Tie a string on your finger and remember these 3 things:
(1) Your anniversary
(2) Your mother’s birthday
(3) Thanking your major donors
Join Pat and Ron for a conversation about the two most important words in fundraising
Click here for Free Resource: Donor Thank You Calls eGuide_The Timothy Group https://www.youtube.com/watch?v=MctYMAj5NUAAbigail 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.
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.
Instruction in the WordWe 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.
The One Who ReceivesIt 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.
Share All Good ThingsPaul 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.
With Their InstructorPaul 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.
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.
King Saul’s jealousy flared up against David forcing him to escape to the wilderness. Four hundred men followed David. This rag tag band of brothers “were down on their luck… losers and vagrants and misfits of all sorts” (1 Samuel 22:2 MSG). How was David supposed to face Saul’s elite fighting force with these guys? Donald Rumsfeld, famously said, “You go to war with the army you have, not the army you might want or wish to have at a later time.” Do you wish you had a different fundraising team? Consider these three strategies for developing the fundraising army you want.
♦ Listen to the Holy Spirit. Leaders lead. David’s first move was to hunker down with his fledgling army in a stronghold in Moab. Sounds like a safe choice, but the prophet Gad told him to go to Judah instead (1 Sam. 2:3-5). As leaders, we tend to lean on our own understanding (Prov. 3:5-6). Don’t be so committed to your strongholds that you miss the Holy Spirit’s prompting. Your fundraising team will respect and follow you when they sense you are following the Lord.
♦ Take Responsibility for Your Actions. Before David reached Adullam, he stopped at Nob and asked Ahimelek the priest for some bread for the men who were with him (see 1 Samuel 21:1-9). Doeg the Edomite, one of Saul’s officials, overheard David’s conversation, ratted him out to Saul and later came back to slaughter all the priests and their families. Ahimelek’s son, Abithar, escaped and told David the tragic news. David replied, “I am responsible for the death of your whole family” (1 Samuel 22:22). If you’ve made fundraising mistakes, own them. Strong leaders inspire their followers when they take responsibility for their failures and seek to improve.
♦ Lead by Example. Later, David had a prime opportunity to kill Saul (see 1 Sam. 24). His men urged him to take vengeance; instead, he cut off the corner of Saul’s robe. Afterwards, David’s conscience got the best of him and he rebuked his men for wanting to attack Saul. David was a man of action, but first he was a man of integrity. As the leader, you are the number one fundraiser for your organization. You set the pace and disciple your team through every situation. The success of your ministry rises or falls on your fundraising leadership.
How did David’s band of misfits become his mighty warriors described in 2 Samuel 23? Together, they followed David into battle and learned on the job how to kill their own Goliaths.
Response: Father, forgive me for being impatient with my fundraising team. Help me become a more effective fundraiser to lead my team to greater success.
Think About This: Every non-profit organization wants their next development hire to be forty-five years old with 30 years of fundraising experience. Instead of searching for David after Goliath, you should recruit a pre-Goliath David.
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 development directors have claimed Dug from the 2009 Pixar film Up as their spirit animal. The old man Carl and the boy Russell meet “Dug the Talking Dog” near Paradise Falls. When Russell asks Dug to speak, he responds, “Hi there! My name is Dug. I have just met you and I love you!” Dug talks a blue streak, “My Master made me this collar. He is a good and smart Master, and he made me this collar so that I may talk. …” In the middle of his sentence, Dug suddenly stops, looks, and shouts “SQUIRREL!” which becomes the running gag throughout the movie (watch clip here). Even in crazy action scenes, “squirrels” distract Dug and the other talking dogs. Fundraisers have thousands of distractions and can easily develop Dug-like behaviors. The Apostle Paul gives us some solid counsel to stay on track.
Forget the Past. Earlier Paul listed his impeccable religious resume (see Phil. 3:4-6), but he gave it all up to pursue Christ. In fundraising you don’t have the luxury of resting on your past successes. The question your boss always asks is, “What have you done for us today?” You work hard to climb your annual fund mountain, but when the fiscal year ends you start all over at basecamp. This sobering fact remains; you are either bringing in gift income or you are overhead. Your past performance is no guarantee of future success.
Focus on the Goal. Like Dug, it’s easy to get distracted by things that don’t contribute to the bottom line. Some executive directors also suffer from “Dug syndrome” and constantly pull the fundraising team off task to compile a report that doesn’t really matter, attend a non-essential meeting, or serve on a committee unrelated to fundraising. Keep your eyes on the prize. At the end of the fiscal year no one will care how many tasks you checked off your to-do list, they will only grade you on how much money you have raised.
Full Court Press. Paul uses three phrases to convey his physical, mental, and spiritual exertion, “strain toward what is ahead,” “press on toward the goal,” and “win the prize.” You should be exhausted at the end of the day or after a taxing event. Fundraising is hard work that requires patience and persistence. Former American Express CEO Kenneth Chenault once said, “Most people don’t focus enough on execution. If you make a commitment to get something done, you need to follow through with that commitment.” Don’t let the fundraising squirrels distract you.
Response: Father, please forgive me for focusing on things that don’t matter. Help me concentrate on the tasks you give me to accomplish.
Think About This: The highest and best use of your fundraising time is to spend face-to-face time with your major donors and ask for their support; everything else is secondary.
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.
Making bricks by hand in the heat of the day is hard work, but it’s even more difficult when you don’t have all the resources you need. Pharaoh was angry with Moses and Aaron because they asked to go worship God. In retaliation for their impertinence, he took his anger out on the children of Israel by taking away the materials they needed to make bricks but keeping the production at the same level.
Unfortunately, Pharaoh’s rash decision sounds like some dysfunctional nonprofit organizations. More than one executive director has slashed the development department budget and at the same time demanded the team raise the same amount as last year, or even more. Here are three observations if you face a similar situation.
• Value Your Team. Sadly, the morale in some development departments has been completely destroyed by bosses who don’t care about their people. It may have worked for Pharaoh (for a while), but he’s not your role model. The atmosphere you create in your workplace has a direct impact on productivity, your ability to retain talent, and the bottom line. Treat your team with love, respect, and dignity, and that’s how they’ll treat you back.
• Manage Expectations. It’s good to have goals and even to challenge your team with stretch goals. But if your team consistently falls short because the bar’s set too high, their morale will plummet. They’ll feel like they’re underperforming, even though they probably aren’t. It takes money to make money. You can’t expect to cut your sales force and then double your sales. Even worse, if you’re the boss and you’re not raising money yourself, you’re part of the problem.
• Consider Your Options. Pharaoh accused the children of Israel of being lazy. Of course, they weren’t lazy but some on your team might be. Patently give struggling team members training, guidance, encouragement, and accountability. Help them be the best they can be.
As an employee you also have options. Peter instructs us, “Slaves, in reverent fear of God submit yourselves to your masters, not only to those who are good and considerate, but also to those who are harsh. For it is commendable if someone bears up under the pain of unjust suffering because they are conscious of God” (1 Peter 2:18-19). If you’ve lost hope, maybe the Lord will set you free and lead you to a new “milk and honey” ministry.
Response: Father, our financial pressures have stressed our team. Give me wisdom to speak “only what is helpful for building others up according to their needs, that it may benefit those who listen” (Ephesians 4:29).
Think About This: “Masters, provide your slaves with what is right and fair, because you know that you also have a Master in heaven” (Colossians 4:1).
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.
Paul encouraged the Philippian believers to follow his example. Yes, he taught them through his writing and preaching, but his best sermon was his life. Learning fundraising is similar. You can read great books, watch helpful videos, and attend inspiring workshops, but the best training happens in the field talking with donors. Some people catch fundraising immediately, but most require some coaching. If you are responsible for training your staff or volunteers, consider this 5-step approach:
1. I do. You watch. We talk. Fundraising training is like evangelism training. You can memorize all the verses and know how to lead someone to Christ but watching someone else share the Gospel lights a fire in your heart. Take your staff and volunteers with you on donor calls. Show them what you say and how you say it. Debrief after each donor visit to hear their impressions.
2. I do. You help. We talk. The next step is to include your staff member or volunteer in the donor conversation. Perhaps they can share part of the ministry story or their testimony of why they got involved in your mission. As the lead, you can guide the conversation and make the ask. Debrief and ask what they would have done differently.
3. You do. I help. We talk. Now things get interesting. Your team member takes the lead while you assist. They can walk the donor through a gift proposal and even make the ask. You are there to keep the conversation on track and ask for the gift, if needed. Debrief and share your observations for improvement.
4. You do. I watch. We talk. You’ve almost passed the baton. On this call your team member again takes the lead in the conversation. Before the meeting map out the conversation to determine outcomes and anticipate any problems. You are there to encourage and pray. Debrief. Encourage your team member and give them guidance as they step out on their own.
5. You do. Someone else watches. This is the final stage. Assign someone else to accompany your staff member or volunteer on a donor visit. It helps to have another perspective as you continue to evaluate your team members’ effectiveness. At this point, your staff and volunteers should be equipped to effectively share your mission and vision and boldly ask for a gift.
Fundraising training isn’t “one and done.” There is always something new to learn. Keep encouraging your team. Keep praying. Keep asking.
Response: Father, thank you for my staff and volunteers. I pray for your wisdom to train each one to successfully engage our donors and boldly ask for financial support.
Think About This: Fundraising is caught, not taught. If you’re not personally raising money, it’s tough to motivate others. Help your team members get a quick win to build their confidence and enthusiasm.
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.
You might be an energetic executive director or a dedicated board member, but you’re discouraged because not many people in your ministry are trying to raise money. Even worse, maybe you’re annoyed that some board members don’t even give. If you feel this way, you are not alone. Askers always struggle to motivate non-askers to participate in fundraising. Before you write your resignation letter, consider these words from the apostle Paul:
1. Warn the freeloaders to get a move on! “Obit” board members are motivated by the “praise of men” and only serve organizations to build their obituary resumes. Effective board members are moved by the ministry’s mission and vision and do whatever it takes to advance the cause. Boards who have members who don’t “give or get” face some difficult decisions and must have kind, but firm conversations.
2. Gently encourage the stragglers. Some board members have trouble following through with fundraising responsibilities. People have a thousand things to do, and there aren’t enough hours in the day to get it all done. Tasks like setting up a major-donor call tend to fall to the bottom of the to-do list. Come alongside your busy board members and encourage them to keep moving forward with your fundraising plan.
3. Reach out for the exhausted. Don was the rare board member who jumped into a capital campaign with both feet. As he made donor calls, he discovered that many of his contacts weren’t as excited about the campaign as he was. With some encouragement, Don kept pitching. At the end of the campaign, he had raised three times more than anyone else on the committee. Reach out to exhausted board members and pull them to their feet.
4. Be patient with each person. As gift income rises, so does everyone’s mood, but when donations go down, attitudes often follow. The executive director looks at the board and wonders why they aren’t helping. The board looks at the executive director and wonders why he or she doesn’t get out and call on major donors. Take this verse to heart, “And be careful that when you get on each other’s nerves you don’t snap at each other. Look for the best in each other, and always do your best to bring it out.”
Response: Father, please forgive me. I’ve been impatient with some of my board members. Help me understand their individual perspectives and do my best to help them and us be successful.
Think About This: Ask a board member to introduce you to his or her friend this week. Take them with you and mutually encourage one another as you tell your ministry story!
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.
