As a major gift officer, you have 150 to 175 potential donors in your portfolio. What’s the best way to connect with them? Just 15 to 20 meaningful interactions a week, consisting of 10 phone calls and 5 face-to-face visits, will revolutionize your fundraising game!
Categorize your donor interactions into six areas:
This game plan keeps donors interested and leads to big fundraising wins in the long run.
Metrics That Matter
The number of calls made should be your primary tracking metric. You can control who you see, when you see them, where you see them, and how much you ask for, but you have no control over the size of the gift.
Your Fundraising Superpower Strategy
When planning your calls, focus on potential and productivity. Reach out to those who show promise for larger contributions. Don’t forget to touch base with your current major donors—they’re often your best source for ongoing support. Keep an eye out for individuals who might be ready to increase their involvement or giving.
A major gift officer at a Christian college made 15-20 calls every week for 12 years. Sticking to this routine, he raised more than $6 million, with most donations under $10k. This proves how being consistent can really pay off big time.
Every time you meet with someone, you’ve got a chance to make an impact and push your ministry forward. So, keep at it! Your team’s counting on you to make things happen!
Remember the 4 C’s
See the People! See the People! See the People! And See what God will do!
About the Author: Pat McLaughlin; 
President/Founder – Pat started The Timothy Group in 1990 to serve Christian ministries as they raise money to advance their missions. TTG has assisted more 1,800 Christian organizations around the world with capital, annual, and endowment campaigns. More than 25,000 of Pat’s books, Major Donor Game Plan, The C Factor: The Common Cure for your Capital Campaign Conundrums, and Haggai & Friends have helped fundraisers understand the art and science of major donor engagement. Pat makes more than one hundred major donor visits annually and provides counsel to multiple capital campaigns.
Lessons from the Friend at Midnight
5 Then Jesus went on to say: Suppose one of you goes to a friend in the middle of the night and says, “Let me borrow three loaves of bread. 6 A friend of mine has dropped in, and I don’t have a thing for him to eat.” 7 And suppose your friend answers, “Don’t bother me! The door is bolted, and my children and I are in bed. I cannot get up to give you something.”
8 He may not get up and give you the bread, just because you are his friend. But he will get up and give you as much as you need, simply because you are not ashamed to keep on asking.
9 So I tell you to ask and you will receive, search and you will find, knock and the door will be opened for you. 10 Everyone who asks will receive, everyone who searches will find, and the door will be opened for everyone who knocks (Luke 11:5-10, CEV).
The parable of the friend at midnight teaches us some profound fundraising principles.
Our friend faced a desperate need.
Why couldn’t this man wait until morning? What was the compelling reason he needed three loaves of bread right then? Was his request made so he could save face with his guest? That seems a little shallow. Perhaps his visitor had just arrived from a long journey and hadn’t eaten in days. Perhaps he had small children who were crying from hunger or an elderly family member who was weak or sick. Whatever the situation, this man asked his friend because he couldn’t solve the problem by himself. You probably can’t write a personal check to accomplish all your ministry goals. What problems could you solve if you only had more resources? Who won’t be reached if you can’t move forward with your plans? What essential programs won’t be accomplished without help? Why should a donor make a significant gift to your ministry? How desperate are you?
The hour was late.
It was midnight—not an ideal time to make a donor call. Rudeness and obnoxiousness are not usually desirable character traits for development professionals. However, some people are so fearful about offending a friend that they never bring up the subject of money, even in broad daylight! By going at midnight this man proved how motivated he was to provide for his guest. This was urgent. Successful fundraisers have passion to do whatever it takes to meet the need. If you’re a board member who is not passionate enough about your cause to ask your friends for money, maybe you should question whether or not you should continue serving on the board. Effective board members are willing to give and to get others to give, even if it’s inconvenient.
Our friend was asking to benefit someone else.
Some executive directors struggle with asking because a portion of the gift will cover their salary. They stumble over a mental block because it feels like they are asking for their own benefit. It’s proper for non-profit organizations to pay their staff members. “The worker deserves his wages” (1 Tim. 5:18). Assuming that your salary isn’t exorbitant, it’s completely legitimate to ask for a gift. The man in this parable probably enjoyed a piece of bread with his guest, but the reason he asked for the bread was to benefit his guest, not himself. The same goes for every ministry fundraiser. The reason you ask for money is so that your ministry has enough resources to provide the programs that change lives. Keep yourself focused on the people who would be lost were it not for your ministry’s impact. As a fundraiser you must avoid the love of money at all costs, because “Some people, eager for money, have wandered from the faith and pierced themselves with many griefs” (1 Tim. 6:10).
Our friend turned to his friend for help.
If God called you to the mission field, who would you ask for prayer and financial support? The man in this parable asked his friend for help. He didn’t approach a total stranger; he went to the person with whom he had cultivated a close relationship. Many executive directors have reality show fantasies of an anonymous mega-donor knocking on the door with a big smile and a big cardboard check. They’ll have to keep dreaming. People give to people they know and trust. A generous donor in California has a vision to develop hospitals in third world countries. His strategy is, “I don’t have enough money to build these by myself, so I have to get my friends to help me.” A true friend will answer a midnight phone call.
Our friend wouldn’t listen to excuses.
People make lots of excuses for not being generous. Some excuses are legitimate, most are not. The friend in this parable was no exception. He had a laundry list of reasons for why he couldn’t give. “The door is already locked, and my children and I are in bed. I can’t get up and give you anything.” Today’s donors also have a list of ready excuses for why they can’t give you anything. “It’s an inconvenient time.” “I’m focused on other things.” “I’ve got my money locked up in something else.” Countless circumstances stand in the way of generosity. The bottom line for the man in our story was simply, “I can’t.” Notice that he didn’t say, “I don’t have anything to give you.” This man had the capacity to give; he just wasn’t motivated. It wasn’t a matter of “I can’t” but “I don’t want to.” That didn’t deter our friend, and it shouldn’t slow you down, either. You can’t make anyone give, but you can pray boldly that God would compel them.
His friend gave because our friend kept asking.
The interesting fundraising application from this parable is that the friend didn’t give just because he was a friend, which goes against all we think about friendship fundraising. “He may not get up and give you the bread, just because you are his friend. But he will get up and give you as much as you need, simply because you are not ashamed to keep on asking” (Luke 11:8 CEV). Asking is the key. Friendship might get you in the door, but asking gets a gift. How many times should you call? A donor representative recently made six attempts to catch a prospect on the phone. On the seventh time, the donor answered, and they had a wonderful two-hour phone call. Most people give up too early. Persistence pays.
Don’t be ashamed to keep on asking!
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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.
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.
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 had a special relationship with his friend Philemon. He wrote this personal reconciliation letter on behalf of Onesimus who ran away from Philemon, ran into Paul, and met Jesus. Paul’s letter is a wonderful example of how to write an effective donor letter. Notice all the donor-centric language he uses.
Your Partnership. Paul viewed Philemon as a partner, not just a donor who supported his ministry. Paul’s role in this spiritual partnership was to deepen Philemon’s faith in Christ. You play an important role in the spiritual maturity of your ministry partners. You can pray, share Scripture, counsel, grieve, comfort, guide, and walk along side of your donors as they experience life’s joys and sorrows. For some, you can even become closer to them than their pastor.
Your Love. Donor relationships thrive on a foundation of love. Paul had experienced Philemon’s love firsthand many times. He didn’t take their relationship for granted but expressed how much Philemon’s love had given him joy and encouragement. Do you tell your ministry partners how much they mean to you?
You Have Refreshed. Paul doesn’t stop with a brief “thank you,” he paused and emphasized how much Philemon meant to him and the family of believers. “Because you, brother, have refreshed the hearts of the Lord’s people” (Philemon 1:7). Those words had to strike a chord in Philemon’s heart. No doubt, he was just grateful that God had used him to bless others.
Jerry Panas, the godfather of fundraising, coined the acronym BOY – “Because of you…” What an incredible way to start your donor conversations, “Because of you lives have been impacted for eternity.” Consider using these phrases to engage your ministry partners:
• You play an integral role through your prayers and generosity.
• You can give to help people whose greatest desire is a warm meal.
• Your compassion and unselfish giving will make an eternal difference.
• Because of your gift…
• This is your compassion at work in the lives of children.
• We know you have choices for how to donate your money we are honored that you would choose to provide help to these needy families.
• Every time you give, you are making a lasting difference.
• You can transform…
• Your love rescues…
• You help make their future bright.
• That is where you come in.
• You can get involved…
• God used you to provide hope for hungry children and families.
How interesting that Paul understood the power of “you” centuries before Panas.
Response: Father, thank you for Paul’s example of treating his ministry partners as intimate friends. Please remind me to always show my gratitude for the important role they play in our ministry.
Think about this: What are some specific ways you can help your ministry partners grow in their walk with Christ? Perhaps God brought them to your ministry so you could minister to them.
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.
Often, we frame our fundraising appeals from the viewpoint, “we, as the organization, do the real work of ministry, and you, as the donor, help us do our work.” We don’t mean any disrespect, but our words give the impression that the donor’s role is to simply provide us the resources so we can educate children, evangelize the lost, disciple new believers, rescue the broken, feed the hungry, and train future leaders, etc.
A more effective approach is to reframe your conversations from ministry-focused to donor-focused. Two fundraising power words will change your messaging: “you” and “because.”
You
“You” is the most powerful fundraising word. Take a close look at your brochure, year-end appeal, banquet ask script, emails, and even your thank you notes. Count how many times you use, “I/we/our” statements and how many times you say, “you/your.” It’s a revealing exercise. One way to make your copy more donor-centric is to switch the focus from “our” to “your.” Consider these examples:
“Our heart is to reach the next generation for Christ. You can help us with that.”
Instead use: “Your heart is to reach the next generation for Christ. We can help you with that.”
“Our hard work” vs. “Your hard work.”
Our mission is to share the Gospel. You can partner with us.
Instead use: Your mission is to share the Gospel. We can partner with you.
Think about using these phrases to engage your ministry partners:
“You play an integral role through your prayers and generosity.”
“You will help people whose greatest desire is a warm meal.”
“Your compassion and unselfish giving will make an eternal difference.”
“This is your compassion at work in the lives of children.”
“We know you have choices for how to donate your money we are honored that you would choose to provide help to these needy families.”
“Every time you give, you are making a lasting difference.”
“You can transform…”
“Your love rescues…”
“You help make their future bright.”
“That is where you come in.”
“You can get involved…”
“God used you to provide hope for children and families.”
“You are doing something that will outlive you and will last for eternity.”
Because
The second most powerful fundraising word is “because” because it answers the question why someone should give to your project. “Because” is a connector word linking the donor’s heart to the critical need. “Because” offers a reason for the donor to take action.
Jerry Panas, the godfather of fundraising, coined the acronym BOY – “Because of you…” What an incredible way to start your donor conversations.
“Because of you lives have been impacted for eternity.”
“Your generous gift matters because students will be transformed.”
“Because of your sacrificial gift those who have never heard the gospel will now have a chance to respond.”
“Because of your kindness these children will now have hope.”
“I’m sharing Elizabeth’s story with you because she needs your help.”
“Because of you, transformational stories like Mary’s can become a reality for other needy children.”
In Paul’s letter to Philemon he uses both “you” and “because.” “Your love has given me great joy and encouragement, because you, brother, have refreshed the hearts of the Lord’s people” (Philemon 1:7). Here Paul’s words are totally donor-centric. He appeals to Philemon because his generosity had impacted many other believers. Do you hear Paul’s heart in his phrase, “because you, brother?” Do your donors hear your heart when you ask to partner with them?
How interesting that Paul understood the power of “you” and “because” centuries before Panas. Change your vocabulary and emphasize “you” and “because.” You will be amazed at the results because your words can make an eternal difference.
“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.
“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.
