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Donor Relations, Fundraising Verse of the Week, Major Donors

Donors Are More Than Supporters

by Ron Haas
August 21, 2020

“Dear friend, you are faithful in what you are doing for the brothers and sisters, even though they are strangers to you. 6 They have told the church about your love. Please send them on their way in a manner that honors God. 7 It was for the sake of the Name that they went out, receiving no help from the pagans. 8 We ought therefore to show hospitality to such people so that we may work together for the truth.” (3 John 5-8)

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

Booker T. Washington (1856-1915) was an African American civil rights leader and founder of Tuskegee Institute (now Tuskegee University). In his many roles, he became a skillful fundraiser and wrote about some of his experiences in his autobiography, Up From Slavery.

“I called on a gentleman who received me in the most cordial manner. He wrote me his check for a generous sum, and then, before I had an opportunity to thank him, said, ‘I am so grateful to you, Mr. Washington, for giving me the opportunity to help in a good cause. It is a privilege to have a share in it. We in Boston are constantly indebted to you for doing our work.’”

Do you express to your donors that they are worth more than money to you? Sometimes we communicate a “They Give/We Serve” attitude. Start framing your appeals by emphasizing to your ministry partners, “You can provide…” “You can impact…” “You can rescue…” You can educate…” Thank them from the same perspective, “You have made an eternal impact…” “Your giving introduced many people to Jesus for the first time.” “Through your generosity you have been the hands and feet of Jesus.”

See your work through your ministry partners’ eyes.

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.

Donor Relations, Fundraising Verse of the Week

Turning Followers Into Donors

by Ron Haas
August 16, 2020

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

All ministries share a common question, “How do we find more donors?” Wouldn’t it be nice if you could access a magical database of new major donors ready to help you accomplish your mission? A better question is, “Do you recognize potential donors who already know and love you?”

How can you begin turning followers into donors? Focus your donor research on four prospective donor pools:

 People you have helped.

 Whenever you read a list of women in the New Testament, Mary Magdalene tops the list. Mary became a follower of Jesus when he delivered her from the terrifying torment of demons. She was present at his anointing, his burial, and was one of the first to see him after the resurrection. Donors who have been radically impacted by your ministry are intensely loyal.

 People who are following you.

 Luke records that these women followed Jesus and his disciples from town to village as he preached the gospel. They resonated with his message and sacrificed time and energy to hear every word. Jesus healed Joanna, and even though her husband had social status, she followed him clear to the garden tomb (see Luke 24:10).

 People who are helping you.

 These women served Jesus and the disciples as they journeyed. They invested their time, talent and their treasure. They “were helping to support them out of their own means” (vs.3). This is the only time we meet Susanna, but what a great way to be remembered. Treat your volunteers with love, kindness, and respect because many times the first gift from your major donors is $100.

 Their friends.

 Scripture only names these three women, but there were many others who joined Jesus and his disciples on his preaching tour. When your major donors become passionate about your ministry, they invite their friends to join them. Develop an intentional plan to identify, cultivate and solicit those on your donor list.

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.

Donor Relations, Fundraising Verse of the Week

3 Friends To Lean On

by Ron Haas
August 7, 2020

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

Three-time Grammy award winning singer-songwriter Bill Withers passed away on March 30, 2020. One of his greatest hits, “Lean on Me,” speaks of the power of supportive friendship.

Sometimes in our lives we all have pain
We all have sorrow
But if we are wise
We know that there’s always tomorrow

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

These words echo Solomon’s teaching “two are better than one.” This is especially true when it comes to fundraising. You need a friend for mutual encouragement. When he or she is down, you can help them up; when you are discouraged, they can lift your spirits. Not everyone understands your challenges and pressures.

Here are 3 friends to lean on:

An Inside Friend

Do you have a supportive friend within your organization? Someone who can be your sounding board. Someone who gets your culture and gives you honest feedback about your ideas, challenges, and performance.

An Outside Friend

This person knows and loves you and your organization but is one step removed from the palace intrigue to give an unbiased perspective. Outside friends can be your personal mentors, other development professionals, or fundraising consultants.

A Fundraising Friend

The best friend you can have is a fundraising friend. This person stands shoulder to shoulder with you in your efforts. They actively identify, cultivate, and solicit their friends to partner with you. They accompany you on donor calls and share why they believe in your ministry. These friends make ideal board members.

You need all three friends because “a cord of three strands is not quickly broken” (Ecclesiastes 4:12). We all need somebody to help us carry on. Will you be that somebody to lean 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.

Development, Fundraising Verse of the Week

Rebuild. Restore. Renew.

by Ron Haas
August 2, 2020

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

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

Your fundraising efforts must provide adequate resources so your ministry can reach its greatest impact. Unfortunately, many development departments have fallen into disrepair and need serious renovations.

Consider these three strategies to revitalize your fundraising efforts:

Rebuild.

The more you know about the people who support your ministry, the better you can share the right ministry story that will capture hearts. Your success will rise and fall on how well you populate and access your database. Start with good information.

Restore.

It’s difficult to fix everything at once, but your top priority must be to reconnect with your key donors. Schedule personal visits with your Top10/Next 20 and ask why they have not given in a while. Listen to their concerns and seek to restore their confidence. Sometimes, it’s giving an overdue “thank you”; sometimes you may need to be a peacemaker.

Renew.

Renew your donor relationships by sharing a compelling reason to give again. What’s changed? If the old has passed, what is the new creation that has come? How are you thinking innovatively about your ministry? What are you doing to creatively meet the needs of those you serve? Is your messaging fresh? Do you have a new story to tell?

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

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.

Donor Relations, Fundraising, Fundraising Verse of the Week, Major Donors

4 Types Of Donor Heart Responses

by Ron Haas
July 28, 2020

“A farmer went out to sow his seed. 4 As he was scattering the seed, some fell along the path, and the birds came and ate it up. 5 Some fell on rocky places, where it did not have much soil. It sprang up quickly, because the soil was shallow. 6 But when the sun came up, the plants were scorched, and they withered because they had no root. 7 Other seed fell among thorns, which grew up and choked the plants. 8 Still other seed fell on good soil, where it produced a crop—a hundred, sixty or thirty times what was sown” (Matthew 13:3-8).

View Video Version

The parable of the four types of soil reveal different heart responses of 4 types of donors. Jesus’ message of forgiveness was the same for everyone, but not everyone could receive it. Your ministry faces these same reactions from potential donors.

Path

This donor doesn’t resonate at all with your mission. Your message bounces off their heart and never takes root.

Rocky

This donor makes an emotional response to your appeal but has no genuine connection to your mission and their support quickly fades.

Thorns

This person receives your message and responds but has too many other concerns that prevent them from becoming a faithful supporter. Jesus comments on this soil, “but the worries of this life and the deceitfulness of wealth choke the word, making it unfruitful” (Matthew 13:22).

Good

This donor receives your message and responds generously. Some produce thirty, some sixty and some one hundred.

How should this inform us regarding our major donor strategy? We can spend lots of time cultivating relationships with those along the path, on rocky soil, or infested with thorns – yet none of these soils produce fruit. Instead, focus your efforts on those donors whose heart connects with yours.

One Christian university analyzed their million-dollar gifts and discovered that in almost every situation, the donor’s first gift was small, but their gifts grew as their relationship grew.

Challenge

Spend your time in the right soil cultivating gifts that are thirty, so they grow into sixty, one hundred – or even a million.

View Video Version

Author: Ron Haas, The Timothy Group. Ron 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.

Video Animator: Madison Bluhm, The Timothy Group

Fundraising, Fundraising Verse of the Week

Your Fundraising Desert

by Ron Haas
July 25, 2020

“Some of you wandered for years in the desert,
    looking but not finding a good place to live,
Half-starved and parched with thirst,
    staggering and stumbling, on the brink of exhaustion.
Then, in your desperate condition, you called out to God.
    He got you out in the nick of time;
He put your feet on a wonderful road
    that took you straight to a good place to live.
So thank God for his marvelous love,
    for his miracle mercy to the children he loves.
He poured great draughts of water down parched throats;
    the starved and hungry got plenty to eat” (Psalm 107:4-9, The Message).

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

But there is hope!

Your financial condition might look desperate now, but you serve the living God – the “God of gods and Lord of lords, the great God, mighty and awesome” (Deut. 10:17). When you are in distress, you can call on him because he will answer you (see Psalm 86:7). Cry out to him, “because I provide water in the wilderness and streams in the wasteland, to give drink to my people” (Isaiah 43:21).

God’s answers to your fundraising challenges are perfect.

If you need more donors, he can guide you to the strategies that will yield results. If you need more volunteers, he can lead faithful people to you. If you need a significant major gift, he can touch someone’s heart to say “Yes!” to your gift proposal. God can change your perspective and pull you out of your desperate condition. He can quench your thirst and satisfy your hunger. He can “put your feet on a wonderful road and take you straight to a good place to live” (vs. 9). But remember, many times he answers just in the nick of time!

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.

Donor Relations, Fundraising Verse of the Week

The BEST Donor Script

by Ron Haas
July 17, 2020

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

If you decide to answer a random number on your cell, you may quickly realize it’s an auto-attendant script. Some expert has meticulously input the right trigger words to pique your interest and move you to action before you end the call.

Actors memorize, internalize and personalize their scripts to become the character they are portraying. These steps are helpful as you prepare for your donor calls and visits. You should learn everything possible about your ministry.

Memorize your mission, vision, core values, and key phrases from your strategic plan.

Internalize these concepts so they become part of you, not just rote facts.

Personalize your presentation by sharing impact stories of how your ministry is making a difference.

While we should “always be prepared to give an answer to everyone who asks” (1 Peter 3:15), Jesus told his disciples when they were called before the judge, not to worry about what to say or how to say it because it wouldn’t be them speaking, but the Spirit speaking through them.

It’s important to prepare for your donor call and visits, but sometimes we worry, “what if I don’t say the right thing, or worse, what if I say the wrong thing?” Ultimately, you are not responsible for the outcome. You are God’s spokesperson to present your ministry to the best of your ability and ask for their support. Before your next visit, ask God for “what to say and how to say it.”

Then let the Spirit speak through you.

Ron Haas, Vice President of The Timothy Group, has also 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.

Donor Relations, Fundraising Verse of the Week, Major Donors

Are You The First Person A Donor Calls?

by Ron Haas
July 12, 2020

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

One of the scenes during the Last Supper includes the disciples arguing about who would be the greatest in the kingdom. Jesus taught them one last time about what it means to be a servant. Then he commends them for standing by him through all his trials. They had faithfully followed him for three years; some early followers had turned back because his teaching was too difficult to accept (see John 6:66). Jesus’ words of affirmation seem ironic on the night all his disciples would scatter. Nevertheless, Jesus in kindness shared his genuine appreciation for his remaining disciples.

Standing By…

Donors appreciate your presence when you stand by them in difficult life moments. Perhaps you visited them in the hospital, cried with them over a prodigal child, encouraged them through a financial crisis, or mourned with them at the graveside of a loved one. As a donor representative you have the unique privilege of accompanying your ministry partners as they walk through the dark valleys.

A True Friend…

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

During Times of Trial.

Bill and Mary prayed about the gift. Two weeks later Bill called Jim and said, “Mary and I have been thinking and talking. God has been so good to us and we want to give that gift.” Jim expressed his incredible thankfulness for Bill and Mary’s generosity. Now the rest of the story: Several years later, Bill passed away and Jim was the first person Mary called. She sent her private jet to pick up Jim so he could fly to Florida and accompany her as they brought Bill’s body home. She did not ask her sons—she asked Jim.

What true friend are you standing by during times of trial?

Ron Haas, Vice President of The Timothy Group, has also 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.

Donor Relations, Fundraising, Fundraising Verse of the Week

The 4 Little Foxes Of Donor Relationships

by Ron Haas
July 5, 2020

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

It’s the little things that drive wedges between you and your donors. The Bridegroom warned his Bride to catch the little foxes that would spoil their vine. In a marriage, the little differences that drew you and your spouse together can become huge annoyances if you neglect to apply love in liberal doses.

Your donor relationships are susceptible to these four little foxes:

Poor Communication.

Lack of communication is at the heart of every failed donor relationship. The problem really is lack of listening. Stephen Covey said, “Most people do not listen with the intent to understand; they listen with the intent to reply.” Listen to your donor more than you speak. You will learn something important about their heart.

Unmet Expectations.

Donors believe that you will use their gift for what you say you will. Unfortunately, when budgets get tight ministry leaders are often tempted to find ways to apply designated gifts to undesignated budget items. These gymnastics may cover short-term needs but will often create long-term donor problems.

Lack of Empathy.

We focus on our program and our financial needs so much that sometimes we forget to show love and compassion. A donor shared the sad story that his employee had just embezzled $150,000. Wisely, the donor representative, who was prepared to ask for $150,000 gift, kept his proposal in his folder for another day and focused on encouraging the donor in his loss.

Taking Donors for Granted.

If every conversation you have with your donors is to ask for money, you will quickly burn your relationships. Don’t treat your donors like ATM machines; just push a few buttons and out pops money. Donors know when you only appreciate them for what they have and what they can give, instead of who they are.

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

Have a Spirit-led fundraising week!

Ron Haas, Vice President of The Timothy Group, has also 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.

Fundraising, Fundraising Verse of the Week

Pivot, Pull Back Or Start Over?

by Ron Haas
June 27, 2020

“Paul and his companions traveled throughout the region of Phrygia and Galatia, having been kept by the Holy Spirit from preaching the word in the province of Asia. 7 When they came to the border of Mysia, they tried to enter Bithynia, but the Spirit of Jesus would not allow them to. 8 So they passed by Mysia and went down to Troas. 9 During the night Paul had a vision of a man of Macedonia standing and begging him, ‘Come over to Macedonia and help us.’ 10 After Paul had seen the vision, we got ready at once to leave for Macedonia, concluding that God had called us to preach the gospel to them” Acts 16:6-10.

Pivot?

Discerning God’s will can be confusing at times. We map out our strategic plans, but sometimes things don’t progress as we hope. Paul’s experience at Troas is a perfect example of handling uncertainty in ministry. He attempted to preach the gospel in Asia, but the Holy Spirit prevented him. So, he pivoted toward Bithynia, “but the Spirit of Jesus would not allow them to.” Can you imagine the conversations among his traveling companions? Perhaps they questioned God’s leading; perhaps they questioned Paul’s leadership. That evening the Holy Spirit gave Paul the vision of a man of Macedonia which brought clarity and encouraged them with God’s plan.

Pull back or start over?

A growing church hired an architect to design new facilities. The elders presented the plans to the congregation who generally gave positive feedback. As the conversation continued, some wondered if the plans for the sanctuary were too large for the number of available parking spaces. To discern the Lord’s will, the elders proposed two solutions: 1) conduct a traffic study, and 2) move forward the plans only if the elders had complete unity. God answered their prayers, but not like they thought. The study revealed that the site did not have adequate space for parking, and the elders voted unanimously to ask the architect to significantly revise the plans. God brought clarity. Yet, it took courageous leadership to pull back and start over.

Listen and walk in it.

How will you know what path to take? “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’” (Isaiah 30:21).

Friends, have a Spirit-led fundraising week!

Ron Haas, Vice President of The Timothy Group, has also 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.

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