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Fundraising Verse of the Week

Growing Major Gifts

by Ron Haas
November 13, 2024

“This is what the kingdom of God is like. A man scatters seed on the ground. Night and day, whether he sleeps or gets up, the seed sprouts and grows, though he does not know how. All by itself the soil produces grain—first the stalk, then the head, then the full kernel in the head. As soon as the grain is ripe, he puts the sickle to it, because the harvest has come.” (Mark 4:26-29)

Jesus shared this parable of the growing seed to illustrate how God causes the Gospel to flourish in peoples’ hearts. When the seed starts growing it doesn’t stop until it produces a harvest. Some people new to major gift fundraising think they can plant the seed and immediately harvest a $1 million gift but asking and receiving requires patience and faith. Consider these steps:

Scattering Seed
The farmer sows the seed but is not responsible for the outcome. His role in the process is very limited. All he can do is plant the seed and wait. The only human act in the Gospel is telling the story. Evangelists can’t make someone place their faith in Christ, they can only present the Gospel and trust the Holy Spirit to change hearts. As a fundraiser, you can’t make someone give to your ministry, you can only share the story, ask for their partnership, and trust God to prompt their generosity.

Sprouts and Grows
The seed has all the power within it to reproduce itself which is why your ministry story is a critical aspect of fundraising. Your story must convey eternal results. The farmer doesn’t understand how the seed grows. Likewise, you can’t read a donor’s heart to know what might take root, so you need to sow many varieties of seed. Your giving opportunities should include people, property, and programs.

Stalk, Head, Full Kernel
Donors rarely give a seven-figure first-time gift, in fact many initial gifts are $100 or less. Stretch your donors by presenting them with greater opportunities. As your donors’ confidence in you grows, their gifts will increase. An eager major gift officer boldly asked for a $5 million dollar gift from someone who had the ability but no relationship to the ministry. The donor responded, “You need to give me more of an onramp. Ask me for a project that can start our relationship.”

The Harvest
Farming and fundraising are hard work. Both require knowledge of what, when, where, and how to plant, and both require reliance on God’s favor. The fundraising harvest comes after you’ve invested the hard work of relationship building and asking. The hardworking farmer does what he does so he can enjoy the harvest. If you faithfully tell your story and ask, God will bring a bountiful harvest. He is ultimately responsible for providing for your ministry.

Think About This: Mark 4:28 says, “All by itself the soil produces grain.” This phrase uses the Greek word automatē, from which we get the English word “automatically.” It’s divinely automatic. Fundraising is a divine-human cooperative, but mostly divine. Tell your ministry story well, ask boldly, and leave your results to God.

Response: Father, please help me faithfully tell our ministry story, ask for support, and trust you for the outcome.

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising

Fundraising Verse of the Week

Is This the Time to Take Money?

by Ron Haas
October 28, 2024

But Elisha said to him, “Was not my spirit with you when the man got down from his chariot to meet you? Is this the time to take money or to accept clothes—or olive groves and vineyards, or flocks and herds, or male and female slaves? (2 Kings 5:26)

Naaman, the commander of the Syrian army, had a big leprosy problem. A servant girl shared good news with his wife that Elisha would heal him. So, Naaman searched for the prophet and took along 750 pounds of silver (worth approximately $230,000), 150 pounds of gold (worth approximately $4.2 million), and ten new outfits. Elisha didn’t even come to the door but sent him to wash seven times in the Jordan. Naaman was offended but his servant finally convinced him to obey the prophet and he was miraculously healed. Naaman was so grateful, he rushed back to thank Elisha with silver and gold, but Elisha refused his gifts and sent him home.

Gehazi believed Elisha had let Naaman off too easy, so he chased after this major donor to ask for a gift for himself. Gehazi shared a cover story about needing seventy-five pounds of silver and some new clothes for two young prophets. Naaman joyfully gave him twice as much as he asked. Gehazi hurried back, stashed the loot in his tent, then went to work like nothing had happened. Elisha caught him red-handed. Unfortunately, all too often, someone in Christian ministry gets caught embezzling funds. How can you protect your heart against greed? Consider these three safeguards:

Contentment
“The love of money is the root of all kinds of evil” (1 Tim. 6:10). Like many in ministry, Gehazi felt underpaid and undervalued, so he took matters into his own hands. You’ll never get paid what you’re worth—or so you think. The defense against covetousness is contentment. Paul “learned the secret of being content in any and every situation, whether well fed or hungry, whether living in plenty or in want” (Phil. 4:12). Have you learned the secret of contentment?

Others-Focused
It’s not wrong to be compensated fairly for your work. “The worker deserves his wages” (1 Tim. 5:18). Paul instructed, “the one who receives instruction in the word should share all good things with their instructor” (Gal. 6:6). Elisha could have taken a gift, but he was more concerned about Naaman’s spiritual growth than his own financial needs. He didn’t want Naaman to be confused by thinking he could pay for God’s grace.

Accountability
Financial audits usually catch embezzlers, but Gehazi’s sin was asking for his own benefit and taking advantage of the donor’s generosity. This greed is much harder to detect. As a fundraiser, you have the privilege of befriending many wealthy people. One can easily become envious of their lifestyle. Always put the interests of your ministry above your own. Don’t ask for yourself.

Think About This: “Watch out! Be on your guard against all kinds of greed; life does not consist in an abundance of possessions” (Luke 12:15). The results of greed are not worth the price. Gehazi was struck down with Naaman’s leprosy. Guard your heart!

Response: Father, please forgive me for being discontent with my wages (Luke 3:14).

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

Fundraising Verse of the Week

Convincing Skeptical Donors

by Ron Haas
October 10, 2024

The officer had said to the man of God, “Look, even if the Lord should open the floodgates of the heavens, could this happen?” The man of God had replied, “You will see it with your own eyes, but you will not eat any of it!” (2 Kings 7:19)

Ben-Hadad king of Aram laid siege to Samaria causing starvation so severe people were eating donkey’s heads, pigeon droppings, and even cannibalizing their children (2 Kings 6:26-30). The king of Israel blamed Elisha and vowed to kill him. Elisha prophesied the Lord would open the floodgates of heaven and rescue them the very next day, but the king’s first officer scoffed. There’s always a skeptic who questions your fundraising plans proclaiming, “It will never happen!”

Is your ministry facing a difficult financial situation? Do people question your sanity when you tell them fundraising is the answer to your problems? Keep taking these four donor development steps:

Discover
Many ministries respond to crises like the people of Samaria. They hunker down and don’t ask others for help. In a last-ditch effort, four lepers decided to approach the Aramean’s camp and beg for bread. They discovered an incredible sight. During the night, the soldiers heard voices from the Lord and ran for their lives leaving all their food and possessions. The four lepers went from tent to tent gobbling and grabbing as much as they could.

Sometimes, we assume major donors aren’t interested in giving to our ministry. We don’t ask them, we just assume. Remember this fundraising rule, “Don’t decide for your donors. Let them decide for themselves.” Schedule discovery visits with your key prospects and ask questions.

Qualify
The lepers gorged themselves and then felt remorse for the people in the city. So, they went to the city walls and shouted the good news. The king was skeptical but sent soldiers to check out the lepers’ story. You should qualify potential major donors. What is their link to your organization? Does their giving interest align with your mission? Do they have the financial ability to give a significant gift?

Cultivate
Many times, we are tempted to push the relationship faster than the donor is ready. A donor downloaded a free resource from a radio ministry. The ministry followed up immediately with an email appeal, even before the donor had a chance to read the document. The Israelites could skip the donor cultivation step because their “donors” were long gone. However, you cannot jump to the ask before you earn the right to ask.

Solicit
Some fundraisers love making discovery, qualifying, and cultivating visits but fall short when it comes to soliciting. You can’t hint or hope, you must go ask for a gift. Once the word got out the enemy was gone, the people rushed to Aramean’s camp and picked up their “gifts.” Elisha’s prophecy came true. God supplied a miracle, and the skeptical officer was trampled.

Think About This: There are three type fundraisers. The Wills, the Won’ts, and the Can’ts. The Wills will accomplish everything. The Won’ts will oppose everything, and the Can’ts won’t do anything. Which fundraiser are you?

Response: Father, give me courage to keep asking even when skeptics stand in my way

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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

Fundraising, Major Donors, Stewardship

Who Makes It Rain?

by The Timothy Group
August 23, 2020

I have never once caused it to rain in my nearly 40 years of stewardship practice here at TTG. I know who sends the rain and it is not me. However I do know what to do with the rain once God sends it. I have been in the irrigation business all these years. I also admit to an occasional attempt at “cloud seeding.” Yes, I’m trying to help God out a bit! This reveals the need to pause and ask myself the following question.

BHAQ (Big Harry Audacious Question):

DOES GOD REALLY NEED US TO ACCOMPLISH HIS TASKS HERE ON EARTH?

Development, Fundraising, Stewardship

2 Ways To Directly Impact Development By Year’s End

by The Timothy Group
August 7, 2019

Ready for Fall?

Back to school sales are already in full swing. Summer is winding down and Fall kick-offs are only weeks away. As hard as it may be to believe, Fall is upon us. The most critical fundraising months of the year are around the corner.  So, let’s ask the tough question: Are you ready?

Are you ready for budgeting and spreadsheets?

Are you ready for Fall Campaigns?

Are your social media strategies in place?

Is your calendar filling up with major and mega donor appointments?

Is your vision story-crafted well and ready to share?

Is your first Fall newsletter template done, copy complete and formats proofed?

When it comes to development, we all understand the 24-7 nature of the beast. That said, however, Fall offers a uniquely timed opportunity each year and here are two ways to directly impact your organization’s development by year’s end.

1. Top 10/Next 20 lists

That’s right, contrary to what some may think, there is a biblical precedent for categorizing and segmenting donors according to capacity. Look back at the leadership of Moses and Aaron in Exodus 25:2-8:

“Speak to the people of Israel, that they take for me a contribution. From every man whose heart moves him you shall receive the contribution for me. And this is the contribution that you shall receive from them: gold, silver, and bronze, blue and purple and scarlet yarns and fine twined linen, goats’ hair, tanned rams’ skins, goatskins, acacia wood, oil for the lamps, spices for the anointing oil and for the fragrant incense, onyx stones, and stones for setting, for the ephod and for the breast-piece. And let them make me a sanctuary, that I may dwell in their midst.”

Starting with the most valued material and continuing all the way through to stones, these leaders understood that in order to construct this mobile worship center (the Tabernacle) there would have to be a variety of gifts from mega-level gifts to common gifts. What do your lists look like? How are your lists categorized? What does your organization consider a mega gift, major gift and so on… Developing and maintaining these lists adds clarity, urgency and understanding to the overall development efforts of your organization.

2. Vision Dots

Every organization on the planet has a story or, more likely, a litany of stories that describe the history, past projects, successes and stories of impact. These are all important. However, stories are secondary to key points of vision or Vision Dots. Vision Dots are those bullet-point items that are timely, strategic initiatives that frame or put into context the stories of your organization.

Vision Dots are leaping off points that you can quickly share in an ‘elevator pitch’ but can also lead to stories that reinforce their value and impact. For example, ABC Rescue Mission shares a story of impact detailing the journey of a young adult who was strung out, at rock bottom, stumbled through their doors at the mission and is now teaching classes to people struggling with addiction.  This is an impactful story of redemption. However, this story should naturally flow from a Vision Dot that describes an aspect of the mission such as:

Leadership Development – 60% of all classes at ABC Rescue Mission are taught by former addicts. Help us continue to train and equip those who God brings to us to recover and lead.

Stories carry much greater weight and donor impact if they can be shared in relation to a Vision Dot or ministry core value. The more you can root a story in the context of a key initiative the easier it will be for the donor to see where their dollars are going and understand the reach of their giving.

And in case you are still skeptical, here are some of the ways Vision Dots are greater than stories:

Big picture thinking to showcase the reach of the ministry

Reveal the inherent understanding that the leaders of your organization have more than just a passion or well-intended hope,

but that there are plans and well thought-out strategies in place.

Quick and easy to share

Easy to remember

Pave the way for donors to ask about other key Vision Dots / initiatives within your organization

Fall is practically here. We hope all your lists are ready and your key vision initiatives are in place! Happy sharing!

*Interested in a planning session to discuss segmenting your donor lists or identifying your organization’s key Vision Dots? Schedule your free consultation today!

Donor Relations, Fundraising, Strategic Planning

Raising the Bar

by The Timothy Group
August 21, 2017

When Warren Buffet purchases a company, he requires his new managers to purchase stock. He believes that executives with “skin in the game” make better decisions. Buffet is unknowingly expressing a biblical truth, “For where your treasure is, there your heart will be also” (Luke 12:34). Board members who don’t give show that their heart isn’t really aligned with that ministry’s mission or vision. Every board member may not be able to give or get $100,000, but every board member should give a generous, sacrificial, annual gift.

How can you engage your board in fundraising? Paul wasn’t writing with nonprofits in mind, but he offers four applications for board members:

“Our counsel is that you warn the freeloaders to get a move on. Gently encourage the stragglers, and reach out for the exhausted, pulling them to their feet. Be patient with each person … ” (1 Thess. 5:14 MSG).

1. Warn the freeloaders to get a move on. Some boards are populated by “obit” members who only serve to build their obituary resumes. A board member’s job isn’t just to set policy to manage the money you already have, it’s to help you find more money. One board member commented, “Every one of our board members should constantly be in conversations with people to find out where God is hiding money!” Board chairs should prompt “obit” members to get a move on, or graciously ask them to move on.

2. Gently encourage the stragglers. The most successful fundraising is peer-to-peer. Some board members agree to raise money, but don’t follow through with their assignments. They keep promising to contact a potential donor, but they never call. They talk a good game, but it’s just talk. Solomon describes these board members, and even a few donors this way: “Like clouds and wind without rain is one who boasts of gifts never given.” (Prov. 25:14). It’s not what you expect, but what you inspect that actually gets done. Encourage board members to take an active role in fundraising. If nothing changes, refer to step one.

3. Reach out for the exhausted. Don was a rare board member who jumped into a capital campaign with abandon. As he made donor calls, he discovered that many of his contacts weren’t as excited about the ministry as he was. At one board meeting he shared, “This is hard work. I’d rather be out digging dirt with a shovel than asking people for money.” Don was doing a great job and needed encouragement. Donors weren’t giving because the ministry had done a poor job of telling its story, not because Don was doing something wrong. Don kept asking and by the end of the campaign he had raised three times more than anyone else. Reach out to exhausted board members and pull them to their feet.

4. Be patient with each person. The stress level at board meetings usually tracks with the monthly financial reports. As gift income rises so does everyone’s mood, but when donations go down, attitudes often follow. The executive director looks at the board and wonders why they aren’t helping. The board looks at the executive director and wonders why he or she doesn’t visit major donors. Paul ends with, “And be careful that when you get on each other’s nerves you don’t snap at each other. Look for the best in each other, and always do your best to bring it out.” (1 Thess. 5:15 MSG).

How can you bring out the best in your board? Have the “skin-in-the-game” conversation with your board chair. As a group, set giving and getting expectations and hold one another accountable. Start with a small assignment. Ask a board member to invite a friend to meet you for lunch. Good things happen when ministry leaders and board members work together.

 

This article can be found in the Summer 2014 issue of Outcomes Magazine

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Development, Fundraising

Do you have an “Elevator Pitch?”

by The Timothy Group
August 1, 2014

 

If you are involved in non-profit ministry and/or fund-raising for long, you will probably hear the term “elevator pitch.” Are you familiar with it?

From Wikipedia, ”an elevator pitch, elevator speech, or elevator statement is a short summary used to quickly and simply define a person, profession, product, service, organization or event and its value proposition.” (Pincus, Aileen. “The Perfect (Elevator) Pitch”.)

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