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Client Impact, Development, Donor Relations, Major Donors

Critical Year-End Appeals and Solicitations Part 4

by The Timothy Group
November 30, 2020

Only a few weeks left!!!

Since Labor Day, you have worked hard to plan your Fall and Year-End appeals via mail and email. You have also made follow up calls to your key ministry friends as well as your Multiple Support Program donors (MSPs) who make multiple gifts on a monthly or quarterly basis.

Now is not the time to back off and give up!  Rather, it’s full speed ahead as you reach out to your key ministry partners and ask them to help you with a generous year-end gift.

Don’t forget to share the following with your donors and ministry friends:

• Remind your donors about the benefits of giving directly from their IRA or appreciated assets, especially since the stock market is tracking at an all-time high.

• Thanks to federal coronavirus relief legislation, taxpayers are now able to take advantage of a new deduction for donating to qualifying charities — up to $300 for individual filers and up to $600 for married couples. This applies even if they don’t itemize, which is favorable news for many tax filers.

•Another helpful CARES Act change removes the charitable contribution deduction cap. Normally, the deduction cap on charitable contributions for those who itemize is 60% of your adjusted gross income (AGI). The CARES Act lifts that cap to 100% for individual and joint tax filers that wish to claim this $300 charitable donation deduction.

For December, we recommend the following action steps to maximize your final year-end appeals follow up and personal solicitations to your ministry partners.

December 2020

• Follow up with a year-end appeal sent out via email and snail mail on or before December 10th.

• Conduct a Ministry Briefing virtual event and arrange follow up virtual visits to those attending the event who express interest in learning more about your ministry.

• Schedule personal/virtual visits with your major/mega donors by your CEO, COO, and CDO during the final month of 2020. Prepare a sample script for scheduling appointments.

• Team members should make “thank you” calls to major, mega, and faithful donors as part of your year-end outreach. Acknowledge gifts received during 2020, particularly major gifts and remind them of your year-end appeal. Recruit a calling team of board members, administrative staff, development department staff, and faithful friends or donors (volunteers) dedicated to the ministry’s mission and vision. Provide a sample script for call team members. The best time to call is between 12/10 to 12/20 after the year-end appeal has arrived.

• CEO, COO, and CDO complete personal/virtual visits with key donors for solicitation of significant year-end gift commitments.

• Make sure your Administrative and Development Staff are on call to follow up with key donors interested in arranging special or last-minute year-end gifts; (i.e., gifts of stock, IRA Rollover, planned gifts, etc.).

Please drop us a line and let us know how you are doing. Visit our website for more helpful tools and resources. We would love to partner with you in your urgent year-end fundraising activities to support and advance the unique ministry mission God has called you to accomplish.

Author: Dan DiDonato, Consulant

Client Impact, Donor Relations, Major Donors

The $100,000 Zoom Call!

by The Timothy Group
November 18, 2020

Have you scheduled a Zoom donor call yet? Perhaps you have been a late adopter and wonder if your ministry partners are willing to connect digitally. Truth be told, probably most of them have been facetiming their grandchildren for months. Video calls are a wonderful tool because you can see your donor’s face and respond to their body language. You can make a deeper connection, see their home, and even comment on an item you might see on a shelf or a family photo on the wall. Here are a few tips to consider.

1. Know Your Platform. Are you using Webex, Zoom, GoToMeeting, Microsoft Teams, or Google Meet? Each platform has its own unique features. Familiarize yourself so you can help guide your ministry partner if they have difficulty.

Understand time limitations. WebEx has a 50-minute time limit and Zoom has a 40-minute cap. Plan your conversation well; you don’t want to rush your ask before the clock runs out. You can avoid this by purchasing an unlimited plan.

Log-on 5 minutes early. Legendary Packer’s coach Vince Lombardi once said, “If you are five minutes early, you are already ten minutes late!” Its much better to wait on your donor than to have your donor wait on you.

Look professional. Check your background, position your camera properly, manage your lighting so your face is visible. All of these are important elements of having a great virtual call.

Consider FaceTime or WhatsApp. Virtual platforms may add a level of complexity for your donor. Offer to use FaceTime or WhatsApp which might be easier and more familiar.

2. Understand Your Audience. Some seniors are very tech savvy; some are not. Know your donors’ tech comfort level and help them have a great experience.

Send an instruction email. Before your meeting send an email with a link and all the information they will need. Do your donors need to download an app? Consider including a how-to document that describes the process step-by-step.

Encourage your donor to keep their camera on. Occasionally, someone doesn’t turn on their video. They might not know which button to push; they might be shy or having a bad hair day. Encourage them by saying, “I’d love to see your face.”

Avoid distractions. We’ve all seen Zoom kids and animals. Try to limit any distractions but don’t freak out if they happen. Just take it in stride.

Have a contingency plan. You might experience internet connection problems. Don’t keep trying a bad connection, just default to a phone call. Let them know that if you get disconnected you will call them.

3. Make a Personal Connection. Video gives you an opportunity to make a much deeper connection than just a voice call.

Clearly communication the purpose of your visit. Let them know in advance if you are planning to ask. Say something like, “I would love to connect with you on a Zoom call to share some current ministry updates and prayer requests and ask if you would consider supporting our year end campaign.”

Focus on your donor. Make the first part of your visit about them and their well-being. Catch up on life since the last time you spoke.

Say “Thank You.” Gratitude never goes out of style. Virtual calls give you an opportunity to look your donors in the eye and genuinely express your heartfelt thanks.

Tune into facial expressions. Always mention how good it is to see their faces. This is especially meaningful during COVID when perhaps they haven’t been able to go to church to see their friends.

4. Tell Your Story. Take advantage of the video platform to creatively tell your story.

Send materials in advance. If you have a brochure or even a gift proposal mail or email it in advance to give them time to read it and think about questions they may have.

Include other team members. Virtual meetings give you the flexibility to include your president, a board member, and a faculty or staff member. Use these expert witnesses to add excitement to your meeting and build a strong case for support.

Give a virtual tour. Take your iPad and walk around your building or campus and let your donors see your ministry in real time.

Share a video. If you can’t take a tour, consider showing a video. Be sure to practice first. Videos can add so much to the conversation but it’s one more thing that could go wrong.

5. Focus on Outcomes. If you don’t have a plan for your meeting, it can easily drift into just a pleasant conversation.

Identify three outcomes. Put a post-it note with your meeting outcomes on your monitor to remind you to accomplish your goal. These could be to gather personal information, identify giving interests, discover motivations, or ask for a specific gift, etc.

Stick to your time limit. Virtual calls tend to be more focused. Don’t rush the conversation but realize that a donor’s attention span may be less than the Zoom imposed time limit. Follow the three “B’s” (Be Sharp, Be Brief, and Be Gone).

Establish your next steps. Don’t hang up without outlining your follow-up plan. If they need time to pray about their gift decision ask, “Would it be okay if I called you in a couple of weeks to hear how the Lord might be leading you to partner with us?”

Follow-up. Treat virtual donor calls as you would in-person calls. Send a hand-written note. Answer any questions they asked in the meeting. Share additional information. Check on their gift decision and pray with your donor.

Cross International works with partners in 14 countries reaching out to 40,000 children and families though 46 projects like food, clean water, orphan and childcare, medical aid, education, housing, disaster relief, and microenterprise opportunities. Cross has a small team of three Individual Donor Officers (IDO) and a new mid-level donor representative.

Kristen, one of their IDOs, has been cultivating a donor who was interested in a food project in Guatemala. This ministry partner gave $1,000 last year, so Kristen followed up with thank you notes, reached out with phone calls and emails, and attempted a personal meeting. The donor didn’t have time for a meeting, but later sent $40,000. Kristen continued the conversation and earlier this year the donor wanted to travel to Guatemala to meet the team but COVID restrictions prevented him. So, Kristen offered a Zoom visit with the executive director, herself, and their Guatemalan partners. The donor asked his questions directly to the field staff doing the work. As a result of that conversation he made a $100,000 gift!

Virtual visits work, yet they don’t always go smoothly. You can be fully prepared, but Murphy’s Law applies especially to technology. Kristen had scheduled three interviews, unfortunately one of the partners could not connect. The donor was understanding about the limitations of technology in developing countries and thanked Kristen for all her work to schedule the meetings.

One last note: The donor had car trouble that day and logged on from his phone while stuck on the side of the road waiting for a tow truck. This donor has an incredibly busy schedule, but God slowed him down that day so he could hear a great impact story directly from international ministry partners.

Be creative in your approach to virtual meetings and boldly tell your story to your donors. Perhaps God will throw open the floodgates of heaven for your ministry.

Fundraising Verse of the Week, Major Donors

What Major Donors Want

by Ron Haas
November 10, 2020

The king said to me, “What is it you want?” Then I prayed to the God of heaven, and I answered the king, “If it pleases the king and if your servant has found favor in his sight, let him send me to the city in Judah where my ancestors are buried so that I can rebuild it.” (Nehemiah 2:4-5)

Nehemiah had prayed and planned for this moment with King Artaxerxes. When your major donor opens the door for your proposal, you must boldly share your heart and how they can make a difference that will last beyond their lifetime. We know what we want, but what do your major donors want from you? Many donors are frustrated with ministry leaders who don’t make sound business decisions. One donor who gives significantly to the kingdom looks for at least four critical qualities in a ministry leader.

Clear Thinking. Effective fundraising starts with a clear, compelling case for support based upon sound research. Some ministry leaders make decisions on a hunch, but God has given you a mind to think carefully about your steps. “Suppose one of you wants to build a tower. Won’t you first sit down and estimate the cost to see if you have enough money to complete it?” (Luke 14:28).

Good Judgment. A businessman who served on a board became increasingly frustrated with the way the executive director overspent the budget then desperately turned to donors for help. The businessman/board member raised red flags at every meeting, but the other board members gave into the leader’s whims. Finally, the board member left; he couldn’t stand to see the ministry he loved destroyed by bad decisions.

Competence. One major donor evaluated a leader’s track record and concluded, “He’s a nice guy who genuinely wants to help people, but he’s somewhat incompetent.” Donors who have this attitude about your ministry’s leadership may stop giving and wait for the next leader, or they may maintain status quo giving, but they certainly won’t give sacrificially.

Diligence. Laziness is a cardinal sin. Donors can understand if you fall short of your projections, but they don’t understand if you don’t give 110% percent to achieve your goal. Major donors accomplished success in business because they worked hard and have little sympathy for those who seem to coast. “All hard work brings a profit, but mere talk leads only to poverty” (Proverbs 14:23).

Effective leaders are rare in the nonprofit would—or in the for-profit world for that matter. If God has called you to leadership, evaluate yourself to see how you match up with these donor expectations. If God has called you to follow, determine to “lead up” and help those above you live out these characteristics. Your donors will notice and thank you. Which of these traits will you enact today?

Response: Father, I want to be an effective leader. Please give me your clear thinking and good judgment. I pray for competence and diligence to serve you to the best of my ability.

Think about this: The king granted Nehemiah’s request because he believed in him. How can you build trust with your donors?

Have a Spirit-led fundraising week,

Ron

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 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.

Capital Campaigns, Client Impact, Major Donors

Small Town… Big God!

by The Timothy Group
November 4, 2020

Paul the Apostle set up shop in the city of Ephesus; for three years he taught, trained, discipled, and mentored a young understudy named Timothy. They became close friends and Paul even penned two intimate books to his young Pastor friend canonized in the Holy Writ (1 & 2 Timothy). The Timothy Group has been teaching, training, discipling, and mentoring our clients around the world for more than 30 years. It’s not rocket science, it’s all about relationships. If you can clearly identify your story, mission, vision, core values, and your need, you too, can be successful.

We have been privileged to mentor a college president in the booming metropolis of Haviland, Kansas, population 683; only 2,516 individuals live in the entire county. Dr. Royce Frazier has been President of Barclay College for 10 years. He has a Ph.D. in Clinical Psychology, not fundraising, yet Dr. Frazier and his team have completed two campaigns in the past three years. In 2018, Barclay dedicated their new fine arts center, a beautiful $8.5 million facility. And in this pandemic year, Royce led a campaign to raise $800,000 to launch their new Nursing Program.

As they were nearing their latest goal, Dr. Frazier and their director of nursing approached the county hospital foundation with a request for $40,000 a year for three years. Three times during his presentation, Royce mentioned $400,000 a year for three years. WOWIZER, the directors sat there in shock. One of them finally asked, “Let me get this straight, are you asking us for $400,000 annually for three years for a total of $1,200,000?” Royce was just as shocked as the board. Finally, he realized his misstatement and adjusted his request to $120,000. The next day the foundation notified him that they had granted his request. Maybe he was implementing some sort of crazy reverse psychology, but in any case, the Barclay College Nursing Program is now oversubscribed at $920,000. God is Good!

Barclay College is planning a $6.5 million campaign for 2021 for a new wellness center/gymnasium. Two weeks ago, a donor mentioned he might want to put their name on the new building and asked how large of a gift it would require. Without skipping a beat, Royce said, “About half!” This mild-mannered family counselor went from fear to faith and asked a donor for a $3 million lead gift.

We have been in the field with Dr Frazier; we’ve taught, trained, discipled, and mentored him. We helped him fine tune his asking skills and he has taken it to a whole new level. Let’s be honest, many times you have not… because you have asked not. We teach our clients to utilize “Holy Boldness,” not a spirt of FUD (Fear, Uncertainty, and Doubt). If we can help you become a great storyteller and an asker, give us a shout. Very likely you already have the relationships, they just need to hear your story, review your plan, and be encouraged to give!

Author: Pat McLaughlin, President/Founder

Major Donors, Strategic Planning

Big Vision = Big Dollars

by Kent Vanderwood
October 31, 2020

Is your ministry vision big enough to capture your donors’ attention? Major donors look for organizations that can make an eternal impact. They desire to fund ministries that are not content with the status quo but those that have a compelling plan to meet a significant need. Why should a major donor consider giving to your ministry? Your answer begins with an agile and comprehensive strategic plan.

Strategic planning is a very broad and often confusing topic. All non-profit organizations need a plan, but less than half have one – or a current one at least. The life cycle of a strategic plan is five years maximum and should be reviewed every three years. Consider these three questions:

1. What is a strategic plan?
2. Why does your organization need a strategic plan? 
3. How can you best leverage this plan for maximum fundraising results?

WHAT IS A STRATEGIC PLAN? Here is a definition: “A strategic plan results from an intensive process in which highly invested stakeholders reach consensus about the future direction of the organization over the next 3-5 years.” A strategic plan usually involves:
• Reviewing the organization’s purpose (mission), vision, and core values.
• Examining who you serve and/or should be serving in the future.
• Analyzing your organizational strengths, weaknesses, opportunities, and threats (SWOT).
• Understanding your “competitive advantage,” what you do better than anyone else.
• Establishing a limited number of “strategic goals” or objectives for the next 3-5 years.

Strategic planning is related to, but different than annual and long-range planning. While both are important, they should be driven by your strategic plan.

Annual planning generally happens in conjunction with your fiscal year and focuses on annual needs and operations. It may include items like budgets, projected personnel costs, staff assignments, facility maintenance, programming, and estimated costs of doing business.

Long-range planning generally happens every two to three years and focuses on what new programs you will add and what facility upgrades you need to make to accommodate these programs. It may also involve changes in staffing levels, service statistics, replacement of major equipment, and leadership succession plans.

WHY DOES YOUR NON-PROFIT ORGANIZATION NEED A STRATEGIC PLAN? A strategic plan accomplishes five critical goals.

1. It shows you are serious about your organization’s mission and that it is worth continuing.
2. It builds strong ownership and “buy-in” from stakeholders.
3. It helps you stay focused on what is most important—”doing the right things, the right way.”
4. It prioritizes your funding needs and
5. It provides incentive for donors to support you.

Donors give to your ministry for three reasons:

1. They believe in your mission (why and what you do).
2. They appreciate your vision for the future (as opposed to status quo).
3. They trust your leadership (this comes from relationships).

All three reasons are connected to your strategic plan. 1) Why you are in business, 2) what you want to accomplish, and 3) as a leader, will you do what you say you’re going to do.

People give to vision. A strategic plan helps you frame and present your vision.
Strategic vision provides long-term direction for your organization. What is your BHAG? (big, hairy, audacious goal, or better yet, big, holy, audacious goal). Your vision statement needs to be far reaching, but attainable. Here are two vision statements that may have sounded crazy at the time:

“We will put a man on the moon before the end of the decade and bring him back.” (President John F. Kennedy)

“A computer on every desk and in every home using great software as an empowering tool.” (Microsoft)

HOW CAN YOU MAXIMIZE YOUR STRATEGIC PLAN TO ENHANCE YOUR FUNDRAISING PLAN? Here are some tips to consider:

• Make sure your plan is current; if more than five years old, refresh it, or better yet, start over.
• Encourage your board to review and update your plan annually.
• Post a short version of your plans on your website to engage your entire constituency.
• Tie your annual fundraising goals/needs to your strategic plan initiatives.
• Take a copy with you to every donor cultivation meeting.
• Personalize the ask; if an initiative or goal in your strategic plan aligns with the donor’s interest area or “hits a hot button,” emphasize how their gift will accomplish that key strategic planning goal.
• Highlight your annual progress. Use a checklist or colorful graphic. Show what you have accomplished!
• Include your strategic plan, along with an update on progress, with every corporate or foundation proposal you submit. Smart foundations will request it.
• Rethink your strategic plan every five years. It gets stale setting on the shelf.

A good, current, and compelling strategic plan will greatly enhance your fundraising efforts. Please contact us at The Timothy Group if you need help creating big vision that will attract big dollars!

Author: Kent Vanderwood, Vice President

Fundraising, Major Donors

Two Minute Warning: A Late Game Offense That Worked!

by The Timothy Group
October 20, 2020

It’s football season and we all love exciting finishes. You know the scenario: two minutes left on the clock…deep in your own territory… down by a couple of touchdowns, and somehow out of nowhere your team makes a series of spectacular offensive plays and the crowd goes wild in a victory celebration!!! The final minutes of close games bring a sense of urgency. It’s now or never. Each play is critical. All the details of your last-minute plan must come together, or you lose. 

We ran a two-minute offense recently with one of our Christian College clients. I received this e-mail from the president. “Pat, your plan looks great. My only modification is on the amount needed to close out our fiscal year. The actual need is $2.4-$2.8 million dollars, which includes money for scholarships already budgeted. Our fiscal year end is June 30th, therefore we have approximately 120 days.”

“OK, Mr. President, let me get this straight? Your board wants you to finish your fiscal year in the black or they may not let you open next semester. Did I hear you right?”  “YES!”  “So, we must meet or exceed this God-sized goal or you’re out of business?” Once again, “YES!”

We often say at TTG, “Pray like it’s all up to God… work like it’s all up to us.” James teaches, “Faith without works is dead.” The only way our “two-minute” plan would work was with lots of prayer and lots of hard work. This fundraising effort was for the annual operating fund, not a capital campaign. It wasn’t for shiny new stuff; it was for survival. Donors are motivated by urgency, and we certainly had that working in our favor.

I laid out the game plan and said to the president, “You will need to own this. You will need to be in the field with me making donor visits, making asks!” He said, “YES!” I outlined everything it would take to accomplish this goal and he said “yes” to every point. We agreed on a plan and began executing our two-minute drill. 

Here was our plan:

  • Identify the “Top 10/Next 20” key donor visits, and the next 50 donor prospects and suspects.
  • Create a personalized Gift Proposal for each donor and request a specific amount.
  • Prioritize time in your daily schedule to make phone calls and insist on seeing the donor prospects and suspects in person. We could not allow the prospect to say, “Come on, ‘Doc.’ I love the college; just send me the proposal.” Mail has a 1-5% close ratio, personal contact closing jumps up to 80%-85%. Remember, we very likely had only one opportunity with each of these ministry partners. 
  • Build a Team. It was all hands on deck. I asked the question, “Mr. President who on the board, faculty, and staff could help us as ‘friend raisers’ and ‘fundraisers?’”
  • Recruit and hire a full-time, top notch, productive Chief Development Officer. A producer who raises new and renewed gift income. 

YES, I said we could do it. We created a plan, timeline, training manual, and materials. This became a campus wide event. The president even installed digital clocks all over campus to count down the last thirty days. We wanted faculty, staff, and campus visitors to be reminded to pray and help open new doors of opportunity.  

Guess what? They Won!!! We exceeded the gift goal of $2.4-2.8 million. God opened the floodgates of heaven and blessed us with $3.2 million. We found not one, but two stewardship officers, a chief development officer and a major gift officer. YES, it was a miracle, a miracle I have experienced with clients around the world since I stepped into this fundraising arena in 1981. 

What do you need to replicate this opportunity? A clear vision, specific dollar needs, a committed board, staff, faculty, a willing president who is committed or soon will be committed, and a sense of urgency. If you are down this fourth quarter of 2020, let us help you with your two-minute drill!

Author: Pat McLaughlin, President and Founding Partner

Donor Relations, Fundraising Verse of the Week, Major Donors

Not Just Donors, Friends!

by Ron Haas
October 7, 2020

“I no longer call you servants, because a servant does not know his master’s business. Instead, I have called you friends, for everything that I learned from my Father I have made known to you” (John 15:15).

Do you treat your donors as servants or friends? Do you only care about your donors for what they have and what they can do for you instead of who they are and what you can do for them? Jesus makes an amazing statement to his disciples, “I have called you friends.” Yes, we are Christ’s servants, but he has elevated our relationship status to friend and desires to be your close friend. You should elevate your donors to friends.

Terminology. How we refer to our supporters reveals how we view them. Sometimes we identify them by a number we’ve assigned them in our software. Sometimes we categorize them by their giving history or capacity. We refer to LYBUNTS (meaning they gave last year but not this year) or SYBUNTS (meaning they gave some year but not this year). Subconsciously or consciously we often view our donors as dollar signs. Make a significant shift in your vocabulary and start referring to your donors as ministry partners.

Trust. How does a servant become a friend? The answer is by building trust. Joseph was a faithful servant who eventually rose to second in command because he could be trusted. The trust we develop with our ministry partners is built over years of keeping our word. Do what you say you will do. If you promise to follow up with an answer to their question, follow up promptly. If you indicate you will use their gift for a certain project, don’t shift their funds to something else without asking their permission. It’s difficult to repair the damage caused by broken trust.

Transparency. Jesus treats us as friends by communicating fully with us. “A servant doesn’t know his master’s business.” Servants are kept in the dark about their master’s full intentions. Sometimes we keep our donors in the dark about our ministry plans. Jesus is completely transparent; everything he learned from his father he has shared with us. Treating your donors as friends means you genuinely care for them and communicate openly and honestly about your needs. Your transparency will earn you the opportunity to ask for their help.

Henri Nouwen made this insightful statement about a fundraiser’s relationship with donors, “Once we are prayerfully committed to placing our whole trust in God, and have become clear that we are concerned only for the Kingdom; once we have learned to love the rich for who they are rather than what they have; and once we believe that we have something of great value to give them, then we will have no trouble at all in asking someone for a large sum of money.”

If we love the rich for who they are we will view them as friends, even close friends. If we love the rich for what they have we will see them only as a means to an end – their means to support our end. Let Nouwen’s phrase sink into your heart, “Love the rich for who they are rather than what they have.” What will you do this week to build trust with your ministry partners?

Have a Spirit-led fundraising week,

Ron

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 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, Major Donors

Do They Love The Gift or Me? A Guest Meditation by Jim Devries

by The Timothy Group
September 30, 2020

“The wall was made of jasper, and the city of pure gold as pure as glass… the twelve gates were twelve pearls, each gate made of a single pearl. The great street of the city was of pure gold, like transparent glass.” Revelation 21:18-21

Does God need our money? Of course not! He makes it clear that man’s standard of wealth, precious metals and jewels in this case, is of so little value that in the new heaven and earth it will be used for building purposes. They will be used to construct buildings and will be trod upon in the streets. What God wants first and foremost is a vital living relationship with us.

Unfortunately, human relationships can go awry when money comes into the picture. Material success brings with it loneliness. You may sense a growing discomfort and even separation from former friends who wonder why you were blessed with riches and they were passed by. Members of your church may question your spirituality—particularly if they haven’t taken the time to get to know you. After all, the Bible says it’s easier to get a camel through the eye of a needle than it is for a wealthy person to enter heaven, so some people believe that being wealthy is evil.

The hardest relationships for me to sort out, however, are the ones that give me mixed signals. I find myself wondering, “Does this organization or person really want my advice, or is this some kind of mating dance so that they can get their hands on my wallet?” I can’t read people’s minds, but I do know what is on God’s mind. He clearly loves me just as I am, not because of my possessions.

Response: Thank you, Lord, for Your wondrous gift of your Son. Help me to value myself so that I can understand your unconditional love for me. Help me to put the right perspective on those who desire my wealth and don’t value me. Help me forgive: ______, who has hurt me by valuing me for what I can do for them.

Think About This: Wealth often brings pride along with it. Who do I know that is wealthy and humble? Do I need to spend some time with them in order to discover their secret?

About the Author: Jim DeVries graduated from the University of Michigan with a degree in mechanical engineering. In 1979, he began a medical device company, DLP Inc, which he sold to Metronic Inc. in 1984. The company at that time had operations in three European countries and sold products to open heart centers worldwide. While working in the medical field, Jim receive over 50 patents in the areas of open-heart surgery and cell separation.

Jim’s devotional e-book, Work, Wealth, Wisdom & Worship: Meditations for Leaders, is available on Amazon.

 

Donor Relations, Fundraising Verse of the Week, Major Donors, Stewardship

Determined Generosity

by Ron Haas
September 29, 2020

“But generous people plan to do what is generous, and they stand firm in their generosity.” Isaiah 32:8 NLT

Sometimes people who receive think that giving is easy, but that’s not true. Satan doesn’t want God’s kingdom to thrive, so he hurls many fiery darts at believers to discourage them from overflowing with generosity. Even when someone is inclined to give, many barriers stand in the way. Consider these three:

Family. People often use family obligations as an excuse for not giving. The friend at midnight’s friend even said, “my children and I are in bed. I can’t get up and give you anything” (Luke 11:7). Parents and grandparents are squeezed to pay tuition—sometimes even through post-doctoral studies! Some are legitimately focused on providing critical care their children; others fixate on supplying “the cares of this world.” Giving becomes even more challenging when children oppose their grandparents’ or parents’ charitable decisions. However, generous people view their family needs in light of eternity and make room for generosity.

Finances. You may think that wealthy people should be more generous because they don’t have to worry about money. They might not worry in a sinful sense, but often they are concerned about making wise stewardship decisions. There are times when a donor may want to give, but simply cannot. Fred was asked if he would consider supporting a campaign, he initially indicated he would give $25,000, but after prayer and reconsidering his other obligations he decided to give $10,000. Our proper response is gratitude, not disappointment.

Fear. Satan throws his ultimate weapons of fear and doubt at generous people. “If I give, will I have enough to meet my needs (Matthew 6:33)?  “How can I be sure that God will ‘throw open the floodgates of heaven and pour out so much blessing that there will not be room enough to store it’” (Malachi 3:10)? Giving requires immense faith no matter your net worth. Fear can surprise even a well-intentioned donor at any time in the giving process, even after they have verbally agreed to support your ministry.

Thankfully, generous people stand firm in their generosity, but that doesn’t make their giving decisions simple or easy. Pray fervently that your donors would stand against the devil’s excuses. Satan knows that if he cuts off your supply lines, he will weaken your ministry. Surround your ministry partners with your shield of faith to help extinguish the flaming arrows aimed at their hearts. Pause right now and pray for your key friends seeking God’s wisdom for what to give, to whom, and when.

Have a Spirit-led fundraising week,

Ron

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 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.

Capital Campaigns, Donor Relations, Major Donors

Fundraising Tips from John D. Rockefeller, Jr.

by The Timothy Group
September 24, 2020

Today, when you hear the word, “philanthropy,” you think of Bill Gates, Warren Buffet, or Chuck Feeney. Perhaps one of the most generous philanthropists in the past century was John D. Rockefeller, Jr. (1874-1960), the only son and principal heir of John Rockefeller, the founder of Standard Oil. Historians estimate that during Junior’s lifetime he gave away $537 million dollars, which adjusted for inflation, is more than $10 billion.

Junior had many giving interests including conservation, preserving historical landmarks, collecting fine art, promoting world peace, and supporting religious causes. Countless charities turned to him for support. Not only would he give, he would also invite his friends to give, and train organizations in the finer points of asking. In 1933, he delivered this speech, “The Technique of Soliciting,” to campaign volunteers who were raising funds for the Citizens Family Welfare Committee. Listen to his counsel and apply his suggestions to your fundraising efforts.

“I have been asked to say a few words on the technique of soliciting donations.

Perhaps the best way to acquire a knowledge of that subject is to ask ourselves the question, ‘How would I like to be approached for a gift?’ The answer if carefully thought out, may be relied upon as a pretty safe guide to the task of soliciting. I have been brought up to believe, and the conviction only grows on me, that giving ought to be entered into in just the same careful way as investing — that giving is investing, and that it should be tested by the same intelligent standards. Whether we expect dividends in dollars or in human betterment, we need to be sure that the gift or the investment is a wise one and therefore we should know all about it. By the same token, if we are going to other people to interest them in giving to a particular enterprise we must be able to give them adequate information in regard to it, such information as we would want were we considering a gift.

First of all, then, a solicitor must be well informed in regard to the salient facts about the enterprise for which he is soliciting. Just what is its significance, its importance? How sound is the organization back of it, how well organized? How great is the need? An accurate knowledge of these and similar facts is necessary in order that the solicitor may be able to speak with conviction.

It is a great help to know something about the person whom you are approaching. You cannot deal successfully with all people the same way. Therefore, it is desirable to find out something about the person you are going to — what his interests are, whether you have any friends in common, whether he gave last year, if so, how much he gave, what he might be able to give this year, etc. Information such as that puts you more closely in touch with him and makes the approach easier.

Again, one always likes to know what other people are giving. That may be an irrelevant question, but it is a human question. If I am asked for a contribution, naturally and properly I am influenced in deciding how much I should give by what others are doing.

Another suggestion I like to have made to me by a solicitor is how much it is hoped I will give. Of course, such a suggestion can be made in a way that might be most annoying. I do not like to have anyone tell me what it is my duty to give. There is just one man who is going to decide that question — who has the responsibility of deciding it — and that is myself. But I do like a man to say to me, ‘We are trying to raise $4,000,000 and are hoping you may be desirous of giving $_____.  If you see your way clear to do so, it will be an enormous help and encouragement. You may have it in mind to give more; if so, we shall be glad. On the other hand, you may feel you cannot give as much, in view of other responsibilities. If that is the case, we shall understand.

Whatever you give after thinking the matter over carefully in the light of the need, your other obligations, and your desire to do your full share as a citizen, will be gratefully received and deeply appreciated.’ When you talk like that to a man, he is glad to meet you again, and will not take the other elevator when he sees you in the corridor because you backed him to the wall and forced him to give.

Of supreme importance is to make a pleasant, friendly contact with the prospective giver. Some people have a less keen sense of their duty and responsibility than others. With them, a little urging may be helpful. But with most people a convincing presentation of the facts and the need is far more effective. When a solicitor comes to you and lays on your heart the responsibility that rests so heavily on his; when his earnestness gives convincing evidence of how seriously interested he is; when he makes it clear that he knows you are no less anxious to do your duty in the manner than he is, that you are just as conscientious, that he feels sure all you need is to realize the importance of the enterprise and the urgency of the need in order to lead you to do your full share in meeting it — he has made you his friend and has brought you to think of giving as a  privilege.

Never think you need to apologize for asking someone to give to a worthy object, any more than as though you were giving him an opportunity to participate in a high- grade investment. The duty of giving is as much his as is the duty of asking yours. Whether or not he should give to that particular enterprise, and if so, how much, it is for him alone to decide.

To recapitulate, then, briefly: know your subject; be so sold on it yourself that you can convincingly present its claims in the fewest possible words. A letter may well precede an interview, but personal contact is the most effective. Know as much as you can about the man to whom you go; give him a general idea to the contributions being made by others in his group, and suggest in a gracious and tactful way what you would be glad to have him give, leaving it entirely to him to decide what he shall give.

Be kindly and considerate. Thus, will you get closest to a man’s heart and his pocketbook.”

Resource: “The Technique of Soliciting” by John D. Rockefeller Jr. (1874-1960), a speech he delivered to the Citizens Family Welfare Committee in New York City in 1933.

 

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