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Development, Donor Relations, Major Donors

Three’s A Charm. Well, Sometimes.

by The Timothy Group
June 17, 2020

We’ve all heard the expression, “Third time’s the charm,” and I’m confident that sometimes, that is the case. The giving figures for 2019 were release on Tuesday. Once again, giving in America eclipsed all other nations, no one else was even close. There is generosity and philanthropic DNA in America. Across the board, giving was $449 Billion. Yes, that is the “B” word! This is up from $427 Billion in 2018.  Where will we land in 2020? Wowzer, none of us seem to know. I can’t predict the future, but I do know who holds the future.  

Three items are having an impact on donors and giving here in America: 

The Pandemic

By now most of us are tired of COVID-19 information. Many of us are burned out on FaceTime, Google Duo and, of course, Zoom. We would love to get together in person but that still seems to be somewhere in the future, the near future, hopefully. It is a serious virus and we must all continue to be diligent. I know a major donor couple in the UK in their 70’s that have not been out of their home in over 100 days. This whole adventure has had an impact on your donors and ministry partners. 

The Economy 

We have globally been rocked by the shutdown of businesses and corporations, large and small. The GDP is down and frankly there is some gloom and doom in many people who are deeply concerned about their investments, their occupation, their business, and their pocketbook. Our donors, large and small, who previously supported us generously may be asking the question, “If I give, will I have enough to meet my own needs?” Needless to say, we are in an economic crisis. We are all asking the question what kind of an impact this will have as our ministries head toward the 4 best fund-raising months (September-December) this year.

Social Unrest

It has captured the news everywhere in America. Racial injustice, police brutality, social profiling, and discrimination is causing all of us to search our hearts for answers and has driven up to our knees. There are times we seem to be a divided nation. A year ago, we were all getting ready to celebrate Father’s Day and planning our 4th of July celebrations. Today, we are at home because of state mandates or briefly out in public with a mask on trying to figure all of this out. Can someone say, “6 blocks in Seattle?”    

I could add another potential impact on donors as we head toward the Fall. This is a Presidential election year, and that almost always seems to impact giving. Will we exceed 2019 giving numbers? I don’t know. But there is one thing I DO know – God has got this! Yes, He is concerned about you, your family and friends, your church, and your ministry. Here is a three fold approach to combating this Pandemic with the acts of God!

Threefold Approach

(1) “Pray Without Ceasing.” Paul the Apostle had it right, stay in a constant season of prayer. Our world, our nation, our cities, our communities our neighborhoods, and our families need it! 

(2) Communicate with every ministry partner and tell them you love them, and that you need them. See them electronically, of course, for now, hear them by listening to their personal stories and learn how they’re responding to our circumstances here in 2020, and value them as the lifeblood of nearly every ministry as our prayer warriors and our ministry partners/donors. Share your ministry value propositions with them. 

(3) Holy Boldness as you reopen, reboot, and increase your ministry outreach. Do not be afraid to share with boldness the needs you see in your centers of influence and how your ministry addresses them. Share boldly your mission, vision, and core values as well as the human needs you are addressing with your services and how you will share the Gospel for an eternal impact. 

Three is a charm. We can address the real and felt needs of your ministry partners/donors head on with grace, love, and hope. These are the three good ones.

Remember these words of wisdom, “Say your prayers and wash your hands, because Jesus and germs are everywhere.” 

Godspeed in this incredible journey. 

Article submitted by Pat McLaughlin, Founder/CEO of The Timothy Group.

Development, Strategic Planning

Attract & Hire Advancement Superstars

by The Timothy Group
June 15, 2020

PDP (Professional DynaMetric Programs®) is an effective tool that we use at The Timothy Group to attract and hire advancement superstars in all things having to do with people in the workplace. PDP developed their ProScan Survey and Reports to help people understand themselves and others. The PDP components are ProScan, JobScan, and TeamScan. They define and measure strengths, providing an accurate description of a person’s style of behavior. Organizations are using the ProScan results to help them know and develop their people, to hire and place the right persons in positions, and to develop strong teams. See current research studies and published case studies. 

ProScan

ProScan, the core of the PDP process, is a non-threatening, quick, easy, and reliable tool that is one of the most advanced people measurement instruments available. Statistical research of working adults enables the ProScan Survey to produce reliable results to accurately assess a person’s basic and preferred work styles. The survey examines combinations of specific traits that affect how the person works most effectively and reacts under stress. ProScan focuses on strengths and motivators and is an EEOC approved hiring and workplace tool. ProScan reports measure how a person functions most naturally, the role a person feels they need to play, how a person predictably comes across to others, energy resources, satisfaction index, stress levels, energy drain, and decision-making style. 

The Timothy Group takes the interpretation of the ProScan profile a step further as we use our experience in the advancement/development arena to relate these individual strengths and behaviors specifically to development activities, and provide the tools needed to ensure success. 

JobScan

JobScan uses a specifically designed JDA (Job Dynamics Analysis) survey to help organizations develop customized Job Models for specific positions. By defining and measuring strengths and work styles necessary for success, Job Models provide objective criteria for hiring and placement decisions. 

TeamScan

TeamScan graphs a composite of the individuals in a group, using their individual ProScans, showing likely group work styles and preferences. TeamScan predicts group interactions, and measures group characteristics such as communication styles and team perceptions. 

Simple 4-Step Process

All PDP surveys are delivered and completed electronically and can be completed in fifteen minutes or less and provide a wealth of information: 

(1) We send an invitation link to you via email 

(2) You complete the survey online .

(3) We are notified that the survey has been returned. 

(4) We process the report and then send it to you electronically. 

After you receive the report and have a chance to read it, we are available to discuss the results with you. Whether virtually or by cell, this phone conversation generally ranges from 30 minutes to one hour. 

We would love to be of assistance to you through the use of PDP. Please download our brochure and let us know if you have questions about the process.

Executive Search & Development Services_The Timothy Group Download brochure now
PDP-QuickView-CC-Sample Download Sample Report

Article submitted by Jane McLaughlin. Jane started The Timothy Group, along with her husband Pat, in 1990. She is the Chief Financial Officer as well as the company’s certified Professional DynaMetric Programs® Administrator.

Capital Campaigns, Fundraising

How Do We Assess our Funding Needs Post-Pandemic?

by The Timothy Group
June 9, 2020

We have hosted five zoom panel discussions here at The Timothy Group since early April. Each one included four panelists, representing Christian colleges, schools, rescue missions, camps and other non-profit organizations, sharing what they have learned about donor relations during this recent COVID-19 pandemic and how they have responded to it. We have gained a lot of valuable ideas and insights and I hope you have been a part of these stimulating learning sessions. If not, you can view any or all of these zoom panels by clicking here.

As we emerge from this pandemic and welcome the relaxing of shut-down orders and restrictions, we are faced with this question, “Will things ever be as they once were in our non-profit?” The feeling from most experts is that things will not return to normal, at least anytime soon, and we must adapt and change to a “new normal.” 

So, how do we assess our funding needs going forward? 

We already know our mission will not change due to COVID-19. That is critical. On the other hand, our message may need to change to better articulate and communicate our mission. And, of course, our methods and strategies will need to pivot and adjust to the new norm, whatever that may look like. 

Several Christian schools we serve will be assessing their Fall needs in light of enrollment, the demand for additional financial assistance to help their existing families, and their ability to take on potential new families in light of less dollars to give out. Emphasis on capital projects may be outweighed by the need for tuition assistance, but I believe that is a good choice. Donors will generally respond to the need for families to keep their kids in the school. 

Rescue missions have been hit especially hard during the COVID-19 pandemic with shortages of food, medical assistance, lack of transportation, and job losses in their clients. In their case, additional dollars may be needed to address these basic needs, while training programs take a back seat for a time. Capital projects, unless absolutely necessary, may need to wait and that is OK. As you assess where “the rubber meets the road,” your donors will support you if that is clearly communicated. 

One of our recent panelists, Jay Riemersma, Senior Director of Advancement at Family Research Council, talked about “What do football & Fundraising have in Common?” Jay shared how, in his NFL football career, they would often go into games where the scouting report wasn’t enough to win. He also talked about the need to adjust strategies and alter the plan during the game. “Going back to the fundamentals: running good routes, opening holes for running backs, good blocking schemes and finishing good tackles. It’s all about the basics; back to the fundamentals of the game.” 

In a game time situation, it may not be smart to try that “trick play” that you have been planning and better to stick to the basics. Just like in football, we don’t really have a “scouting report” for what post COVID will look like. I would encourage you to use this same principle as you assess your funding needs. “Keep it Simple.” What is at the core of your mission? Always seek that funding first. Donors will respond favorably when you do. 

Article submitted by Kent Vanderwood, Vice President for The Timothy Group. Kent currently resides as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). Through his work as Development Director for The Potter’s House, Gospel Communications International, and Mel Trotter Ministries, Kent brings a wealth of experience in fundraising and development. His passion for seeing Christian stewardship principles applied in a systematic way helps the non-profit organization or ministry be successful in fulfilling its mission.

Zoom Panel Forum

Zoom Panel Forum Recording: Back To The Future In Fundraising

by The Timothy Group
June 4, 2020

View the live recording of this crucial discussion “Back To The Future In Fundraising” led by top development experts with 120 participants across the US!

View Live Recording

Panelists include:

Ross Adams, Executive Director, Miracle Camp, Lawton, MI

Jim Elliot, Vice President, Stewardship, Moody Bible Institute, Chicago, IL

Andrea Hogue, Advancement Director, Metro Christian Academy, Tulsa, OK

Kevin Knowlton, Board Chairman, Lakeland Christian School, Lakeland, FL, Executive Committee of the Board of Trustees and Chair of the Advancement Committee, Houghton College, Houghton, NY and Chair of the Houghton College Foundation Board.

Client Impact, Donor Relations, Major Donors

World Mission: Communicating With A Long-Term Attitude

by The Timothy Group
June 2, 2020

In our recent Zoom panel discussion last week, one of our guests talked about the need to keep a long- term attitude or perspective as we negotiate through this COIVID-19 pandemic. This idea resonated with all of us on the panel.

Greg Kelley, CEO & President of World Mission, shared how the current COVID-19 narrative is being driven by the media; and how much of the dialogue we hear is based in fear. The Bible, on the other hand, tells us that “God has not given us a spirit of fear, but of power and love and a sound mind.” (2 Timothy 1:7) What does this mean for us as non-profit leaders? It means we need to push back against the fear and not take a defensive posture. One way Greg and his staff countered this was by developing a long-term attitude. We are in a season and it will pass. Keeping our vision in front of us is critical. The vision is everything. It is your lifeline.

Greg shared how World Mission looked for what he called a “sticky point;” something unique they could communicate to their donors and friends to counteract the current fear, or “noise” out there. Something that would cut through the clutter. World Mission is an international evangelistic mission agency. They work in underdeveloped countries with unreached people groups. So, what they discovered is that the people they serve are more concerned about starvation than being infected with the COVID virus. Hunger and survival became the “tip of the spear” for them. It took their eyes of the COVID “noise.” As they communicated with the right message, donors and friends have responded with increased giving.

In an article entitled “COVID-19 Fundraising: How Nonprofits and Higher Education Can Adapt” (Wealthx.com, May 2020), the author states, “There is a lot of media noise, and a lot of people are looking for guardrails and foundations. Take the time to clearly re-communicate your organization’s fundamental purpose and goals to your donors. Help people to understand the enduring significance of what your organization is doing in the midst of so much uncertainty.” In other words, “double-down” on communicating vision and mission.

Remember, having a long-term attitude helps us balance our short term needs with our long-term vision. Our vision shouldn’t change, even if our needs in the short term may. Fostering and promoting this vision starts with you – the leaders. When the vision is threatened, it is no time to take a defensive posture, but to push forward. “Double down,” you will be glad you did.

Here are a few of Greg’s “sticky points” to consider:

(1) Maintain a long-term attitude. Your vision is everything.

(2) Mobilize your best team members with personal phone calls….use “ENCOURAGE, PRAY, SEED VISION”.

(3) Find a line to cut through the noise of the pandemic.  What is something that uniquely states how God is using you now? For World Mission, it is ‘the people we are serving are more concerned with starvation that getting the virus’.

(4) Be a leader.  Recognize the times we are living in and be a relevant voice. Always bring it back to vision. What distinguishes you? 

Article submitted by Kent Vanderwood, Vice President for The Timothy Group. Kent currently resides as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). Through his work as Development Director for The Potter’s House, Gospel Communications International, and Mel Trotter Ministries, Kent brings a wealth of experience in fundraising and development. His passion for seeing Christian stewardship principles applied in a systematic way helps the non-profit organization or ministry be successful in fulfilling its mission.

Client Impact, Donor Relations, Major Donors, Strategic Planning, Zoom Panel Forum

Donor Engagement & Energy Strengthens!

by The Timothy Group
May 27, 2020

Let’s get on with the good news!

Yes, donor engagement and energy continues to strengthen. People are being drawn together in ways that were unheard of just months ago. People are sewing masks for friends and family, donating meals to health-care workers and offering help to neighbors in need. Many businesses and institutions have pivoted to virtual engagement, and to a deeper level of connection than anyone would have ever guessed.

The Christian education, ministries, and missions that have seized upon these times as an opportunity to not be forgotten have learned new skills and broadened their reach and levels of support. They are strengthening plans for donor giving and expecting growth for the years to come.

With such effort, we have seen remarkable response to some of the urgent questions and needs of this crisis. How do we continue to educate our youth? How can we safely care for our homeless? How can we help kids to stay happy, healthy, and safe this summer? Many donors have stepped forward and continued to support these and other beloved missions wherever they’ve felt the call.

What seems to be working for our colleagues out in the field? Here are some ideas and encouragement shared and collected by our guest host panelists through our recent Zoom Panel Discussions. We hope it revitalizes and strengthens you!

Christian K-12

Keep active with your annual fund planning.

Consider a cost-based tuition model with an annual fund plan that covers smaller non-operating budget projects. This model sustains well through health and economic crisis.

Continue to communicate in a low-pressure way such as “We’re still here, God is providing, help when you are able” sets a calm, reassuring tone.

Replace active asking with conversations on well-being and sharing love for the mission.

When major donor gifts come in (and they will), find a cool, new way to thank your donor and show your love and appreciation. Consider driving to their home and place a gift basket and yard sign by their front porch that says “we love you” with your school verse. Give them a call as you drive away and let them know there is a surprise for them.

Be cautious as to when it is the right time to follow through with the ask. Consider language such as “hey we are still here, we know we had asked awhile back – if you can help that’s great, if not, we’ll come around another time”. Realize the ask is still there and that you are not withdrawing it, but will come around to it another time.

(Click here for more insight from Sam Barfell of Southside Christian School.)

Christian Higher Education

Move from being a big cruise ship to that of an agile kayak able to navigate through today’s changing and/or future turbulent times.

Become “lean and mean”. Look for today’s opportunities to shrink size, space and scale, streamline and/or eliminate duplication of services. This puts you in a position able to transition quickly and smoothly through crisis.

Start an educational or community initiative that collaborates and links with others in local communities that share your vision and mission.

Form a President’s Advancement Advisory Council with energetic staff, major donors, community members and others that share your vision and mission.

Don’t be afraid to go “against all odds” with fundraising events or galas. Seek new ways to hold them or invite big-hearted celebrities to join you in sharing your mission. They are very willing to help during challenging times.

Put prayer, marketing and ministry together and be spiritually creative. Try a series of prayer or other meaningful short, 30 second videos to show it’s “our turn to pray and care for you”. Try 30-minute virtual lunches to pray and share how things are going out there for your students, staff and donors.

(Click here for more insight from Bill Blocker of the College of Biblical Studies.)

Rescue Missions

Place focus and emphasize on how to keep new donors (via the current crisis)  on board and engaged for the long haul. Even with lack of funds from storefront sales, giving is ticking up.

Yes, do keep up with the personal donor phone calls. Donors will ask, so be prepared to answer when donors ask, “how else may we be of help?”

Gently steer donors to your website to give online via your phone calls or inbox e-News. Keep your “give button” front and center on each webpage. Provide current testimonials and update all content. Keep needs out front.

Blast social media with 30-second snippets featuring clients and their stories.

(Click here for more insight from Tony Gooch of Durham Rescue Mission and Greg Kelley of World Mission. An article featuring more of Greg’s thoughts will be posted next week.)

Camps & Ministries

(Click here to see the recent article submitted by Amy Carlson of Youth Haven Kids’ Ministry.)

Do you have any ideas or encouragement to share? We’d love to hear from you. Please share your comments below. Thank you!

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