Brothers and sisters, I do not consider myself yet to have taken hold of it. But one thing I do: Forgetting what is behind and straining toward what is ahead, I press on toward the goal to win the prize for which God has called me heavenward in Christ Jesus. (Philippians 3:13-14)

Some development directors have claimed Dug from the 2009 Pixar film Up as their spirit animal. The old man Carl and the boy Russell meet “Dug the Talking Dog” near Paradise Falls. When Russell asks Dug to speak, he responds, “Hi there! My name is Dug. I have just met you and I love you!” Dug talks a blue streak, “My Master made me this collar. He is a good and smart Master, and he made me this collar so that I may talk. …” In the middle of his sentence, Dug suddenly stops, looks, and shouts “SQUIRREL!” which becomes the running gag throughout the movie (watch clip here). Even in crazy action scenes, “squirrels” distract Dug and the other talking dogs. Fundraisers have thousands of distractions and can easily develop Dug-like behaviors. The Apostle Paul gives us some solid counsel to stay on track.

Forget the Past. Earlier Paul listed his impeccable religious resume (see Phil. 3:4-6), but he gave it all up to pursue Christ. In fundraising you don’t have the luxury of resting on your past successes. The question your boss always asks is, “What have you done for us today?” You work hard to climb your annual fund mountain, but when the fiscal year ends you start all over at basecamp. This sobering fact remains; you are either bringing in gift income or you are overhead. Your past performance is no guarantee of future success.

Focus on the Goal. Like Dug, it’s easy to get distracted by things that don’t contribute to the bottom line. Some executive directors also suffer from “Dug syndrome” and constantly pull the fundraising team off task to compile a report that doesn’t really matter, attend a non-essential meeting, or serve on a committee unrelated to fundraising. Keep your eyes on the prize. At the end of the fiscal year no one will care how many tasks you checked off your to-do list, they will only grade you on how much money you have raised.

Full Court Press. Paul uses three phrases to convey his physical, mental, and spiritual exertion, “strain toward what is ahead,” “press on toward the goal,” and “win the prize.” You should be exhausted at the end of the day or after a taxing event. Fundraising is hard work that requires patience and persistence. Former American Express CEO Kenneth Chenault once said, “Most people don’t focus enough on execution. If you make a commitment to get something done, you need to follow through with that commitment.” Don’t let the fundraising squirrels distract you.

Response: Father, please forgive me for focusing on things that don’t matter. Help me concentrate on the tasks you give me to accomplish.

Think About This: The highest and best use of your fundraising time is to spend face-to-face time with your major donors and ask for their support; everything else is secondary.

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.

That same day Pharaoh gave this order to the slave drivers and overseers in charge of the people: “You are no longer to supply the people with straw for making bricks; let them go and gather their own straw. But require them to make the same number of bricks as before; don’t reduce the quota. They are lazy; that is why they are crying out, ‘Let us go and sacrifice to our God.’” Exodus 5:6-8

Making bricks by hand in the heat of the day is hard work, but it’s even more difficult when you don’t have all the resources you need. Pharaoh was angry with Moses and Aaron because they asked to go worship God. In retaliation for their impertinence, he took his anger out on the children of Israel by taking away the materials they needed to make bricks but keeping the production at the same level.

Unfortunately, Pharaoh’s rash decision sounds like some dysfunctional nonprofit organizations. More than one executive director has slashed the development department budget and at the same time demanded the team raise the same amount as last year, or even more. Here are three observations if you face a similar situation.

• Value Your Team. Sadly, the morale in some development departments has been completely destroyed by bosses who don’t care about their people. It may have worked for Pharaoh (for a while), but he’s not your role model. The atmosphere you create in your workplace has a direct impact on productivity, your ability to retain talent, and the bottom line. Treat your team with love, respect, and dignity, and that’s how they’ll treat you back.

• Manage Expectations. It’s good to have goals and even to challenge your team with stretch goals. But if your team consistently falls short because the bar’s set too high, their morale will plummet. They’ll feel like they’re underperforming, even though they probably aren’t. It takes money to make money. You can’t expect to cut your sales force and then double your sales. Even worse, if you’re the boss and you’re not raising money yourself, you’re part of the problem.

• Consider Your Options. Pharaoh accused the children of Israel of being lazy. Of course, they weren’t lazy but some on your team might be. Patently give struggling team members training, guidance, encouragement, and accountability. Help them be the best they can be.

As an employee you also have options. Peter instructs us, “Slaves, in reverent fear of God submit yourselves to your masters, not only to those who are good and considerate, but also to those who are harsh. For it is commendable if someone bears up under the pain of unjust suffering because they are conscious of God” (1 Peter 2:18-19). If you’ve lost hope, maybe the Lord will set you free and lead you to a new “milk and honey” ministry.

Response: Father, our financial pressures have stressed our team. Give me wisdom to speak “only what is helpful for building others up according to their needs, that it may benefit those who listen” (Ephesians 4:29).

Think About This: “Masters, provide your slaves with what is right and fair, because you know that you also have a Master in heaven” (Colossians 4:1).

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.

“Whatever you have learned or received or heard from me, or seen in me—put it into practice. And the God of peace will be with you” (Philippians 4:9).

Paul encouraged the Philippian believers to follow his example. Yes, he taught them through his writing and preaching, but his best sermon was his life. Learning fundraising is similar. You can read great books, watch helpful videos, and attend inspiring workshops, but the best training happens in the field talking with donors. Some people catch fundraising immediately, but most require some coaching. If you are responsible for training your staff or volunteers, consider this 5-step approach:

 1. I do. You watch. We talk. Fundraising training is like evangelism training. You can memorize all the verses and know how to lead someone to Christ but watching someone else share the Gospel lights a fire in your heart. Take your staff and volunteers with you on donor calls. Show them what you say and how you say it. Debrief after each donor visit to hear their impressions.

2. I do. You help. We talk. The next step is to include your staff member or volunteer in the donor conversation. Perhaps they can share part of the ministry story or their testimony of why they got involved in your mission. As the lead, you can guide the conversation and make the ask. Debrief and ask what they would have done differently.

3. You do. I help. We talk. Now things get interesting. Your team member takes the lead while you assist. They can walk the donor through a gift proposal and even make the ask. You are there to keep the conversation on track and ask for the gift, if needed. Debrief and share your observations for improvement.

4. You do. I watch. We talk. You’ve almost passed the baton. On this call your team member again takes the lead in the conversation. Before the meeting map out the conversation to determine outcomes and anticipate any problems. You are there to encourage and pray. Debrief. Encourage your team member and give them guidance as they step out on their own.

5. You do. Someone else watches. This is the final stage. Assign someone else to accompany your staff member or volunteer on a donor visit. It helps to have another perspective as you continue to evaluate your team members’ effectiveness. At this point, your staff and volunteers should be equipped to effectively share your mission and vision and boldly ask for a gift.

Fundraising training isn’t “one and done.” There is always something new to learn. Keep encouraging your team. Keep praying. Keep asking.

Response: Father, thank you for my staff and volunteers. I pray for your wisdom to train each one to successfully engage our donors and boldly ask for financial support.

Think About This: Fundraising is caught, not taught. If you’re not personally raising money, it’s tough to motivate others. Help your team members get a quick win to build their confidence and enthusiasm.

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.

“Get along among yourselves, each of you doing your part. Our counsel is that you warn the freeloaders to get a move on. Gently encourage the stragglers, and reach out for the exhausted, pulling them to their feet. Be patient with each person, attentive to individual needs. And be careful that when you get on each other’s nerves you don’t snap at each other. Look for the best in each other, and always do your best to bring it out” (1 Thessalonians 5:13-15, MSG). 

You might be an energetic executive director or a dedicated board member, but you’re discouraged because not many people in your ministry are trying to raise money. Even worse, maybe you’re annoyed that some board members don’t even give. If you feel this way, you are not alone. Askers always struggle to motivate non-askers to participate in fundraising. Before you write your resignation letter, consider these words from the apostle Paul:

1. Warn the freeloaders to get a move on! “Obit” board members are motivated by the “praise of men” and only serve organizations to build their obituary resumes. Effective board members are moved by the ministry’s mission and vision and do whatever it takes to advance the cause. Boards who have members who don’t “give or get” face some difficult decisions and must have kind, but firm conversations.

2. Gently encourage the stragglers. Some board members have trouble following through with fundraising responsibilities. People have a thousand things to do, and there aren’t enough hours in the day to get it all done. Tasks like setting up a major-donor call tend to fall to the bottom of the to-do list. Come alongside your busy board members and encourage them to keep moving forward with your fundraising plan.

3. Reach out for the exhausted. Don was the rare board member who jumped into a capital campaign with both feet. As he made donor calls, he discovered that many of his contacts weren’t as excited about the campaign as he was. With some encouragement, Don kept pitching. At the end of the campaign, he had raised three times more than anyone else on the committee. Reach out to exhausted board members and pull them to their feet.

4. Be patient with each person. As gift income rises, so does everyone’s mood, but when donations go down, attitudes often follow. The executive director looks at the board and wonders why they aren’t helping. The board looks at the executive director and wonders why he or she doesn’t get out and call on major donors. Take this verse to heart, “And be careful that when you get on each other’s nerves you don’t snap at each other. Look for the best in each other, and always do your best to bring it out.”

Response: Father, please forgive me. I’ve been impatient with some of my board members. Help me understand their individual perspectives and do my best to help them and us be successful.

Think About This: Ask a board member to introduce you to his or her friend this week. Take them with you and mutually encourage one another as you tell your ministry story!

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.

“But everything should be done in a fitting and orderly way” (1 Corinthians 14:40).

Carpenter and piano maker H.O. Studley created an amazing tool chest that has become legendary among woodworkers. Take a closer look! He crafted mahogany rosewood, ebony, and mother-of-pearl into an intricate design assigning a special place for each of his 300 tools. His creation includes flip up trays, hidden compartments, and multiple layers that efficiently maximize every space. It truly is a work of art. But Studley didn’t make his tool chest as an art project, he designed it to make his work more efficient so he wouldn’t waste time looking for a particular tool.

What’s the biggest organizational challenge in your development department? Can you say database? Your CRM constantly needs organization and attention to help your team work as efficiently as possible. Consider these three strategies to retool your database with a place for everything so you can put everything in its place.

Evaluate Your Records. How complete are your constituent records? Test a sample segment of 50 records of your key donors. If you have incomplete or inaccurate information for your closest friends, you most likely have many inaccuracies in your entire database. Review the contact information for each name. Do you have the proper salutation fields, spouse name, complete address, phone, and email? Do you know your donors’ relationship to your ministry and to other donors? Are gifts accurately recorded and soft credits assigned properly? Are campaign pledges and gift fulfillments clearly indicated? Are you aware of your donors who are deceased?

Establish Protocols. Once you see your weaknesses, focus on three areas to improve (a) Prospecting. Have you conducted wealth screening in the past two years? Do you have engagement strategies for your top prospects? (b) Coding. Do you track your various appeals and solicitations? Understanding donor motivation is extremely helpful. Do you record any attachment indicators like event attendance or volunteer participation? These data are helpful when analyzing the likelihood to give in a campaign. (c) Contact Information. Run your data through a National Change of Address service to ensure your list is current.

Maintain Consistency. Your database is a living, breathing resource that needs constant monitoring. When different people input donor information into your software, you risk inconsistency. Adopt a continuous improvement approach and update all donor information when you receive it.

Updating donor contact information is critical, but it’s just as important to record the details of each donor visit in a meaningful contact report. Don’t just record that you visited John and Mary. Share something you learned about their family, why they started giving, what connections they have, their giving interests, and what next steps you plan to take to draw them closer to a gift. Make the most of every donor contact by adding institutional knowledge about their passion for your ministry.

Response: Lord, please give us wisdom and understanding to maximize all the features of our CRM software so we can serve our ministry partners more effectively.

Think about this: We worry about being hacked because we don’t want to lose our data, but shouldn’t we be just as concerned about populating the donor information we are missing now?

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.