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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.

Development, Donor Relations, Fundraising, Stewardship

Squeezing Fundraising onto Your To-Do List

Do you feel like a circus performer juggling multiple tasks competing for your time and attention? Have you been asked to write your ministry’s strategic plan—and then implement it all by yourself? Are you responsible for training and coaching your staff, but can’t seem to find time to meet with them regularly? Do you finally schedule a meeting, only to cancel it to prepare financial reports for the board meeting? Has your board chair asked you to ramp up your fundraising efforts because the budget is a little tight? You might think to yourself, “And just how am I supposed to squeeze that in?”

Don’t laugh! This is an every day, real occurrence in the non-profit world.

The “tyranny of the urgent” is not just a cliché, but a reality in many ministries. Charles E. Hummel wrote a small pamphlet bearing that title (Inter-Varsity Press, 1967) and commented, “When we stop to evaluate, we realize that our dilemma goes deeper than shortage of time; it is basically the problem of priorities.” So, how can you maintain both your sanity AND priorities and still raise funds your ministry?

·  Is the answer more staff? Maybe, but that’s not always possible.

·  Is the answer less responsibilities or tasks on your plate? Maybe, but which ones should you eliminate?

·  Is the answer better time management, as in “shall I sign up for one of those time management seminars when it comes to town?” Maybe. This may help you cope with the immediate challenge but not alleviate your problem long term.

Finding more time in your day, week, or month is a fundamental management challenge. One executive director described his avalanche of paperwork, “It’s horrendous and getting worse. Sometimes it seems all I do is shuffle papers without ever making progress on the real work that needs to be done.” All of us have “real” work and “not so” real work. How can you tell the difference and strike the right balance?

Setting the right priorities.
Name three things your organization must do well to thrive. Then ask yourself, “What are three things in my current job description that only I can do?” Involve your board or others in your evaluation process. Fundraising should land near the top. The CEO or executive director is typically the most effective fundraiser in any organization. The position carries influence; many donors want to talk directly with the boss. You may need get rid of some responsibilities to add fundraising to your plate.

Sticking to these priorities.
Maybe you have heard the expression, “keep the main thing the main thing.” Once you establish the right priorities, jealously protect your fundraising time. Schedule a day, or two half days each week to meet with donors and prospects. Use this time to educate, cultivate, and nurture your relationships. Be persistent. Interruptions and other “important” things will always try to crowd into your fundraising time. Unless it is in your job description, and only you can do it, don’t let anything get in the way. Your ministry success depends on your fundraising efforts. Bottom line–free up your schedule for fundraising.

Delegate Wisely
In his book, One Minute Manager, Ken Blanchard poses the question, “Why is it that some managers are typically running out of time while their staffs are typically running out of work?” Some leaders think they are indispensable, or that some tasks can only be completed by them. Yes, this is partly true, but most of us struggle with delegating properly, thus adding to our stress. No one is indispensable. That thought process limits the work or growth of others.

Delegation is “the ultimate form of management” because it allows your people to achieve more and more with less and less from you. And guess what? Effectively delegating one project, or task, frees up time for you to delegate more responsibilities to others. As you achieve higher levels of delegation, it will free up your time to focus on what is most important. If someone else in your organization can do or be trained to do a task you currently do, let them do it.

Whom should you delegate these extra tasks to? It may be someone on your staff or team. If not, can you identify some faithful volunteers? Recruit true biblical stewards who desire to serve the Lord. They may have time and talent in areas you may not.

Is there a risk when delegating? Of course, but the greater risk is being overwhelmed and ineffective as a leader because you can’t get to everything. With all those plates spinning in the air, it is only a matter of time until some of them crash to the floor. Delegate every task that keeps you from “the main thing.”

Fundraising is essential for every ministry leader. It is not about “squeezing fundraising onto your to-do list.” Embrace fundraising as one of your top priorities and then reassign everything that gets in the way. Your ministry will thank you!


About the Author: Kent Vanderwood, Vice President – Kent offers clients over 35 years of non-profit experience including teaching, administrative, consulting, and directorships. 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. He currently serves as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). 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.

Development, Donor Relations, Fundraising, Stewardship

Boost Your Annual Report!

One of the best strategies for reporting your success to your donors and stakeholders is through an Annual Report. You may or may not currently produce one, but if your non-profit organization is like most of those we serve, you probably ask these questions every year:

·  Is an annual report required of our non-profit?

·  If not, why should we do one?

·  Who is our audience?

·  What should be included?

·  How long (or brief) should it be?

·  Is there one format that is better than others?

·  Should it be printed or digitally produced?

·  What are the best practices to consider when preparing our annual report?

Do we have to produce an annual report?
Your ministry is not required to produce an annual report, but there are many persuasive reasons to create one. However, all non-profits with 501c3 tax-exempt status must file Form 990 or the Annual Information Return with the IRS. An annual report is an optional informational report that non-profits produce to serve their OWN purposes. Here are some benefits to consider:

Inspire your audience about your mission.
One non-profit executive’s perspective is, “The annual report is a comic book. They look at the pictures and glance at the words.” If you only have a glance, make sure your photos include captions that communicate your impact, your stories are brief but compelling, and your financials are clear and convincing.

Show the results and impact of your organization.
Donors are your target audience. Show the tangible results of your work to prove your return on their investment (ROI). Share the spiritual impact to authenticate your spiritual return on investment (SROI). What were you able to accomplish, with their help, over the past 12 months? Do not be afraid to “toot your horn.” Donors give because they love your organization. They keep giving and give more because their dollars are making a difference. Some organizations have wisely renamed their annual report to “Impact Report.”

Build trust through financial accountability.
Being transparent with how you present your numbers will help build trust. Your audience can review your 990 Report on their own to check your financials. It’s much better to tell them first in your narrative with your charts and stories. There are many ways to share this information. Make it simple and clear. They need to see that you are a good steward of their donations.

Show appreciation for your current donors.
In the past, annual reports would generally show a list of donors over the past 12 months. At least those who have given at significant or notable levels. Of the 15 annual reports on my desk right now, only one of them includes this list. And that one is an insert sheet that can be added or removed based on the audience. That is not to say the other reports fail to show appreciation and give thanks. It is just more general and less specific to individuals. Hopefully, you are engaging with your major donors enough that you need not depend on your annual report to say thanks.

What are some “best practices” for writing an Annual Report?

·  Create a plan for your non-profit annual report. Have a strategy. Define your purpose and your audience. Include great photos. Compile financial information and key metrics. Interview key supporters or service recipients for stories. Plan enough time to do it right.

·  Focus your annual report on the good your non-profit accomplished. Write from your donors’ perspective. What did their donations and volunteer support accomplish? Put them first. Allow them to “own” the results.

·  Use visuals in your annual report to keep readers engaged. Remember the “comic book” analogy? Use more visuals and less words. “Info-graphics” help. Transform complex data into easy-to-understand information.

·  Be honest about your non-profit’s progress. You want to show success, but that may not be possible 100% of the time on every project. Feel free to mention some of the challenges faced over the past year; show how you are being proactive in solving problems. Transparency builds trust.

·  Inspire supporters to act. Your annual report should include a call to action for your readers. Your report will share success and accomplishments. Some will be asking, “What’s next?” Make sure you include the answer to that question and how they can be a part of it. Volunteerism, corporate matching programs, upcoming fundraising events can be shared.

Should your annual report be a printed hard copy mailed or hand delivered to your stakeholders? Or should it be produced digitally and available for downloading as a PDF via an email or on your website? The answer is, “YES!” A combination of hard copy and digital annual report versions will reach the widest audience.

Here are three great samples: Haiti Teen Challenge, Immanuel Schools, and Lakeland Christian Schools.

Your annual report can be an effective fundraising tool as you inform, explain, narrate, and persuade your ministry partners to increase their impact through your ministry.


About the Author: Kent Vanderwood, Vice President – Kent offers clients over 35 years of non-profit experience including teaching, administrative, consulting, and directorships. 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. He currently serves as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). 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.

Development, Fundraising, Major Donors, Stewardship

Fundraising with Heart!

We often talk about fundraising metrics: donor retention rate (DRR), donor attrition (DA), donor churn (DC), donor frequency (DF), donor lifetime value (DLV), return on investment (ROI), cost to raise a dollar (CRD), the stress levels of advancement personnel (SLAP). Wait, I made that last one up. You get the idea. We have devised many ways to measure many things, but when it comes right down to it, relationships are the key to all successful donor engagements. Let me share a brief testimonial.

As consultants, we often work on behalf of our clients—meeting donors, assisting with solicitation calls, making thank you calls, and more. Recently, I delivered some donor appreciation gifts for one of my clients. The gift was a beautiful picture and “thank you” inscription framed in a nice plaque. One of my deliveries was to an elderly donor whom I first met in December, when I called on her for a year-end gift. She has been a widow for two or three years and became a major donor last year when she attended the ministry’s fall banquet with her church group. No one from the ministry had met with her personally before me. We had an enjoyable visit as she shared how she and her husband made giving decisions. He loved supporting Christian ministries that made an eternal impact. So, when I called her last week to ask if I could stop by to deliver a gift, she quickly responded, “yes!”

When I arrived at her home, she graciously led me to her kitchen table. I noted that her speech was somewhat slurred but did not draw attention to it. I asked how she was feeling. She shared that she had recently had a tumor removed in the back of her throat—that explained why it was difficult for her to speak clearly. She was scheduled for radiation therapy next week, 5 days a week for 6 weeks. We talked about how her sons and friends would rotate driving duties to and from her treatment sessions.

I asked her if I could pray with her and she readily accepted. As we held hands and prayed, I felt God touching her body as I spoke words of peace to her. When we ended, I told her we would add her name to the ministry’s prayer list, and she thanked me. I asked if I could call her halfway through her radiation treatments to see how she was doing. We hugged and she led me to the door, but not before handing me an envelope—inside was a $5,000 gift to the ministry.

Now, here is the point I want to make. Was she going to give that money anyway? Perhaps, but maybe not now, or in this way. I noted the date on the check was the date of my visit. She wrote that check knowing I was coming. She could have mailed it, but instead personally handed it to me. I believe that was intentional. I am sure this was not the last time I will meet with her or pick up a donation at her kitchen table. Her hug was the metric I value because it shows that this ministry has connected with her heart!


About the Author: Kent Vanderwood, Vice President – Kent offers clients over 35 years of non-profit experience including teaching, administrative, consulting, and directorships. 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. He currently serves as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). 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.

Development, Fundraising, Major Donors, Stewardship

Leadership Giving

Your first question might be, what exactly is leadership giving?

Leadership giving is a principle introduced in the Old Testament that is still relevant today. Two main passages teach this concept. In Exodus 25, Moses asked for gifts to build the tabernacle:

“The Lord said to Moses, ‘Tell the Israelites to bring me an offering. You are to receive the offering for me from everyone whose heart prompts them to give. These are the offerings you are to receive from them: gold, silver, and bronze; blue, purple and scarlet yarn, and fine linen; goat hair; ram skins dyed red and another type of durable leather; acacia wood; olive oil for the light; spices for the anointing oil and for the fragrant incense; and onyx stones and other gems to be mounted on the ephod and breast piece.’” (Exodus 25:1-7).

In 1 Chronicles 29, David gathered resources to construct the temple:

“Then King David said to the whole assembly: ‘My son Solomon, the one whom God has chosen, is young and inexperienced. The task is great, because this palatial structure is not for man but for the Lord God. With all my resources I have provided for the temple of my God—gold for the gold work, silver for the silver, bronze for the bronze, iron for the iron and wood for the wood, as well as onyx for the settings, turquoise, stones of various colors, and all kinds of fine stone and marble—all of these in large quantities. Besides, in my devotion to the temple of my God I now give my personal treasures of gold and silver for the temple of my God, over and above everything I have provided for this holy temple: three thousand talents of gold (gold of Ophir) and seven thousand talents of refined silver, for the overlaying of the walls of the buildings, for the gold work and the silver work, and for all the work to be done by the craftsmen. Now, who is willing to consecrate themselves to the Lord today?’  Then the leaders of families, the officers of the tribes of Israel, the commanders of thousands and commanders of hundreds, and the officials in charge of the king’s work gave willingly. They gave toward the work on the temple of God five thousand talents and ten thousand darics of gold, ten thousand talents of silver, eighteen thousand talents of bronze and a hundred thousand talents of iron. Anyone who had precious stones gave them to the treasury of the temple of the Lord in the custody of Jehiel the Gershonite. The people rejoiced at the willing response of their leaders, for they had given freely and wholeheartedly to the Lord. David the king also rejoiced greatly” (1 Chronicles 29:1-9).

We see a model for giving in each of these passages. God told Moses to start with gifts of “gold, silver and bronze” (Ex. 25:2). Who had valuable gifts like this to give? The leaders of Israel, presumably. But He also added the phrase, “from everyone whose heart prompts them to give.” Moses invited everyone to give, but he asked the leaders to give first.

King David followed the same model. The first gifts were gold, silver, bronze, iron, followed by wood, fine stones, and marble. The key phrase appears in 1 Chronicles 29:3-5, where David gave his OWN treasures for the temple. He did not ask others to do what he was not willing to do himself. He set the pace, and everyone followed his lead.

This is how the 1 Chronicles 29 campaign ended, “Then the leaders of families, the officers of the tribes of Israel, the commanders of thousands and commanders of hundreds, and the officials in charge of the king’s work (all) gave willingly” (vs. 6). When the people saw their leaders give, they rejoiced for what God was accomplishing (vs. 9). When your leaders set the pace, others will be inspired to give.

Who are the “leaders” in your organization? Who should be the first to give? Depending on the type of non-profit you are, this would include the trustees, foundation board, steering committee (if you are engaged in a capital campaign), staff, parents, and possibly even service recipients. Each of these groups serves in leadership in some way and together they form your “leadership giving.”

Four Takeaways:

•  Start with your giving. David gave first in 1 Chronicles 29:1-5, then the other the leaders gave (vs. 6-7), and finally the rest of the people joined in (vs. 8-9).

•  Start at the top. Top-down giving begins with the leaders (gold, silver bronze).

•  Move inside-out. Giving should start with those who are the closest to the ministry, then move to those who are less involved.

•  Invite everyone to give. Exodus 25:2 and 35:4, “Everyone who is willing…” It’s important to ask everyone in your constituency to partner in fulfilling your mission.

So, how much should each person give?
This is a very personal matter, between the individual and God, leading through his Holy Spirit. Moses said, “From what you have, take an offering for the Lord” (Exodus 35:4). Can you give a gift of gold? If so, you should. Maybe your gift is fine linen, acacia wood, or onyx stone. Giving is about “equal sacrifice, not equal gifts.” If you pray and ask God with a sincere and open heart, he will speak to you.

Paul gives this instruction for leaders:
“Command those who are rich in this present world not to be arrogant nor to put their hope in wealth, which is so uncertain, but to put their hope in God, who richly provides us with everything for our enjoyment. Command them to do good, to be rich in good deeds and to be generous and willing to share. In this way, they will lay up treasure for themselves as a firm foundation for the coming age, so that they may take hold of the life that is truly life” (1 Timothy 6:15-17).

Leaders demonstrate their leadership through their sacrificial giving. Lead by example and others will follow.


About the Author: Kent Vanderwood, Vice President – Kent offers clients over 35 years of non-profit experience including teaching, administrative, consulting, and directorships. Through his work as Development Director for The Potter’s House, Gospel Communications Inte
rnational, and Mel Trotter Ministries, Kent brings a wealth of experience in fundraising and development. He currently serves as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). 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.

Fundraising Verse of the Week, Major Donors, Stewardship

Avoiding Donor Fatigue

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

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

1. Don’t be a “Living Vampire.” Billionaire Ted Leonsis attributes his wealth creation to his master networking skills. His counsel for others seeking to build their networks is, “Don’t be a “living vampire.” Before asking for a favor, Leonsis always seeks to add value to each relationship. He asks himself, “How can I help this person get closer to their goal?” His unselfish approach to business serves as great example for fundraisers.

How can you help your ministry partners get closer to their spiritual goals? Is your donor interested in evangelism? education? feeding the hungry? helping the poor? You add value by treating them as full partners in your life changing ministry. How are you blessing your donors before you ask for their support?

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

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

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

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

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.

Fundraising Verse of the Week, Major Donors, Stewardship

The Gift is Not for You

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

Every nativity scene includes shepherds and wise men, but Matthew 2:11 rewrites this Christmas pageant script. Luke shares the shepherds’ perspective as the angels proclaim, “Glory to God in the highest heaven, and on earth peace to those on whom his favor rests” (Luke 2:14). The shepherds ran to Bethlehem and “found Mary and Joseph, and the baby, who was lying in the manger” (Luke 2:16).

Many people have heard the Christmas story all their lives and have missed this detail: The Magi arrived perhaps two years later. Notice: (a) they came to a house, (b) Jesus is called a child, and (c) King Herod reacted by putting to death all the male children in Bethlehem who were two years old and younger (Matt. 2:16-18).

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

Gold. The inside walls of the temple were completely overlaid with gold (1 Kings 6:20-22). John reveals that the streets of heaven are made of pure gold (Rev. 21:21). As fundraisers you ask your donors for gold, but you are ultimately asking them to lay up their treasures in heaven (Matt. 6:19-21).

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

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

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

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

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

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.

Fundraising Verse of the Week, Major Donors, Stewardship

That Feeling of Vujà De

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

Déjà vu is a French term for that intuitive feeling you have when you see or experience something that’s familiar, like you’ve already seen or experienced it before. Organizational guru, Karl Weick describes Vujà De as the feeling that, “I’ve never been here before, I have no idea where I am, and I have no idea who can help me.”

Joshua had to feel this as he prepared to enter the Promised Land. Moses had died and the Lord had given him the mantle of leadership for the next phase in Israel’s journey. Perhaps God is calling you to a new ministry or to lead your current ministry into uncharted territory. Learn these three lessons from Joshua.

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

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

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

Response: Father, I thank you that even though I’m facing something I’ve never faced before, you are in complete control and will guide my steps.

Think About This: Am I trusting in my fundraising experience to bring me success, or am I trusting in God? Who will get the glory if you succeed?

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.

Fundraising Verse of the Week, Major Donors, Stewardship

One Size Does Not Fit All

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

David heard Goliath cursing the Lord and volunteered for the fight of his life. Saul thought he was too inexperience, but after David shared his resume (1 Samuel 17:34-37) that included killing a lion and a bear, Saul agreed to let him try. David didn’t arrive dressed for battle, so Saul outfitted him with his own tunic, coat of armor, helmet, and sword—but it was too heavy and restricting. David took it off and decided to face Goliath with his sling and five smooth stones. You know the rest of the story. David’s strategy teaches us four important fundraising lessons.

1. Don’t mimic another organization’s strategy. King Saul thought his approach was the best for David. Many ministries base their fundraising plan on what another ministry does. While you can learn lessons from others, you have a different constituency, a different fundraising budget, unique strengths and weaknesses, and a different team with different capacities. Just because something works for XYZ ministry doesn’t mean it will work for you. Don’t pursue a particular fundraising event or strategy simply because other non-profit organizations are doing it.   

2. Stick with what works. David’s lion and bear experiences were great preparation to fight Goliath mano a mano. Personal face-to-face fundraising is the most effective strategy for every ministry. Learn to identify, cultivate, and solicit your key donors one-on-one. It’s easy to get distracted with the latest fundraising fad, but you cannot replace personal solicitation. As you hone your asking skills on lions and bears, God will prepare you for your Goliath.

3. Pray and be courageous. David is a great example of courageous faith. He wasn’t relying on his human effort; he was relying on God. “You come against me with sword and spear and javelin, but I come against you in the name of the Lord Almighty” (1 Samuel 17:45). Fundraising isn’t a fight with your donors, but it’s a spiritual battle with your fears that can only be won with prayer and courageous faith. Be brave and ask.

4. Use new tools when helpful. After David had struck the Philistine with the stone, he showed Goliath the end of his sword he wasn’t used to seeing. Innovate and learn new strategies. Some new fundraising methods can be effective, just don’t abandon the proven strategy of personal asking.

Response: Father, forgive me for attempting some other organization’s fundraising strategy and not trusting you to help us conquer our Goliaths.

Think About This: David didn’t take on Goliath in his first battle; he started with a lion and then a bear. What smaller gifts could you solicit this week to increase your courage for the big ask?

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, Fundraising Verse of the Week, Major Donors, Stewardship

Determined Generosity

“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.

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