View the live recording of this crucial discussion led by top development experts with 120 participants across the US! Panelists include:
Dr. Royce Frazier, President, Barclay College, Haviland, Kansas
Shannon Johnson, VP For Institutional Advancement and External Relations, Warner Pacific University, Portland, Oregon
Rev. Donovan Coley, President/CEO, The Rescue Mission, Fort Wayne, Indiana
Jody Fausnight, Director of Advancement, Hinkletown Mennonite School, Ephrata, Pennsylvania
“Face-to-Face Virtual Visits: An Opportunity to Love Donors”
Hope Academy is a unique school. This year, 550 children are receiving a remarkable, God-centered education. Most are from low-income families in Minneapolis, a state that leads the nation in the size of the achievement gap between white and non-white students. We are 90% privately funded, but all families have some financial “skin-in-the-game.”
Our development model is also somewhat unique. In a typical non-profit, .7% of the donors may give 70% or more of the donations*. At Hope, we cultivate relationships with financial “partners” who each sponsor one or more students at $3,000 or more per year, and whose generous support make up over 85% of our total annual contributions. We currently have nearly 400 partners, over 95% recommitting year-over-year, and many who have been with us five or more years.
While the support of our faithful partners is certainly a strength, the current national lockdown provides a challenge for our advancement team, primarily as we seek to love our partners. Face-to-face visits are an obvious no-no. And like the rest of the world, our partners are being impacted in some big ways. Our number one priority is to connect with them, listen well, and pray with them. It is critical that we maintain this contact. Enter virtual visits!
In late February, we started pivoting to virtual visits (Microsoft TEAMS or Zoom, whichever works best for them) and the response has been very well received. During these visits, four key principles guide our development team:
Ministry vs. Manipulation: The calls aren’t designed to “get” something from our partners, but as a way to “give” them something.
Steady vs. Staggering: Hope Academy continues to provide our students and families with frontline support and a remarkable education, albeit remotely.
Hope vs. Harried: We are trying to plan for the coming school year, but we are not ringing our hands. We have hope that He will provide.
Christ vs. Crisis: What an opportunity to point to Jesus!
As we listen, God reveals an opportunity to minister through prayer:
“Please pray for our unsaved children.”
“My husband is dying.”
“I am a surgeon and quarantined from my family after work.”
“There is a 50/50 chance my business won’t survive this.”
“Our daughter’s wedding is cancelled.”
“We can’t visit my 93-year old mother in the nursing home.”
And the list goes on. We purpose to focus on them, often for the entire call. When appropriate, we give a Hope Academy update. We stress that the need for a remarkable, God-centered education for low-income, urban children is greater now than ever; by God’s grace, Hope is positioned for such a time as this; and we are all in this together moving by faith. We close by asking them to keep in touch, to keep us updated on prayer requests, and to let us know about their support when they are able. Many let us know on the spot that they are committed to Hope for the coming year.
As we increase our requests for remote video calls, some prefer a good old-fashioned phone, or to wait until this all blows over to meet for coffee. We pivot accordingly. But most take us up on the virtual visit offer. For now, a new normal. And a wonderful opportunity to support and encourage those who support and encourage us!
A final thought: I have enjoyed a strong working relationship with The Timothy Group over the years. The team was a great help as we launched and completed a $9 million capital campaign. I’m grateful for their wisdom, strategic guidance, personal attention, faith ignition, and good humor. ?
Jim Stigman, VP for Ministry Advancement, Hope Academy, Minneapolis MN
“Thanks be to God for his indescribable gift!” (2 Cor. 9:15)
We take great care when selecting the perfect gift for that special person, but nothing compares with our Heavenly Father’s gift of his only Son to be “an atoning sacrifice for our sin” (1 John 4:10). Without God’s generosity to us, we would be eternally lost and without hope. Paul responded to God’s generous gift with this doxology of praise!
How should you respond to the generosity of your donors? Consider the previous verses.
Thankfulness. “This service that you perform is not only supplying the needs of the Lord’s people but is also overflowing in many expressions of thanks to God” (vs. 12). Share with your donors how their gift has made an eternal difference and how your whole team is thanking God because of their generosity.
Praise. “Because of the service by which you have proved yourselves, others will praise God for the obedience that accompanies your confession of the gospel of Christ, and for your generosity in sharing with them and with everyone else” (vs. 13). Share how their faithful gift has encouraged others to praise God. Tell an impact story that would not have happened without their gift. Thank them for sharing with you and the other ministries they support.
Prayer. “And in their prayers for you their hearts will go out to you, because of the surpassing grace God has given you” (vs. 14). The greatest way to thank your donors is to pray for them. Ask for their prayer requests, spend time praying for them, and follow up to hear how God has answered.
On this Resurrection Sunday, praise God for his generous, sacrificial gift of salvation. This week, thank your donors for their generous, sacrificial gifts to your ministry.
View the live recording of this crucial discussion led by top development experts with over 200 participants across the US! Panelists include (1) Jules Glanzer, Tabor College, Hillsboro, KS, (2) Jim Stigman, Hope Academy, Minneapolis, MN, (3) Dan Brokke, Bethany Global Ministries, Minneapolis, MN, (4) Chris Glover, Wesleyan Christian Academy, High Point, NC, and (5) The Timothy Group moderators, Pat McLaughlin, Ron Haas, and Kent Vanderwood.
Download the PowerPoint presentations and image featured during the live recording:
One of the most beautiful scenes in Scripture occurs during Holy Week when Mary anointed the feet of Jesus. Lazarus was reclining at the table; Martha was serving when Mary took about a pint of expensive perfume and poured it on Jesus’ head and feet and wiped his feet with her hair. Immediately, the whole house was filled with its fragrance. Judas Iscariot was indignant and judged her generosity, “Why this waste of perfume?” Jesus defended her extravagance and proclaimed that she was preparing his body for burial.
We can glean at least three applications from this passage.
Saving. The perfume was valued at a year’s wages. Probably, Lazarus, Mary, and Martha had all been saving for a special occasion. Thrifty people are generous; they are just selective about when and what they support. A man gave an indication for a $500,000 gift for a capital campaign who had previously given only $25 a month. When asked what prompted his generous gift, he replied, “You didn’t need it until now.”
Giving. Mary gave her elaborate gift to a friend who had walked with her for years. She sat at Jesus’ feet attentively soaking in the Word of God. Then Mary witnessed the miraculous resurrection of her brother. Receiving Lazarus back from the dead was worth far more than a year’s wages. Have you walked with your major donors through the joys and sorrows of life? Has your ministry changed them for eternity? Donors give to the degree that your ministry has directly touched their heart.
Donor Intent. Some questioned Mary’s generosity claiming her gift could have been used for better purposes. Everyone seems to have an opinion about how others spend, invest, and give their resources. As a ministry, you must ensure that you abide by your donor’s intentions for their gift. Know your donors so well that you can align your needs with their desires.
Jesus said that Mary’s extravagant gift would be remembered forever. What compelling reason will prompt your donors to be extravagant with your ministry?
“So he sent two of his disciples, telling them, “Go into the city, and a man carrying a jar of water will meet you. Follow him. 14 Say to the owner of the house he enters, ‘The Teacher asks: Where is my guest room, where I may eat the Passover with my disciples?’” Mark 14:13-14
What are we to understand from this curious story from Holy Week? It feels like a scene from a spy thriller. “You will meet a man wearing a pink carnation. Follow him.” One possible explanation is that Jesus was protecting his disciples by keeping the location of the Last Supper a secret from the Jewish leaders and even Judas. The disciples obeyed Jesus’ instructions and found everything as he said.
There is a fundraising application to this story. Often when we look at our donor portfolios, we don’t see many people of wealth. One major gift officer complained, “I would like to find a few donors that have more than two nickels to rub together!” The nugget in this gospel account is that the first man the disciples met wasn’t the owner of the house, he was the man who lead them to the donor who provided for their needs.
You may not have many major donors on your list, but perhaps you know people who can introduce you to high impact donors. Always ask, “Who do you know that might be interested in our project?” One time I asked this question and the donor said, “Our very best friends shared with us last week that they recently made $300,000 in the stock market.” I discovered that this “new” prospect was already a donor to our ministry. I visited this couple and they eventually gave a $75,000 gift!
Follow every prompting of the Holy Spirit!
“I planted the seed, Apollos watered it, but God has been making it grow.” I Corinthians 3:6
Paul recognized that the church is not built upon the efforts of only one person, but the contributions from many and the blessing of God. Paul was the evangelist that shared the Gospel calling people to repentance. Apollos was a teacher who grounded new believers in the Word. God used them and many others to build his church.
Likewise, fundraising is a team effort. Your president sets the pace by casting vision and inviting your key major donors to partner with you. Your board members have incredible influence representing your ministry to your community and constituency. Your marketing team crafts your message and keeps your website looking sharp. Your staff manages the database, appeals, receipting and donor communications. And you have the joy of identifying, cultivating and soliciting major donors. Everyone plays a critical role in creating a culture of philanthropy.
When I served as Vice President for Advancement many times while visiting donors, a sweet little lady would show me an engraved bible that the former president had given her. Every time that happened, I said to myself, “Thanks Gordon.” He planted the seed that I had the privilege of harvesting. What seed can you plant or water today in your donors’ hearts that will yield fruit long after you’re gone?
God bless,
Ron
Jonathan was a man of action. He wasn’t interested in waiting for the Philistines to attack Israel. Instead, he looked for an opportunity to take the battle to them. He devised a plan to draw the Philistines into a fight and they took the bait. Jonathan believed that God could bring a great victory by his little act of faith. His initiative ignited a battle that caused so much confusion the enemy began fighting themselves. It was a panic sent by God.
Are you a risk-taker when it comes to engaging your donors or do you prefer having every word of your donor meetings highly scripted? Being well-prepared is a great quality, but there’s something to be said for stepping out in faith and trusting God for the results. Jonathan had a simple plan, “If they say, ‘Come up to us’ that will be our sign.” Jonathan had a general idea of what he wanted to accomplish, but he trusted God to guide each step.
Phil was unable to connect with a certain major donor after many unsuccessful attempts. Finally, he decided to text this person he had never met. On the morning he was scheduled to be in the area, the donor texted him back, “Mr. Jones… your text surprises me. I do not know you, but I know of your ministry. I can meet this morning at 9:00 a.m.”
Take the initiative. God can act on your behalf and give you great success.
God bless,
Ron
Warren Buffett said, “It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” Paul was confident that in the eyes of the world and among fellow believers he had not done anything to tarnish his reputation. That doesn’t mean that everybody liked him or that his ministry was free from conflict. What it does mean is that Paul’s life and words matched. People knew that Paul meant what he said and lived what he believed.
Integrity is a bedrock principal of fundraising. Donors must have complete confidence that you are accomplishing what you advertise in your ministry and wisely using the funds you receive. Accurate donor reports are critical to continued donor engagement. Everything your ministry does either builds trust and credibility or erodes it – your communication, your ministry impact, the way you deal with controversies, and even the way you treat your staff.
Organizational credibility is essential, but your personal reputation is just as important. Paul used the phrases, “integrity, godly sincerity, and not relying on worldly wisdom, but God’s grace.” Do your donors see the fruit of the Spirit in your life every time you meet with them, or do they simply see a professional fundraiser? Charles R. Swindoll noted, “Only you can do the self-exam needed for integrity. No one else knows the truth.”
God bless,
Ron
Would your marketing department create a Facebook post about all the troubles you are facing as a ministry? Probably not. We strive to manage our public image to make the best impression possible. Yet, Paul communicated raw, unvarnished reality about what he was facing. It’s really refreshing to read how transparent he was about his struggles.
The beauty of Paul’s communication is that he gave God the glory for delivering him time and time again. He emphasized that his trials forced him to rely on God and not himself. Then Paul draws the Corinthians into his struggles, “as you help us by your prayers.” Do you ask for prayer or only for money? Paul asked for both.
Maybe your newsletter or website are not the right platforms to share intimate requests. Consider developing an insider’s prayer email and invite your major donors to join in your spiritual battles. Then when God answers, they will give thanks with you because they are your partners in ministry. The more fervently someone prays with you, the more generously they will be prompted to give.
God bless,
Ron
