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Fundraising Verse of the Week

Keys To Campaign Success

by Ron Haas
October 16, 2022

Then the Spirit came on Amasai, chief of the Thirty, and he said “We are yours, David! We are with you, son of Jesse! Success, success to you, and success to those who help you, for your God will help you.” (1 Chronicles 12:18).

Non-profit organizations launch capital campaigns to turn their dreams into reality. Unfortunately, some campaigns fall short of the goal. How do you know if you’re ready for a campaign? Should you order confetti and balloons? 1 Chronicles 12:38-40 details seven keys to David’s success that apply to your next capital campaign.

Volunteers
“All these were fighting men who volunteered to serve in the ranks” (v. 38). As David came to power, he was joined by many valiant men who were willing to serve. Fundraising is a team effort. You may think you can tackle a capital campaign all by yourself, but you will be much more successful if you recruit a team of committed volunteers.

Buy-In
“They came to Hebron fully determined to make David king over all Israel” (v. 38). Donor buy-in is critical for your campaign success. Your board and major donors must be fully committed to your campaign. Here’s where many campaigns falter. If your leaders are unsure, your campaign will be in jeopardy.

Alignment
“All the rest of the Israelites were also of one mind to make David king” (v. 38). One key reason for conducting a feasibility study is to test your assumptions. You want to believe that your constituency supports your direction, but you don’t really know until you ask. Test your case for support with your closest supporters and listen to their feedback.

Internal Support
“…their families had supplied provisions for them” (v. 39). Leadership gifts start everything moving. Those closest to David believed in his leadership and those closest to your ministry must believe in your direction. You know your donors’ hearts by how they invest their treasure (see Matt. 6:21). Don’t start your campaign without support from your key donors. The top ten gifts will set the pace for your whole campaign.

External Support
“Also, their neighbors from as far away as Issachar, Zebulun and Naphtali came bringing food…” (v. 40). News about David’s coronation spread like wildfire. People came from near and far to join the celebration. A capital campaign gives you the opportunity to rally your constituency to accomplish something of eternal significance.

Generosity
“There were plentiful supplies of flour, fig cakes, raisin cakes, wine, olive oil, cattle, and sheep…” (v. 40). The people emptied their storehouses to bring their abundance. Be prepared to receive gifts of cash, multi-year pledges, gifts of appreciated assets, estate gifts, and even grain if you live in ag country.

Joy
“…there was joy in Israel” (v.40). One of the great outcomes of a successful campaign is the joy it brings to everyone in your constituency especially to those who participate. Generous people find great joy in giving because “God loves a cheerful giver” (2 Cor. 9:7).

Think About This: You can make all the right preparations but don’t forget—success comes when “God helps you” (1 Chron. 12:18).

Response: Father, please give me wisdom to prepare well for our next capital campaign. Help us succeed for your glory.

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Donor Relations, Capital Campaigns, Client Impact, Communication, Major Donors

Asking and Receiving

by Ron Haas
September 8, 2022

Lessons from the Friend at Midnight
5 Then Jesus went on to say: Suppose one of you goes to a friend in the middle of the night and says, “Let me borrow three loaves of bread. 6 A friend of mine has dropped in, and I don’t have a thing for him to eat.” 7 And suppose your friend answers, “Don’t bother me! The door is bolted, and my children and I are in bed. I cannot get up to give you something.”
8 He may not get up and give you the bread, just because you are his friend. But he will get up and give you as much as you need, simply because you are not ashamed to keep on asking.
9 So I tell you to ask and you will receive, search and you will find, knock and the door will be opened for you. 10 Everyone who asks will receive, everyone who searches will find, and the door will be opened for everyone who knocks (Luke 11:5-10, CEV).
The parable of the friend at midnight teaches us some profound fundraising principles.

Our friend faced a desperate need.
Why couldn’t this man wait until morning? What was the compelling reason he needed three loaves of bread right then? Was his request made so he could save face with his guest? That seems a little shallow. Perhaps his visitor had just arrived from a long journey and hadn’t eaten in days. Perhaps he had small children who were crying from hunger or an elderly family member who was weak or sick. Whatever the situation, this man asked his friend because he couldn’t solve the problem by himself. You probably can’t write a personal check to accomplish all your ministry goals. What problems could you solve if you only had more resources? Who won’t be reached if you can’t move forward with your plans? What essential programs won’t be accomplished without help? Why should a donor make a significant gift to your ministry? How desperate are you?

The hour was late.
It was midnight—not an ideal time to make a donor call. Rudeness and obnoxiousness are not usually desirable character traits for development professionals. However, some people are so fearful about offending a friend that they never bring up the subject of money, even in broad daylight! By going at midnight this man proved how motivated he was to provide for his guest. This was urgent. Successful fundraisers have passion to do whatever it takes to meet the need. If you’re a board member who is not passionate enough about your cause to ask your friends for money, maybe you should question whether or not you should continue serving on the board. Effective board members are willing to give and to get others to give, even if it’s inconvenient.

Our friend was asking to benefit someone else.
Some executive directors struggle with asking because a portion of the gift will cover their salary. They stumble over a mental block because it feels like they are asking for their own benefit. It’s proper for non-profit organizations to pay their staff members. “The worker deserves his wages” (1 Tim. 5:18). Assuming that your salary isn’t exorbitant, it’s completely legitimate to ask for a gift. The man in this parable probably enjoyed a piece of bread with his guest, but the reason he asked for the bread was to benefit his guest, not himself. The same goes for every ministry fundraiser. The reason you ask for money is so that your ministry has enough resources to provide the programs that change lives. Keep yourself focused on the people who would be lost were it not for your ministry’s impact. As a fundraiser you must avoid the love of money at all costs, because “Some people, eager for money, have wandered from the faith and pierced themselves with many griefs” (1 Tim. 6:10).

Our friend turned to his friend for help.
If God called you to the mission field, who would you ask for prayer and financial support? The man in this parable asked his friend for help. He didn’t approach a total stranger; he went to the person with whom he had cultivated a close relationship. Many executive directors have reality show fantasies of an anonymous mega-donor knocking on the door with a big smile and a big cardboard check. They’ll have to keep dreaming. People give to people they know and trust. A generous donor in California has a vision to develop hospitals in third world countries. His strategy is, “I don’t have enough money to build these by myself, so I have to get my friends to help me.” A true friend will answer a midnight phone call.

Our friend wouldn’t listen to excuses.
People make lots of excuses for not being generous. Some excuses are legitimate, most are not. The friend in this parable was no exception. He had a laundry list of reasons for why he couldn’t give. “The door is already locked, and my children and I are in bed. I can’t get up and give you anything.” Today’s donors also have a list of ready excuses for why they can’t give you anything. “It’s an inconvenient time.” “I’m focused on other things.” “I’ve got my money locked up in something else.” Countless circumstances stand in the way of generosity. The bottom line for the man in our story was simply, “I can’t.” Notice that he didn’t say, “I don’t have anything to give you.” This man had the capacity to give; he just wasn’t motivated. It wasn’t a matter of “I can’t” but “I don’t want to.” That didn’t deter our friend, and it shouldn’t slow you down, either. You can’t make anyone give, but you can pray boldly that God would compel them.

His friend gave because our friend kept asking.
The interesting fundraising application from this parable is that the friend didn’t give just because he was a friend, which goes against all we think about friendship fundraising. “He may not get up and give you the bread, just because you are his friend. But he will get up and give you as much as you need, simply because you are not ashamed to keep on asking” (Luke 11:8 CEV). Asking is the key. Friendship might get you in the door, but asking gets a gift. How many times should you call? A donor representative recently made six attempts to catch a prospect on the phone. On the seventh time, the donor answered, and they had a wonderful two-hour phone call. Most people give up too early. Persistence pays.

Don’t be ashamed to keep on asking!

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Fundraising Verse of the Week

Say You, Not Me!

by Ron Haas
August 4, 2022

“We constantly pray for you, that our God may make you worthy of his calling, and that by his power he may bring to fruition your every desire for goodness and your every deed prompted by faith” (2 Thessalonians 1:11).

Thessalonica was a brief, but productive stop on Paul’s second missionary journey (Acts 17:1-8). The unbelieving Jews were so jealous of the gospel’s success, they ran Paul and Silas out of town. Though he left abruptly, he kept thinking about and praying for these friends and sent Timothy back to check on them (1 Thess. 3:1-2). We can learn much about our donor relationships from Paul’s relationship with the Thessalonians.

Donor-Focused
We can hear Paul’s heart for these believers in the language he used. In 2 Thessalonians 1, he emphasized “you” and “your” seventeen times to express his love. He thanked God for them (vs. 3), boasted about their faith (vs. 4), gave them hope in God’s justice (vs. 5-10), and “constantly prayed for them” (vs. 11). Paul’s writing style should prompt us to incorporate more “you” phrases in our writing and conversations. Consider these phrases, “Your help is needed now more than ever,” or “You can fan the flames of revival,” or “We know you want to make a difference,” or “Your gift will last beyond your lifetime.” As you design marketing materials, focus on your donor—not you.

God-Focused
The Thessalonian believers were suffering under great persecution. Twice Paul asked God to make them “worthy of his calling” (vs. 5, 11). What an incredible encouragement it must have been to know that the Apostle Paul was constantly praying for them. Your donors are also experiencing trials of many kinds and you have the privilege of praying for them. Point them to the cross. Pray that God will bring relief and glorify himself (vs. 6, 12).

Donor Success
Paul prayed for God’s favor for his friends. Your donors desire to be good stewards of the resources God has given them. Paul prayed that their every good desire and every deed prompted by faith would become a reality. Know your donors well enough so you can pray effectively for their concerns. Pray for their businesses to thrive, their investments to yield amazing returns, and God’s blessing for a bountiful harvest. As they succeed, they will have more capacity to be generous.

Your Success
When Paul collected money for the poor in Jerusalem, he was reluctant to ask the Thessalonians because they were experiencing extreme persecution and poverty (2 Cor. 8:2). They surprised him and insisted that he receive their gifts so they could join him in serving others (2 Cor. 8:1-4). Generosity is not connected to a person’s net worth, but their heart. Cheerful givers want to make an eternal difference with their gifts (2 Cor. 9:7).

Think About This: Henry Blackaby wrote in Experiencing God, “Find out where God is at work and join him there.” When your donors see God working in your ministry, they will want to join you. Invite them to give, even if they are going through tough times.

Response: Lord, please teach me how to use more “you” language in our materials. May our donors experience the joy of giving through our ministry.

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Fundraising Verse of the Week

Preparing a Tasty Gift

by Ron Haas
July 28, 2022

“Prepare me the kind of tasty food I like and bring it to me to eat, so that I may give you my blessing before I die” (Genesis 27:4).

Isaac asked his oldest son Esau to go hunting and prepare his favorite meal so he could bless him. Rebekah overheard Isaac’s intentions and schemed with Jacob to trick Isaac and steal Esau’s blessing. This epic scene teaches five fundraising principles:

Prepare what your donor likes
Isaac had a taste for wild game and loved Esau because he was an outdoorsman extraordinaire (Gen. 25:27). Evidently, in addition to his hunting prowess, he was also a master griller. Do you know your donors’ tastes? What motivates them to give? What would inspire them to give more? If you haven’t listened well, you might present the wrong opportunity. If your donor is a huge sports fan, he or she might not be enthusiastic about a new fine arts building. Learn their favorite meal and keep serving it.

Ask for help
Rebekah loved Jacob and helped him prepare the meal. Jacob spent time in the tents and probably was a decent cook, but no one cooks like mom. The best donor research is asking a family member or close friend what your donor likes and how much might they give. Not every relative will reveal this information because they would rather enjoy the inheritance themselves. Those with a giving heart can help you craft the perfect ask to accomplish the donor’s giving priorities.

Always be truthful
Isaac’s eyesight was failing but he still had his sense of smell, touch, and hearing. So, Rebekah had to make Jacob feel and smell like Esau. She dressed him in Esau’s clothes and put goatskins on his hands and neck. Deception has no place in your fundraising plan. Present your ministry with integrity. If you don’t have the capacity or desire to fulfill your donor’s intentions for their gift, try to convince your donor to align their gift with your plan, or graciously turn it down.

Realize others are also cooking
Esau took his time finding, dressing, and grilling his wild game, not realizing that he was racing against Rebekah and Jacob. Your nonprofit is competing with multitudes of other great projects vying for your donor’s attention. When you have a need that matches your donor’s interest, gather all the information you think they need and go ask. Don’t delay. If you don’t ask, another ministry will.

Don’t miss out
When Esau finally presented his meal, he and Isaac realized what had happened. Esau was distraught and begged his father for a blessing but there was nothing left. “Afterward, as you know, when he wanted to inherit this blessing, he was rejected. Even though he sought the blessing with tears, he could not change what he had done” (Heb. 12:17). Esau’s rejection is a stark reminder of how important it is to proactively identify, cultivate, and solicit your donors while you still have an opportunity.

Think About This: Important conversations often happen during meals. Restaurants aren’t the best place to ask because there are so many distractions. Instead, ask at your donor’s kitchen table.

Response: Father, please give me insight to present the right project to the right person.

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 At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Donor Relations, Client Impact, Development, Fundraising

The Last 12 Days of Giving

by Kent Vanderwood
December 8, 2021

Here it is, the middle of December and so much to do. Have you met your year-end goals? What can you do in this last 12 days of 2021 to increase or maximize charitable giving to your organizations? One statistic says, “Approximately 31% of all annual giving occurs in December and approximately 12% of all annual giving occurs in the last three days of December. 28% of nonprofits raise between 26 – 50% of their annual funds from their year-end ask.”

Donors give to your ministry for three reasons: (1) they believe in your mission, (2) they trust you and how you will use their gifts, and (3) they like your vision for the future. Donors give a year-end gift for at least three more reasons: (1) the holidays inspire generosity, (2) donors seek last-minute tax deductions, and (3) donors have money left in their annual giving budget. Here are 12 time-tested ideas from our clients on how they make the most of their final 12 fundraising days of the year.

1.  Start Early… Stay Late. Development work is not a nine-to-five job. If you thought that, you chose the wrong career. Be prepared to work long and hard at year-end. Your organization needs you to burn the midnight oil to make sure every donor is contacted and presented with a year-end giving opportunity. Be willing to set aside all the other stuff you do and make this your priority. Be the first person in the door in the morning and the last person to leave the office.

2.  Visit your top 10 donors. This is critical. Personal contact is especially important with your top donors. If you cannot see them in person, schedule a virtual call with them. Do not just send a generic mail appeal; include a personalize, handwritten note on nice stationary or note card.

3.  Hand-deliver Christmas cards and gifts. This is a practice that many development officers and CEO’s have implemented over the years with great results. Imagine the joy on your donor’s face when you ring the doorbell and deliver a gift or a card. Find a gift that has local charm like a specialty coffee or food item. Recruit board members to help deliver gifts.

4.  Burn up the phone lines calling donors. For those donors you cannot meet personally, call them. Thank them for their faithful support. Ask them why they gave to you this past year and what your organization does that resonates with their heart. A personal phone call to ask for their support will make a significant difference. One ministry has assigned four team members to each make 50 donor calls per day for three days (December 28, 29, & 30) with the goal of completing 600 donor touches before year end.

5.  Focus on LYBUNTs fist, then call SYBUNTS. A LYBUNT is someone who gave “last year but unfortunately not this year.” Pay special attention to those who gave in November or December of 2020, but not yet this year. That would indicate they are a year-end giver. Some just need an encouraging reminder. SYBUNTS have given “some year but unfortunately not this year.” Share impact stories. Perhaps your call will reignite their interest in your ministry.

6.  Share matching gift opportunities. The year-end giving season is an excellent time to talk to your donors about a matching gift. Donors love to feel like they are part of something bigger and this allows them to double or triple their impact.

7.  Involve board members. We mentioned this above with hand-delivery of cards or gifts, but year-end “thank you” calls are also an excellent way to involve your board. Board members who are somewhat reluctant to roll up their sleeves throughout the year will agree to a small, manageable list of “thank you” calls. Make sure to provide them with a good script.

8.  Test your DONATE button. Hopefully, you are sending out e-newsletters or electronic fund appeals with a donate button to make it easy for your donors to give. Make your donate button prominent on your website and include a link in all your correspondence. There is nothing more frustrating to a donor who tries to give online but cannot get it to work. One donor recently tried for 10 minutes and just gave up. He eventually called the ministry who took his gift over the phone instead. Test your online giving process to sure it works properly.

9.  Promote the Charitable IRA Rollover. It is likely that your mature donors who qualify are already aware of this option which produces tax advantages for them. But do not assume everyone knows. Include this information in your direct mail and every conversation with donors in this age category. Many organizations neglect to promote this opportunity.

10.   Remind donors to apply for matching gifts. Many companies offer matching gift opportunities to their employees. If you already know your donor’s employer offers matching gift opportunities, remind them. If they do not know, have them ask the corporate or HR office where they work. Some will be surprised to find out they have been leaving donation dollars on the table.

11.   Send eye-catching emails. Because everyone is raising money at year-end, your emails need to stand out. Consider something that shows impact. Make sure your subject line grabs their attention. A quick message that links to a short 60-second thank you video can be powerful. One school we worked with used a “count-down” clock to convey urgency.

12.   Do not forget gifts of appreciated assets. All your year-end giving will not be cash, check, online with a credit card, or by electronic funds transfer. Some donors will decide to transfer a stock gift or other asset and you need to be prepared to handle these right up to December 31. You do not want to be unprepared.

Happy fund raising in December, the most wonderful season of all.

About the Author: 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.

Fundraising Verse of the Week

Fundraising – Better Than a Poke in the Eye!

by Ron Haas
October 3, 2021

Nahash answered, “Sure, I’ll sign a treaty! But not before I insult Israel by poking out the right eye of every man who lives in Jabesh” (1 Samuel 11:2, CEV).

King Nahash of Ammon laid siege to the town of Jabesh in Gilead. City officials tried negotiating, however, his brutal peace terms demanded poking out the right eye of every man in the city—not a preferred outcome. So, the people of Jabesh turned to their neighbors in Gibeah for help. Everyone was lamenting the desperate situation when Saul arrived from working in the fields. As they shared the bad news, the Spirit of God filled Saul with righteous anger, and he rallied all Israel to defend their kinsmen from this enemy. This troubling Old Testament account gives us four essential components of every successful fundraising effort.

Problem
Israel’s situation is very similar to the needs of those you serve. Their enemy wanted to destroy their vision. Your enemy has “blinded the eyes of unbelievers, so that they cannot see the light of the gospel” (2 Cor. 4:4). Everything you do helps people see Jesus more clearly, whether you lift the homeless, comfort the hurting, come alongside single moms, or educate the next generation. You want people to see God’s plan for their lives. Fundraising provides the resources to solve eye problems.

Power
The Holy Spirit used this crisis to spur Saul into action and “The Spirit of God came powerfully upon him” (1 Sam. 11:6). Secular nonprofit organizations rely on human ability to solve human needs. Your ministry should be different, “Unless the LORD builds the house, the builders labor in vain” (Psalm 127:1). It’s so easy to list all the reasons why your problems can’t be solved. Instead, look with the eyes of faith and trust God to give you power to accomplish the impossible.

Passion
Saul didn’t wait around for someone else to solve the problem. He took a pair of oxen, cut them into pieces, and sent messengers throughout Israel saying, “This is what will be done to the oxen of everyone who does not follow Saul and Samuel” (1 Sam. 11:7). Threatening people is not a fundraising best practice, but helping people understand the urgency of the situation is. People need to know why their involvement is critical right now.

People
Saul’s motivational message worked, “Then the terror of the Lord fell on the people, and they came out as one” (1 Sam 11:7). The fear of the Lord is a great motivator. Saul mustered 330,000 soldiers overnight. You can’t solve your problems by yourself, you need to motivate others. Your challenge is to clearly communicate why the need is so great, in what ways your solution meets those needs, and how your donors can make a difference.

Response: Father, may your Spirit help us bring sight to those who are spiritually blind.

Think About This: When the people in Jabesh heard that Saul was on his way to rescue them, they were overjoyed (see 1 Sam. 11:9). Don’t avoid fundraising like a poke in the eye. Approach it with enthusiasm! Look at it through the eyes of those you serve and rejoice that your ministry has changed lives for eternity.

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

How Often Should I Ask?

by Denny Bender
August 10, 2021

We don’t have to look far to understand our responsibility when it comes to forgiveness. Christ was very explicit when Peter asked how often he should forgive a brother who sinned against him. “… Up to seventy times seven” was Jesus’ reply (Matt. 18:22). Clearly there is no limit on how often we should forgive. But as fundraisers, is there a cap to the number of times we can ask a supporter to give?

I learned a valuable answer to that question during my time as the director of a men’s homeless shelter and recovery center. We had just completed a very successful capital campaign to build a transitional housing unit for graduates of our discipleship program. The lead gift of $1 million was provided by the owner of a multi-national business with plants in the U.S. and South America. He was a generous, long-time supporter of the mission. Since he was one of our Top 10 lifetime contributors, I personally managed the relationship and would meet with him periodically to share news about our ministry.

During one of these cultivation appointments, a month or two after completion of our capital campaign, I happened to mention that the mission hadn’t yet found a way to purchase a bus to gather homeless men and bring them to the mission for a meal and a warm bed. It was not an ask. I merely wanted to share how our outreach program was expanding.

The donor looked at me rather sternly, “How much do you need to buy a bus?” When I quoted the cost he said, “Why didn’t you come to me for the funding?” Apologetically, I told him we were looking to other donors because “you’d given us a million dollars just two months before.” I explained that I felt awkward asking for more so soon after such a large gift.

I’ll never forget what he said to me next, “Denny, don’t deny me my joy.” Though he was an extremely successful business owner, this donor found his greatest fulfillment in the stewardship of the profits God had entrusted to him. He felt a deep-seated responsibility to help those in need, but he relied on organizations like our mission to point out those needs.

So, is there a limit to how often a development officer can ask a supporter to give? My answer is a lose translation of James 4, “we have not because we ask not.” You’ll never raise the resources necessary to support your ministry if you don’t ask people directly. But how do you know when it’s too much or too often. Here are three thoughts:

The donor will show you.
Part of cultivating a fruitful donor relationship is understanding the motives and rhythm of a donor’s giving. Some supporters prefer to time their giving with specific events such as tax refunds, the last week of December, employment bonuses or investment dividends. Others have more personal giving triggers. I once had a couple who always made their annual contribution on their wedding anniversary. Use your CMS database to track donor giving habits and be sensitive to your donors’ patterns and preferences.

Ask when to ask.
Especially with your mega- and major donors, it’s not only appropriate but especially helpful to ask how a donor prefers to be approached. Some may only want to meet annually with your director or CEO. Others will appreciate more frequent contact. Asking about timing also allows you to identify areas of your ministry that are the most appealing to a donor, such as woman’s programs, scholarship needs, campus expansion, etc.

Also, donors who are direct mail responsive will quite often tell you how frequently they want to receive your appeals. Don’t yield too easily to donors who promise to give without a reminder. Ask permission to mail them at least appeal a year, rather than honoring their request to be dropped from your file to save the printing and postage cost.

One-to-One
As my mentor in fundraising says, “People give to people for people.” Invest in knowing your donors, particularly those of high capacity, so you can invite them to partner with your organization when and how they prefer.

“God loves a cheerful giver” (2 Corinthians 9:7). You do, too! Give your donors something to cheer about by asking them again and again to partner with your ministry. Don’t deny your donors the joy of giving!

Author: Denny Bender, Consultant
Before joining The Timothy Group, Denny served as Executive Director of Union Rescue Mission in Wichita, Kansas, a 114-bed emergency housing shelter for homeless men that also provides addiction recovery, a residential life-change and re-engagement program, as well as food assistance and infant care items for women and needy families.

Client Impact, Development, Donor Relations, Fundraising

W.A.I.T. for the Gift!

by Pat McLaughlin
December 1, 2020

In our get-it-done-quickly, get-it-done-now world, any type of slowdown could be viewed as weak or uncertain. COVID will come to an end and we will again be able to meet our key donors in person. Until then we are limited to Zoom, Google Meet, FaceTime, Twitter, email, text, smoke signals, the ole cell phone, or whatever. There are many ways to communicate. All too often our communication is one way. We get so excited about sharing our ministry needs and our impact in the world, we forget to listen. Learn to talk a lot less and listen to your donors a whole lot more. Memorize this acrostic: W.A.I.T. – Why Am I Talking? Sometimes, we must W.A.I.T. for the gift. Here are some questions that will help you improve your donor listening skills.

• How did you first become involved in our ministry? How did they learn of you and what caused them to give the first gift? True stewardship is very value-based. What does your ministry accomplish that matches their value system? Why do they continue to give? Ask them what sets apart your organization from the other 1.8 million non-profit organizations in America. 

• Tell me about you. Continue your W.A.I.T. approach. Ask them about their family, goals, dreams, and plans; those things that make them unique. People will share their heart and soul with you if you ask them and show genuine interest. With the pandemic still in full force, people are lonely and are delighted to visit with you in their home, in person (with a mask), on a Zoom call, or on the phone. They will share their passions with you. Asking good questions and listening will help you deepen your relationship with your key donors.

• How do you feel about our ministry’s ROI and SROI? What do they really think about your organization? This can be a daunting question but listen and take copious notes. Do they feel your organization wisely uses their hard-earned money? Do they feel positive about their return on investment (ROI)? Do they see clear evidence of a spiritual return on investment (SROI)? What aspects of your work interests them most? This discovery phase is your opportunity to ask, inquire, and probe. Asking good questions moves your relationship forward and builds trust that might culminate in a major/mega gift.

• What brings you the most joy in your giving? Ask them about other organizations they support and why. Who else might be influencing their stewardship practices? You are asking about their stewardship/philanthropic vision; most donors love sharing their passion to help impact our world. Perhaps you will discover another giving interest they have that could also align with your ministry.

• Ask for advice. Convert them from a customer to an owner. Your major donors are smart people and often will share good ideas. “Do you believe the community will support this project? Do you know any donors who might be able to assist us? Who can become a “Friendraiser?” Who can help us open that door and make an introduction? Who should be involved in the ask?” Remember, the number one reason why people give is because of who asks. People give to people not to proposals or organizations. 

• How could you see yourself becoming more involved with our organization?  Good question! Ask and then W.A.I.T. Don’t make assumptions. Drill deeper in your conversation with each ministry partner. Could this be a family gift, from a trust, or from a donor directed fund? Would they be willing to serve your organization as a volunteer, perhaps in a capacity where they could involve their friends, family, and colleagues? Ask, listen, and W.A.I.T.

• Final question: If you were to give a lead gift what would you want your gift to accomplish? Here again we see what the donor values. “What other information could we provide to help you make an even larger impact on the people we serve?” Major donors will fund your organization’s 3 P’s: programs, personnel, and property. Program – donors will support strengthening existing programs, starting new programs, and finding innovating ways to help your organization be better and sometimes bigger. Personnel – some donors will invest in new staff/team members knowing that it takes deeply-committed, highly-qualified people to run your ministry effectively. Property – perhaps you need new or expanded facilities to maximize your ministry. People give to what you ask. Listen to their heart and present them with a tailormade proposal.

W.A.I.T. means listening your way to an upgraded gift; from low to mid-range, or from a mid-range to a major or mega gift. Learn to include these great questions in all your donor conversations. Good things come to those who W.A.I.T.!

Author: Pat McLaughlin, President and Founding Partner

Fundraising Verse of the Week

Search and Refresh

by Ron Haas
March 15, 2020

“Onesiphorus often refreshed me. when he was in Rome, he searched hard for me until he found me. You know very well in how many ways he helped me in Ephesus.” (2 Timothy 1:16-18) 
 
The greatest challenge for many non-profits is finding more donors. Onesiphorus could be the patron saint of donor research. He was Paul’s colleague in Ephesus who searched hard for him until he found him in Rome. You may need to revive old friendships like Onesiphorus with Paul, or you may be searching for new potential ministry partners.  

Onesiphorus’ 4-step process works for both: 

Search Hard. We are blessed to live in the information age, but there is no one magic database to answer the question, “Where’s Waldo?” Task a team or recruit some volunteers to research Facebook, LinkedIn, and your old student directories to update your donor information. Perhaps you should consider subscribing to an address search service. 

Find. Onesiphorus was persistent. He didn’t have our modern research tools. Instead, he had old-fashioned sandal-leather and began knocking on doors and talking with anyone who would listen. A board member once said to me, “Everyone in our organization needs to be constantly in conversations with people to find out where God is hiding money!” Networking is your best donor research strategy. 

Help. What is your motivation for finding new donors? Is it so they can help you, or is it so you can help them? Our overarching donor engagement perspective should be to help donors grow in the grace of giving (2 Cor. 8:7). Paul said, “Not that I desire your gifts, what I desire is that more be credited to your account” (Phil. 4:17). 

Refresh. Onesiphorus refreshed Paul again and again. Do you encourage and re-energize your donors? Are they invigorated by your mission, vision and results? Do your donors love to see you coming because of the joy you bring them? “Whoever refreshes others will be refreshed” (Proverbs 11:25). 

Search hard, find, help and refresh your donors. 
 
May you have a Spirit-led fundraising week! 
Ron 

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