.

“Jesus sent two disciples, saying to them, “Go to the village ahead of you, and at once you will find a donkey tied there, with her colt by her. Untie them and bring them to me. If anyone says anything to you, say that the Lord needs them, and he will send them right away” (Matthew 21:2-3).

Jesus’ triumphal entry into Jerusalem on Palm Sunday starts with a curious story. He asked two disciples to go find a donkey and her colt so he could fulfill the prophecy of Zechariah 9:9. This unusual passage teaches some important fundraising principles. Fundraising isn’t taking something from your donors they don’t want to give, rather it’s helping your ministry partners catch the vision for how they can help fulfill God’s mission.

This passage reminds us that Jesus knows whom among your constituency has the resources to help. More importantly he knows their heart and willingness to give. We often sing the lyrics from Psalm 50:10-12, “He owns the cattle on a thousand hills, the wealth in every mine.” God can lead you to that cattle rancher or mine owner who can sell some cattle or gold to meet your needs. He can also soften their hearts and make them ready to give (see Exodus 3:21).

Jesus didn’t retrieve the donkey himself. He sent two disciples on this important mission. Did they understand the prophesy of Zechariah 9:9? John 12:16 says they didn’t. Jesus just gave them an assignment and they obeyed. In the same way you are called to go share your ministry story with potential donors and ask for their help. Do you fully understand how God works in hearts and prompts people to give? Probably not. You are just called to go and ask.

Jesus did equip his disciples with what to say and how to say it. The big difference in your situation is that you ask first, and then receive. The disciples received first, then responded to a donor question with a great answer, “The Lord needs them.” Isn’t that the underlying reason why you solicit donors? Notice the wonderful phrase, “and he (the owner) will send them right away” (vs. 3). When people understand the spiritual impact of their gift, they are eager to be generous.

Mark 11:3 adds an important detail, “The Lord needs it and will send it back here shortly.” The Lord returns to us every gift we give to him. “Give, and it will be given to you. A good measure, pressed down, shaken together and running over, will be poured into your lap. For with the measure you use, it will be measured to you” (Luke 6:38). As someone who asks others for gifts, this truth should give you great confidence. God will repay your donors abundantly for every generous gift they give your ministry.

Response: Father, forgive me for the times I am reluctant to ask people for the resources you’ve entrusted to them.

Think About This: We are all looking for the highest return on our investments, but the greatest return comes on the eternal investments we loan to the Lord. As a fundraiser, you are an eternal loan officer helping your donors secure treasures in heaven!

Have a Spirit-led fundraising week,

Ron

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.

One of the servants told Abigail, Nabal’s wife, “David sent messengers from the wilderness to give our master his greetings, but he hurled insults at them.

Abigail faced a crisis. David was ticked, rallied his bill collectors, and was fixin’ to make a house call. When Abigail discovered Nabal’s faux pas she jumped into action, gathered many gifts, and rushed to cut off David at the pass before he could cut off Nabal’s head.

This exhilarating story directly applies to ministries who fumble their major donor relationships. “An offended friend is harder to win back than a fortified city” (Proverbs 18:19 NLT). More than one ministry has exasperated a key donor. Sometimes the issues are minor; sometimes they are epic. In either case, you don’t want major donors shaking the dust off their feet and walking away. Consider these six recovery strategies.

1.  Go Immediately. Abigail lost no time because every minute she delayed put her family at risk. “Settle matters quickly with your adversary who is taking you to court” (Matthew 5:25). Don’t lull yourself to sleep by thinking “time will heal all wounds.” When someone is offended you must quickly schedule a face-to-face meeting. Be open and transparent about what happened and how you intend to solve the problem.

2.  Express Humility. Abigail bowed down before David and said, “Pardon your servant, my lord” (1 Sam. 25:24). Genuine humility and repentance promote reconciliation. Abigail wasn’t the one who offended David, but she was the one who took responsibility. You may not have been the one who offended your donor, but as the ministry representative, you must take responsibility.

3.  Speak Truthfully. Donors value truth. Abigail was brutally honest, “Please pay no attention, my lord, to that wicked man Nabal. He is just like his name—his name means Fool, and folly goes with him.” Don’t use this as a proof text for calling your boss a fool, but if someone in your ministry said or did something inappropriate, face it head on.

4.  Resolve the Conflict. Abigail didn’t just speak words, she acted. All the gifts she brought paid David’s bill for guarding Nabal’s flocks (1 Sam. 25:27). When you have an opportunity to right a wrong, do it even when it costs something. Your ministry will benefit in the long run.

5.  See Your Donor’s Viewpoint. Abigail was shrewd in her comments and reminded David that he would regret avenging himself. You can also reason with your offended donor. “A soft answer turns away wrath” (Proverbs 15:1). Help them see how God can use this situation for his glory.

6.  Seek Reconciliation. Abigail accomplished her mission. David said, “Go home in peace. I have heard your words and granted your request” (1 Sam. 25:35). Abigail wisely reconciled with this future major donor. Take every donor relationship seriously.

Response: Father, forgive us for needlessly offending our major donors. Open our eyes to any ways we have hurt others so we can reconcile with them.

Think About This: Don’t give up even if your relationship seems unsalvageable. “Through love and faithfulness sin is atoned for” (Proverbs 16:6). Keep loving your offended major donors. Perhaps one day God will bring reconciliation.

Have a Spirit-led fundraising week,

Ron

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.

“Nevertheless, the one who receives instruction in the word should share all good things with their instructor” (Galatians 6:6).

If you have benefited spiritually from someone’s teaching, you need to bless them financially. Paul expresses the same concept in 1 Corinthians 9:11, “If we have sown spiritual seed among you, is it too much if we reap a material harvest from you?” In other words, we need to fairly compensate those in ministry. How does this work for Christian non-profits? Let’s look at this verse with a fundraising lens.

We know this principle applies to pastors, missionaries, educators, and seminary profs, but what about everybody else? Every gospel-centered ministry instructs people in the word. If you share the gospel as you reach the homeless, counsel a pregnant mom, care for the elderly, or teach English as a second language you are instructing people in the word. This characteristic should distinguish your ministry from other secular non-profits. Your ministry and your secular counterpart can both serve the hungry, but your ministry should also offer the bread of life.

It makes sense that the people who benefit most from your ministry will have the most appreciation for your ministry. Sometimes, we overlook parents who have students enrolled in our school or university, because they already pay a significant tuition bill. It’s true that many are sacrificing so their children can receive a Christian education, but some have resources over and above tuition. More importantly, if you’ve made a spiritual impact on their son or daughter’s life, they are eternally grateful.

The son of a major donor fell into drug addiction, landed in prison, and was rescued by a recovery ministry. When this major donor talks about the impact that this ministry had in his son’s life, tears well up in his eyes. As the ministry considered a capital campaign to expand their program, this major donor was first in line to give.

Paul calls those who have been on the receiving end to be generous and willing to share. All good things certainly mean financial resources, but it can also be the good thing of volunteering their time or hosting a donor event in their home. One major donor gives a financial gift, but also donates his golf course so the ministry can host an exclusive tournament. Other major donors use their businesses to advance the ministry.

Paul stressed the personal aspect of this giving relationship. Donors give to people. As the ministry leader you must personally know your key donors. Make it a priority to visit the top fifty donors to your organization and learn how your ministry has impacted them spiritually.

Response: Father, thank you for the reminder that it’s okay to ask the people we serve to support our ministry even if it’s just a widow’s mite.

Think About This: We often look for mystery major donors we have never met to swoop in and rescue us. That does happen occasionally, but you will reap a greater harvest by focusing on those families on whom you have made a spiritual difference.

Have a Spirit-led fundraising week,

Ron

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.

“He did not let anyone follow him except Peter, James, and John the brother of James” Mark 5:37.

Jesus called twelve disciples, but he did not take all twelve everywhere he went. On at least five occasions only Peter, James, and John accompanied him. Jesus had many followers, twelve close associates, and three intimate friends. Likewise, your ministry needs many followers, some close major donors, and a few principal donors who can make the greatest impact. You cultivate these special relationships with key friends by experiencing life together one conversation at a time.

Family Conversations

Mark 1:29-31 records when Jesus healed Peter’s mother-in-law. He included James and John in this family moment. Do you know the family struggles of your key donors? Hopefully, you’ve sent flowers when they’ve been in the hospital. Become a genealogy expert. One principal gift officer has a file on his top 50 donors complete with a genealogy chart mapping all the relationships. Take an interest in your key donors’ families and perhaps they will take an interest in your ministry.

Ministry Conversations

Mark 5:21-43 shares when Jesus healed Jarius’ daughter. Wailing mourners laughed at him for thinking he could make a difference. But Jesus took Peter, James, and John inside the home to experience this life changing event. You can tell your key donors what your ministry accomplishes, but when they see transformation firsthand, it changes their lives. Treat your key donors as insiders by involving them in your ministry.

Spiritual Conversations

Mark 9:1-13 reveals the incredible mountain top experience when Jesus took Peter, James, and John to hear his conversation with Moses and Elijah. Spiritual moments strengthen your bond with your key donors. These God-encounters could happen on a tour to Israel or a tour of your facilities. Share stories of how God used your ministry to transform someone’s life. Pour into your key donors’ lives by sharing scriptures and spurring them on toward love and good deeds (Hebrews 10:24).

Vision Conversations

Mark 13:1-37 records a private conversation between Jesus, Peter, James, and John as he answered their question, “Tell us, when will these things happen?” They had serious questions about the future; Jesus shared both difficult and amazing news. Look for opportunities to authentically share the challenges your ministry faces and your vision for the future.

Life and Death Conversations

Mark 14:32-34 uncovers the moments in Gethsemane when Jesus was deeply distressed and troubled. He took Peter, James, and John along with him, and asked them to watch and pray. What a privilege to walk with your key donors as they face difficult circumstances. It could be the death of a loved one, family drama, church turmoil, or a financial catastrophe. You can minister to your key donors at their lowest emotional and spiritual moments.

Response: Father, help me faithfully serve my key donors and walk with them through good and bad times. Help me love them for who they are, not just what they can give.

Think About This: Peter, James, and John were Christ’s intimate disciples, but John was “the one Jesus loved” (John 20:2). Can you name your intimate donors? Who is your one key partner?

Have a Spirit-led fundraising week,

Ron

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.

“Some men came, bringing to him a paralyzed man, carried by four of them. Since they could not get him to Jesus because of the crowd, they made an opening in the roof above Jesus by digging through it and then lowered the mat the man was lying on” (Mark 2:3-4).

Do you see your ministry in this scene? Are you represented by the four men who showed compassion for their friend with great need and overcame every barrier to carry him to Jesus? Or does your ministry reflect the paralyzed man dependent on the kindness of others to survive? Both perspectives can apply to your ministry.

Ministry Application

Whether your mission is to educate children, feed the hungry, house the homeless, reach the lost, or train men and women for ministry, the essence of your work is to bring people to Jesus. These four men saw a need, had a vision, developed a plan, and acted to solve the problem. The crowd didn’t slow them down but forced them to improvise. No doubt, the homeowner was concerned when they started tearing into his roof, but these men were on a mission. Nothing was going to stand in their way.

Every ministry faces challenges and barriers. It’s too easy just to give up when the going gets tough. The greatest trait of strong leaders is tenacity. Find a way to achieve your goal, even if it is unconventional. Keep your eyes on the prize of meeting the needs of those whom you serve.

Fundraising Application

You love your ministry. If you could write a personal check to balance your ministry budget, you would do it in a heartbeat. Unfortunately, you don’t have enough resources to be the key donor for your organization, so you must turn to your friends for help. Ask your board members to help carry the load.

Wayne and Betty served on a major gifts committee and attended a “namestorming” session to identify prospective donors in their circle of friends. Wayne said, “Back in 1927, I used to ride around in the milk truck with Dick, making home deliveries.” Out of curiosity I asked, “Have you talked with Dick since then?” He replied, “Oh sure, we see Dick and Judy in the country club dining room every Sunday.” Dick was on the ministry’s radar screen because he owned a string of convenience stores, but we never had an open door to contact him. Even more frustrating, we couldn’t get past Dick’s executive assistant, who was an impenetrable gatekeeper. I asked, “Do you have his cell phone number?” “Sure!” Wayne replied. I couldn’t believe it and continued, “If you gave him a call, would he talk to you?” “Of course!”

Wayne’s lifelong relationship unlocked the door to a major donor. He greeted the administrative assistant as he walked the executive director into Dick’s office. Behold, the power of friendship!

Response: Lord, help us stay focused on bringing more people to Jesus. Father, you know our financial needs. Please lead us to the right major donors who could help us.

Think About This: Networking requires the same can-do spirit that these four men exhibited. Encourage your board members to tear through a few roofs to introduce you to the right people.

Have a Spirit-led fundraising week,

Ron

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.