View the live recording of this crucial discussion led by top development experts with 120 participants across the US! Panelists include:
Dr. Royce Frazier, President, Barclay College, Haviland, Kansas
Shannon Johnson, VP For Institutional Advancement and External Relations, Warner Pacific University, Portland, Oregon
Rev. Donovan Coley, President/CEO, The Rescue Mission, Fort Wayne, Indiana
Jody Fausnight, Director of Advancement, Hinkletown Mennonite School, Ephrata, Pennsylvania
“Face-to-Face Virtual Visits: An Opportunity to Love Donors”
Hope Academy is a unique school. This year, 550 children are receiving a remarkable, God-centered education. Most are from low-income families in Minneapolis, a state that leads the nation in the size of the achievement gap between white and non-white students. We are 90% privately funded, but all families have some financial “skin-in-the-game.”
Our development model is also somewhat unique. In a typical non-profit, .7% of the donors may give 70% or more of the donations*. At Hope, we cultivate relationships with financial “partners” who each sponsor one or more students at $3,000 or more per year, and whose generous support make up over 85% of our total annual contributions. We currently have nearly 400 partners, over 95% recommitting year-over-year, and many who have been with us five or more years.
While the support of our faithful partners is certainly a strength, the current national lockdown provides a challenge for our advancement team, primarily as we seek to love our partners. Face-to-face visits are an obvious no-no. And like the rest of the world, our partners are being impacted in some big ways. Our number one priority is to connect with them, listen well, and pray with them. It is critical that we maintain this contact. Enter virtual visits!
In late February, we started pivoting to virtual visits (Microsoft TEAMS or Zoom, whichever works best for them) and the response has been very well received. During these visits, four key principles guide our development team:
Ministry vs. Manipulation: The calls aren’t designed to “get” something from our partners, but as a way to “give” them something.
Steady vs. Staggering: Hope Academy continues to provide our students and families with frontline support and a remarkable education, albeit remotely.
Hope vs. Harried: We are trying to plan for the coming school year, but we are not ringing our hands. We have hope that He will provide.
Christ vs. Crisis: What an opportunity to point to Jesus!
As we listen, God reveals an opportunity to minister through prayer:
“Please pray for our unsaved children.”
“My husband is dying.”
“I am a surgeon and quarantined from my family after work.”
“There is a 50/50 chance my business won’t survive this.”
“Our daughter’s wedding is cancelled.”
“We can’t visit my 93-year old mother in the nursing home.”
And the list goes on. We purpose to focus on them, often for the entire call. When appropriate, we give a Hope Academy update. We stress that the need for a remarkable, God-centered education for low-income, urban children is greater now than ever; by God’s grace, Hope is positioned for such a time as this; and we are all in this together moving by faith. We close by asking them to keep in touch, to keep us updated on prayer requests, and to let us know about their support when they are able. Many let us know on the spot that they are committed to Hope for the coming year.
As we increase our requests for remote video calls, some prefer a good old-fashioned phone, or to wait until this all blows over to meet for coffee. We pivot accordingly. But most take us up on the virtual visit offer. For now, a new normal. And a wonderful opportunity to support and encourage those who support and encourage us!
A final thought: I have enjoyed a strong working relationship with The Timothy Group over the years. The team was a great help as we launched and completed a $9 million capital campaign. I’m grateful for their wisdom, strategic guidance, personal attention, faith ignition, and good humor. ?
Jim Stigman, VP for Ministry Advancement, Hope Academy, Minneapolis MN
View the live recording of this crucial discussion led by top development experts with over 200 participants across the US! Panelists include (1) Jules Glanzer, Tabor College, Hillsboro, KS, (2) Jim Stigman, Hope Academy, Minneapolis, MN, (3) Dan Brokke, Bethany Global Ministries, Minneapolis, MN, (4) Chris Glover, Wesleyan Christian Academy, High Point, NC, and (5) The Timothy Group moderators, Pat McLaughlin, Ron Haas, and Kent Vanderwood.
Download the PowerPoint presentations and image featured during the live recording:
Famed Washington Post columnist, Art Buchwald wrote, “Whether it’s the best of times or the worst of times…..it the only times we’ve got”. An invisible foe has literally shut down your community, your region, our nation and parts of the world. We all agree these are difficult times!. FUD has impacted our world, fear of the unknown, uncertainty about the future, and doubt as to a cure. COVID-19 impacted our world and it has impacted our ministries as well. So how do we fight this Invisible Foe?
INVISIBLE FORCE
E.M. Bounds wrote “Men and women are needed whose prayers will give to the world the utmost power of God. True prayers are born of present trials and present needs”.
God is bigger than the virus, He is bigger than immediate trials and present needs. He has got this, but we need to commit ourselves to pray. To pray without ceasing. That is the invisible force that will defeat the fear, anxiety, and worry connected with this pandemic. A Salvation Army quote that I love is “We combat natural disasters with acts of God”. Our combat strategy is that we can all initiate today, right now is prayer.
MINISTRY NEEDS
Yes, pray and stay busy doing what you can do under the existing guidelines. All forms of communication are open to you and your ministry team and to your donors. Oh yeah, our ministry partners our donors; those saints that help us with our ministry needs, They help us impact our world with the Gospel. How do we keep them informed, up to date and praying with us? By the way, how do we keep them engaged and giving?
DATE YOUR DONORS
Yes, set a date, a specific time to call them and if possible, pray with them. You can use your cell, text, email, Zoom, Go To Meeting, Google Duo. There are a plethora of ways to contact them. They are probably at home and not on a cruise or touring Italy at the moment. Value-based communication. What if you began with your top 10-next 20 or 30 or 50 or even 100? Everyone in your organization from CEO to MGO, and even some board members could call and say thank you. Perhaps share a ministry update. Ask for prayer requests and pray with them over the phone. Then there is the ultimate of a dating relationship – a personal, hand-written note! Perhaps this “dating your donors” concept will be something you continue to implement way past this pandemic. “Do you love me or do you not……you told me once but I forgot!) Some love and time via some quality electronic communication will keep you up to date with your key ministry partners. If appropriate, share a specific financial need, invite them to pray, and to give.
SEASON OF RECOVERY
Yes, this pandemic will end and our world and our lives will begin a season of recovery. People will go back to work, the economy may sputter, but it will recover and our ministries will get back to work impacting peoples lives with the power of the Resurrected Jesus. When will this take place? No one knows, but it will happen. If you invested time with your key donors in some unique way with your donors during this down time, your Season of Recovery will be fast and fruitful. Plan your work and work your plan. Outline now as to how you want your organization to be ready to move when the time comes to move. Cast a vision for some new or renewed program that you want to see implemented in your first 30-60-90 days of recovery.
THE OTHER INVISIBLE FOE
In addition to FUD, there is another invisible foe: anxiety and a few of its synonyms (worry, nervousness, apprehension and concern). Let’s be honest for a moment. We have all been anxious during this crisis. Here are two applicable verses (OT and NT) and two prayers to Jehovah.
God has got this, He has your back! Just words until you begin to review hundreds of scripture that speak of renewal, casting cares on Him, comfort and strength. He really does have all of this. He never sleeps nor slumbers, God is bigger than COVID-19.
Pray to Jehovah-Raphe, the God who heals. And Pray to Jehovah-Jireh, the God who provides. Combat these invisible forces with THE GREATEST INVISIBLE FORCE IN THE UNIVERSE, the God who loves us and who sent His son to die for us.
Have an awesome Holy week. In light, remember wash your hands and say your prayers because Germs and Jesus are everywhere!
A small part of the Invisible Force Prayer Team,
I was watching Fox News yesterday from home and Lt. Col. Dan Rooney was on as a guest (view video news clip). His non-profit organization, “Folds of Honor,” started in 2007 and their mission is to provide educational scholarships to spouses and children of America’s fallen and disabled service members. Perhaps you have heard of them. One of many quality non-profits serving out veterans and their families.
Anyway, Lt. Col. Rooney told a story about a fellow veteran, U.S. Marine Sergeant Rocky Sickmann and how his situation could teach us lessons during this COVID-19 crisis. Sergeant Sickmann was one of 52 marines and other Americans who were captured by radical Islamic terrorists at the embassy in Iran in 1979. We, who were around then remember that terrible day in history. Over the next 444 days, He and his fellow hostages endured privation, mental, physical and psychological torture as officials sought their release. That finally came in January 1980.
Sickmann describes life in a foreign country 7,000 miles from home. You’re not allowed to talk to anybody. Your mind plays games with you. You lose hope not knowing if you will live or die. You keep thinking. “this has to end soon.” He describes being literally chained to a chair for the first 30 days. He describes being handcuffed with his hands behind his back for days at a time and spending an entire week tied to a bed. He went outside a total of seven times, 15 minutes total, in those 444 days.
When asked what carried him through, he mentioned three things: 1) his faith in God, 2) his few friends who were there with him and 3) keeping control of his mind and his thoughts – staying focused on what little he could actually do in the circumstances.
We are facing a similar enemy today – COVID-19. It has changed our lives. For a couple of weeks now, we have been largely “home bound.” We have been ordered by government authorities to stay home. We can’t go to work, visit our friends, eat dinner out or entertain ourselves as normal. I don’t know about you, but it is starting to get to me. I am bored, easily frustrated, short tempered, angry, you name it. And then I pause after hearing a story like that of Lt. Col. Sickmann, and I want to repent to God for my thoughts.
My hardship is NOTHING compared to what he and other have endured. And, think about what got him through – we can still exercise our faith, we still have our family and we can exercise our minds and stay alert. Oh – we can even go outside for a walk on a nice day, as long as we practice “social distancing.” For me, maybe it’s a good time to pick up that book I never finished, play a board game or do a jigsaw puzzle with my family, or learn a new skill or hobby. Our “prison” is only temporary and will hopefully end shortly (I hear references to Easter Sunday being a significant marker). Let’s pray, love, give, support, encourage and serve those God has placed in our lives.
In God’s Love, Kent
Back to school sales are already in full swing. Summer is winding down and Fall kick-offs are only weeks away. As hard as it may be to believe, Fall is upon us. The most critical fundraising months of the year are around the corner. So, let’s ask the tough question: Are you ready?
Are you ready for budgeting and spreadsheets?
Are you ready for Fall Campaigns?
Are your social media strategies in place?
Is your calendar filling up with major and mega donor appointments?
Is your vision story-crafted well and ready to share?
Is your first Fall newsletter template done, copy complete and formats proofed?
When it comes to development, we all understand the 24-7 nature of the beast. That said, however, Fall offers a uniquely timed opportunity each year and here are two ways to directly impact your organization’s development by year’s end.
That’s right, contrary to what some may think, there is a biblical precedent for categorizing and segmenting donors according to capacity. Look back at the leadership of Moses and Aaron in Exodus 25:2-8:
“Speak to the people of Israel, that they take for me a contribution. From every man whose heart moves him you shall receive the contribution for me. And this is the contribution that you shall receive from them: gold, silver, and bronze, blue and purple and scarlet yarns and fine twined linen, goats’ hair, tanned rams’ skins, goatskins, acacia wood, oil for the lamps, spices for the anointing oil and for the fragrant incense, onyx stones, and stones for setting, for the ephod and for the breast-piece. And let them make me a sanctuary, that I may dwell in their midst.”
Starting with the most valued material and continuing all the way through to stones, these leaders understood that in order to construct this mobile worship center (the Tabernacle) there would have to be a variety of gifts from mega-level gifts to common gifts. What do your lists look like? How are your lists categorized? What does your organization consider a mega gift, major gift and so on… Developing and maintaining these lists adds clarity, urgency and understanding to the overall development efforts of your organization.
Every organization on the planet has a story or, more likely, a litany of stories that describe the history, past projects, successes and stories of impact. These are all important. However, stories are secondary to key points of vision or Vision Dots. Vision Dots are those bullet-point items that are timely, strategic initiatives that frame or put into context the stories of your organization.
Vision Dots are leaping off points that you can quickly share in an ‘elevator pitch’ but can also lead to stories that reinforce their value and impact. For example, ABC Rescue Mission shares a story of impact detailing the journey of a young adult who was strung out, at rock bottom, stumbled through their doors at the mission and is now teaching classes to people struggling with addiction. This is an impactful story of redemption. However, this story should naturally flow from a Vision Dot that describes an aspect of the mission such as:
Leadership Development – 60% of all classes at ABC Rescue Mission are taught by former addicts. Help us continue to train and equip those who God brings to us to recover and lead.
Stories carry much greater weight and donor impact if they can be shared in relation to a Vision Dot or ministry core value. The more you can root a story in the context of a key initiative the easier it will be for the donor to see where their dollars are going and understand the reach of their giving.
And in case you are still skeptical, here are some of the ways Vision Dots are greater than stories:
Big picture thinking to showcase the reach of the ministry
Reveal the inherent understanding that the leaders of your organization have more than just a passion or well-intended hope,
but that there are plans and well thought-out strategies in place.
Quick and easy to share
Easy to remember
Pave the way for donors to ask about other key Vision Dots / initiatives within your organization
Fall is practically here. We hope all your lists are ready and your key vision initiatives are in place! Happy sharing!
*Interested in a planning session to discuss segmenting your donor lists or identifying your organization’s key Vision Dots? Schedule your free consultation today!
Organizations, for the most part, understand the importance and alum of a website. Most realize that their website is like the front door of a store or church. And everyone wants a website that looks good, is clean, inviting – and most important – easy to access.
We’ve been there. And can show you how as well.
The private Christian School market is sometimes complex, with all the competing issues you will
face. Choosing curriculum, recruiting and retaining top-notch faculty, weighing athletics versus
education, maintaining legal compliance, satisfying target audiences, and managing annual and
capital fundraising.
Kent Vanderwood, Vice President at The Timothy Group, heads up our Christian School division and
can help you navigate these issues and more. As a partner here at The Timothy Group, he has been
there and done that. His non-profit stewardship journey has prepared him well.
Kent felt the call to be an educator while pursuing his undergraduate studies at Grand Valley State
University in Michigan. After beginning as a special education teacher in a public school system,
Kent went through a personal philosophical search for the best way to educate his own children. He concluded
that a Christ-centered education was imperative for his family and he headed up a
steering committee of interested parents to explore opportunities. In 1980, a private Christian
school was formed from scratch.
In addition to serving as a key member of the organizing committee, Kent was one of the first
faculty members, a coach, janitor, headmaster, fundraiser, compliance officer, curriculum director
and even a member of the founding board of directors. Starting with 43 students in grades K-6,
Tri-unity Christian School in Grand Rapids, Michigan grew to over 700 K-12 students under Kent’s
tenure.
During his time at TCS, Kent was heavily involved in both the Association of Christian Schools
International (ACSI) and Christian Schools International (CSI). He served as the Michigan
representative on the ACSI regional council for eight years. He led his school through initial
accreditation with ACSI in 1987 and the renewal process in 2004. He was a regular conference and
workshop speaker.
Kent learned development and fund raising the hard way – by getting in the trenches and digging. He
hired his first development director in 1990, 10 years after the school was founded, and in 1998
launched the school’s first ever capital campaign for $1.5 million. The campaign reached its goal before Kent
left the school after 20 years in 2000.
Kent has personally served hundreds of K-8 and K-12 private Christian schools in the areas of
strategic planning, board development, development assessments, executive searches, pre-campaign
studies and capital campaigns. He has personally assisted on campaigns ranging from $500,000 to
over $40 million. He has served on various non-profit boards including Christian schools. Kent
brings a wealth of real life experiences to every project.
As a VP of development at a rescue mission, a large international para-church ministry, and another
Christian school, Kent not only understands the principles from a consulting perspective, but he
has been in the trenches “doing” development.
Can we put this experience to work for you?
