“Go, gather together all the Jews who are in Susa, and fast for me. Do not eat or drink for three days, night or day. I and my attendants will fast as you do. When this is done, I will go to the king, even though it is against the law. And if I perish, I perish.” (Esther 4:16)

Esther was reluctant about approaching Ahasuerus to plead her people’s cause. As king of the world, he had a nasty habit of executing uninvited guests. Showing up unannounced risked a 50/50 chance for survival. If he extended his golden scepter toward you, you were good to go. If not, it was a big thumbs down. Esther experienced Spirit-filled courage when she decided to approach the king. Some executive directors, presidents, heads of school, and ministry leaders are fearful of approaching major donors and asking for a gift. Esther’s four steps can transform you from cowardice to confidence

Purpose
Haman devised a plot to exterminate the Jews. Mordecai learned of his evil plans and sent a message to his niece, Esther, pleading with her to get involved. Their situation had every component of a compelling case for fundraising—a problem, a solution, and incredible urgency. Your first fundraising question is, “What’s our purpose for raising money?” The answer must be stronger than, “We just need it.” You must solve urgent problems.

Prompting
Esther’s first response was to pretend everything would be alright. Mordecai sat in sackcloth and ashes mourning their death sentence. She sent new robes; he refused. Mordecai’s prodding touched her heart, “If you won’t help, God will use someone else.” If your organization doesn’t raise the needed funds to serve the people God has called you to serve, perhaps God will use another ministry.

Position
Mordecai’s final argument was, “And who knows but that you have come to your royal position for such a time as this?” (Esther 4:14). God placed Esther in the Persian palace at just the right time for this purpose. God has placed you in your position for this moment in your organization’s history. If you’re the leader, he has called you to lead your fundraising efforts “for such a time as this.”

Prayer
Esther is a wonderful example of humble reliance on prayer. She called all the Jews living in Susa to fast and pray for her audience with the king. Fundraising is spiritual work. If you attempt it in human effort, you will fail. You must pray fervently. “In the Lord’s hand the king’s heart is a stream of water that he channels toward all who please him” (Prov. 21:1).

Think About This: “Once we are prayerfully committed to placing our whole trust in God, and have become clear that we are concerned only for the Kingdom; once we have learned to love the rich for who they are rather than what they have; and once we believe that we have something of great value to give them, then we will have no trouble at all in asking someone for a large sum of money.” – Henry Nouwen

Response: Father, please forgive me for my reluctance to ask major donors to partner with us. Prompt me to ask others to pray for our fundraising success.

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

Nahash answered, “Sure, I’ll sign a treaty! But not before I insult Israel by poking out the right eye of every man who lives in Jabesh.” (1 Samuel 11:2, CEV)

King Nahash of Ammon laid siege to the town of Jabesh in Gilead. City officials tried negotiating, however, his brutal peace terms demanded poking out the right eye of every man in the city—not a preferred outcome. So, the people of Jabesh turned to their neighbors in Gibeah for help. Everyone was lamenting the desperate situation when Saul arrived from working in the fields. As they shared the bad news, the Spirit of God filled Saul with righteous anger, and he rallied all Israel to defend their kinsmen from this enemy. This troubling Old Testament account gives us four essential components of every successful fundraising effort.

Problem
Israel’s situation is very similar to the needs of those you serve. Their enemy wanted to destroy their vision. Your enemy has “blinded the eyes of unbelievers, so they cannot see the light of the gospel” (2 Cor. 4:4). Everything you do helps people see Jesus more clearly, whether you lift the homeless, comfort the hurting, come alongside single moms, or educate the next generation. You want people to see God’s plan for their lives. Fundraising provides the resources to solve eye problems.

Power
The Holy Spirit used this crisis to spur Saul into action and “The Spirit of God came powerfully upon him” (1 Sam. 11:6). Secular nonprofit organizations rely on human ability to solve human needs. Your ministry should be different, “Unless the LORD builds the house, the builders labor in vain” (Psalm 127:1). It’s so easy to list all the reasons why your problems can’t be solved. Instead, look with the eyes of faith and trust God to give you power to accomplish the impossible.

Passion
Saul didn’t wait around for someone else to solve the problem. He took a pair of oxen, cut them into pieces, and sent messengers throughout Israel saying, “This is what will be done to the oxen of everyone who does not follow Saul and Samuel” (1 Sam. 11:7). Threatening people is not a fundraising best practice, but helping people understand the urgency of the situation is. People need to know why their involvement is critical right now.

People
Saul’s motivational message worked, “Then the terror of the Lord fell on the people, and they came out as one” (1 Sam 11:7). The fear of the Lord is a great motivator. Saul mustered 330,000 soldiers overnight. You can’t solve your problems by yourself, you need to motivate others. Your challenge is to clearly communicate why the need is so great, in what ways your solution meets those needs, and how your donors can make a difference.

Think About This: When the people in Jabesh heard Saul was on his way to rescue them, they were overjoyed (see 1 Sam. 11:9). Don’t avoid fundraising like a poke in the eye. Approach it with enthusiasm! Look at it through the eyes of those you serve and rejoice your ministry has changed lives for eternity.

Response: Father, may your Spirit help us bring sight to those who are spiritually blind.

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“As for us, we cannot help speaking about what we have seen and heard.” (Acts 4:20)

Peter and John were walking to the Temple to pray when a lame man cried out asking for alms. Peter responded, “Silver or gold I do not have, but what I do have I give you. In the name of Jesus Christ of Nazareth, walk” (Acts 3:6). Immediately, the man jumped to his feet and began to walk. This amazing miracle presented a preaching opportunity for Peter who proclaimed salvation by faith in the resurrected Christ and many people believed. This displeased the Jewish rulers, so they tossed the disciples into prison.

The next day all the rulers, elders, and teachers of the law questioned Peter and John. The rulers were in a tough spot; it was hard to deny the miracle when the formerly lame man was standing before them. They ordered Peter and John to quit speaking and teaching about Jesus. To which they replied, we can’t stop talking about what we have seen and heard!

How can you, as a fundraiser, make such an impression on your donors they can’t stop talking about your ministry? Consider these four strategies.

Time
The rulers were perplexed by these “unschooled and ordinary” disciples noting Peter and John “had been with Jesus” (Acts 4:13). Donors notice when they sense you have spent time with Jesus. Donors are also attracted to your ministry when you spend time with them. In fundraising, absence doesn’t make the heart grow fonder, you must invest time with your ministry partners.

Testimonies
The people believed Peter’s message because the lame man was leaping and praising God right before their eyes. Donors talk about you when they see changed lives. Recently, a development director shared a capital campaign opportunity with a grandparent. The man was pleasant but noncommittal. Then the development director took him on a tour to visit his grandson’s class. His demeanor immediately changed, and he volunteered for the campaign committee.

Truth
The rulers commanded Peter and John to stop speaking about Jesus, but they responded, “We can’t, and we won’t.” When your ministry faces opposition, donors watch for your response to see if you will stand firm or water down your convictions. Don’t be afraid to stand for the truth. Donors who also stand for the truth will stand with you.

Together
When Peter and John were released, they met with the other believers to pray and praise God together for delivering them (Acts 4:23-24). Be transparent with your ministry partners about the difficulties you face. Treat them as insiders so they can rejoice with you when God answers prayer. Satan brings opposition to cause division, but God uses trials to pull your constituency together. “After they prayed, the place where they were meeting was shaken. And they were all filled with the Holy Spirit and spoke the word of God boldly (Acts 4:31). Ask God to shake up your ministry and your donors.

Think About This: Others are watching how your ministry handles pressure. Your obedience gives them boldness to stand firm for Christ.

Response: Father, please give us strength to act courageously in the face of opposition. Help us fear you, not what men can do to us.

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“Elisha then picked up Elijah’s cloak that had fallen from him and went back and stood on the bank of the Jordan. He took the cloak that had fallen from Elijah and struck the water with it. ‘Where now is the Lord, the God of Elijah?’ he asked. When he struck the water, it divided to the right and to the left, and he crossed over.” (2 Kings 2:13-14)

Elijah was an ordinary man who through the power of fervent prayer accomplished extraordinary things for God (see James 5:17,18). Through Elijah’s prayer, God brought drought on Israel and then rain, provided food for a widow and her son, and raised her son from the dead. Perhaps Elijah’s greatest answered prayer occurred on Mount Carmel when he called down fire from heaven and defeated the prophets of Baal (see 1 Kings 18). Who could ever fill Elijah’s sandals?

Sometimes ministries struggle when the executive or even the top fundraiser leaves. Board members panic with reactions like, “Who could ever lead this ministry like the founder?” or “Who can raise money like he or she could?” Consider these three succession planning thoughts.

A Successor
After Elijah’s incredible victory on Mount Carmel, he fell into deep depression claiming he was the only person left in Israel who feared God. The Lord responded in a gentle whisper and led him to Elisha who became his protégé. It doesn’t happen often, but it’s a blessing when nonprofits plan a smooth leadership transition. Develop a mentoring mindset. Identify someone on your team who could fill your position someday. Include your protégé in every fundraising strategy—especially introducing them to your major donors.

Side By Side
On his way to Elijah’s chariot of fire appointment, he told Elisha three times to stay while he kept walking. Three times Elisha responded, “I will not leave you” (2 Kings 2:1-6). Elisha learned how to be a prophet by walking side by side with Elijah. Fundraising is mostly on the job training learned by spending time with another fundraiser. You can read a book, watch a video, or attend a seminar, but you learn best by doing. Take your apprentice on a donor visit and show them how to ask for a gift.

A Double Portion
Elisha asked for a double portion of Elijah’s spirit (2 Kings 2:9). That was a bold ask but Elijah responded God would grant his request if Elisha saw Elijah when he was taken up. As the fiery chariot whisked Elijah to heaven, his cloak fell to the ground. Elisha picked it up, struck the Jordan River, and walked across dry ground into his new prophetic ministry. Elijah performed sixteen miracles throughout his life; Elisha performed thirty-two. Elisha’s miracles not only doubled Elijah’s but seemed to multiply them.

Your ministry doesn’t have to suffer just because your leader retires or your top fundraiser leaves. God has prepared a new leader who could potentially take your ministry to heights far beyond what your previous leadership could have ever imagined.

Think About This: Elijah was known for fervent prayer, for what will you be remembered?

Response: Lord, help me pour into my team so when you move me on, this ministry continues to thrive.

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“Now the Jordan is at flood stage all during harvest. Yet as soon as the priests who carried the ark reached the Jordan and their feet touched the water’s edge, the water from upstream stopped flowing. It piled up in a heap a great distance away…” (Joshua 3:15-16)

The children of Israel wandered 40 years in the wilderness longing for the land flowing with milk and honey. They arrived at the Jordan River during flood season to face one final test before entering the Promised Land. Joshua and Caleb were the only adults who had crossed through the Red Sea. To everyone else, leaving Egypt was a distant memory; this was their Red Sea moment. The Lord instructed the priests who were carrying the Ark of the Covenant to step into the river. Immediately, the water from upstream stopped flowing and stood up in a heap (Josh. 3:16). This amazing miracle teaches four fundraising principles.

Follow God’s Lead
The Lord led Israel through the desert with a pillar of cloud by day and a pillar of fire by night. At the Jordan, the Lord reassured Joshua he would guide their next steps, “since you have never been this way before” (Josh. 3:4). Israel’s experiences illustrate our Christian walk as the Holy Spirit guides our every step. The same goes for your nonprofit organization. Did you seek God’s wisdom when you wrote your strategic plan or are you leaning on your own human understanding?

Follow the Leaders
God instructed the priests to step into the water by faith. Every capital campaign requires leaders to take the first step. Mike, a board member, made his $250,000 pledge with this stipulation, “I will only give if this project moves forward.” While Mike’s potential gift was appreciated, he was unwilling to get his feet wet. Board members and key donors must lead by example and give generously to your vision. Some projects never start because: (1) no one is willing to make the lead gift and/or, (2) no one is willing to lead the fundraising effort.

Follow Through
The priests stood in the middle of the river on dry ground waiting until everyone had crossed over. Your job as a fundraiser is to motivate everyone in your constituency to join your effort. You must tell convincing stories of why your promised land is so desirable. Donors need a reason to follow you into uncharted territory. Share your compelling story with passion and be patient while people respond. The priests waited for everyone—the early adopters, the early majority, the late majority, and the laggards

Follow Up
This miracle was only the beginning. God planned to drive out the “Canaanites, Hittites, Hivites, Perizzites, Girgashites, Amorites, and Jebusites” (Josh. 3:10). Your campaign is hopefully the first of many to come. Successful campaigns build your donor base and your confidence for next time. Listen to your major donors for what they want to accomplish next.

Think About This: Sometimes, it seems everyone is waiting for someone else to make the first move. Encourage your major donors to step out in faith and become “wet feet” leaders.

Response: Father, thank you for the leaders in our ministry who are willing to step up and make a difference.

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“In building the temple, only blocks dressed at the quarry were used, and no hammer, chisel or any other iron tool was heard at the temple site while it was being built.” (1 Kings 6:7)

Building projects are active, noisy places with foremen shouting orders, laborers cutting timber and hammering nails, and skilled masons chiseling stones to perfection. However, God required quietness for the Temple construction site. All the stonework was done off-site. Workers on-site carefully positioned each stone without using any hammers, chisels, or iron tools. This amazing construction process teaches five fundraising truths.

Peace
Some fundraisers create “hoopla” because they believe donors need excitement to motivate them to give. A compelling project does inspire donors, but they should be excited by your ministry story and the lives you impact for eternity, not just an auctioneer’s gavel, a fancy location, or a gimmicky activity. Donors should be quietly transformed by their giving. If their gift is merely an emotional transaction, their support will fade.

Place
Work for the Temple started in the quarry. Fundraising happens outside your office in the donor’s home or office through quiet conversations. This is where you listen to your donor’s heart for your organization and what motivates them to give. Secure the lead gifts well in advance of your fundraising event. Don’t wait until the night of your banquet to ask for “big rock” gifts.

Precision
The accuracy of these craftsman was incredible. Some of the cornerstones in the Temple Mount weighed 50 tons or more. Stone masons quarried, squared, carved, and honed these massive stones for an exact fit. Josephus says “the smallest interstices were not perceptible between the stones.” Effective major donor work requires precision. Listen carefully to your donor’s passion so you can ask for the right gift amount for the right project—especially from your cornerstone partners.

Power
When the work was complete, Solomon brought the Ark of the Covenant and dedicated the Temple. A cloud filled the Temple so “the priests could not perform their service because of the cloud, for the glory of the Lord filled his temple” (1 Kings 8:11). Always remember your building project is not the outcome. Your key results are what God accomplishes in your new facilities as the Holy Spirit changes lives.

People
Solomon employed 3,300 foremen to supervise 80,000 stonecutters in the hills, 70,000 stone carriers, and 30,000 men to cut timber in Lebanon in shifts of 10,000 a month (see 1 Kings 5:13-17). Your project requires people to ask and people to give. Asking is spiritual work. Both the asker and the giver are accomplishing kingdom work, and both can be transformed by the quiet work of fundraising.

Think About This: Your faith-based donors “like living stones, are being built into a spiritual house to be a holy priesthood, offering spiritual sacrifices acceptable to God through Jesus Christ” (1 Peter 2:5). God has selected the donors he wants to build your ministry through their acceptable sacrifices. It’s your job to find them, inspire them, show them how they fit, and ask them to partner with you.

Response: Lord, forgive us for using hype to motivate people to give. Help us reach our donors’ hearts one conversation at a time.

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“I have much to write to you, but I do not want to use paper and ink. Instead, I hope to visit you and talk with you face to face, so that our joy may be complete.” (2 John 12)

“I have much to write you, but I do not want to do so with pen and ink. I hope to see you soon, and we will talk face to face. Peace to you. The friends here send their greetings. Greet the friends there by name.” (3 John 13-15)

The Apostle John wrote two brief letters to encourage a “lady chosen by God and to her children” (2 John), and his dear friend Gaius (3 John). In both letters John comments he had much more to write but instead wanted to speak with his friends face to face. Let’s glean four fundraising principles from John’s desire for personal interaction.

Writing vs. Talking
Email marketers use your first name and write copy like you are old friends who haven’t talked in ages. Everyone knows it’s spam but sometimes it sounds so real you forget. Communicating a personal message with paper, pen, ink, and email is challenging. Think of how many times your texts, or emails have been misinterpreted because your readers can’t hear your tone of voice. You may be a great writer, but you are much more effective in person.

Visit Your Donors
Get out from behind your computer screen and go visit your donors. John desired to see his friends face to face and tell them firsthand the great things God was accomplishing. Fundraising is not just about sharing your ministry story; it’s about sharing life together, catching up on how God is working in their family, sharing prayer requests, and encouraging one another. Donor communication is more than words on a page; it’s a relationship and should be a two-way conversation: listening, caring, asking questions, sharing answers.

Joy & Peace
Sargent Joe Friday, in the TV show Dragnet (1951-59) was famous for getting right to the heart of the matter, hence his famous catchphrase when interrogating female witnesses: “Just the facts, ma’am.” Personal meetings communicate more than facts and figures. John shared joy and peace. You should share joy—the joy of being together, joy in how God is changing lives because of their partnership, and joy in their generosity! Share peace—God called you to be a peacemaker. How are your donor’s gifts helping sinners find peace with God and peace with others?

Friends
John loved God and he loved people. He wasn’t an aloof elder writing from an ivory tower. He connected on a personal level with friends and wanted his friends to connect with one another. Find ways to introduce your ministry partners to your co-workers and board members. The more connections your ministry has with a donor, the less likely the donor will become disinterested.

Think About This: The most effective fundraising strategy is face to face conversations with your ministry partners. What’s holding you back? Whom should you visit this week and ask to partner with you?

Response: Lord, forgive me for relying too much on letters and emails. Help me schedule time to visit my ministry partners face to face.

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.