Fundraising Seminar Prepared by Judy Friesen Why are
Fundraising Seminar Prepared by Judy Friesen
Why are We Here? �Skill and Success “If the axe is dull and its edge unsharpened, more strength is needed but skill will bring success. ” (Eccl. 10: 10)
A Personal Note. . . �Getting a Heavenly Perspective: “Set your hearts on things above, where Christ is seated at the right hand of God. Set your minds on things above, not on earthly things. For you died and your life is now hidden with Christ in God. ” (Col. 3: 1 -2)
Releasing God’s Resources 1. 2. 3. 4. Team Fundraising Prospect Identification Succeeding at Moves Management Being a Relentless Producer “the giver has a far greater need to give than a cause has a need to receive a gift. ” H. C. Wells
What is Fundraising? (for X’ians) �It’s about heart transformation of believers into the image of Christ. �Helping people be wise stewards as a natural outgrowth of a life devoted to Christ. Stewardship and sanctification go together. � “For where your treasure is, there your heart will be also. ” Matt. 6: 21
�“Fundraising is a form of ministry. It is a way of announcing your vision, and inviting other people into your vision with the resources that are available to them. ” H. Nouwen “See to it that no one misses the grace of God”. � Hebrews 12: 15 a
�“Fundraising trust. ” is an art of Nicholas Offord We are God’s wealth distributors, helping our donors to store up treasures for themselves in heaven. (Matt. 6: 20)
What is a Wealth Distributor? �A person who manages effectively all that God chooses to entrust so as to bring praise and glory to His name. This person loves to give but also counts it an honour to help redistribute financial resources from His children to His Kingdom work. � He/she manages the time, talent and treasure that God has entrusted so as to maximize His influence in this world.
What is Fundraising? (non believer) �Helping people be transformed from selfcenteredness; from being greedy to generous. �To assist people to change lives and therefore make a real difference in the world.
Fundraising is not. . . �About a transaction �About manipulation �About raising money, per se
1. Team Fundraising A. Know your donor B. Know your volunteers C. Know yourself
Team Fundraising (cont’d) A. Know Your Donor �Investigate: ◦ 1. find out the donor’s unique likes/dislikes, heart & past involvement ◦ 2. notice the cues for a) readiness to give and b) the size of the gift c) leadership �Seed the Thought: ◦ state early on your intention to introduce others of the IJM team whenever possible
Team Fundraising (cont’d) �Determine Barriers: ◦ find out about any objections, concerns or other issues that may delay a response ◦ note if their business or personal challenges need resolving – bring value to the table by introducing them to someone ◦ don’t forget about the spouse or the significant other Be inquisitive, watchful & attentive
ØWelcome Push-back! Keep in mind that if a donor complains, it’s because they care. Worse by far is that they ignore you!
Asking Good Questions 1. What would the most effective charity do to make it to the top of your list? 2. Do you have a list of criteria to help you decide which areas you’d like to give to? 3. What are some issues you’ve found that stopped you from making the decision to give? 4. Do you find a certain time of year presents a problem in giving? 5. What impact has supporting a charity done for your business or community profile? �
Donor Questions (cont’d) 6. If you were in my shoes, what key question should I be asking you? 7. Describe for me if you had $1 million to give, what would it mean to you personally to be able to do this & what area would you like to give to? 8. What are a few negative issues that you have experienced by a charity who is asking for your donation? 9. Does investing in IJM sound to you like this will help you achieve your goal for making an impact for God’s Kingdom?
Team Fundraising (cont’d) B. Know Your Volunteers � Create a list of qualified (positive, wellspoken, integrity) friends of IJM � Segment your list into: ◦ Volunteers (donates time only) ◦ Advocates (donates time & dollars) ◦ Champions (donates time, dollars & raises) ◦ Leadership (Ex. Dir. & Board Members)
Team Fundraising (cont’d) C. Know Yourself �Be realistic �Be humble �Be a team-player �Believe in your sense of timing Remember – when in doubt, always opt to bring in someone to help leverage the relationship!
2. Prospect Identification �Busy &/or involved in church or missions �Good network �Heart for either the disadvantaged or specifically for the mission/vision of IJM �Understanding of social justice issues �Gainfully employed �Generous lifestyle �Passionate �Sold-out Christ follower �Attended an event in past �Visited one of the countries that IJM works in
�Remember. . . There are no rules in fundraising – very few things work for everybody. �Study your prospects and donors carefully. Find out what they give to, who they give to and why.
Events and Prospects � Exposure within community � Momentum builder � Allows guests to hear from leadership that can’t make it to individual appt. � Donor retention � Prospect solicitation � Costly both time & dollars (ROI ratio low) � Pulls staff energy away from other key tasks � Not as personable as small group or one-on -one � Perception of one’s need to ‘step-up’ diffused Advantages Disadvantages
3. Moves Management �A. Contact Frequency? ◦ Generally , 6 -9 times per year in total using varying mediums (1 -3 personal visits depending on the donor) ◦ Never assume – always ask in order to customize what best suits the donor ◦ The more major the donor, the more it’s necessary to ask what method of contact and how often
3. Moves Management. . . �B. What Succession is Best? ◦ Use a five-stage (Five “I’s”) system: 1. Find & research the person, company &/or foundation 2. Develop your case for support 3. Face to-face meetings and/or events 4. Actual solicitation 5. Follow-up and begin the process for resolicitation
Moves Management. . . Five “I’s” Process Ident. Implim. Invest. Inform. Int. & Inv.
3. Moves Management. . . �B. What Succession is Best? (cont’d) ◦ Each meeting should have 3 parts: �First 1/3 should be rapport building and inspirational general update �Second 1/3 should be talking specifically about their interests and matching areas where support is needed �Last third can be used to answer the donor’s questions and to enter into discussion regarding his or her donation
3. Moves Management. . . �C. When is it Time to Ask? ◦ Have you built trust? ◦ Is there strong resonance with IJM’s values, mission/vision? ◦ Have you built a compelling case for why the need? ◦ Do they know what the expected outcomes are?
3. Moves Management. . . C. When is it Time to Ask? (cont’d) ◦ Have you done enough research and profiling to know what level of gift to ask for? ◦ Have all their objections been answered satisfactorily? ◦ Have you a clear sense that this is a good time for them? (ask them if you can ask them!!)
�A common mistake is asking before thoroughly exploring the donor’s wants, needs and motives. �For some donors, a direct ask is what they need; for others, asking directly is the wrong thing to do. �Simple question: Would this be a good time to ask if you might consider contributing to this area?
4. Being a Relentless Producer means. . . �Being systematic about donor profiling �Strengthening the case for ‘why give’ �Demonstrating consistently the efficiency and effectiveness of IJM �Being attentive – sharing vision and thanking can’t be overdone �Never leaving a meeting without some follow-up planned �Being a versatile story teller – prepare story before appt. and customize communication in between appt.
Being a Relentless means. . . �Regularly reviewing and updating your donor and prospect lists �Setting SMART goals daily, weekly, monthly, etc. and reviewing often �Being resilient – never taking a ‘no’ personally or giving up with a few no’s �Being passionate and persistent �Is not uncomfortable with the word ‘money’ or afraid to ask for it
Donor Profiling. . . Ø Ø Select your top 10 -20 names Solicit help from other stake-holders to fill in an excel spreadsheet with your best guesstimate (between 0 -10) for #1 & 2 and #3 (Ad. or Ch. ) Ø Sort from highest to lowest for both #1 & 2 ◦ 1. Interest – expressed or demonstrated ◦ 2. Capacity – ability to give ◦ 3. Type – advocate or champion Ø Organize highest to lowest combos for #1 & 2 as A, B & C donors; then engage using the 80/20 rule
Rethinking Money � Money is neither good or bad, but what a person does with it and whether it controls one’s life is the concern � Money reflects one’s character, declares one’s motivation and highlights where one has put their security � The Bible contains 2, 350+ verses on handling money � Of 38 recorded parables, 19 refer to money, property and skills
Rethinking Money. . . “The reason for the taboo regarding the word ‘money’ is that it has obviously something to do with the intimate little place in your heart where you need security, and you don’t want to give that away. If you totally put your security in God, you can ask for as much money as you want. When you are free from money, you can ask for it. ” H. Nouwen
Being a relentless. . . �“Effective fundraising is asking for meaningful financial involvement in the power to the Holy Spirit and leaving the results to God. ” � “It is a privilege to ask God’s people for God’s money to do God’s work. !” Larry O’Nan
�“It’s about seeing God’s people transformed from self-centered to God-centered; from being greedy to generous. It’s not about a transaction but transformation. ” Wesley K. Willmer
�Fundraising is not about raising money. It’s about meeting needs, for the donor first, then the organization and bringing about change. �Fund development is people development. Friend-raising always comes before fundraising! Consulting Plus One
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