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Capital Campaigns, Fundraising

How Do We Assess our Funding Needs Post-Pandemic?

by The Timothy Group
June 9, 2020

We have hosted five zoom panel discussions here at The Timothy Group since early April. Each one included four panelists, representing Christian colleges, schools, rescue missions, camps and other non-profit organizations, sharing what they have learned about donor relations during this recent COVID-19 pandemic and how they have responded to it. We have gained a lot of valuable ideas and insights and I hope you have been a part of these stimulating learning sessions. If not, you can view any or all of these zoom panels by clicking here.

As we emerge from this pandemic and welcome the relaxing of shut-down orders and restrictions, we are faced with this question, “Will things ever be as they once were in our non-profit?” The feeling from most experts is that things will not return to normal, at least anytime soon, and we must adapt and change to a “new normal.” 

So, how do we assess our funding needs going forward? 

We already know our mission will not change due to COVID-19. That is critical. On the other hand, our message may need to change to better articulate and communicate our mission. And, of course, our methods and strategies will need to pivot and adjust to the new norm, whatever that may look like. 

Several Christian schools we serve will be assessing their Fall needs in light of enrollment, the demand for additional financial assistance to help their existing families, and their ability to take on potential new families in light of less dollars to give out. Emphasis on capital projects may be outweighed by the need for tuition assistance, but I believe that is a good choice. Donors will generally respond to the need for families to keep their kids in the school. 

Rescue missions have been hit especially hard during the COVID-19 pandemic with shortages of food, medical assistance, lack of transportation, and job losses in their clients. In their case, additional dollars may be needed to address these basic needs, while training programs take a back seat for a time. Capital projects, unless absolutely necessary, may need to wait and that is OK. As you assess where “the rubber meets the road,” your donors will support you if that is clearly communicated. 

One of our recent panelists, Jay Riemersma, Senior Director of Advancement at Family Research Council, talked about “What do football & Fundraising have in Common?” Jay shared how, in his NFL football career, they would often go into games where the scouting report wasn’t enough to win. He also talked about the need to adjust strategies and alter the plan during the game. “Going back to the fundamentals: running good routes, opening holes for running backs, good blocking schemes and finishing good tackles. It’s all about the basics; back to the fundamentals of the game.” 

In a game time situation, it may not be smart to try that “trick play” that you have been planning and better to stick to the basics. Just like in football, we don’t really have a “scouting report” for what post COVID will look like. I would encourage you to use this same principle as you assess your funding needs. “Keep it Simple.” What is at the core of your mission? Always seek that funding first. Donors will respond favorably when you do. 

Article submitted by Kent Vanderwood, Vice President for The Timothy Group. Kent currently resides as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). Through his work as Development Director for The Potter’s House, Gospel Communications International, and Mel Trotter Ministries, Kent brings a wealth of experience in fundraising and development. His passion for seeing Christian stewardship principles applied in a systematic way helps the non-profit organization or ministry be successful in fulfilling its mission.

Capital Campaigns, Fundraising, Fundraising Verse of the Week

To Delay is To Deny

by Ron Haas
June 7, 2020

“He called together the priests and Levites and said to them, ‘Go to the towns of Judah and collect the money due annually from all Israel, to repair the temple of your God. Do it now.’ But the Levites did not act at once” (2 Chronicles 24:5).

King Joash reigned for forty years and did right in the eyes of the Lord. During his time in power, the Temple developed some serious deferred maintenance issues, so he called the priests and Levites and instructed them to collect gifts from the people and repair the Temple. His instructions were crystal clear, “Do it now!”

Unfortunately, the Levites procrastinated and never started the work. Finally, after sixteen years, King Joash called for an account and found negligence, misappropriation of funds, and even theft. So, he issued a proclamation that the people should bring their gifts to the temple and deposit them in a chest he had made. He appointed his royal secretary to collect the gifts, purchase supplies, and hire masons and carpenters to start the work. This time, the men he placed in charge were diligent and completed the repairs.

When you raise money for a project, you raise donor expectations that their gifts will be used for that project. If the project is delayed because of poor planning, leadership changes, plan revisions, or any other reason, donors begin to question the ministry’s credibility. Will you do what you say you will do? Projects usually stall due to lack of funding. King Joash addressed the internal problems then called Israel to generosity. “All the officials and all the people brought their contributions gladly, dropping them into the chest until it was full” (vs. 10).

When you have a clear vision and a clear path to accomplish that vision, people will rally to your cause.

Have a Spirit-led fundraising week,

Ron

Ron Haas, Vice President for The Timothy Group, has also 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.

Donor Relations, Fundraising, Major Donors

Low Pressure vs. Passive Donor Communications

by Kent Vanderwood
June 2, 2020

As non-profit leaders, we all know the importance of good, ongoing communication with our supporters and friends. Communication of our message in a meaningful way is an essential part of the fundraising formula. It is important that we keep our vision out front. During this challenging time of the COVID-19 pandemic, how and when we communicate to our donors is more than just important. It is critical.

Sensitivity & Scale

Most of the non-profit ministries we work with have scaled back their communication in some way. Since we are not doing face to face donor meetings, we have turned to other means – phone, mail, email, and even virtual meetings like Zoom or Go-to-Meeting. Some would ask, does this require that we also change the message? The urgency? The frequency? Most ministries have realized the need to be sensitive to donors during this time. Many have lost money or investments and are not as prepared to make gift decisions. Some have been directly impacted by COVID in their family. Others are fearful or worried about the future.

Care Over Solicitation

 At TTG, we have discussed the need to pivot from making direct “solicitation” calls to “care” calls or thank-you calls. Sharing what is going on at your ministry in a low-pressure manner is a good practice as we move through these uncertain times and look forward to a season of recovery. People need to know you are still there.

Low Pressure vs. Passivity

But we should not be passive in our approach. Being passive means that you do not take action, but instead let things happen to you. Passive activity involves watching, looking at or listening to things without taking action; being inactive. This is not how we want to communicate with our donors. Being low pressure in your approach does not mean you are being passive. It simply means you are adjusting your approach to the current situation. 

One of our school clients described how they are calling their regular donors and saying, “We are still here. God is faithful. Even though we are closed to students, we still have operational needs.” No direct ask was made, but they shared the need in a low pressure way. Many would respond, “How can we help?” This school saw increased giving over a year ago and met their annual fund goal in the midst of COVID-19. God is faithful.

Another client, a rescue mission, reported that as they increased their focus on thank you calls, they saw a parallel increase in the number of unsolicited donations to the ministry; this included some very large gifts that were unexpected. What if they would have been passive and didn’t reach out to these donors?

Donors who love your ministry will stay faithful if you communicate in a sensitive and loving manner. Being low pressure in your approach is fine. If they can’t give today, they will when they are more able.  

Recommended complimentary reading: “Ask For A Fish”. Order here.

Article submitted by Kent Vanderwood, Vice President for The Timothy Group. Kent currently resides as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). Through his work as Development Director for The Potter’s House, Gospel Communications International, and Mel Trotter Ministries, Kent brings a wealth of experience in fundraising and development. His passion for seeing Christian stewardship principles applied in a systematic way helps the non-profit organization or ministry be successful in fulfilling its mission.

Capital Campaigns, Donor Relations, Fundraising, Fundraising Verse of the Week, Stewardship

“Help, I’m Not Good At Fundraising!”

by Ron Haas
May 30, 2020

“For I know your eagerness to help, and I have been boasting about it to the Macedonians, telling them that since last year you in Achaia were ready to give; and your enthusiasm has stirred most of them to action” (2 Corinthians 9:2).

“Help, I’m Not Good At Fundraising!”

Peter served as a board member of a youth ministry that was launching a capital campaign. The ministry leaders asked him to chair the major gifts committee. Peter responded, “I’m not good at fundraising.” Instead, he committed to match every gift dollar for dollar. Then Peter emailed his friends and asked them to join him. His first friend gave $200,000; the second gave $300,000. Soon they reached their $3 million goal.

Peter’s ministry friends teased him, “You’re a pretty good fundraiser after all. In fact, you’re better than all of us combined.”

Spur One Another On

When Paul raised relief funds for the Jerusalem church, the believers in Corinth were the first to respond and promised to give more. Paul shared their eagerness with all the other churches in Achaia and their generosity encouraged most of them to get involved. Hebrews 10:24 teaches, “And let us consider how we may spur one another on toward love and good deeds.”

Show Enthusiasm & Passion

Enthusiasm begets more enthusiasm. Tell your ministry impact stories with zeal. Then when God blesses you with a major gift, celebrate your donor’s generosity testimony. Encourage your donors to spur on their friends to join them in supporting your compelling case. Many people need a gentle nudge to part with their resources; a sacrificial gift inspires others toward generosity.

The most effective fundraisers on your team might not be those with professional skills, they might simply be those with passion.

Have a Spirit-led fundraising week,

Ron

Ron Haas, Vice President for The Timothy Group, has also 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.

Donor Relations, Fundraising, Major Donors

What Do Football & Fundraising Have In Common?

by The Timothy Group
May 12, 2020

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Jay Riemersma is a family man, a passionate follower of Jesus, a past congressional candidate, a gifted stewardship director, and he’s Dutch. Oh, by the way, he played tight end in the NFL for nine seasons. For the past eleven years Jay has served as Senior Director of Advancement for Family Research Council in Washington, DC. He has a unique perspective on what football and fundraising have in common.

Like all of us, Jay has been practicing the Michigan stay at home order, but he has used this time to stay very active with mega/major donors. Jay notes, “These are unprecedented and uncertain times. I don’t know what the future holds, but I know who holds the future.” He and his team launched a donor touch program called, “Check Ins;” making pastoral calls with their key ministry partners via phone, text, e-mail and Zoom. They even hosted some Zoom conference calls in a live radio format vibe with key FRC leaders sharing information and donors asking questions and getting immediate answers.

Jay played seven years for the Buffalo Bills playing the New England Patriots twice a year. There was not much love loss between teams, but a whole lot of respect for Patriots Head Coach Bill Belichick, perhaps the best coach in NFL history. Belichick is an offensive and defensive mastermind designing new plays for every game.

Jay shares, “We tossed the scouting reports because whatever we prepared for during the week had nothing to do with the actual game because his plays were often unprecedented and uncertain.” Sound familiar? Often at the end of the first quarter they would have to seriously adjust their game plan and go back to the basics: running good routes, opening holes for running backs, executing good blocking schemes, and of course, finishing good tackles. It’s the basics; back to the fundamentals of the game.

As you ride out this COVID slow down and prepare to re-open your ministry, go back to the basics.

(1) Play to your strengths. What were you doing well before the pandemic and what will you be able to do when this Season of Recovery begins? Jay commented, “Great coaches and great leaders know the strengths of their team and utilize their experience and expertise.

(2) Be prepared with personalized donor messages for your key ministry partners. Share real ministry needs, critical stewardship opportunities, and a team perspective, ‘We are all in this together and we need each and every one of you.’

(3) Pray for your ministry partners and invite them to pray for you.

(4) Visit your key donors in person. Sit at their kitchen table or out by the pool. Be flexible with travel. Tell them you love them, you need them. Go back to the fundamentals of communication, personal input, marketing, messaging, and ministry. It’s almost as basic as blocking and tackling.”

Good advice from an experienced stewardship officer who has raised millions in gift income. So, what do football and fundraising have in common? You need a game plan, good communication, clear goals and expectations, and a true love for people, your ministry partners – it’s a team effort! This too shall pass; we don’t know what ministry will look like in the new normal. Be ready and don’t fumble!

Article co-authored by Jay Reimersma and Pat McLaughlin.

 

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Fundraising, Fundraising Verse of the Week

Raise A Hallelujah!

by Ron Haas
May 10, 2020

“’For we have no power to face this vast army that is attacking us. We do not know what to do, but our eyes are on you…’ 14Then the Spirit of the Lord came on Jahaziel… a Levite and descendant of Asaph… 15 He said: ‘Listen, King Jehoshaphat and all who live in Judah and Jerusalem! This is what the Lord says to you: ‘Do not be afraid or discouraged because of this vast army. For the battle is not yours, but God’s. 16Tomorrow, march down against them…’ 21Jehoshaphat appointed men to sing to the Lord and to praise him for the splendor of his holiness as they went out at the head of the army” (2 Chronicles 20:12-21).

King Jehoshaphat was in serious trouble. A vast army from the south was marching against Jerusalem; they were only 50 miles away when Jehoshaphat heard the news. He immediately called all Judah and Jerusalem to fast and inquire of the Lord. He prayed, “We don’t know what to do, but our eyes are on you.” What an incredible strategic planning prayer for your ministry, your advancement department, and your personal life.

The Holy Spirit revealed his plan through someone we don’t know well. Jahaziel wasn’t a military or government leader; he was a Levite and descendant of Asaph – a worship leader. God can speak to anyone in your organization or department. Good ideas don’t just come from the top-down, many of the best ideas come from the grassroots.

In 1976, Richard Montañez was hired as a janitor for $4 dollars an hour at a Frito-Lay plant in Rancho Cucamonga, California. One day, a broken machine on the Cheetos assembly line produced some plain Cheetos. Richard took some home, dusted them with chili powder and crunched into snack history. His eureka moment became Flamin’ Hot Cheetos which has since made billions of dollars.

Not only did the Spirit give Jahaziel the plan, Jehoshaphat honored him by placing the choir at the head of the army. God blessed Judah and Jerusalem with a great victory that day. Listen intently for God’s voice for your next good idea. The answer may come from the choir!

Have a Spirit-led fundraising week,

Ron Haas

Capital Campaigns, Development, Donor Relations, Fundraising, Major Donors, Stewardship, Strategic Planning, Zoom Panel Forum

Zoom Panel Forum Recording “Visualizing A Season Of Recovery”

by The Timothy Group
May 6, 2020
View Live Recording

View the live recording of this crucial discussion “Visualizing A Season Of Recovery” led by top development experts with 120 participants across the US! Panelists include:

Ali Crotts, Executive Director of Advancement, Carmel Christian School, Matthews, NC

Jay Riemersma, Senior Director of Development, Family Research Council, Washington, D.C.

Norman D. Hall, Ed.D., President, Simpson University, Redding, CA

Lars Carlson,President & CEO, Youth Haven, Inc., Rives Junction, MI

Amy Carlson, Director of Marketing & Communications,  Youth Haven, Inc., Rives Junction, MI

Fundraising, Fundraising Verse of the Week

We Are All In This Together

by Ron Haas
May 2, 2020

32 All the believers were one in heart and mind. No one claimed that any of their possessions was their own, but they shared everything they had. 33 With great power the apostles continued to testify to the resurrection of the Lord Jesus. And God’s grace was so powerfully at work in them all 34 that there were no needy persons among them. For from time to time those who owned land or houses sold them, brought the money from the sales 35 and put it at the apostles’ feet, and it was distributed to anyone who had need (Acts 4:32-35).

The early believers faced persecution and hardship as many were disowned by their families and shunned by former friends. No doubt, some lost their jobs and homes placing them in dire circumstances. The church responded with great power and great grace banding together to care for one another. “There were no needy persons among them” because those who had resources sold their possessions and brought them to the apostles for distribution.

You should approach this current crisis in the same way. Recognize those in desperate situations and do whatever you can to meet their needs. Perhaps this has always been your ministry focus, but now your ministry and personal needs have increased beyond what you could ever imagined. All of us are coping with budget shortfalls and wondering how to navigate the next steps.

The comforting truth is, “We are all in this together.” Some parts of the body are struggling; other parts of the body are thriving. God has blessed some of your donors with abundance. Your needs are great – greater than ever before. Now is the time to share your needs with God’s people and ask them to respond generously. “And God’s grace was so powerfully at work in them all” (vs. 33). This powerful grace includes the grace of giving (see 2 Corinthians 8:7).

This is the first time we meet Barnabas who “sold a field he owned and brought the money and put it at the apostles’ feet” (Acts 4:37). Is it any wonder his name means “son of encouragement?” Share your financial situation with your donors and you will discover who is one with you in heart and mind (vs. 32). Perhaps God will lead a first-time ministry partner named Barnabas to encourage you.

Have a Spirit-led fundraising week,

Ron Haas, The Timothy Group

Fundraising, Fundraising Verse of the Week, Major Donors

Praying For Divine Donor Appointments

by Ron Haas
April 26, 2020

“Then he prayed, ‘Lord, God of my master Abraham, make me successful today, and show kindness to my master Abraham. 13 See, I am standing beside this spring, and the daughters of the townspeople are coming out to draw water. 14 May it be that when I say to a young woman, ‘Please let down your jar that I may have a drink,’ and she says, ‘Drink, and I’ll water your camels too’—let her be the one you have chosen for your servant Isaac. By this I will know that you have shown kindness to my master’” (Genesis 24:12-14).

How do you sort through thousands of donors on your mailing list to find the few who could help you significantly? An asset screening tool like Wealth Engine compares your database with public sources of information to identify hidden donors on your list who have capacity to give. It’s a helpful tool, yet some major donors can effectively conceal their wealth from public view. Encouraging your board members to network with contacts is also an effective way to identify new prospects, but some board members are not well-connected.

Abraham’s servant faced a challenging assignment to find a bride for Isaac. His instructions were clear—don’t look among the Canaanites, but only among Abraham’s relatives. So, he traveled to Abraham’s native land and stopped at the well outside of Nahor. Many daughters of the townspeople were coming to draw water, but how could he identify the right one? He prayed three requests: (1) for success, not for his own glory, but to serve Abraham well, (2) for God to schedule a divine appointment , and that (3) this young woman would go above and beyond to fulfill his request.

The servant did his part by showing up at the right place at the right time but knew he would only be successful with God’s intervention. As you review your donor list, pause and ask God for success, a sign, and a generous response. Then go to the well, ask, and listen for opportunities.

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