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.

The "Books" on Stewardship

God has given me a the opportunity to talk to many people about Christian schooling in general and classical Christian schooling in particular. Most people have some general idea that classical schools major in classical music, literature, and rhetoric. All of this is generally true and there are other dimensions as well.

Because Tall Oaks and other classical Christian schools are strong in the humanities, a church friend offered us the books he was cleaning out of his mother's house after she passed away last year.

We like books, but we are not in an acquisition mode. However, Tom was willing to deliver them in nice boxes. After it was all said and done, we "received" thirty boxes of books, probably three hundred or more. "Great", I say as these are now lining the wall of my office. "I have more to sort through!" I'm feeling a little inconvenienced, and a little sweaty moving these boxes around.

Then, as the Lord always does, He brings to mind some important truths and new information:

1. Tom was happy to now be connected to the school - part of the team
2. Many of the books are wonderful references and "classic" works
3. One of our school moms saw the boxes and asked if she could coordinate the sorting - wow!
4. This is often how new relationships are begun; someone knows of a need that they can meet

So, yes, I almost missed a golden opportunity. As we go into this Easter weekend, let us not miss the significance of Easter and remember that our Lord Jesus spared nothing; He poured himself out for us and for our salvation.

Christian Fundraisers Need to Dream Big, too

A few weeks back I wrote about a donor to our school who has some lofty ambitions to reach the inner city schools with a classical and Christian education. His dream goes beyond what he can act on right now and even further than our school has forecast in its strategic plan. However, the idea stimulates our thinking to go beyond what we usually think of and it is an opportunity to lay before the Lord some plans that only He can make happen.

We fundraisers should dream, too. Many times it is about a new facility which implies a capital campaign. What if we set our financial sights a little lower and conceived of a new program or two that would substantially change our offering and strengthen the overall education?

Some of these ideas are contained in the school's Strategic, or Long Range, Plans. For example, we have some specific ideas of expanding our music and orchestral program. We can see the day when our athletics program is broader. Our Strategic Plan envisions the day when we can launch an NILD program to help students with mild learning disabilities.

When the rest of the school is occupied with the daily task of training the young minds, we stewardship folks can be projecting a year or two or three into the future and talking to people about projects that create a step change in the school's overall education.

Think about these and when someone asks, "What's new?", you'll have a great story to tell that might just capture someone's imagination.

A Fundraiser's Dream - "Self-actualized Giving"

In the progression of becoming generous, givers go through phases of maturity. We start by giving because of obligation or even guilt. We progress through imitation and following others until the giver reaches the point where they give cheerfully without any concern for what others do. At this point the giver just does what they do out of the sheer joy of honoring the Lord and blessing His people. It's not quite with reckless abandon, but almost.

Yesterday, a donor and friend shared a story where she was blessed and thrilled by giving something precious away to a young person who she knows well would love to have this special gift.

The details are not important, but the steps in the thoughts and emotions are:

1. She has her passions - seeing young people enjoy photography especially for building the kingdom
2. She has provisions - a really good camera and and a heart for sharing.
3. She has a purpose - to see the next generation fulfill their goals for sharing the gospel in many media.

My friend has grown beyond the point of wanting to keep stuff or money for herself. She sees a need, prays and asks the Lord how she should respond, and then joyfully responds. She doesn't care what anyone else is doing or whether the need is large or small. She obeys the command to give out of her thankfulness for what Christ has given her.

As I heard her story, I was inclined to describe the needs of our school and parley that generosity into something good for me, but that would be manipulative. Instead, we celebrated God's goodness to us all and ended there.

Recognizing and celebrating the Lord's blessings is part of the work of the fundraiser.

If we are faithful in the small things...

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.

The Joy of Used Computers!

What school or other ministry has not been offered one or more used computers? However, many times these "gifts" are not current in hardware or software or operating systems.

So, unless we have IT departments with nothing to do (no way!) these gifts are not really beneficial for either students or staff.

When this situation occurs, we can politely say "no thanks, our specifications require current operating systems". Or, we could take a tack that brings the donor into closer relationship.

Here are some thoughts from a call I received recently:

1. Someone thought of us. They tried to match their gift with our need: a great place to begin.
2. I called back and asked how they found out about the school and how this batch of hardware became available. I learned that this mom may be putting her child in our school in the next year.
3. We want to keep the dialog going to see if the computers can be used.
4. We want to discuss other areas of interest with the donor to see how they might contribute in another way.

A culture of stewardship looks for faith-based relationships, which takes more time and effort than a simple "Sorry, these units don't fit our needs".

In the ministry work to which we are called we welcome opportunities to help our friends walk closer with the Savior.

Raising up Giftedness

Ephesians 4:11-13

It was he who gave some to be apostles, some to be prophets, some to be evangelists, and some to be pastors and teachers, to prepare God's people for works of service, so that the body of Christ may be built up until we all reach unity in the faith and in the knowledge of the Son of God and become mature, attaining to the whole measure of the fullness of Christ.

This fourth chapter of Ephesians speaks to the unity of the body, which implies the body of the church. Therefore, it may be a stretch to equate the local Christian school to the church, but there is the a parallel that relates to gifting.

In the Christian school, as in the church, there are many sources of gifts. There are those who organize events, write newsletters, maintain the the web site, take pictures, work alongside teachers, coach, accompany the choir, and so on.

Each year, God gives us new families who bring with them talent and gifts that are useful to the school. The application of these gifts is a blessing to the school and a blessing to the one who is getting to apply their talent to the Kingdom work of the school.

What is our job as "development" or "stewardship" officers? It is to uncover these gifts and to encourage their use for the school of even another ministry where they can be useful.

First, we may have to ask ourselves if we have the "gift" of identifying gifts. This talent, I believe, is an acquired skill that comes from investing time in and attention to people so that we can hear their heart and to nurture them. In that sense, stewardship has a pastoral component.

This week I have the privilege of speaking to administrators at the ACCS (association of Classical and Christian Schools) conference in North Carolina. One of my tasks will be to challenge (provoke?) my peers to dig deeper and to see our work as larger than simply raising monetary resources.

After all, we are not in these jobs only because of the cash we bring, are we?

Stewardship and Snow Shoveling

Romans 12:6-8

We have different gifts, according to he grace given us.

If a man's gift is prophesying, let him use it in proportion to his faith. If it is serving, let him serve; if it is teaching, let him teach.

If it is encouraging, let him encourage. If it is contributing to the needs of others, let him give generously; if it is leadership, let him govern diligently; if it is showing mercy, let him do it cheerfully.

Many of us are having a lot of snow these days and I have not been feeling too grateful for the weather; especially since I am doing the removal without the aid of a powerful snow blower.

But, in my last outing to remove the most recent four inches, I was struck with the need to praise God and to be thankful for some gifts I had not thought of.

I am thankful for inventors, especially the ones who created waterproof clothing so I can be outside and not get wet. I was grateful for the shovel design that saves my back (a little!) from bad ergonomic moves. I am grateful for the paving company that made my driveway smooth and easy to push the shovel against.

Now, I remember what we stewardship officers are to be excelling in. We are supposed to be the encouragers that Paul writes about. We are to see the giftedness in others and, in a way that blesses (not puffs up), tell them about how grateful we are.

Then, we are to help our friends leverage the skill for the Kingdom so that the important expansion work is done and that so that others might be inspired to do likewise.

Why, I am almost ready to take another pass at that blizzard!

Give Thanks - Get Blessed

2 Corinthians 9:7-15



Each man should give what he has decided in his heart to give, not reluctantly or under compulsion, for God loves a cheerful giver.



And God is able to make all grace abound to you, so that in all things at all times, having all that you need, you will abound in every good work. As it is written: "He has scattered abroad his gifts to the poor; his righteousness endures forever."



Now he who supplies seed to the sower and bread for food will also supply and increase your store of seed and will enlarge the harvest of your righteousness. You will be made rich in every way so that you can be generous on every occasion, and through us your generosity will result in thanksgiving to God.



This service that you perform is not only supplying the needs of God's people but is also overflowing in many expressions of thanks to God.



Because of the service by which you have proved yourselves, men will praise God for the obedience that accompanies your confession of the gospel of Christ, and for your generosity in sharing with them and with everyone else.



And in their prayers for you their hearts will go out to you, because of the surpassing grace God has given you. Thanks be to God for his indescribable gift!



One of the best aspects of being a stewardship or development officer is getting to call thank donors for their gifts.



In these conversations I have the opportunity to hear the story behind the gift.



Here is an example. I called and spoke to a school parent who made a gift to our school. They were quick to say that giving is their pleasure and privilege; that they wish it could be more, but they will continue to give as God enables them to do so. They said they would continue to give after their son graduates because they are thankful to God for establishing the school and they want to help the next generation get this kind of training.



This is where the "bi-lateral" aspect of giving comes in; when the donor received blessing from God as they respond with grateful hearts to His provision of faith and other blessings (Christian education in this case).



If we are too busy to acknowledge gifts with personal contacts like phone calls, then we are too busy.



Take some time out of today to make a call or two - you will be glad you did!

Matching up Gifts and Opportunities

Our role as stewardship officers is to encourage people to release their God-given gifts into Kingdom opportunities. We do this by helping people see how blessed they are and by reminding them of the biblical principle of generosity, that of joyous giving.

We can be of further assistance if we help them find just the right place for their gifts. In this way, the donor has a better connection to the help they are providing. It also shows that we are listening to and caring about the donor as individuals, not just lumping them into the giving "pot".

Here is an example that might help spur some new thought.

Tall Oaks has a Science Fair this week and the science teacher needs many judges so that every project is evaluated by three sets of eyes and ears. I saw this as a wonderful stewardship opportunity for my friends that have science and/or engineering backgrounds to come and share their talent with us. In doing so, they have a chance to see the school up close. We will welcome them with refreshments and collateral material about the school that they can take home.

Most of these have never seen the school; this will be their first exposure. Afterwards, I will call each friend to see how they viewed the experience and to see if there is any other interest in being involved.

Do you have art or music programs that can use the gifts of friends? In general we love to be seen as experts in our field and we can carve out some time to help a friend and support the next generation.

The same concept works for the library, information technology, sports, drama. The list goes on and on.

The blessing to the donor is that they get to extend themselves, working on something larger than he or she. These can be wonderful connections to lead people into greater service.

This week, we had a volunteer make a substantial financial commitment to the school. The volunteer had served the school for several years in a special area and now the Holy Spirit moved this couple to have their monetary wealth follow their wealth of talent.

If we can see our work as larger than (only) the raising of funds we are operating in the theater of whole life stewardship.

God, give us grace to see the big picture.

The "Giving Blessing"

Acts 20:35 'It is more blessed to give than to receive.'

If you ask a child what is the most exciting part of Christmastime, they will likely answer - 'getting presents'. That perspective agrees with our own memories of Christmas.

As we grow older, however, we come to see that there is more fulfillment found in the deeper meaning of life.

The deeper level of fulfillment in life is not found in what we get but what we give. Children, of course, cannot understand this - how could anything be better than getting good gifts?

But, as every parent and grandparent knows, there is no gift we could ever receive that exceeds the joy of watching the bubbling enthusiasm of your own children (or grandchildren) wildly tear open a box and squeal with glee as they delight in its contents. Then come the kisses and hugs from grateful recipients. That's a recipe for pleasant memories!

Why should it be any different with the wealth with which God has blessed us? If we or our donors miss the deeper joy of giving then we are stuck trying to derive satisfaction from material wealth that we try to hold on to.

As encouragers of Kingdom giving, let us remind our donor-friends of this generosity-induced blessing. And, let us share in this wonderful joy.

The giving of good gifts, however large or small, reminds us of the greatest gift ever given: the gift of eternal life from the Father through the Son.

Capacity to give

James 2:1-4

My brothers, as believers in our glorious Lord Jesus Christ, don't show favoritism.

Suppose a man comes into your meeting wearing a gold ring and fine clothes, and a poor man in shabby clothes also comes in.

If you show special attention to the man wearing fine clothes and say, "Here's a good seat for you," but say to the poor man, "You stand there" or "Sit on the floor by my feet," have you not discriminated among yourselves and become judges with evil thoughts?

In the development world we (are instructed to) think in terms of the "big hitters" or the ones with capacity to give. When we focus on the larger donors we are efficient with the use of our time and have, as it were, greater productivity.

This philosophy presupposes that the "most valuable" donors are those who can or do give the largest amounts. While the school (or other organization that we represent) deserves our best efforts, I wonder how the Lord sees this work.

What really comes into play is the idea of ministry. Does the school see donors as a "necessary evil" that we must engage with because our own finances are inadequate? Or, are we convinced that, like the body of Christ, we are designed for meaningful connections, which goes deeper than a simple monetary transaction?

While most schools would say, "Of course we care about our donors more than their current capacity to fund our program", our actions may tell a different story. James warns us about judging with evil thoughts. It looks like we are guilty if we look only at the externals and not at the heart and soul of the person who God has brought us into relationship with.

OK, so what does this look like in practice? I suggest the following:

1. Look at our own hearts. Do we truly love ALL of God's people - would others confirm this assessment?

2. Can we genuinely celebrate the smallest (the mites) gifts and those who give them?

3. Do we act on that celebration by investing time and prayer with these friends?

The tyranny of the urgent is always nipping at our heels. But our Lord is also placing people in our lives who (although externally poor) have a richness that needs to be affirmed and encouraged.

Can you remember the last time you welcomed the poor stranger?

Celebrate the non-cash gifts

Romans 12:4-8

Just as each of us has one body with many members, and these members do not all have the same function,
so in Christ we who are many form one body, and each member belongs to all the others.
We have different gifts, according to the grace given us. If a man's gift is prophesying, let him use it in proportion to his faith.
If it is serving, let him serve; if it is teaching, let him teach;
if it is encouraging, let him encourage; if it is contributing to the needs of others, let him give generously; if it is leadership, let him govern diligently; if it is showing mercy, let him do it cheerfully.

God has blessed our schools with "quiet angels", those saints who volunteer and do work that is rarely recognized. Most of these folks don't want recognition; they do what they do for the Lord and to bless the school that they love.

I suggest that you take some time out of your schedule to thank and celebrate the good gifts that are being used for the Kingdom building at your school. This is an important stewardship effort even if it is difficult to value in dollars.

As you are having these discussions, why not ask a few questions? In your own words, of course.

1. How or why did you come to volunteer?

2. What is it about the school that keeps you coming back? This is especially true of the volunteers who no longer have children in the school.

3. Are we utilizing your gifts as you would like for us to?

4. Are there other areas of the school in which you would like to participate?

5. Are we grateful receivers of your generous giving?

And, praise the Lord with them that He has moved in the hearts of His people to steward this portion of their gifts.

"Dance with the one who brung you"

In the South, there is familiar expression about dancing - "Dance with the one who brung you". Up north, we might say, "Be satisfied with what you have and use it fully."

This is not a new expression - and is not even a new concept. Paul wrote about this back in the first century as he addressed the church at Corinth.

From 1 Corinthians 12:12-22

The body is a unit, though it is made up of many parts; and though all its parts are many, they form one body. So it is with Christ.
For we were all baptized by one Spirit into one body--whether Jews or Greeks, slave or free--and we were all given the one Spirit to drink.
Now the body is not made up of one part but of many.
If the foot should say, "Because I am not a hand, I do not belong to the body," it would not for that reason cease to be part of the body.
And if the ear should say, "Because I am not an eye, I do not belong to the body," it would not for that reason cease to be part of the body.
If the whole body were an eye, where would the sense of hearing be? If the whole body were an ear, where would the sense of smell be?
But in fact God has arranged the parts in the body, every one of them, just as he wanted them to be.
If they were all one part, where would the body be?
As it is, there are many parts, but one body.
The eye cannot say to the hand, "I don't need you!" And the head cannot say to the feet, "I don't need you!"
On the contrary, those parts of the body that seem to be weaker are indispensable,

Whether you are new or old to the development/advancement work, God had gifted you with special gifts that are ideally suited to the work before you.

You may be one who can organize events - this is critical for community relations which can lead to personal relations

You may be gifted in graphic and other communications - use these for brilliant printed pieces and visualization on your web site

Gifted writer? Brochures and foundation proposals need these skills

Came from the business world? Use your understanding to develop special outside relationships.

Ministry minded? Connect first with local pastors who need to be appreciated and cared for.

I hope you see that whatever talent you have is useful for the Kingdom and should be the "lead dog" in your advancement work. So, be confident in the Lord and watch Him use you in a special way. The talents that you do not yet have can be developed - find someone with those and have him or her mentor you.