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Development, Donor Relations, Major Donors

Three’s A Charm. Well, Sometimes.

by The Timothy Group
June 17, 2020

We’ve all heard the expression, “Third time’s the charm,” and I’m confident that sometimes, that is the case. The giving figures for 2019 were release on Tuesday. Once again, giving in America eclipsed all other nations, no one else was even close. There is generosity and philanthropic DNA in America. Across the board, giving was $449 Billion. Yes, that is the “B” word! This is up from $427 Billion in 2018.  Where will we land in 2020? Wowzer, none of us seem to know. I can’t predict the future, but I do know who holds the future.  

Three items are having an impact on donors and giving here in America: 

The Pandemic

By now most of us are tired of COVID-19 information. Many of us are burned out on FaceTime, Google Duo and, of course, Zoom. We would love to get together in person but that still seems to be somewhere in the future, the near future, hopefully. It is a serious virus and we must all continue to be diligent. I know a major donor couple in the UK in their 70’s that have not been out of their home in over 100 days. This whole adventure has had an impact on your donors and ministry partners. 

The Economy 

We have globally been rocked by the shutdown of businesses and corporations, large and small. The GDP is down and frankly there is some gloom and doom in many people who are deeply concerned about their investments, their occupation, their business, and their pocketbook. Our donors, large and small, who previously supported us generously may be asking the question, “If I give, will I have enough to meet my own needs?” Needless to say, we are in an economic crisis. We are all asking the question what kind of an impact this will have as our ministries head toward the 4 best fund-raising months (September-December) this year.

Social Unrest

It has captured the news everywhere in America. Racial injustice, police brutality, social profiling, and discrimination is causing all of us to search our hearts for answers and has driven up to our knees. There are times we seem to be a divided nation. A year ago, we were all getting ready to celebrate Father’s Day and planning our 4th of July celebrations. Today, we are at home because of state mandates or briefly out in public with a mask on trying to figure all of this out. Can someone say, “6 blocks in Seattle?”    

I could add another potential impact on donors as we head toward the Fall. This is a Presidential election year, and that almost always seems to impact giving. Will we exceed 2019 giving numbers? I don’t know. But there is one thing I DO know – God has got this! Yes, He is concerned about you, your family and friends, your church, and your ministry. Here is a three fold approach to combating this Pandemic with the acts of God!

Threefold Approach

(1) “Pray Without Ceasing.” Paul the Apostle had it right, stay in a constant season of prayer. Our world, our nation, our cities, our communities our neighborhoods, and our families need it! 

(2) Communicate with every ministry partner and tell them you love them, and that you need them. See them electronically, of course, for now, hear them by listening to their personal stories and learn how they’re responding to our circumstances here in 2020, and value them as the lifeblood of nearly every ministry as our prayer warriors and our ministry partners/donors. Share your ministry value propositions with them. 

(3) Holy Boldness as you reopen, reboot, and increase your ministry outreach. Do not be afraid to share with boldness the needs you see in your centers of influence and how your ministry addresses them. Share boldly your mission, vision, and core values as well as the human needs you are addressing with your services and how you will share the Gospel for an eternal impact. 

Three is a charm. We can address the real and felt needs of your ministry partners/donors head on with grace, love, and hope. These are the three good ones.

Remember these words of wisdom, “Say your prayers and wash your hands, because Jesus and germs are everywhere.” 

Godspeed in this incredible journey. 

Article submitted by Pat McLaughlin, Founder/CEO of The Timothy Group.

Capital Campaigns, Fundraising

How Do We Assess our Funding Needs Post-Pandemic?

by The Timothy Group
June 9, 2020

We have hosted five zoom panel discussions here at The Timothy Group since early April. Each one included four panelists, representing Christian colleges, schools, rescue missions, camps and other non-profit organizations, sharing what they have learned about donor relations during this recent COVID-19 pandemic and how they have responded to it. We have gained a lot of valuable ideas and insights and I hope you have been a part of these stimulating learning sessions. If not, you can view any or all of these zoom panels by clicking here.

As we emerge from this pandemic and welcome the relaxing of shut-down orders and restrictions, we are faced with this question, “Will things ever be as they once were in our non-profit?” The feeling from most experts is that things will not return to normal, at least anytime soon, and we must adapt and change to a “new normal.” 

So, how do we assess our funding needs going forward? 

We already know our mission will not change due to COVID-19. That is critical. On the other hand, our message may need to change to better articulate and communicate our mission. And, of course, our methods and strategies will need to pivot and adjust to the new norm, whatever that may look like. 

Several Christian schools we serve will be assessing their Fall needs in light of enrollment, the demand for additional financial assistance to help their existing families, and their ability to take on potential new families in light of less dollars to give out. Emphasis on capital projects may be outweighed by the need for tuition assistance, but I believe that is a good choice. Donors will generally respond to the need for families to keep their kids in the school. 

Rescue missions have been hit especially hard during the COVID-19 pandemic with shortages of food, medical assistance, lack of transportation, and job losses in their clients. In their case, additional dollars may be needed to address these basic needs, while training programs take a back seat for a time. Capital projects, unless absolutely necessary, may need to wait and that is OK. As you assess where “the rubber meets the road,” your donors will support you if that is clearly communicated. 

One of our recent panelists, Jay Riemersma, Senior Director of Advancement at Family Research Council, talked about “What do football & Fundraising have in Common?” Jay shared how, in his NFL football career, they would often go into games where the scouting report wasn’t enough to win. He also talked about the need to adjust strategies and alter the plan during the game. “Going back to the fundamentals: running good routes, opening holes for running backs, good blocking schemes and finishing good tackles. It’s all about the basics; back to the fundamentals of the game.” 

In a game time situation, it may not be smart to try that “trick play” that you have been planning and better to stick to the basics. Just like in football, we don’t really have a “scouting report” for what post COVID will look like. I would encourage you to use this same principle as you assess your funding needs. “Keep it Simple.” What is at the core of your mission? Always seek that funding first. Donors will respond favorably when you do. 

Article submitted by Kent Vanderwood, Vice President for The Timothy Group. Kent currently resides as a board member for the West Michigan chapter of the Association of Fundraising Professionals (AFP). 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. 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.

Donor Relations, Fundraising, Major Donors

What Do Football & Fundraising Have In Common?

by The Timothy Group
May 12, 2020

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Jay Riemersma is a family man, a passionate follower of Jesus, a past congressional candidate, a gifted stewardship director, and he’s Dutch. Oh, by the way, he played tight end in the NFL for nine seasons. For the past eleven years Jay has served as Senior Director of Advancement for Family Research Council in Washington, DC. He has a unique perspective on what football and fundraising have in common.

Like all of us, Jay has been practicing the Michigan stay at home order, but he has used this time to stay very active with mega/major donors. Jay notes, “These are unprecedented and uncertain times. I don’t know what the future holds, but I know who holds the future.” He and his team launched a donor touch program called, “Check Ins;” making pastoral calls with their key ministry partners via phone, text, e-mail and Zoom. They even hosted some Zoom conference calls in a live radio format vibe with key FRC leaders sharing information and donors asking questions and getting immediate answers.

Jay played seven years for the Buffalo Bills playing the New England Patriots twice a year. There was not much love loss between teams, but a whole lot of respect for Patriots Head Coach Bill Belichick, perhaps the best coach in NFL history. Belichick is an offensive and defensive mastermind designing new plays for every game.

Jay shares, “We tossed the scouting reports because whatever we prepared for during the week had nothing to do with the actual game because his plays were often unprecedented and uncertain.” Sound familiar? Often at the end of the first quarter they would have to seriously adjust their game plan and go back to the basics: running good routes, opening holes for running backs, executing good blocking schemes, and of course, finishing good tackles. It’s the basics; back to the fundamentals of the game.

As you ride out this COVID slow down and prepare to re-open your ministry, go back to the basics.

(1) Play to your strengths. What were you doing well before the pandemic and what will you be able to do when this Season of Recovery begins? Jay commented, “Great coaches and great leaders know the strengths of their team and utilize their experience and expertise.

(2) Be prepared with personalized donor messages for your key ministry partners. Share real ministry needs, critical stewardship opportunities, and a team perspective, ‘We are all in this together and we need each and every one of you.’

(3) Pray for your ministry partners and invite them to pray for you.

(4) Visit your key donors in person. Sit at their kitchen table or out by the pool. Be flexible with travel. Tell them you love them, you need them. Go back to the fundamentals of communication, personal input, marketing, messaging, and ministry. It’s almost as basic as blocking and tackling.”

Good advice from an experienced stewardship officer who has raised millions in gift income. So, what do football and fundraising have in common? You need a game plan, good communication, clear goals and expectations, and a true love for people, your ministry partners – it’s a team effort! This too shall pass; we don’t know what ministry will look like in the new normal. Be ready and don’t fumble!

Article co-authored by Jay Reimersma and Pat McLaughlin.

 

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Capital Campaigns, Development, Donor Relations, Fundraising, Major Donors, Stewardship, Strategic Planning, Zoom Panel Forum

Zoom Panel Forum Recording “Visualizing A Season Of Recovery”

by The Timothy Group
May 6, 2020
View Live Recording

View the live recording of this crucial discussion “Visualizing A Season Of Recovery” led by top development experts with 120 participants across the US! Panelists include:

Ali Crotts, Executive Director of Advancement, Carmel Christian School, Matthews, NC

Jay Riemersma, Senior Director of Development, Family Research Council, Washington, D.C.

Norman D. Hall, Ed.D., President, Simpson University, Redding, CA

Lars Carlson,President & CEO, Youth Haven, Inc., Rives Junction, MI

Amy Carlson, Director of Marketing & Communications,  Youth Haven, Inc., Rives Junction, MI

Donor Relations, Major Donors, Strategic Planning

Unspoken Donor Concerns Going Into A Season of Recovery

by The Timothy Group
April 29, 2020

THE GOOD OLD DAYS

Remember the good old days, when you could go online with Delta Airlines and book a flight to a mega/major donor’s home or vacation home and make a personal visit? Then they would greet you at the door with a handshake, a hug, or even a peck on the cheek. It was a real, live “love fest” with a few hours or days of developing a deeper connection with a close friend, advisor, and key investor. You could emphasize your mission, your vision, and your core values. You could carry along a personalized proposal, share your need, and make a personal request. Those were the days. 

Our world is being reshaped by the searing experience of the coronavirus. People are fundamentally rethinking the way they work, shop, travel, gather, and give to their favorite charities. There is a light at the end of the tunnel, and we will be able to return to the “good old days,” we’re just not sure exactly when. Hope is on the horizon. 

A CRACK IN THE DOOR

Nearly 30 states have either re-opened their economy or set dates to slowly allow people to return to their businesses and their work-a-day world. There appears to be life BC (before COVID-19) and AC (after COVID19). The door is not yet fully open, but the process is at least beginning. We have been encouraging you to call, text, email, or meet virtually with your donors in the meantime because in the very near future there will be a “season of recovery.” Life will slowly begin to look a bit more normal and I hope as you return to your office and reboot your ministry, your donors reflect and appreciate your efforts to contact them during the “bench time” (my baseball background sneaks in often).  

SEASON OF RECOVERY

In the past, donors gave to your ministry because of their clear understanding of your mission, your vision, and your core values. With their gift income dollars and your strategy, energy, competence, and integrity, you have made a good team. It’s time to call them again and let them know of your planned revival. Ask them to level with you about their real and felt needs. Help draw out any unspoken concerns they may have. What does their individual fear, uncertainty, or doubt about the immediate future look like? Inquire about their family, extended family, anyone who is sick, or even someone who they know who has passed. Practice one of my favorite acrostics, W.A.I.T. or Why Am I Talking? Listen deeply to your ministry partner, hear what they are saying, and even offer to pray with them. Share a virtual hug and prepare for the upcoming ministry moment.  

Be sure to inform them of any updates to your ministry plans, and any changes with staff they may know and love. Perhaps a student, resident, or client they have helped you fund in the past. Graciously, appropriately, tactfully, courteously, and politely share a specific need. Make a soft ask and invite them to help you with some start-up costs for that specific need. They still love and appreciate your ministry and because you kept the relationship active, they remember that. Invite them to make an eternal investment in your ministry going forward. Remember that generosity is not about finances or fear, but rather our trust in Jehovah-Jireh, for He is Our Provider. Let the Season of Recovery begin! 

Article Submitted By Pat McLaughlin of The Timothy Group 4.30.20

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