“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.

“The leech has two daughters.
‘Give! Give!’ they cry.
“There are three things that are never satisfied,
four that never say, ‘Enough!’:
the grave, the barren womb,
land, which is never satisfied with water,
and fire, which never says, ‘Enough!’
(Proverbs 30:15-16).

Do your donors feel this way about your ministry? Do they see you as a leech crying, “Give! Give!” or a fire that never says, “Enough!” Do they believe the only time you communicate with them is to ask for money? Some ministries mail a total of 25 fundraising touches over 12 months, including 18 appeals and 7 newsletters. Donors grow weary of the never-ending appeals from all sorts of nonprofit organizations who always want more. You can avoid donor fatigue with your ministry partners by adopting three simple attitudes:

Don’t be a “Living Vampire”
Billionaire Ted Leonsis, founder, majority owner, chairman and CEO of Monumental Sports & Entertainment, which owns the NHL’s Washington Capitals, NBA’s Washington Wizards, and many other businesses attributes his wealth creation to his master networking skills. His counsel for others seeking to build their networks is, “Don’t be a “living vampire.” Before asking for a favor, Leonsis always seeks to add value to each relationship. He asks himself, “How can I help this person get closer to their goal?” His unselfish approach to business serves as great example for fundraisers.
How can you help your ministry partners get closer to their spiritual goals? Is your donor interested in evangelism? education? feeding the hungry? helping the poor? You add value by treating them as full partners in your life changing ministry. How are you blessing your donors before you ask for their support?

Connect authentically
Leonsis’ second tip for successful networking is to be real, not phony. Business associates seek authenticity, so do donors. A major donor commented to a president, “Please don’t have John contact me again. I think he’s disingenuous.” Evidently this donor rep said or did something the donor thought was insincere and hypocritical. Building trust is a key factor for successful fundraising, you can’t pretend. Donors desire openness and transparency and know when you’re hedging. Authentic people do not say things they do not mean or make promises they cannot keep.

Follow up with a thank-you note
Amazingly, Leonsis’ final tip is to follow up every networking meeting with a thank you note. If it works in business, it definitely works in fundraising. Most people don’t send follow-up correspondence, yet it’s a simple, powerful way to stand out in your donor’s mind. A thank you note is a strong remedy for donor fatigue because it adds a human touch to your ministry partner relationships. Email thank you notes are like a “mist that appears for a little while then vanishes.” On the contrary, most people have difficulty throwing away a handwritten thank you card and often read it more than once.

Think about this: If a billionaire takes time to write a personal thank you note to everyone he networks with, what’s your excuse? Take time today to send a handwritten note to three donors.

Response: Father, forgive me for not adding value to my relationships with my ministry partners. Help me authentically reach out to them and build trust.

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.

“When you see the ark of the covenant of the Lord your God, and the Levitical priests carrying it, you are to move out from your positions and follow it. Then you will know which way to go, since you have never been this way before.” (Joshua 3:3-4)

Déjà vu is a French term for the intuitive feeling you have when you see or experience something familiar—like you’ve already seen or experienced it before. Organizational guru, Karl Weick describes Vujà De as the opposite feeling, “I’ve never been here before, I have no idea where I am, and I have no idea who can help me.” Feeling like you don’t know what you’re doing is one of the most frustrating feelings in the world. Joshua must have felt this as he prepared to enter the Promised Land. His mentor, Moses, was gone and the Lord chose him to lead Israel into the Promised Land. Perhaps God is calling you to a new ministry or to lead your current ministry into uncharted territory. Learn these three lessons from Joshua.

I’ve Never Been Here Before
You may be a rookie with no prior experience to draw on for your new assignment, or you may be a veteran with years of battle scars. Either way you must view your opportunity with fresh eyes. Some people boast of their fundraising experiences saying, “I have twenty years in development.” While this may be true, consider your new opportunity a chance to walk by faith, not to replay the greatest hits of the past. Determine to learn and grow personally and professionally through each new challenge.

I Have No Idea Where I Am
In the dark ages before GPS, we used to print off donor trip itineraries. These pre-phone maps would show your destination, but not where you were. Now, the little blue dot pinpoints your location. The same is true when it comes to your fundraising strategies. We know what the final goal is, but we are not sure where we are or what next steps to take. Consider conducting a development audit to assess your strengths, weaknesses, opportunities, and challenges to get an accurate understanding of where you are currently.

I Have No Idea Who Can Help Me
Joshua didn’t have Karl Weick’s problem of not knowing who could help. The Lord had promised to help him, “No one will be able to stand against you all the days of your life. As I was with Moses, so I will be with you; I will never leave you nor forsake you” (Josh. 1:5). The Lord also promises to be with you as you start your new ministry. Solomon taught, “Plans are established by seeking advice; so if you wage war, obtain guidance” (Prov. 20:18). As you begin your new assignment, seek the counsel of a trusted friend, another ministry colleague, or a fundraising professional. You’ll be glad you did.

Think About This: Are you trusting in my fundraising experience to bring you success, or are you trusting in God? Who will receive glory if you succeed?

Response: Father, I’m facing something I’ve never faced before. I praise you for being in complete control. Please help me trust you and not my own understanding.

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.

“Then Saul dressed David in his own tunic. He put a coat of armor on him and a bronze helmet on his head. David fastened on his sword over the tunic and tried walking around, because he was not used to them. ‘I cannot go in these,’ he said to Saul, ‘because I am not used to them.’ So he took them off.” (1 Samuel 17:38-39)

Are you ready to face your fundraising giants? David wasn’t dressed for the occasion, so Saul outfitted him with his own tunic, coat of armor, helmet, and sword. The gear was too heavy and restricting. David removed it to face Goliath with only a sling and five smooth stones. You know the rest of the story. David’s strategy offers five valuable insights.

Embrace Your Strengths.
Saul’s approach to battle was straightlaced and he expected David to fight the same way. Business coach Dan Miller observes, “I see people hide behind their long resumes, fancy credentials, work history and false sense of entitlement – and then are dismayed when someone comes along with a great smile, little work history but a lot of enthusiasm and grabs the best opportunities.” David didn’t emulate Saul’s military prowess but relied on his own skills. Learn best practices from others but use your unique personality. Don’t fight in someone else’s armor.

Keep it simple.
David’s simple sling and stones proved to be more effective than Saul’s heavy armor. In fundraising, complex campaigns and convoluted messages can overwhelm potential donors. Focus on clear, concise communication to highlight your ministry’s impact. Know your story so well you can share the right message to connect with your individual donor’s interests. The better you communicate your why, the more people will join your cause.

Prepare diligently.
David’s victory wasn’t a fluke. His lion and bear experiences prepared him to fight Goliath mano a mano. Personal face-to-face fundraising is the most effective strategy for every ministry. Learn to identify, cultivate, and solicit your key donors one-on-one. As you practice your asking skills on lions and bears, God will prepare you for your Goliath.

Pray and act courageously.
David didn’t rely on his human efforts but on God. “You come against me with sword and spear and javelin, but I come against you in the name of the Lord Almighty” (1 Sam. 17:45). Fear kept all the Israelites trembling in their sandals and fear keeps many ministry leaders from asking. Fundraising isn’t a fight with your donors; it’s a spiritual battle which can only be won through prayer and courageous faith. Be brave and ask.

Ignore the Naysayers.
Before David could face Goliath, he had to face his skeptical brothers (see 1 Sam. 17:28-29). Others will question your motives and strategy by saying, “We’ve never done it this way before,” or “We should just pray and not ask for gifts.” Be like Tim Tebow, “I can’t control the naysayers. I can control my attitude and work ethic and determination.”

Think About This: Fundraising is spiritual warfare. Before every donor conversation, put on the armor of light—especially Ephesians 6:18, “And pray in the Spirit on all occasions with all kinds of prayers and requests.”

Response: Father, help me effectively aim for my donors’ heads and hearts.

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.

“On coming to the house, they saw the child with his mother Mary, and they bowed down and worshiped him. Then they opened their treasures and presented him with gifts of gold, frankincense and myrrh” (Matthew 2:11).

What would the nativity be without shepherds in bathrobes and wisemen wearing handmade crowns? Luke shares the angels’ proclamation, “Glory to God in the highest heaven, and on earth peace to those on whom his favor rests” (Luke 2:14). The shepherds ran to Bethlehem and “found Mary and Joseph, and the baby, who was lying in the manger” (Luke 2:16). Matthew 2:11 rewrites this Christmas pageant script as most people know it. The Magi arrived perhaps two years later because: (a) they came to a house, (b) Jesus is called a child, and (c) King Herod reacted by putting to death all the male children in Bethlehem who were two years old and younger (Matt. 2:16-18).

When the Magi came to the house, “they bowed down and worshipped him. Then they opened their treasure and presented him with gifts” (Matt. 2:11). This may sound obvious, but the gifts weren’t for Mary and Joseph, they were for Jesus. A two-year-old doesn’t understand what to do with gold, frankincense, and myrrh, so Mary and Joseph became stewards of these gifts. Likewise, the gifts your donors generously give are not intended for you or your ministry; they are for Jesus. The Maji’s gifts teach three important truths.

Gold
All the inside walls of the temple were completely overlaid with gold (1 Kings 6:20-22). It was stunning. John reveals the streets of heaven are made of pure gold (Rev. 21:21). As fundraisers you ask your donors for gold, but God doesn’t need their gold. You’re not asking for gold but for them to make an eternal investment and lay up their treasures in heaven (Matt. 6:19-21).

Frankincense
The priests used pure frankincense to create a special blend of fragrant spices for exclusive use in temple worship (Ex. 30:34). Incense symbolizes prayer. John saw an angel who “was given much incense to offer with the prayers of all the saints on the golden altar before the throne, and the smoke of the incense, with the prayers of the saints, rose before God” (Rev. 8:3-4). Ask your ministry partners for their special gift of prayer.

Myrrh
Myrrh foreshadowed Jesus’ death. It was a key ingredient in the mixture of spices used to prepare bodies for burial (John 19:39-40). Invite your donors to offer “a fragrant offering, an acceptable sacrifice, pleasing to God” (Phil. 4:18) by remembering your ministry in their estate plans. The best estate gift strategy is to simply ask.

Mary and Joseph were faithful stewards of the treasures the Magi gave Jesus. You are called to be a faithful steward of the gifts your ministry receives. These gifts pale in comparison to the indescribable gift God gave to us in Jesus Christ (2 Cor. 9:15)!

Think About This: Who are the wisemen and women in your circle of influence you could ask for gifts of gold, frankincense, and myrrh?

Response: Father, thank you. Every gift our ministry receives is a good and perfect gift from you (James 1:17). Help me to be a faithful steward.

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.

“I was glad when Stephanas, Fortunatus and Achaicus arrived, because they have supplied what was lacking from you. For they refreshed my spirit and yours also. Such men deserve recognition.” (1 Corinthians 16:17-18)

John Maxwell wrote, “Everything rises and falls on leadership but knowing how to lead is only half the battle. Understanding leadership and actually leading are two different activities.” Likewise, knowing about fundraising and actually raising money are two different outcomes. Successful capital campaigns require leadership from your administrative team, development staff, board members, and especially your key donors. Paul acknowledged three leaders who demonstrated the qualities of those who should lead your fundraising efforts.

Spiritual Leaders
The household of Stephanas was among the first in Achaia to respond to the Gospel and quickly became leaders in the church. Recruit fundraising volunteers with spiritual maturity. Find men and women who are led by the Spirit and motivated to advance the Kingdom. They will bring insight, humility, and holy boldness to your efforts. Your campaign will move forward on your knees.

Servant Leaders
Stephanas, Fortunatus, and Achaicus “devoted themselves to the service of the Lord’s people” (1 Cor. 15:16). They put Jesus’ leadership principles into practice. “But whoever would be great among you must be your servant” (Matt. 20:26). Some people volunteer to look important; others simply serve humbly and reflect all glory to the Lord.

Generous Leaders
The interesting characteristic of these three leaders was their generosity, “they have supplied what was lacking from you” (1 Cor. 16:17). Some interpret this to mean their physical presence made up for the Corinthian’s absence. However, the Corinthian church had a reputation for making promises about giving and not following through (see 2 Cor. 8:10-12). Perhaps Stephanas, Fortunatus, and Achaicus took it upon themselves to bridge Paul’s financial needs with their own resources.

Transformational Leaders
Stephanas, Fortunatus, and Achaicus refreshed Paul’s spirit and everyone around them. Brad, a bank president serving on a capital campaign team, committed to give a generous gift and then to introduce one new donor a month to the ministry. His enthusiasm for the project was contagious. His first prospective donor got so excited about the project she gave $200,000. What an incredible blessing! “A generous person will prosper; whoever refreshes others will be refreshed” (Prov. 11:25).

Think About This: Fundraising campaigns often struggle to start because everyone is waiting for someone else to give a leadership gift. Paul encouraged the church to recognize leaders who lead. Show appreciation to your major donors who set the pace for others to follow.

Response: Lord, help me recognize and honor those ministry partners who are making an eternal difference.

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.

“I commend to you our sister Phoebe, a deacon of the church in Cenchreae. I ask you to receive her in the Lord in a way worthy of his people and to give her any help she may need from you, for she has been the benefactor of many people, including me” (Romans 16:1-2).

The Apostle Paul sent thank you notes to thirty-three friends listed in Romans 16. He was especially close to Phoebe because she had blessed many people, including him. Notice all his affirming words: “co-workers” (v. 3), “risked their lives” (v. 3), “worked very hard” (v. 6, 12), “outstanding” (v. 7), “my dear friend” (v. 8, 9), “who has been a mother to me” (v. 13). Paul’s goal was to spur these friends on “to love and good deeds” (Heb. 10:24).

Fundraising is built on relationships. How do you measure the effectiveness of those in your organization who have donor relations responsibilities? Certainly, the bottom line is how much money they raise. Other metrics could include how many donors they’ve visited or how many gift proposals they’ve presented. Some organizations go granular and track how many phone calls, texts, emails, and thank you cards are sent each month. While all these items indicate activity, they don’t necessarily monitor productivity. More importantly, they don’t measure the quality and depth of donor relationships.
Instead, consider tracking “meaningful engagements.” These are moments when a development officer moves the donor closer to aligning their interests and passions with your ministry. Meaningful engagements can include cultivation, solicitation, stewardship, or some combination. These can be face-to-face meetings, emails, texts, or phone conversations. Here are three guidelines:

Be an active listener.
We think we’ve communicated when we check off the ministry accomplishments we’ve shared. However, one-way conversations don’t necessarily mean you’ve communicated. Ask good questions to reveal your donor’s heart. How are they connected to your ministry? What specific aspect of your ministry motivates them to give? You should learn something new about your donor in every conversation.

Draw the donor closer.
Invite your donors to participate in your ministry. Introduce them to those you serve. Could they tutor a child, serve meals to the homeless, teach a class to students, or host a donor event in their home? The more your donors experience your ministry firsthand, the more they will become passionate about the eternal difference you are making. Involved people become generous people.

Create a pro-active plan.
Meaningful engagements are not simply sending an email, talking on the phone, or being at the same event together, they are your action steps to bring a donor closer to your ministry. Don’t leave your donor relationships to happenstance, develop a clear donor engagement plan for your top fifty donors. This donor road map outlines the activities you will take to move them forward toward a generous gift in a specific time frame.

Think about this: You know when you have had a meaningful engagement with a donor, and you know when you haven’t. Focus on donor cultivation activities that matter. Phoebe was a benefactor to many people, especially Paul. Who’s your Phoebe?

Response: Lord, help me understand how I can encourage my ministry partners to grow in the grace of giving and move them closer to our mission.

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.

“I pray that your partnership with us in the faith may be effective in deepening your understanding of every good thing we share for the sake of Christ. Your love has given me great joy and encouragement, because you, brother, have refreshed the hearts of the Lord’s people.” (Philemon 6-7)

Paul had a special friendship with 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 fundraising appeal emphasizing donor-centric language.

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 ministry partners, you might even become closer to them than their pastor.

Your Love
Donor relationships thrive on love. Philemon lived out 1 John 3:18, “let us not love with words or speech but with actions and in truth.” Paul expressed how much joy and encouragement Philemon had given him and others. Do you tell your ministry partners how much they mean to you? Write a note today and express how much you appreciate them.

You Have Refreshed
Paul doesn’t stop with a brief “thank you,” he paused and emphasized how much Philemon had blessed him and the family of believers. “Because you, brother, have refreshed the hearts of the Lord’s people” (Philemon 7). Those words had to strike a chord in Philemon’s heart. No doubt, he was just grateful God had used him to bless others.
Jerry Panas, the godfather of fundraising, coined the acronym BOY, “Because of you…” What an incredible phrase to include in your donor conversations, “Because of you, lives have been impacted for eternity.” Consider these phrases as you 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 many opportunities to give, and we are honored you would choose to provide help to these needy families.
• Your gifts are making a lasting difference.
• You can transform…
• Your love rescues…
• Your help makes their future bright.
• Your support has led to remarkable milestones.
• Your unwavering commitment to our mission…
• God used you to provide hope for hungry children and families.
• Your generosity showed many people they matter to God.

Paul understood the power of “you” centuries before Jerry Panas. Change your vocabulary. Start saying, “Because of you.”

Think about this: What specific ways can you help your ministry partners grow in their walk with Christ? Perhaps God brought them to your ministry so you can minister to them.

Response: Father, thank you for Paul’s example of treating his ministry partners as intimate friends. Remind me to always show gratitude for the important role they play in our ministry.

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.