Giving Away Blessings

This past week I was at the annual conference of the Association of Classical and Christian Schools in Dallas.  At this conference I was able to conduct two workshops: the seasons of stewardship - how the sower prepares the soil. plants seeds, waters and fertilizes, nurtures growth of seedlings, and watches God bring in the harvest. 

The second workshop provided more detail on how the school can reach out and into the community through tours, music, and service.  The attendees were very gracious and told me that the talk was helpful.

In particular, here is one note that underscores one of the major points. "Your words echoed our mission statement: 'To mold and shape the minds and spirits of all students to what God has intended them in Christ to be.'  The focus being first on giving the blessing of God's Word and love to one another."

That is the goal of Christian fund raising or development; to help people grow in their love for the Lord through vigorous and regular blessing.  Secular development is man and technique-centered; it does not have the beauty of seeing the Spirit involved in transforming hearts.  What a privilege we have in our work.

Who have you blessed today?

Development is Relationship, right?

Two weeks ago I had the opportunity to attend a development workshop at a Christian college.  The vice president of development spoke about the importance of relationships.  The major points:

• Why people don't give to an organization (they aren't asked, aren't convinced, or don't understand)
• Why we fund raisers are hesitant to ask (don't know how and fear of rejection) 
• Fund raisers need a Fund Raising Plan comprised of:
• Create the case
• Have needs and objectives
• Identify potential giving sources
• Develop the plan
• Make the ask
• Important details
• Developing the "ask cycle"
• Cultivation
• Communication

While I can agree that all these are useful pieces, this method or techniques misses the heart of stewardship: raising up donors to be generous to God with thankful and glad hearts. 

Sadly, had it not been for the venue of the meeting, this training could have been at any secular non-profit organization.  The gospel, discipleship, the Bible's instruction on giving were no where to be found.

I believe that God has "raised up" Christian fund raisers to help people to connect their faith and their finances.  In this way, God uses us to show His dominion and authority over all of life, including how we do our charitable giving.  Biblical stewardship gives us a road map of how we are to disciple donors.  It also give donors an impetus and template by which they can respond to God's blessings by returning to Him money to be used for Kingdom expansion.

A Fundraising Strategy that Reflects Your School's Value

Yesterday I talked to a fellow administrator who is working hard and wisely to establish a wonderful new classical Christian school on the East Cost. She has a heart for the Lord, for His children, and for a powerful blending of classical methods and Christian worldview.

She and a small band of concerned parents are starting up a new school and they are establishing a culture for the new school that reflects excellence in all aspects. I believe in establishing new and dynamic Christian schools. This is why I went to speak at their first fundraising dinner one month ago. The guests were challenged to imagine a country where graduates are being minted who can think, write, speak and argue persuasively with a Christian worldview so that all thoughts are conforming to our Lord and His precepts.

Now, they need some start-up cash. Here are some of the fundraising ideas they are NOT going to use:

1. A web site affinity contest.
2. Selling magazines or other low-margin items
3. Asking foundations to provide seed capital
4. Sending out letters to local rich people

While these ideas are not wrong per se, they are wrong for this school at this time. A school with fifteen students is selling a concept or vision for what a school can look like.

This school needs to have the founder meet face-to-face with as people who will who can hear the vision presented with passion and clarity. It is also important to have potential backers come to the school during the day to see the students and teachers interacting. In this way the donor is getting the case (the right-brain argument) and the heart (the left-brain reason) which is what is required to invest serious funds.

Bringing donors into the building and interacting with students, teachers and parents is the best way to use the precious time resources that we have.

You may end talking with fewer folks over the course of the year, but the quality of the meetings will be high and we will do a better job of connecting their passions and purposes for giving.

Listening to the Donor's heart

I have a friend who is a wonderful friend to Christian schools. He supports the school his daughter attends and Tall Oaks and another school as well. He loves Christian schools and the life impact we can have when we stay true to the mission.

Recently, he became aware of a regional Christian worldview conference designed for upperclassmen. He approached the school's principal with an offer to help underwrite the cost, but he was told that everyone had already paid their way.

At that moment, the principal should have continued the discussion with the donor to explore other areas of worldview training that could be made available to students.

Instead of thinking broadly as we hear the heart of the donor, we think myopically and, often, we only focus on one imitative or project at a time.

This behavior causes us to miss a potential blessing for the school as well as a frustrating a donor who has a good and legitimate way they would like to help.

How do we combat this myopia? Remember that the school is not "our" school, that is belongs to the Lord Himself and He has His purposes for us.

Listen for clues to the passion and interest in the donor. They may not yell at the top of their voices, but they have a reason that is compelling them.

Repeat back what you heard so that you can validate what the donor is saying. Then, try to think of ways to use their good intentions for the school. This assumes, of course, that their purposes don't pull the school away from its core mission.

You might be surprised at what you hear.

How the Fall Fundraiser Went

This past week we had our Fine Dessert, the official kick-off of the Annual Fund campaign. The Dessert serves two purposes. It showcases some aspect of every part of the school and it gives us the opportunity to invite financial partnership.

This year we produced a new video which you can see here. This promotional piece was followed by a five-minute appeal (write me if you would like a copy) and then by the student presentations. The entire program (excluding the dessert hour) was seventy minutes. During this time we demonstrated something from every grade and guests could see the progression of the education from the youngest to the oldest.

On each seat was a ScholarShare booklet (the name for the Annual Fund campaign) plus a response form and return envelop. Several of those in attendance made contributions that evening totalling about $10,000. I was also able to announce that $55,000 had already been committed by eleven families, which was a huge encouragement.

Going forward, I will be interacting with those who contributed and pledged. It is a joy to hear about their commitment to classical and Christian education.

As a follow-up, we will be sending out an end-of-year report on how the Lord has blessed the school. Yes, we will include a giving envelop because many people contribute in December.

As you do your appeals, remember that donors invest in people who are transformed and who are transforming their world by being equipped with a complete Christian worldview education.

Donor Growth and Maturity - Conformer and Individual

Wes Wilmer in his book God and Your Stuff: The Vital Link Between Your Possessions and Your Soul describes the stages of maturity of the donor as he or she grows closer and closer to the mind of God in terms of possessions and giving.

The six categories:

1. Imitator


2. Modeler


3. Conformer


4. Individual


5. Generous Giver


6. Mature Steward

Today, we will review the middle two stages:

Stage 3: Conformer

Faith Characteristics: Faith becomes a basis for love, acceptance,and identity; involves most aspects of life and is shaped mainly by relationships. Faith does not yet form a cohesive "philosophy of life."

Evidence in Use of Possessions: Gives because it is the thing to do. Like recognition, tax benefits, and other personal gain from giving.

My thoughts: Again, this individual would rather be on the "right" side than run the risk of being wrong. The emphasis is still on "me" on not others. A measured approach.

Stage4: Individual

Faith Characteristics: Begins to "own" one's faith. Faith is less defined by others as one becomes able to personally examine and question one's beliefs.

Evidence in Use of Possessions: Starts to give in proportion to the what God has given. Danger of becoming prideful regarding giving or giving for the wrong motives. Wonders why others don't give more.

My thoughts: "Gets it" individually, but is still looking around at others. Knows where gifts comes from and acknowledges that, but can get become a little judgemental toward others.

As you can imagine the last installment will describe the kinds of donors we all seek to be. Before we assume that we have "arrived", let us bow our knees and ask what more we need to learn.

Asking Donors the Money Questions

Donors, like all followers of Christ, are in different stages in their walk and maturity about money. Some are very new (childlike in the scriptures) and they are imitators in that they follow the example of others.

We will explore these levels in a subsequent blog when we look at the good work of Wes Wilmer.

In the meantime, however, we meet with people and we should have some basic conversations about money with them. We can and should ask:

• "Do you give to your local church?"
  


• "What other ministries or causes do you contribute to?" and "What is it about their mission and work that causes you to support them?"


• "What motivates you to give so faithfully?"

These are not asked to manipulate or to paint someone into a corner; it is so we can get to know them so that we have our conversation at the right level. Again, we cannot give milk drinkers solid food until they are ready.

Remember, Jesus was unashamed to talk about giving as He "sat down opposite the place where the offerings were put," in Mark 12:41-44, in order to teach his disciples the difference between giving out of one's surplus and giving sacrificially. He was not timid talking about money and giving, and neither should we be. Jesus loved asking questions, not because He did not know the answers, but to get people to think.

It comes back to our motivation. Are we asking these to induce shame or guilt? Or, we are asking so that our donor friends think through the rationale for why they do what they do?

The way we think about donors impacts how we pray for and encourage them.

Lord, give me your heart for this fellow saint. Amen.

A Generous Donor with a Bias for Action

Last week I met with a major donor to the school. This was our first sit down meeting where we were able to get beyond the quick conversations in the normal course of school events.

I asked him to tell me his story about family, work, and his coming to Christ. As we discussed his work I asked him to tell me about his passions. "No one ever asks about my passions", he replied.

As we talked more, this man talked about a new and exciting ministry in which he and his church are involved. It is a ministry to homeless families that requires lots of hands-on time from the church that is working with that family for that week. My donor friend says this is good way of putting feet on his faith. Direct involvement, versus writing checks, engages us in a way that has the gospel penetrating hearts more deeply.

Knowing his bias for action allowed me to present an opportunity to take on ambassador role with the school. This role will allow him to use his communications skills and his passion for classical and Christian education.

Getting to know donors at the heart level does not require that we know them for a long time. It does require that we listen well and to ask permission to present some other ideas that could fit well with their skills and interests.

What happens next? We both go back and pray that the Holy Spirit clarifies and directs. Our objective is not to get every job filled with a good match, but to see the Kingdom expand as His saints take up the mantle of stewardship of everything He has entrusted to our care. Even our entire lives are not ours.

"Do you not know that your body is a temple of the Holy Spirit, who is in you, whom you have received from God? You are not your own; you were bought at a price. Therefore honor God with your body." 1 Cor. 6:19-20.

The Essence of Stewardship

When asked to describe "development", how do you answer the question? For most of us, I suspect, it begins with a explanation of the needs of the school and how we can raise money from our various constituencies. And, yes, our school is worthy of support; that almost goes without saying.

"Listen" to one of the leaders of the biblical stewardship movement, Wes Willmer:

“Stewardship is God’s way of raising people, not man’s way of raising money.”
Wesley K. Willmer, God & Your Stuff (Colorado Springs: NavPress, 2003), p. 9.

I need to hear this. You see, it's not so much the "what" of development and fundraising (auctions, appeals, golf outings, etc.), it's the "why" and "how" that is critical. Be sure that the Lord cares very much about how we "do" fundraising; it reveals so much about how we think about ourselves, the donors, and how God works in providing for our school.

For instance, when you think of ways to "close the gap", does your mind race to the people who have the most wealth, or the ones with the fanciest car? These are the people who SHOULD be willing to give because they have so much, right?

Some of these donors need to be "raised", but not just asked for a gift. Other donors are well on the path to living like they know the Provider, and they are naturally more generous. The approach we should employ is different for each, but it should always be with their spiritual growth in mind.

In these days when we are planning for the next school year, take some time to evaluate and pray about the essence of stewardship and how that is manifested in your actions.

The Donor's Bill of Rights - Part 2

Why is it that donors to Christian charities, such as schools and other ministries, have missed the opportunity to be blessed as they give to the gospel work of their choice?

This observation comes from seeing so many Christian schools and other gospel-based works employ a secular methodology. Here is what I mean.

Take the typical appeal letter that arrives in our mailbox on any given day. It has, in general, several standard components.

1. A greeting
2. The great work
3. The needs of the great work
4. Your opportunity to fund our needs

That is fine as far as it goes, but is "there's nothing really wrong with that" the standard?

This begs the question, "If the Lord has principles by which gospel ministry is done, then does He care about the way resources are raised?"

I believe the answer is a resounding "yes" and I am concerned that donors do not experience ministry when they give. Not only do the scriptures provide much guidance for the accumulation and use of money, they also teach how our hearts should be oriented as we give. If we give "God's way" then we should expect to be blessed in the process. It's a kind of growing in grace if you will.

What kind of ministry should a donor experience? Is that too much to ask of a school or crisis pregnancy center?

But, if the fundraising methods "work", then do we really care whether they are secular or not? A ministry can raise great sums with a secular appeal with a little Bible sprinkled in to sanctify or bless it. But, God will not be mocked. If a ministry pays lip service to God's provisions, why should he throw open the gates of heaven and bless it?

As a donor I want to see my local or national ministries flourish especially in times of economic stress. When they do I can see the Lord defying conventional wisdom and demonstrating that He is, in fact, the owner of everything.

Here is the continuation of last week's list:

Donor Right #6: Make the connection to the Gospel a regular part of our dialogue; let me know you are more than Christian in name only.

Donor Right #7: Show me good stewardship of how you spend money; get an annual audit or accreditation from ECFA. Also, let me know how you are leveraging your gifts to help other works that are similar to yours.

Donor Right #8: Remind me that accumulation is fleeting (and dangerous); I need to remember that I cannot take it with me

Donor Right #9: Get to know me personally; help me connect my own passions and provisions with Kingdom purposes.

Donor right #10: Show me the eternal consequences of this work; even more than the direct relief it provides.

If donors demanded more of ministries then maybe that would drive the ministries to seek the scriptures to learn how they should go about raising resources.

Then, and only then, should they expect to experience God's favor in His pouring out more from the heavenly treasure stores He controls.

If you believe this way of thinking is helpful please contact me and we can discuss where to go from here.

The Donor's Bill of Rights - Part 1

Why is it that donors to Christian charities, such as schools and other ministries, have missed the opportunity to be blessed as they give to the gospel work of their choice?

This observation comes from seeing so many Christian schools and other gospel-based works employ a secular methodology. Here is what I mean.

Take the typical appeal letter that arrives in our mailbox on any given day. It has, in general, several standard components.

1. A greeting
2. The great work
3. The needs of the great work
4. Your opportunity to fund our needs

That is fine as far as it goes, but is "there's nothing really wrong with that" the standard?

This begs the question, "If the Lord has principles by which gospel ministry is done, then does He care about the way resources are raised?"

I believe the answer is a resounding "yes" and I am concerned that donors do not experience ministry when they give. Not only do the scriptures provide much guidance for the accumulation and use of money, they also teach how our hearts should be oriented as we give. If we give "God's way" then we should expect to be blessed in the process. It's a kind of growing in grace if you will.

What kind of ministry should a donor experience? Is that too much to ask of a school or crisis pregnancy center?

But, if the fundraising methods "work", then do we really care whether they are secular or not? A ministry can raise great sums with a secular appeal with a little Bible sprinkled in to sanctify or bless it. But, God will not be mocked. If a ministry pays lip service to God's provisions, why should he throw open the gates of heaven and bless it?

As a donor I want to see my local or national ministries flourish especially in times of economic stress. When they do I can see the Lord defying conventional wisdom and demonstrating that He is, in fact, the owner of everything.

Therefore, I propose the following Donor's "Bill of Rights"

Donor right #1: Communicate to me that your work does not exist (or continue) because of my gifts alone - it is God's pleasure that we exist and serve.

Donor Right #2: Help me see that my giving is a reflection of my relationship with the Lord; it is not a function of my wealth or lack of it.

Donor Right #3: A Christian ministry wants me to be engaged more than just financially; I have time and talent as well - show me how these can be used.

Donor Right #4: Show me the joy and blessing of generosity; not just the ego gratification of a naming opportunity

Donor Right #5: Do not make me feel responsible for fiscal mismanagement; desperate appeals may get a small donation, but I will not pour money into a lost cause.

This is the first half of the list. The next set will come out soon.

If you connect with these ideas and you think it would be helpful to explore them more, please see Advance Christian Schools or contact me directly.

Major Donor Fundraising

Mark 12:41-44

Jesus sat down opposite the place where the offerings were put and watched the crowd putting their money into the temple treasury. Many rich people threw in large amounts. But a poor widow came and put in two very small copper coins, worth only a fraction of a penny. Calling his disciples to him, Jesus said, "I tell you the truth, this poor widow has put more into the treasury than all the others. They all gave out of their wealth; but she, out of her poverty, put in everything--all she had to live on."

When I began in the wonderful world of development, I learned all kinds of new vocabulary:

Donor: a person who gives some money

Major donor: a person who gives lots of money - more than $1,000 per year?

Gift: money now

Planned Gift: money later - generally after the death of the donor

Development: the act of getting the money

Cultivation: the process of relationship building which results in getting money

Many schools and non-profits have a job called Major Donor Development officer. On its face, the position is straightforward: concentrate time and "development" with the larger donors in order to get the best (financial) return for the effort expended.

Then I was reminded of this story of generosity where Jesus described a major donor in a totally different way. The widow's contribution was proportionately huge.

I don't expect the secular world to understand and follow this teaching, but I do expect us Christians to ask ourselves if we are raising funds in the way that gives glory to Jesus and edifies the donor.

As Christian fundraisers, we must look to the scriptures to guide our work. Of course, it is counter-cultural to give attention to the smaller donors. But, that is the message of the cross: God Himself laid down His perfect life for imperfect beings like us.

What does this truth mean to Christian fundraisers? First, we should start by trying to see the donor as the Lord sees the donor. Can we try to fully appreciate the size of the donation in proportion to what the person has? What if these early and small gifts are the fruit of the Holy Spirit working in his heart to get him excited about the joy of giving? What if these small financial gifts are accompanied by large amounts of prayer and "giving" in other (non-cash) ways? Let's think about how the Lord might be using these "small" gifts to accomplish big things for the Kingdom; we may get a blessing ourselves when we are close to this generosity.

Maybe our "major donors" are not our largest ones after all.

Donors who Disappoint

Psalm 5:1-4

Give ear to my words, O LORD, consider my sighing. Listen to my cry for help, my King and my God, for to you I pray. In the morning, O LORD, you hear my voice; in the morning I lay my requests before you and wait in expectation. You are not a God who takes pleasure in evil; with you the wicked cannot dwell.

I don't like to wait, especially when I and the school need financial gifts to come in to meet a project need.

This is the end of the year. We sent out the year-end appeal and we have received a good response, but not a great response (at least in terms that I measure).

Several people have told me that they are going to contribute, but the gift has not come in. Should I write? Should I call with one of those "gentle reminders"?

And, I am a little frustrated, too. You see, there are people who can give, but don't. There are people who can give more than they do, but won't.

This frustation can create a tension between me and the donors;; one that is not healthy for long-term relationships.

Then, thankfully, the Lord (gently) reminds me of some very important truths:

1. I am not the fund raiser - He is. I am the "catcher" and "acknowledger" of the good gifts.
2. I did not always "get it" in terms of giving; this took many years of maturing. And, I still don't get it as I should. Growing in grace is a process.
3. He has always provided what we needed and when we needed it; why should I presume that we know the Lord's schedule, which is always perfect?
4. That I need to walk fully in the faith that I proclaim - that is to trust in Him and be gracious with everyone. He has been patient with me for these years; I need to be patient with my brothers and sisters as well.

So, on this steamy day near the end of the fiscal year, be still and know who is God.

Development versus Stewardship

Is there a difference between development and stewardship, or is it just semantics?

Development, as it is practiced, focuses on a financial transaction. In other words, we "develop" sources of funds of gifts. Development may imply that it is a process. First, someone is introduced to the school or ministry and they (may) begin as smaller donors and then work up to becoming major donors or ones that name the ministry in their will or estate planning.

Stewardship, as the Bible describes it, is the wise use of our time, talent, and treasure. Isn't stewardship, then, just an expanded definition of giving? Isn't it just saying that that you can give your time and talents if you don't have extra money to contribute?

I would say that the practice of stewardship involves more than assessing the ability to give and then "spending" out of the excess.

Let's try this. What if we (in the business) loved our donors enough to stop long enough to hear their heart? What if we provided a space for them to express their passions for Kingdom work and how they could express their love for Christ if current resources were no object?

What if we asked donors to take an inventory of their God-given gifts, talent and other resources? In this way, we are participating in "whole life" stewardship, not only the spending of financial assets.

Lastly, what if we helped make the connections between their God-placed passions and God-given provisions to accomplish Kingdom purposes. Some of those purposes may actually fall to our school or ministry. If they come to us, that is great. If not, then another ministry is blessed.

The practice of stewardship doesn't necessarily involve raising lots of money. But, don't be surprised if the Lord releases amazing funds when we do our work His way!

Thinking about Capital Campaigns

As I begin my work in my new school I am forming up my own description of the Tall Oaks Classical School "story". It includes the courage and faithfulness of the pioneers who began the school 15 years ago (a few are still involved!) and the growth from the "networked home school" to a fully-accredited organization poised for growth today.

With that potential for growth, we get to dream about the future and I am in the process of doing with that various stake holders of the school. While each person has a different slant on things, I am hearing three recurring themes that might be helpful to share with other schools in a similar position.

I call it the "Human, program and property" Capital Campaign - not catchy (yet), but hear me out.

Human - parents are so willing to sacrifice to send their children to a premier Christian school, but it does cost a lot to operate one. How about an endowment for Financial Aid? A fund whose annual earning would fund the amount parents need to finish paying tuition?

Program - Is there a Christian school teacher who is paid what they are worth? Of course not. These men and women are called by the Lord to a good work, but they should be able to afford to live without having to supplement their income with unrelated work. How about an endowment for Teacher Enhancement? This fund's earnings could be used for increasing pay, offering bonuses or providing enhanced benefits.

Property - This is the capital campaign we are mostly familiar with, providing for future numerical (and program) growth. How about an endowment for our next home? This fund could provide the seed corn for the expansion or re-location to a new physical plant.

However we think and plan, let us share these big ideas in an atmosphere of expectation that the One who owns the cattle on a thousand hills delights in giving good gifts to His loved ones!

Honoring the Lord with our Wealth

Proverbs 3:9-10

Honor the Lord with your wealth,
with the firstfruits of all your crops;
then your barn will be filled to overflowing,
and your vats will brim over with new wine.”

Is this passage a program for how to gain more wealth? After all, it seems to indicate that if we give, we will get more (livestock and crops for the barn and wine for the vats).

Before we race out to tell donors that this giving formula is the answer to our scarcity, let’s go back and examine what is really in view here. There are two points that need to be made:

1. The purpose and receiver of our giving – the goal of giving is to honor the Lord. We are to give in recognition of and gratitude to the Giver of all good things.

God Himself has given all that we have. Of course, it all still belongs to Him; we are merely (but importantly) temporary custodians of good gifts. These gifts fall into 3 categories, time, talent and treasure, and we are obligated to use them for His glory.

2. The quality of these gifts – firstfruits indicates the highest quality (as in the first pressing of the olives).

When we, as fund raisers, interact with donors we are (generally) asking them for cash gifts.

However, their best gifts may not be in that particular currency (at that particular time). Maybe, we need to look more broadly and look at the firstfruits in other areas, such as a particular skill that can be useful for the work at the school.
How about each of us? We did not enter into this field because of the financial rewards; we did it because we believe the Lord called us to to help raise up resources through the ministry of stewardship.

You and I may have the “wealth” of encouragement, organization, writing, or serving in other ways. Are we using those as our own firstfruits for the Kingdom.

Let us pray that we are giving our very best as we ask others to do the same.

The Development Year in Review - How was it?

When we think of this past year, or are asked about it by peers or managers, our responses might be along these lines:

1. We raised __% of our annual fund goal
2. We had these activities or events that involved these constituents
3. We produced this brochure, or video, or improved the web site
4. We raised foundation money amounting to __
5. This % of our parents participated in the annual fund

Why do we describe our work this way? I suggest that it is because these are tangible measures of "performance" against a particular goal. And, none of these descriptors are wrong; they are valuable metrics. The problem is that they don't tell the whole story as I described in my last blog.

Try this. Call three or four donor/friends who you have had the most interaction with this year and ask them to evaluate your work. Listen to what they say and see how they describe you. I hope you hear something like this.

This is not to boast, but it is to show forth our Lord's mighty hand in changing hearts. Two weeks ago a donor/friend said to me, "Harold, had it not been for our interactions and your challenge to give generously to the Lord, I would have not known to do it".

By God's grace this man has joyfully increased his giving ten-fold from where he was before. The amounts are not important; the growing in grace is.

God created us, Jesus saved us, and the Spirit lives in us so that we can reflect (show forth) His glory. That is to say that we may need to evaluate or measure our performance in non-traditional ways.

This is why I suggest that Christian development officers have a ministerial orientation. If not, then we simply do what the non-Christian world does and see how much we can extract from folks that "have plenty".

The One who has plenty owns it all (cattle and hills, right?) and He will give it to our schools in response to our faithfulness to Him.

To "summarize", don't leave out the choicest morsels from your year-end review, even if you cannot put a number on them.

The Special Ask

Ecclesiastes 4:9-12


Two are better than one, because they have a good return for their work: If one falls down, his friend can help him up. But pity the man who falls and has no one to help him up!
Also, if two lie down together, they will keep warm. But how can one keep warm alone?
Though one may be overpowered, two can defend themselves. A cord of three strands is not quickly broken.

There are times in the course of the year that require a special ask. A special ask is one where we are seeking funds for a particular project or need or opportunity that cannot be met through the normal annual fund giving.

What do we do in those instances? I believe that biblical generosity can be expressed in planned and unplanned ways. After all, if our donor-friends are oriented toward giving, then they would not be offended even if they were not able to respond at the time.

Here is a story that demonstrates this. We had a family whose dad was called up from the Reserves for Desert Storm. The military pay was lower than what the dad earned in his own business, so the family had serious challenges maintaining tuition payments.

Here is how the Lord led me to approach the problem:

1. Find out the size of the need - tuition for the balance of the year - $8,000
2. Think of families or individuals who are in the mode of helping the school
3. Call and present the situation - explain that this is a special request due to unforeseen circumstances
4. Present the entire amount and ask if he or she could see themselves helping and whether they were in position to do so
5. If they asked how much (some did), I suggested no more than $2,000 because I wanted to enlist the help from others who would like to share in the opportunity to help the family

Here is what happened:

1. Six out of seven I contacted people agreed to participate - from $500 to $1,500
2. They were pleased to be asked - it was a great cause
3. They thanked me for thinking of them
4. None wanted anything (card or letter) from the receiving family

When we are building relationships where stewardship is emphasized we are building a "platform for giving", one that honors the Lord who gives and owns it all.

What a privilege it is to be able to have relationships like this - it is also good for the asker to see God's mercy up close!

A day in the life....

What is a typical day like for the development officer of a school?

In my talking with peers it is normally filled with logistical, or structural, work. Then, "if we have time", we can make the occasional call to a donor/friend to inquire as to how they are doing. That's the relational or softer work.

How would you split up your day? Do you spend it planning the next event? Many of these are just for the good of the students and their parents, but the "advancement" office gets to handle them.

If we are so busy in the busyness of the job and its related tasks, when do we get to think about and pray for our donors and their needs? Just because they are not demanding our attention doesn't mean that caring for them is not as high a priority.

It also does not mean that we should necessarily be on the prowl for a gift; maybe they need some ministerial care like you and I need.

Also, it doesn't always mean a personal visit (although it might). Many times a thoughtful phone call is in order. If we spend some time in prayer for our donors the Holy Spirit may bring to mind a person to call. If you have done this, you know that many times He has gone before you and is preparing the person to receive your call. Then, we can offer to pray with or for the donor/friend even in a season of rejoicing.

These pauses in our day can also remind us of how connected we are to our support network and we find, over time, that this reaching becomes more natural. The key: don't hesitate when the Spirit speaks. Pick up the phone, hand write a note, or even send a well-constructed email.

Lastly, if it doesn't come naturally then pray that the Lord gives you an enlarged heart for His people. Maybe you need to block out some time each morning and a time in the afternoon when your planner is not scheduled.

The time (of time, talent, and treasure) may be the most valuable currency we have to spend.

We know the rest of the world is not valuing it in the same way.

Now, go start something!

Lessons from a timeshare

In order for someone to "buy" our school to the point where they will contribute several key hurdles must be crossed. Before we look at those, let me share an interesting sales experience I had recently; going through a timeshare sales presentation.

There are things we can learn from the secular world; after all truth is truth whether people credit the truth Giver or not.

Before you roll your eyes, consider this fact: three of ten presentations result in a sale. Yes, from a "dead stop" to writing a check takes less than 2 hours. A sale of something a person did not know they needed from a total stranger to a new mortgage in 120 minutes.

I am asking, "Wait! We're selling something with lasting and eternal significance and it takes us (sometimes) years to see people make their first contribution. What gives?"

Here is the anatomy of our experience:

1. Getting us to sit down and declare our (vacation) priorities - our values
2. Letting us dream about what we could do (vacation-wise) without regard for price - our passions
3. Showing us the impact and flexibility of our purchase (fixed price, weeks anywhere, easy upgrade and deluxe accommodations)- our plans
4. Showing us the full price - and us saying "no way could we do that" - our resources
5. Giving us a sense of urgency - "this deal will not be here tomorrow" - our timing
6. Finally, presenting us with a workable plan that met our budget (we didn't buy, but it was enticing)- our legacy

How about the Christian school, or any ministry for that matter?

I contend that what we experienced in this sales experience is a marvelous example of how we can meet our donors where they are and usher them (as the Holy Spirit leads the process) to invest in a better investment, the lives of future generations.

There are many differences between selling a timeshare and the "selling" of Christian education, but there are key similarities:

1. Values - what do they believe about children and their education?

2. Passions - what is the dream that is only limited by current resources?

3. Plans - What is their timing and situation in terms of Kingdom investments (it may not be education, which is OK)

4. Resources - what is available for investment? income, assets, time, talents, connections?

5. Timing - Is this the time that the Lord is leading to make an investment?

6. Legacy - What will be the lasting impact? Reflect back on the values and passions

I do not advocate trying to go from stranger to supporter in 2 hours, but I would not preclude it either.

What we can learn is that donors' hearts and heads (just like ours) must be connected before decisive action can be taken.

By the way, every seller of the timeshares was first a committed and an enthusiastic owner.