“The driving is like that of Jehu son of Nimshi—he drives like a maniac.” (2 Kings 9:20)

“He (Jehu) came upon Jehonadab son of Rekab, who was on his way to meet him. Jehu greeted him and said, ‘Are you in accord with me, as I am with you?’ “I am,” Jehonadab answered. “If so,” said Jehu, “give me your hand.” So he did, and Jehu helped him up into the chariot. ¹⁶ Jehu said, “Come with me and see my zeal for the Lord.” Then he had him ride along in his chariot. (2 Kings 10:15-16)

If Jehu lived today, he would drive a Tesla so he could accelerate from 0 to 60 miles per hour in 2.8 seconds. Jehu’s crazy driving habits illustrate how driven he was to accomplish God’s mission – to kill Jezebel, Ahab’s descendants, and the prophets of Baal. Perhaps you have experienced a hard-driving donor who lives to get things done and challenges you to move at his or her pace. Look for zeal as you recruit donors to serve on your board or capital campaign committee.

Driven Donors…

Attract Followers
People love to follow strong leaders. King Joram sent messengers to offer Jehu peace, but Jehu answered, “What do you know about peace? Fall in behind me” (2 Kings 9:18-19). The soldiers recognized Jehu’s leadership and immediately switched sides. Your ministry needs strong volunteer leaders who will help you build a strong team.

Shoot Straight
Driven donors are often very direct. King Joram met Jehu who bluntly said, “How can there be peace as long as the idolatry and witchcraft of your mother, Jezebel, are all around us?” (2 Kings 9:22). As King Joram turned his chariot around to flee, Jehu shot him between the shoulders (v. 24). Jehu was a straight shooter in more ways than one. Value donors who speak truth.

See Reality
Jehu’s mission was to assassinate Jezebel. When she knew he had arrived in Jezreel “she painted her eyelids, and fixed her hair, and sat at a window” (2 Kings 10:30). It didn’t help. Jehu saw through her facade and ordered she be defenestrated (thrown out the window). Driven donors can look at your budget and see the bottom line. They know if your numbers work or if you are trying to sugar coat something.

Think Strategically
Jehu was a cunning military leader. He killed everyone in Ahab’s family and devised a plan to invite all the prophets of Baal to a worship service. He gave them robes so they would stand out in the crowd, then had his soldiers kill them. Jehu destroyed every trace of Baal worship from Israel and God rewarded him.

Need Accountability
“But Jehu did not obey the Law of the Lord, the God of Israel, with all his heart” (2 Kings 10:31). God used Jehu, but he was a flawed human being. God can use your driven donor, but they need your spiritual guidance to be truly successful.

Think About This: God brought you driven donors not just for their wealth, but also for their work and wisdom. Climb in the chariot and hang on!

Response: Lord, please help me recognize and recruit key donors gifted with leadership.

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.

“One of the servants told Abigail, Nabal’s wife, ‘David sent messengers from the wilderness to give our master his greetings, but he hurled insults at them.’” (1 Samuel 25:14)

Abigail faced a crisis. David was ticked, rallied his bill collectors, and was fixin’ to make a house call. When Abigail discovered Nabal’s faux pas she jumped into action, gathered many gifts, and rushed to cut off David at the pass before he could cut off Nabal’s head.

This exhilarating story directly applies to ministries who fumble their major donor relationships. “An offended friend is harder to win back than a fortified city” (Prov. 18:19 NLT). More than one ministry has exasperated a key donor. Sometimes the issues are minor; sometimes they are epic. In either case, you don’t want major donors shaking the dust off their feet and walking away. Consider these six recovery strategies.

Go Immediately
Abigail lost no time because every minute she delayed put her family at risk. “Settle matters quickly with your adversary who is taking you to court” (Matt. 5:25). Don’t lull yourself to sleep by thinking “time will heal all wounds.” When someone is offended you must quickly schedule a face-to-face meeting. Be open and transparent about what happened and how you intend to solve the problem.

Express Humility
Abigail bowed down before David and said, “Pardon your servant, my lord” (1 Sam. 25:24). Genuine humility and repentance promote reconciliation. Abigail wasn’t the one who offended David, but she was the one who took responsibility. You may not have been the one who offended your donor, but as the ministry representative, you must take responsibility.

Speak Truthfully
Donors value truth. Abigail was brutally honest, “Please pay no attention, my lord, to that wicked man Nabal. He is just like his name—his name means Fool, and folly goes with him.” Don’t use this as a proof text for calling your boss a fool, but if someone in your ministry said or did something inappropriate, face it head on.

Resolve the Conflict
Abigail didn’t just speak words, she acted. All the gifts she brought paid David’s bill for guarding Nabal’s flocks (1 Sam. 25:27). When you have an opportunity to right a wrong, do it even when it costs something. Your ministry will benefit in the long run.

See Your Donor’s Viewpoint
Abigail was shrewd in her comments and reminded David he would regret avenging himself. You can also reason with your offended donor. “A soft answer turns away wrath” (Prov. 15:1). Help them see how God can use this situation for his glory.

Seek Reconciliation
Abigail accomplished her mission. David said, “Go home in peace. I have heard your words and granted your request” (1 Sam. 25:35). Abigail wisely reconciled with this future major donor. Take every donor relationship seriously.

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.

“Jesus sent two disciples, saying to them, “Go to the village ahead of you, and at once you will find a donkey tied there, with her colt by her. Untie them and bring them to me. If anyone says anything to you, say that the Lord needs them, and he will send them right away.” (Matthew 21:2-3)

Jesus’ triumphal entry into Jerusalem on Palm Sunday starts with a curious story. He asked two disciples to go find a donkey and her colt so he could fulfill the prophecy of Zechariah 9:9. This unusual passage teaches some important fundraising principles. Fundraising isn’t taking something from your donors they don’t want to give, rather it’s helping your ministry partners catch the vision for how they can help fulfill God’s mission.

Know
This passage reminds us Jesus knows whom among your constituency has the resources to help. More importantly he knows their heart and willingness to give. We sing the lyrics from Psalm 50:10-12, “He owns the cattle on a thousand hills, the wealth in every mine.” God can lead you to the cattle rancher or mine owner who can sell some cattle or gold to meet your needs. He can also soften their hearts and make them ready to give (see Exod. 3:21).

Go
Jesus didn’t retrieve the donkey himself. He sent two disciples on this important mission. Did they understand the prophesy of Zechariah 9:9? John 12:16 says they didn’t. Jesus just gave them an assignment and they obeyed. In the same way you are called to go share your ministry story with potential donors and ask for their help. Do you fully understand how God works in hearts and prompts people to give? Probably not. You are just called to go and ask.

Say
Jesus equipped his disciples with what to say and how to say it. The big difference in your situation is you ask first, and then receive. The disciples received first, then responded to a donor question with a great answer, “The Lord needs them.” Isn’t that the underlying reason why you solicit donors? Notice the wonderful phrase, “and he (the owner) will send them right away” (vs. 3). When people understand the spiritual impact of their gift, they are eager to be generous.

Return
Mark 11:3 adds an important detail, “The Lord needs it and will send it back here shortly.” The Lord returns to us every gift we give to him. “Give, and it will be given to you. A good measure, pressed down, shaken together and running over, will be poured into your lap. For with the measure you use, it will be measured to you” (Luke 6:38). As someone who asks others for gifts, this truth should give you great confidence. God will repay your donors abundantly for every generous gift they give your ministry. You can’t outgive God.

Think About This: We are all looking for the highest return on our investments, but the greatest return comes on the eternal investments we loan to the Lord. As a fundraiser, you are an eternal loan officer helping your donors secure treasures in heaven!

Response: Father, forgive me for the times I am reluctant to ask people for the resources you’ve entrusted to them.

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.

“Some men came, bringing to him a paralyzed man, carried by four of them. Since they could not get him to Jesus because of the crowd, they made an opening in the roof above Jesus by digging through it and then lowered the mat the man was lying on” (Mark 2:3-4).

Do you see your ministry in this scene? Are you represented by the four men who showed compassion for their friend with great need and overcame every barrier to carry him to Jesus? Or does your ministry reflect the paralyzed man dependent on the kindness of others to survive? Both perspectives can apply to your ministry.

Ministry Application
Whether your mission is to educate children, feed the hungry, house the homeless, reach the lost, or train men and women for ministry, the essence of your work is to bring people to Jesus. These four men saw a need, had a vision, developed a plan, and acted to solve the problem. The crowd didn’t slow them down but forced them to improvise. No doubt, the homeowner was concerned when they started tearing into his roof, but these men were on a mission. Nothing was going to stand in their way.

Every ministry faces challenges and barriers. It’s too easy just to give up when the going gets tough. The greatest trait of strong leaders is tenacity. Find a way to achieve your goal, even if it is unconventional. Keep your eyes on the prize of meeting the needs of those whom you serve.

Fundraising Application
You love your ministry. If you could write a personal check to balance your ministry budget, you would do it in a heartbeat. Unfortunately, you don’t have enough resources to be the key donor for your organization, so you must turn to your friends for help. Ask your board members to help carry the load.

Wayne and Betty served on a major gifts committee and attended a “namestorming” session to identify prospective donors in their circle of friends. Wayne said, “Back in 1927, I used to ride around in the milk truck with Dick, making home deliveries.” Out of curiosity I asked, “Have you talked with Dick since then?” He replied, “Oh sure, we see Dick and Judy in the country club dining room every Sunday.” Dick was on the ministry’s radar screen because he owned a string of convenience stores, but we never had an open door to contact him. Even more frustrating, we couldn’t get past Dick’s executive assistant, who was an impenetrable gatekeeper. I asked, “Do you have his cell phone number?” “Sure!” Wayne replied. I couldn’t believe it and continued, “If you gave him a call, would he talk to you?” “Of course!”

Wayne’s lifelong relationship unlocked the door to a major donor. He greeted the administrative assistant as he walked the executive director into Dick’s office. Behold, the power of friendship!

Think About This: Networking requires the same can-do spirit these four men exhibited. Encourage your board members to tear through a few roofs to introduce you to the right people.

Response: Lord, help focus on bringing more people to Jesus. Father, you know our financial needs. Please lead us to the right major donors who could help 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.

“Nevertheless, the one who receives instruction in the word should share all good things with their instructor.” (Galatians 6:6)

If you have benefited spiritually from someone’s teaching, this verse commands you to bless your instructor financially. Paul expresses the same concept in 1 Corinthians 9:11, “If we have sown spiritual seed among you, is it too much if we reap a material harvest from you?” In other words, we need to fairly compensate those in ministry. How does this work for Christian non-profits? Let’s look at this verse with a fundraising lens.

Instruction in the Word
We know this principle applies to pastors, missionaries, educators, and seminary profs, but what about everybody else? Every gospel-centered ministry instructs people in the word. If you share the gospel as you reach the homeless, counsel a pregnant mom, care for the elderly, or teach English as a second language you are instructing people in the word. This characteristic should distinguish your ministry from other secular non-profits. Your ministry and your secular counterpart can both feed the hungry, but your ministry should also offer the bread of life.

The One Who Receives
It makes sense the people who benefit most from your ministry will have the most appreciation for your mission. Sometimes, we overlook parents who have students enrolled in our school or university, because they already pay a significant tuition bill. It’s true many are sacrificing so their children can receive a Christian education, but some have resources over and above tuition. More importantly, if you’ve made a spiritual impact on their son or daughter’s life, they are eternally grateful.

The son of a wealthy businessman fell into drug addiction, landed in prison, and was rescued by a recovery ministry. When this major donor talks about the impact this ministry had in his son’s life, tears well up in his eyes. When the ministry considered a capital campaign to expand their program, they asked this major donor to consider a gift. He gave a game-changing gift because his son’s life was changed.

Share All Good Things
Paul calls those who have been on the receiving end to be generous and willing to share. All good things certainly mean financial resources, but it can also be the good thing of volunteering their time or hosting a donor event in their home. One major donor gives a financial gift, but also donates his golf course so the ministry can host an exclusive tournament. Other major donors use their business connections to advance the ministry.

With Their Instructor
Paul stressed the personal aspect of this giving relationship. Donors give to people. As the ministry leader you must personally know your key donors. Make it a priority to visit the top fifty donors to your organization and learn how your ministry has impacted them spiritually.

Think About This: We often look for mystery major donors we have never met to swoop in and rescue us. It does happen occasionally, but you will reap a greater harvest by focusing on those families on whom you have made a spiritual difference.

Response: Father, thank you for the reminder it’s okay to ask the people we serve to support our ministry even if it’s just a widow’s mite.

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.

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. 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 in this passage, 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, or especially your last big gift. 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 everyone starts 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 which don’t contribute to the bottom line. Some executive directors also suffer from “Dug syndrome” by constantly pulling the fundraising team off task to compile a busy work report, attend a non-essential meeting, or serve on a committee unrelated to fundraising. Keep your eyes on the prize. Learn to say no to distractions. 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 which takes a marathoner’s mindset and endurance. 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.

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

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

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.

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 or even more than last year. Here are three observations if you face a similar situation.

Value Your Team
Sadly, the morale in some development departments has been destroyed by bosses who don’t care about their people. Bullying 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 challenge your team with stretch goals. But if your team consistently falls short because the bar is 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 are part of the problem.

Consider Your Options
Pharaoh accused the children of Israel of being lazy. Of course, they weren’t but some on your team might be. Patiently 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 5:18-19). If you’ve lost hope, ask the Lord to release you from bondage and lead you to a new “milk and honey” ministry. Listen for the Spirit’s voice.

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).

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).

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.

“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. He taught them through his preaching and writing, but his best sermon was his life. He wanted his disciples to learn from his everyday conversations and watch how he responded to difficult situations. Learning fundraising is similar. You can read great books, watch helpful videos, and attend inspiring workshops but the best training happens in the field with a colleague asking your ministry partners for support. 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:

I do. You watch. We talk.
Learning how to fundraise is like learning how to evangelize. You can memorize all the verses and know the steps of leading someone to Christ but watching someone else share the Gospel will light a fire in your heart. Take your staff and volunteers with you on donor visits. Show them what you say and how you say it. Debrief after each call to hear their impressions.

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

You do. I help. We talk.
Now things get interesting. Have your team member takes the lead while you assist. They can explain the gift proposal and field any donor questions. You can fill any gaps they might have missed and keep the conversation on track. If they are ready, they ask for the gift. Debrief and share your observations for improvement.

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

You do. Someone else watches.
This is the final step. Assign someone else to accompany your staff member or volunteer on a donor visit. It helps to hear 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 because raising money is about friendships not formulas. Keep encouraging your team. Keep praying. Keep asking.

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.

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.

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.

“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)

If you are a visionary leader or a dedicated board member, it can be discouraging when other board members don’t share your enthusiasm. Some board members don’t consider it their responsibility to raise money—even worse some don’t give at all. If you’re frustrated, 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 Paul:

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 your ministry’s mission and vision and do whatever it takes to advance the cause. Board members should give generously and get their friends to give. If they don’t, they should be encouraged to get on another board.

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.

Reach out for the exhausted.
Don was a rare board member who jumped into a capital campaign with both feet. As he made donor calls, he discovered many of his contacts weren’t as excited about the campaign as he was. At one point he said, “I’d rather be digging dirt with a shovel than ask for money.” 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.

Be patient with each person.
As gift income rises, so does everyone’s mood, but when donations go down, attitudes often follow. You look at board members and wonder why they aren’t helping. They look at you and wonder why you don’t get out of the office 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.”

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!

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.

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.

“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 which has become legendary among woodworkers. 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 efficiently maximizing 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.

Like Studley, most fundraisers long to find their tools efficiently and make their work more productive. Your CRM/donor database software constantly needs attention to avoid garbage in garbage out. It can be your greatest friend or your worst nightmare. Consider these three strategies to retool your database so everything has a place with everything in its place.

Evaluate Your Records
How complete are your constituent records? Test a sample segment of fifty 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) Tracking. Do you track 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 a variety of staff members input donor information into your software, you risk inconsistency. Adopt a continuous improvement approach and update all donor information when you receive it.
It’s critical to keep donor contact information current, but it’s just as important to record the details of each donor visit in a meaningful contact report. Don’t just record you visited John and Mary. Share something you learned about their family, when 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 your donors’ passion for your ministry.

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

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

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.