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Capital Campaigns, Client Impact, Donor Relations, Fundraising, Major Donors, Team Building

Lighting the Fire Within

All non-profit leaders by nature of their responsibilities are bivocational fundraisers. Contrary to public opinion, fundraising is a noble profession because it brings meaning to money, and you are participating with God’s mission in the world. When raising funds for a Christian ministry or organization, we are engaged in a Holy partnership.

For we are co-workers in God’s service; you are God’s field, God’s building.
1 Corinthians 3:9

You [God] led your people like a flock by the hand of Moses and Aaron.
Psalm 77:20

For many, fundraising is outside their comfort zone, and they are filled with fear of the thought of asking for money. Yet every leader knows money increases your impact and is required for projects to be effective. Most non-profits begin with a dream to make a significant difference addressing a perceived need. In order for the dream to become a reality, resources are required.

One of the ways to overcome the FUD—fear, uncertainty, and doubt—is to engage a mentor who will serve as a mirror to your activities providing guidance to increase your fundraising capacity. The mentor’s role is to light the fire within.

Mentoring is a relationship that increases the growth and progress personally and professionally for the person being mentored. The mentor serves as a mirror and guide for the mentored, asking questions and providing feedback to increase understanding of their reality and preferred future.  Guided conversations, assignments, and action steps are recommended by the mentor. The mentor is responsible to equip and inspire but the responsibility for growth and progress lies with the mentored.

Mentoring is unique from coaching and consulting in that the focus is not on a predetermined outcome or promote a prescriptive model. Mentoring provides holistic personal and professional improvement that leads to desired outcomes. Mentoring is not therapy or counseling, although it often brings wholeness to the mentored.

Throughout my life, in each of the roles I assumed, there were mentors that influenced me in my leadership service. During seminary days, Professor Henry Schmidt met with three of us each Friday morning at 6:00 a.m. We drank bad coffee, ate bad donuts, and discussed a chapter of “The Measure of a Man” by Gene Getz. It was a formative time of my life.

While serving as a pastor and church planter, I sought out people willing to come alongside and provide guidance, encouragement, and direction. When I shifted from pastoral ministry to serving in Christian higher education, Dr. Rich Kriegbaum was on call 24/7 to help me navigate a role totally new to me. And as a rookie college president realizing a major part of the role required me to be a fundraiser, Pat McLaughlin came to the rescue. In each case, they lit fires within me to rise to the challenge. Now in this season of my life, I am finding great joy mentoring others.

I have discovered there are five leadership activities that create a meaningful mentoring relationship.

Listen. It all starts with listening. Listening to their story, their accomplishments and their challenges. Listening for their mindset and experiences that shaped their lives. Asking questions that clarify who they are and are becoming. What do they want to preserve? What do they want to avoid? What do they want to achieve? Listen for what is causing the resistance to fundraise.

See. Observing the habits, attitudes, and relationships provides insights that strengthen the feedback and assists in the assessment of the person, their environment and culture. What in the environment will either motivate or needs to be overcome to increase their fundraising capacity?

Learn. The process of listening and observing now gives way to identifying the hurdles that will need to be overcome. Defining their realities, clarifying their preferred future, and identifying the wet blankets that are extinguishing the flame within them. What resources will need to be brought to the table. What assignments will enable the mentored to increase their capacity? “One should begin with the end in mind. What actions will be needed to see their preferred future become a reality?” What tipping point attitude needs to be addressed?

Do. Taking action is where the rubber meets the road. All the listening, observing, and processing finds its expression in actions. Clear and precise assignments move the person along the road of increased capacity. Experiencing some success in fundraising can become motivating. What activities will move the person towards continuous effective fundraising?

Love. Mentoring is a relationship. The goal of a mentor is to light a fire in the person being mentored. It is not the carrot or the stick but the fire within that the mentor desires to light. And only love can make that happen.

If you want to light the fundraising fire within, consider engaging a mentor who will come alongside to equip and inspire you to increase your fundraising capacity.

About the Author: Jules Glanzer served as a pastor and church planter for 25 years, a seminary dean at George Fox University, and the college president at Tabor College. While at Tabor, God used his efforts to raise more than $53 million with no gift over $2 million. Jules serves as an adjunct professor, mentor, senior consultant with the Timothy Group, and recently authored Money. Money. Money. Actions for Effective Fundraising.

Capital Campaigns, Client Impact, Communication, Donor Relations, Extra Inspiration, Major Donors, Stewardship

Keep on Knocking: How Many Donor Connection Should You Make?

As a major gift officer, you have 150 to 175 potential donors in your portfolio. What’s the best way to connect with them? Just 15 to 20 meaningful interactions a week, consisting of 10 phone calls and 5 face-to-face visits, will revolutionize your fundraising game!

Categorize your donor interactions into six areas:

  1. Research: Do your homework. Start with a discovery call to learn why they first gave. Find out what they care about so you can connect better.
  2. Relationship-building: Get to know them. Trust is crucial for big donations. Build a real relationship by staying in touch and showing you care.
  3. Request: Ask the right way. When it’s time to ask for money, be clear and specific. Match your request to their interests and show how their help makes a difference.
  4. Recognize: Say thanks. Show your gratitude often. A quick handwritten note within a day of receiving a donation can mean a lot.
  5. Recruit: Grow your network. Get your donors to help find new supporters. Ask them to connect you with friends who might be interested. Maybe they could host a party to spread the word about your cause.
  6. Report: Keep them in the loop. Don’t drop off the radar after receiving a donation. Update donors on what you’re doing at least seven times a year. This could include visits, tours, thank-you notes, success stories, newsletters, reports, or calls. Keeping donors informed helps them feel like part of the team.

This game plan keeps donors interested and leads to big fundraising wins in the long run.

Metrics That Matter

The number of calls made should be your primary tracking metric. You can control who you see, when you see them, where you see them, and how much you ask for, but you have no control over the size of the gift.

Your Fundraising Superpower Strategy

When planning your calls, focus on potential and productivity. Reach out to those who show promise for larger contributions. Don’t forget to touch base with your current major donors—they’re often your best source for ongoing support. Keep an eye out for individuals who might be ready to increase their involvement or giving.

A major gift officer at a Christian college made 15-20 calls every week for 12 years. Sticking to this routine, he raised more than $6 million, with most donations under $10k. This proves how being consistent can really pay off big time.

Every time you meet with someone, you’ve got a chance to make an impact and push your ministry forward. So, keep at it! Your team’s counting on you to make things happen!

Remember the 4 C’s

See the People! See the People! See the People! And See what God will do!

About the Author: Pat McLaughlin; President/Founder – Pat started The Timothy Group in 1990 to serve Christian ministries as they raise money to advance their missions. TTG has assisted more 1,800 Christian organizations around the world with capital, annual, and endowment campaigns. More than 25,000 of Pat’s books, Major Donor Game Plan, The C Factor: The Common Cure for your Capital Campaign Conundrums, and Haggai & Friends have helped fundraisers understand the art and science of major donor engagement. Pat makes more than one hundred major donor visits annually and provides counsel to multiple capital campaigns.

Capital Campaigns, Client Impact, Fundraising, Major Donors

CRM

Thanks for joining me at my recent “Shopping for Donor Databases/CRMs” presentation!

Here are the slides from my Presentation: Choosing a CRM

Along with The Timothy Group, I am here to serve nonprofits like yours! Would you like to schedule a 30-min, no obligation meeting to talk about your ministry and your CRM Needs? Simply fill out the form below and I, or another Timothy Group team member, will reach out to you soon. Thanks!

About the Author: Jonathan Helder, CFRE, ECRF, Consultant

With over a decade of proven fundraising experience and a love for data, Jonathan is blessed to serve nonprofits and help bolster their impact on the community. Jon enjoys helping ministries implement data-based strategies and tools to improve fundraising and organizational effectiveness. Jonathan has written articles as well as presented to local and national organizations including the Association of Fundraising Professionals (West Michigan)Do More GoodNonprofit Hub and the Lakeshore Nonprofit Alliance.

 

 

Donor Relations, Capital Campaigns, Client Impact, Fundraising, Major Donors, Team Building

6 Questions to Ask Your Board When Considering a Capital Campaign

The decision to enter a capital campaign rests with the board, but often there is a lack of full support from the board. For a variety of reasons, boards often are hesitant to approve a capital campaign. Board culture, previous failed campaigns, personal cost, fear of failure, stakeholder concern, economic conditions, or reservations about current leadership are some of the possible reasons for not enthusiastically supporting the decision to launch a capital campaign.

Here are six questions to move your board toward full engagement.

  1. What is your understanding of the campaign? Probe each board member’s evolving understanding of the campaign—and the business case behind it. Check in on both their strategic (big picture) and tactical (step-by-step) understanding. This is not a time to defend or even share more details about the campaign. Rather it is a time to gather information about what they are thinking.
  2. What concerns do you have? Don’t ask board members if they have concerns—concerns are a given, so get them out in the open and discuss them. Help the board identify their deep-seated concerns and reservations. Another way of asking this is what do they want to avoid moving forward?
  3. How do you see your role? Don’t assume boards knows their role in a campaign. Verify and clarify their role. Many will be hesitant because it is implied that they will have to open their checkbooks more than they already are. Let your board members verbalize what their role is in the campaign. Equip them in understanding the importance of their engagement.
  4. What do you need? This question validates and diffuses any frustrations or fears a board member might be feeling with the campaign or its impact on stakeholders. Another way of asking this is What do they want to preserve moving forward?
  5. How would you describe your commitment to the campaign? Giving your board members a chance to be honest about their commitment allows you to better understand their motivations and increase their support. Knowing from the beginning which board members will fully support the campaign will be helpful during the campaign.
  6. What do you want to achieve? Begin with the end in mind and help the board think about the preferred future and the outcomes of the campaign. Help them understand the value of the campaign to the institution. This is an opportunity to inspire the board to engagement by envisioning the missional benefits.

When launching a campaign, full support of the board can make the difference between a successful campaign and a struggling campaign.

Adapted from “5 Questions to Get Your Project Team on the Same Page,” by Timothy R. Clark

About the Author: Jules Glanzer served as a pastor and church planter for 25 years, a seminary dean at George Fox University, and the college president at Tabor College. While at Tabor, God used his efforts to raise more than $53 million with no gift over $2 million. Jules serves as an adjunct professor, mentor, senior consultant with the Timothy Group, and recently authored Money. Money. Money. Actions for Effective Fundraising.

Donor Relations, Development, Major Donors

Tailored Fundraising

Have you ever wondered about the role of a tailor? Well, they work their magic to ensure that everything fits just right. From adjusting sleeves and inseams to tailoring the waist and jacket of a suit, they strive for that perfect fit. Interestingly, a similar concept applies to fundraising, especially when dealing with mid-level, major, and mega donors.

Achieving success in fundraising is all about finding the right fit. It involves thorough research, building strong relationships, making personalized requests, expressing gratitude and recognition, engaging in donor recruitment, and providing comprehensive reporting back to donors. Just like a tailor creates a custom plan for each customer, crafting individualized strategies for donor prospects and suspects will lead to a remarkable alignment between your organization and its valued partners. The results will be a perfect fit for you and your ministry partners.

Individualized donor engagement plans are crucial for successful major gift fundraising. By taking the time to understand each donor’s unique interests, motivations, and giving capacities, you can build stronger relationships and cultivate more meaningful support.

Here are the steps involved in creating an effective donor engagement plan:

  1. Gather data. Collect comprehensive information about your donors, including their giving history, interests, and contact details. This information will help you to understand their needs and motivations, and to tailor your outreach and engagement strategies accordingly.
  2. Segment donors. Categorize your donors based on their giving potential and interests. This will allow you to focus your resources on the donors who are most likely to be receptive to your appeals.
  3. Set goals. Establish realistic goals for each donor segment. This will help you to track your progress and to ensure that your efforts are aligned with your overall fundraising goals.
  4. Plan communications. Determine the types, frequency, and content of communications that you will use to engage with your donors. This could include personal letters, phone calls, email updates, or invitations to special events.
  5. Track progress. Regularly assess the effectiveness of your donor engagement plan. This will help you to identify areas for improvement and to make necessary adjustments.

Here are some of the benefits of strategic planning for major gift fundraising:

  • Increased giving: Tailored approaches and personalized engagement lead to higher donation amounts.
  • Improved donor relationships: Individualized plans foster stronger connections, trust, and loyalty among major donors.
  • Increased donor engagement: Effective engagement strategies deepen donor involvement and commitment.
  • Improved donor satisfaction: Personalized approaches demonstrate care for donor interests, enhancing their satisfaction.
  • Increased donor retention: Stronger relationships and personalized experiences encourage repeat donations and ongoing support.

By following the steps outlined above, you can develop a donor engagement plan that will help you to build stronger relationships with major donors and to secure more meaningful support for your organization.

Here are some additional tips for effective major donor strategic planning:

  • Get to know your donors on a personal level. Learn about their interests, passions, and goals. This will help you to connect with them on a deeper level and to tailor your appeals accordingly.
  • Be responsive to your donors’ needs. Make sure that you are always available to answer their questions and to address their concerns. This will help to build trust and confidence, and it will encourage them to continue supporting your organization.
  • Show your appreciation for your donors. Let them know how much you value their support. This could be done through handwritten notes, personalized gifts, or invitations to special events.
  • Be patient. It takes time to build strong relationships with major donors. Don’t expect to see results overnight. Just keep working hard and being genuine, and you will eventually start to see the fruits of your labor.

By following these tips, you can create a donor engagement plan that will help you to build a strong and lasting relationship with your major donors.

About the Author: Pat McLaughlin President/Founder – Pat started The Timothy Group in 1990 to serve Christian ministries as they raise money to advance their missions. TTG has assisted more 1,800 Christian organizations around the world with capital, annual, and endowment campaigns. More than 25,000 of Pat’s books, Major Donor Game Plan, The C Factor: The Common Cure for your Capital Campaign Conundrums, and Haggai & Friends have helped fundraisers understand the art and science of major donor engagement. Pat makes more than one hundred major donor visits annually and provides counsel to multiple capital campaigns.

Client Impact, Donor Relations, Fundraising, Major Donors

Asking and Receiving

“Pray boldly” is the lesson Jesus emphasized to his disciples through the friend at midnight parable. This teaching also reveals six fundraising truths. Consider this verse from a fundraising perspective, “He may not get up and give you the bread, just because you are his friend. But he will get up and give you as much as you need, simply because you are not ashamed to keep on asking” Luke 11:8 (CEV).

Watch Ron for this webinar to learn how to keep on asking!

https://youtu.be/-lzFndyJgx8

Client Impact, Donor Relations, Fundraising, Major Donors

Check Your Fundraising Health

Just as regular checkups monitor your physical health, a development checkup scans the fundraising health of your organization. Your doctor asks a series of probing questions to determine whether or not you are in good health. Here are seven diagnostic questions that measure if your fundraising strategy is everything it needs to be.

Join Ron for your fundraising check up!

https://youtu.be/J3PyvZwZldc

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