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

Determined Generosity

by Ron Haas
September 29, 2020

“But generous people plan to do what is generous, and they stand firm in their generosity.” Isaiah 32:8 NLT

Sometimes people who receive think that giving is easy, but that’s not true. Satan doesn’t want God’s kingdom to thrive, so he hurls many fiery darts at believers to discourage them from overflowing with generosity. Even when someone is inclined to give, many barriers stand in the way. Consider these three:

Family. People often use family obligations as an excuse for not giving. The friend at midnight’s friend even said, “my children and I are in bed. I can’t get up and give you anything” (Luke 11:7). Parents and grandparents are squeezed to pay tuition—sometimes even through post-doctoral studies! Some are legitimately focused on providing critical care their children; others fixate on supplying “the cares of this world.” Giving becomes even more challenging when children oppose their grandparents’ or parents’ charitable decisions. However, generous people view their family needs in light of eternity and make room for generosity.

Finances. You may think that wealthy people should be more generous because they don’t have to worry about money. They might not worry in a sinful sense, but often they are concerned about making wise stewardship decisions. There are times when a donor may want to give, but simply cannot. Fred was asked if he would consider supporting a campaign, he initially indicated he would give $25,000, but after prayer and reconsidering his other obligations he decided to give $10,000. Our proper response is gratitude, not disappointment.

Fear. Satan throws his ultimate weapons of fear and doubt at generous people. “If I give, will I have enough to meet my needs (Matthew 6:33)?  “How can I be sure that God will ‘throw open the floodgates of heaven and pour out so much blessing that there will not be room enough to store it’” (Malachi 3:10)? Giving requires immense faith no matter your net worth. Fear can surprise even a well-intentioned donor at any time in the giving process, even after they have verbally agreed to support your ministry.

Thankfully, generous people stand firm in their generosity, but that doesn’t make their giving decisions simple or easy. Pray fervently that your donors would stand against the devil’s excuses. Satan knows that if he cuts off your supply lines, he will weaken your ministry. Surround your ministry partners with your shield of faith to help extinguish the flaming arrows aimed at their hearts. Pause right now and pray for your key friends seeking God’s wisdom for what to give, to whom, and when.

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, Major Donors

Passing the Donor Test

by Ron Haas
September 24, 2020

“When the queen of Sheba heard of Solomon’s fame, she came to Jerusalem to test him with hard questions. Arriving with a very great caravan—with camels carrying spices, large quantities of gold, and precious stones—she came to Solomon and talked with him about all she had on her mind. 2 Solomon answered all her questions; nothing was too hard for him to explain to her. 3 When the queen of Sheba saw the wisdom of Solomon, as well as the palace he had built, 4 the food on his table, the seating of his officials, the attending servants in their robes, the cupbearers in their robes and the burnt offerings he made at the temple of the Lord, she was overwhelmed.” 2 Chronicles 9:1-4

Donors are investors. John D. Rockefeller, Jr. once said, “I have been brought up to believe, and the conviction only grows on me, that giving ought to be entered into in just the same careful way as investing–that giving is investing, and that it should be tested by the same intelligent standards. Whether we expect dividends in dollars or human betterment, we need to be sure that the gift or the investment is a wise one and therefore we should know all about it.”

Solomon was by no means a charity case, but the queen of Sheba came with expensive gifts and hard questions. He answered her every question, nothing was too difficult for him. Major donors also ask hard questions. They conduct the same due diligence as they would for a potential business partnership and look for least three key indicators.

Fiscal Responsibility. Businesspeople want to know that your ministry plans make sound financial sense. They may want to review your audit, challenge your financial projections, and question your strategic plan. The bottom line is they want assurance that if they give significantly, you will manage their gift well. “Whoever can be trusted with very little can also be trusted with much” (Luke 16:10).

Spiritual Impact. Kingdom givers want spiritual outcomes and resonate with everything you do that advances the Gospel. Supply facts and figures that demonstrate your ministry effectiveness. Always tell your story through the stories of the lives you have reached for Christ. Be just as concerned about your spiritual accounting as you are of your fiscal accounting.

Healthy Organization. Wise donors know that only spiritually healthy organizations can make an eternal difference. Solomon’s kingdom was breathtaking. The palace was beautiful, the food superb; everything and everyone were in their right places. The queen even noted his attending servants’ exquisite uniforms. But what caught her attention was how happy Solomon’s people were (v. 7). She recognized that God was the reason Solomon’s court was so special. “Praise be to the Lord your God, who has delighted in you” (v. 8).

For the queen, seeing was believing. Solomon exceeded her expectations. She was amazed at his wisdom and how God had blessed him in every imaginable way. Will your ministry pass the donor test? Interestingly, Solomon gave her more that she brought to him (v. 12). That’s true for your donors and you. They bless you with their gifts, but your gift to them is far greater. By partnering with your ministry, they will lay up 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.

Communication, Fundraising Verse of the Week, Team Building

Blessed are the Peacemakers

by Ron Haas
September 17, 2020

“Be completely humble and gentle; be patient, bearing with one another in love. 3Make every effort to keep the unity of the Spirit through the bond of peace” (Ephesians 4:2-3).

There are many reasons why development departments fail: unclear vision, incomplete donor information, underfunded budgets, wrong strategies, half-hearted implementation, and poor communication. One problem that rises above all the rest is dysfunctional internal relationships. You can have the greatest ministry vision, an amazing CRM database, best practice strategies, a team trying to do their best, and clear communication, but without a positive organizational culture that supports your fundraising effort, you won’t reach your fundraising potential. We can all identify examples of toxic work cultures. Paul shares three antidotes:

Be completely humble and gentle.
So much office drama could be avoided if we simply practiced humility and gentleness toward one another. Unfortunately, our egos wrestle to gain the advantage. We chafe when someone else gets the credit for what we’ve accomplished. Solomon teaches in Proverbs 13:10, “Where there is strife, there is pride, but wisdom is found in those who take advice.” Can you identify ways you have shown pride in your workplace?

Be patient.
Fundraising requires immense patience. Externally, it takes time to schedule donor meetings; it can be very frustrating to make multiple attempts to connect with your donors, but you must never be rude or unkind. Internally, it takes time to write, design, proof, and print solicitation materials. Showing impatience with fellow team members or external vendors usually doesn’t speed up the process but only adds anxiety and stress to your entire team.

Bearing with one another in love.
Eugene Peterson paraphrased Ephesians 4:3 this way, “pouring yourselves out for each other in acts of love, alert at noticing differences and quick at mending fences” (The Message). We all have unique personalities and idiosyncrasies and are bound to rub one another the wrong way. A culture of love recognizes and appreciates the differences and works quickly to reconcile when disagreements arise. The greatest solution is to simply love one another because “love covers a multitude of sins” (1 Peter 4:8). These principles are easy to say and difficult to implement, but the right atmosphere makes fundraising much more enjoyable and productive. If your development department is toxic, what proactive steps can you take to keep the unity of the Spirit? Paul admonishes us, “If it is possible, as far as it depends on you, live at peace with everyone” (Romans 12:18).

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.

Communication, Fundraising Verse of the Week

Cultivating Bumper Crops

by Ron Haas
September 17, 2020

“Jesus replied, ‘The hour has come for the Son of Man to be glorified. 24 Very truly I tell you, unless a kernel of wheat falls to the ground and dies, it remains only a single seed. But if it dies, it produces many seeds’” (John 12:23-24).

Seeds are miraculous. Farmers and gardeners know that it requires the proper soil, water, temperature, and light conditions for seeds to germinate. In simple terms the seed must die to reproduce. In this verse, Jesus used seeds to picture his death and resurrection. Because of Christ’s death—the one seed—“many will be made righteous” (Rom. 5:19). Jesus invites believers to follow in his steps. “Anyone who loves their life will lose it, while anyone who hates their life in this world will keep it for eternal life” (John 12:25). God calls us to work in his harvest field, but first we must die to ourselves.

Sowing and Reaping. The dying seed principle applies directly to generous giving. The money we give becomes dead to us in the sense that we give up our control. God takes our seed and works a miracle to produce a harvest of righteousness in others. The sowing and reaping principle means that you reap in proportion to what you sow. If you sow with caution, you will reap a poor harvest. If you sow with abundance, you will reap a bumper crop. This truth should compel us to give as much as we possibly can—and then give more!

Multiplication Factor. Communicate your needs to your donors by emphasizing the eternal results their gift will produce as they partner with you. Help them understand how your ministry will multiply their gift in the lives of the people you serve directly, and how the chain reaction of one changed life will impact many others. The students you educate today will be leaders tomorrow. The homeless person you feed, clothe, shelter, and retrain now will become a productive community member in the future.

Eternal Impact. Often colleges and universities conduct an economic impact study demonstrating their value to the community. Frame your appeals with an “eternal impact” perspective proving your value to your constituency. Donors want to know that your ministry is a good investment that will produce a spiritual return on their gift. Tell your “many seeds” stories to encourage your donors to plant their single seed.

 

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.

Fundraising Verse of the Week

Need To Share Basis

by Ron Haas
August 28, 2020

“Tychicus will tell you all the news about me. He is a dear brother, a faithful minister and fellow servant in the Lord. 8 I am sending him to you for the express purpose that you may know about our circumstances and that he may encourage your hearts. 9 He is coming with Onesimus, our faithful and dear brother, who is one of you. They will tell you everything that is happening here” (Colossians 4:7-9).

Effective donor communication reaches multiple audiences with specific messages through multiple communication channels. Living in the communication age is a definite plus, but we still have difficulty telling our story. Can you imagine the challenges Paul faced keeping his supporters up to date? His strategy can inform our strategies today.

Right Person. Paul realized that the messenger is just as important as the message, so he chose two trusted colleagues to personally deliver the news. He describes Tychicus as a dear brother, a faithful minister, and fellow servant in the Lord; Onesimus was a faithful dear brother from Colossae which gave him instant credibility. When you have important news to share with your constituency, find spokespersons who lend their credibility to your message.

Right Message. Paul had two key messages to communicate: a) to inform the church of everything that was happening, and b) to encourage the Colossian believers. Your communication goals are the same. Tychicus was to tell “all the news about me” (v. 7), “about our circumstances” (v. 8[JM1] ), and “everything that is happening here” (v. 9). You get the idea that Paul wanted Tychicus to overcommunicate about his life and ministry. Paul’s purpose was more than just to inform the church of the facts, he wanted to encourage them in their faith. Are your messages just communicating facts, or are you aiming for your listeners’ hearts?

Right Time. Paul sent his messengers with the “express purpose” (vs. 8) to share current news. Some function under the false narrative that communication automatically flows from the top-down, but communication rarely flows freely. There are too many barriers between your voice and your donors’ ears. One of the key recommendations from the 9/11 Commission was to restructure the Executive Branch from a system of “need to know” to a culture of “need to share.” Make an express purpose to proactively share your clear, concise, and compelling message with your donors.

9/11 Commission’s Recommendations: Hearing Before the Committee on Government Reform, House of Representatives, One Hundred Eighth Congress, Second Session, August 3, 2004

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, 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

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