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.
Abraham gave his servant detailed instructions about finding bride for Isaac. He was not to look among the daughters of the Canaanites but travel back to his homeland and search among his relatives (see Genesis 24:1-4). Abraham’s servant prayed that God would reveal the right young woman by prompting her to give him a drink and water his camels. God answered immediately in an incredible way.
Rebecca’s over and above response teaches us four important truths about donor endurance. Sometimes we are reluctant to ask a major donor repeatedly for support for fear they will tire of us and stop giving altogether. Donor fatigue seems real, but is it?
Start SmallAbraham’s servant prayed specifically that the woman would give him a drink and offer to water his camels (Genesis 24:14). He didn’t overwhelm her with a big ask, but wisely started small, “Please give me a little drink from your jar.” Most million-dollar gifts start with a small entry gift. Don’t shock your key prospects with a huge first gift. Ask for a gift that makes it easy for them to say “yes.”
Notice EnthusiasmWatering camels is a huge job. A thirsty camel can drink more than 30 gallons of water in 15 minutes. If Abraham’s servant had an entourage with ten camels, we can understand why Rebecca ran so quickly back and forth from the well. Rebecca’s eager response wasn’t just because she had a good work ethic. Her generosity was a sign of God’s answer. God can bring special donors to you who have the gift of giving enthusiastically.
Deepen Your RelationshipWhen Rebecca finished her task, Abraham’s servant gave her a gold nose ring and two gold bracelets. It wasn’t just a generous tip for doing a great job, it was a proposal for marriage to Isaac. Develop a lifelong relationship with your key ministry partners. As your friendship deepens over the years, so will their financial commitment to your success. God rewards those who are generous by giving them more opportunities. “You will be enriched in every way so that you can be generous on every occasion” (2 Cor. 9:11).
Response: Father, lead me to donors you have selected to partner with our ministry. Grant them the energy and resources to give generously until the job is finished.
Think About This: Jesus promised “Give, and it will be given to you. A good measure, pressed down, shaken together and running over, will be poured into your lap” (Luke 6:38). That doesn’t sound like donor fatigue. Don’t view generous donors as a well that could run dry. See them as rivers of living water that God abundantly supplies to refresh others.
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.
“If racing against mere men makes you tired, how will you race against horses?” (Jeremiah 12:5 NLT)
Your ministry needs strong volunteer leadership! Sometimes, God brings you a leader with passion, drive, and enthusiasm that challenges you to catch up with their zeal.
Join Ron and Scott for a lively conversation as they discuss “Run with Horses!”
https://www.youtube.com/watch?v=e6ZQ2pWex1o19th century philosopher William James penned this witty word play, “Is life worth living? It all depends on the liver.” A healthy liver is key to living a healthy life. Your liver performs approximately 500 functions including synthesizing amino acids and cholesterol; metabolizing carbohydrates, proteins, and fats; and producing bile which assists digestion in the small intestine. The ancient Babylonians believed that the liver could inform their decisions. Should we turn right or left?
What guides your ministry direction? How do you decide what programs to pursue or eliminate? What factors do you examine to determine if you need new facilities to accomplish your mission? Your non-profit is too sophisticated to look at a liver—instead, you’ve developed a strategic plan! Consider these four perspectives.
Top DownAutocratic leaders desire to control every aspect of their organization, especially direction. This type of leader makes all the decisions with little to no input from followers. Many non-profits started from the vision of one individual who saw a need, took the risk to create a solution, and it worked. Top-down decisions are made quickly, but they can also demoralize followers who don’t feel their voice is heard.
Bottom UpThis approach to strategic planning believes that the best innovative ideas come from the frontline staff who serve every day. Bottom-up planning is more democratic and can lead to small, incremental changes. While it is imperative to achieve buy-in from key staff, a bottom-up approach sometimes lacks support from leadership or trustees.
Inside OutAn inside-out strategic plan suggests that everyone in the organization knows more about how to help than everyone outside the organization. One challenge with this perspective is that organizations can become insulated and focus more on internal issues. Always remember Peter Drucker’s wise admonition, “Organizations exist to serve people outside the organization.”
Outside InIt’s healthy to make decisions with information from your community and constituency. What do your customers want and expect from your organization? Carefully listening those you serve helps you respond more effectively to their needs. However, if you chase the demands of people who don’t align with your mission you could possibly drift off course.
Ahead BehindEffective strategic planning takes elements of all four approaches, but the best strategic planning refuses to rely on human understanding and seeks God’s direction. Moses experienced a wonderful promise, “See, I am sending an angel ahead of you to guard you along the way and to bring you to the place I have prepared” Exodus 23:20. God has a perfect future for your ministry and will guide you along the right path, if you ask.
Response: Father, please forgive us for leaning on our own understanding when developing our strategic plans.
Think About This: Make Isaiah 30:21 a key strategy when mapping your direction. “Whether you turn to the right or to the left, your ears will hear a voice behind you, saying, ‘This is the way; walk in it.’”
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.
many chickens in a coop before you start losing productivity. The same principle applies to non-profit organizations. Cram too much ministry into too small of space and you’ll struggle to be effective. Are you running out of ministry space, meeting rooms, offices, parking, and storage? Maybe it’s time to consider a larger facility. But that can be an expensive project which will probably require you to launch a capital campaign to raise the money. It’s a daunting task. Where do you start?
A successful capital campaign requires five key components: 1) a compelling case, 2) committed leaders, 3) willing volunteers, 4) a good plan, and 5) prepared donors. Let’s look at each of these in more detail.
1. A Compelling Case
Just because you want a new facility, doesn’t mean that your donor base does. You must make the case that your ministry plan makes sense. You must demonstrate a winning track record that proves more space will translate into more changed lives. Successful ministries attract dollars because donors want to support causes that advance the cause of Christ.
A campaign can include property, bricks and mortar, personnel, program initiatives, and endowment. Your campaign must solve urgent problems and answer pertinent questions. What outreach ministries won’t happen if you don’t move forward with your plans? What essential programs won’t be accomplished without this campaign? Why should a donor make a significant gift to your campaign? What eternal investments are at stake?
2. Committed LeadersJohn Maxwell says, “Everything rises or falls on leadership.” This is especially true of fundraising. The number one fundraiser in any nonprofit organization must be the executive director. Major donors want to talk with the boss. They want to look the leader in the eyes and ask themselves, “Can I trust this person?” “Will he or she actually follow through and accomplish the mission?”
One of the biggest challenges for a ministry leader is carving out 70 to 80 percent of their time to focus on a capital campaign. Maybe you’re thinking, “I work 80 hours a week now, how in the world could I lead a major fundraising effort?” Before considering a campaign, you, your board members, and key staff need to have a serious discussion about how to delegate some of your tasks to others, so you can schedule enough time to visit donors. Think of it this way. If you can become successful at fundraising, you can hire staff to cover some of your other ministry responsibilities.
Successful capital campaigns also depend on committed board members who will lead by giving generously and encouraging others to give. Collectively, the board should give 10 to 15 percent of the campaign total. When David gathered resources to build the Temple, he gave first, then he asked the elders of Israel to give, and finally he challenged the entire congregation (1 Chronicles 29:1-5). Apply this same pattern to your capital campaign. As leaders, you and your board must lead the campaign with generous, sacrificial gifts. You must set the pace before you ask anyone on the outside to give.
3. Willing Volunteers
Staff will play important roles in a capital campaign, but the most successful campaigns have strong volunteer involvement. Volunteers can identify donors, cultivate donor relationships and even ask for gifts. Take a close look at your database and find key donors who know and love your ministry who might also invest their time and talents in a fundraising effort.
Ask God to lead you to people who could open doors to new donors. When major donors get excited about your project, they will encourage their friends to get involved as well. There is no stronger appeal than friends asking friends to join them in supporting a worthy cause. In one recent campaign, we asked the lead donor to identify others who might be interested in supporting the project. He said, “I’ve got five people in mind and I’m going to tell them, ‘I’m into this campaign in a big way and I want you to consider a significant gift as well.’”
4. A Good PlanIf you break down the gift amounts in a typical campaign you will find that 80 percent of the funds come from 20 percent of the donors. But a misguided campaign strategy focuses on lots of events that target the 80 percent of the donors who will only give 20 percent of the money. Don’t forget, it’s not enough to be busy, you must be productive. You will need a well-designed fundraising plan to stay on target.
You will also need a clear plan for what you will accomplish with the money. Occasionally, campaigns get sideways because the board or executive director keeps adding projects to the case statement. It’s hard to hit a moving target. Your major gifts team will have difficulty communicating a concise, compelling “ask,” if the story keeps changing.
Scripture teaches us to “count the cost before building the tower.” Before you announce a capital campaign, you should conduct a feasibility study to determine if your donors understand your plan, if they like your plan, and if they would be willing to give. A feasibility study helps you determine an attainable campaign goal, identify lead donors, and test if the timing is right to move forward.
5. DonorsThe key element that many campaigns lack is strong major donor relationships. The ministry may know a few key potential donors, but sometimes the big money is two or three relationships removed. A campaign provides a great opportunity to attract new donors who could get excited about your vision. Don’t wait for a campaign to build relationships with major donors. Start now by identifying, cultivating, and soliciting donors for your annual operating fund.
Large capital gifts usually come from individuals who have made annual donations to the ministry over a period of years. Giving is based on trust and long-term donors have developed a level of confidence in your ministry. It’s much easier to ask a person for $10,000, if you have asked them for $1,000 each year for the past 5 years. Many major donors make their first gift to an organization as a “test” gift. They will give you an amount, and see how you handle it. If you thank them, use it wisely, and actually accomplish what you said you would, then they will be more inclined to give a larger gift in the future.
If you are considering a capital campaign, take this self-assessment. Do you have a compelling case worthy of support? Are you and your board members committed to leading this fundraising effort, financially and with your time? Can you recruit key volunteers who will open doors to significant donors? Do you have the right strategies in place, or will you need to find a coach who can guide you to success? Have you been asking major donors to contribute to your annual fund to prepare them for a future capital campaign? If you have too many chickens, answer these questions and move into a campaign with intentionality. A successful campaign requires prayer, careful planning, and direction from the Holy Spirit because whether you’re trying to raise $500,000 or $5,000,000 – it ain’t chicken feed.
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.
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.
Tertullus was wrong about Paul, but right about Felix’s attention span. He wisely said, “I don’t want to keep you too long. Please listen to us. We will be brief” (Acts 24:4, GW). Know your audience and share your compelling story with as few words as possible. Response: Father, please increase my awareness to know when to listen, when to talk, and when to ask. May your Spirit give me the words I need to say and nothing more. Think About This: Tertullus had just one audience before Governor Felix and did his best to make a strong case. Consider carefully what to share with your key donor prospect—you may only get one chance! Pray that you will say just enough to be invited back for a second meeting! Have a Spirit-led fundraising week, Ronpresident 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.
1. Research. Identify those individuals who have the capacity to support your ministry. Discover who in your organization knows them the best and can introduce you.
2. Relationship. Invest time cultivating these donor relationships before asking for a large gift. Educate them about how your ministry impact lives.
3. Request. You must ask for a specific gift. Hinting is not enough; you must be straightforward and ask. “Big Rock” donors want to know what you want from them.
4. Recognize. Say, “Thank You” in an appropriate way.
5. Recruit. Encourage your new donor to open doors to others who might also support your cause.
6. Report. How your organization shows appreciation to donors becomes an important factor in whether your donor cultivation cycle keeps moving forward or grinds to a halt. Continue sharing compelling stories of changed lives.
You have an important decision to make. You can spend your time shifting around gravel, sand, and water, trying to squeeze in enough room for big rocks, or you can dump the jar and start over. Remember, if you don’t put the big rocks in first, you’ll never fit them in. Resource: Stephen Covey, A. Roger Merrill, Rebecca R. Merrill, First Things First, New York, NY: Fireside, 1996president 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.
“The driving is like that of Jehu son of Nimshi—he drives like a maniac” (2 Kings 9:20).
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.
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.
1. The World Has Good FundraisersJust 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).
2. Your Ministry is a TargetChristian 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).
3. The World Appears to Win – For NowThe 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’ 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.
1. KnowThis 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).
2. GoJesus 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.
3. SayJesus 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.
4. ReturnMark 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.
