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Relational Fundraising: Relationships for the Long Term

Relational Fundraising: Relationships for the Long Term. Mario Zandstra President & CEO Pine Cove mzandstra@pinecove.com. Mario Zandstra President & CEO Pine Cove mzandstra@pinecove.com Twitter: mariozandstra1 Blog: www.mariozandstra.com. What do you hope to learn today?.

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Relational Fundraising: Relationships for the Long Term

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  1. Relational Fundraising: Relationships for the Long Term

    Mario Zandstra President & CEO Pine Cove mzandstra@pinecove.com

  2. Mario ZandstraPresident & CEOPine Covemzandstra@pinecove.comTwitter: mariozandstra1Blog: www.mariozandstra.com

  3. What do you hope to learn today?

  4. Two Parts:The PhilosophyBlocking & Tackling

  5. Confession is good for the soul

    I needed to be reminded

  6. Preparation of your own heart

    Tim Keller Sermons Gospel Centered Teaching

  7. The Philosophy

    The Why before the How

  8. The Basics: Whose money is it?

    Treasure Principle by Randy Alcorn
  9. Psalm 50:10-11 For every beast of the forest is minethe cattle on a thousand hills.I know all the birds of the hills,and all that moves in the field is mine. God owns it all
  10. 1 Chronicles 29:11-12Yours, O Lord, is the greatness and the power and the glory and the victory and the majesty, for all thatis in the heavens and in the earthisyours. Yoursis the kingdom, O Lord, and you are exalted as headabove all. Both riches and honor come fromyou, and yourule over all. In your hand are power and might, and in your hand itis to makegreat and to givestrength to all. It all comes from God

  11. What is Relational Fundraising?

  12. If when you meet with someone you think transaction …

    This is not relational, but transactional

  13. I want to know how I can best help them… being a blessing, not a curse

    What relational fundraising is?

  14. Ministering to your Constituency

    Grace and Mercy Available as Pastor, Friend and Confidant

  15. “There are three conversions necessary to every man;the head, the heart, the purse”

    Martin Luther “The Third Conversion” Rodin

  16. Are you a development person or their advisor?

    Should I give to this other ministry? Helping them understand their giving heart

  17. Kingdom of God mentality

    Recommending your donors to other ministries

  18. Abundance or Scarcity Mentality

    Orthodoxy leads to Orthopraxy

  19. Gospel Question

    Faithful with the gospel Sowing Seeds of Faith

  20. Fundraising: Sowing seeds of opportunity, asking God? Grant a harvest

  21. God is the fundraiser

  22. Invitation to Pray

    The Spiritual Exercise

  23. Providence, Sovereignty and a good night’s rest

  24. Blocking & Tackling

    The How
  25. Working a plan:Discover & Research Know giving history to your ministry Favorite type of projects – scholarships, capital, (Seven Faces of Philanthropy handout) Visit with other donors who know donors, do they know this donor? Understand donor– What do they do? Google is your friend … What is the potential as a prospective giver? Heart Capacity
  26. Cultivate Work towards face to face meeting Persistent but not offensive Notes and photos Give Away Make phone calls or even email Look for an reason to call I may send them an email or call regarding a book that has influenced me The donor drives relationship Large donors, work around their schedule, not yours Learn about the donor and their family

  27. What is the goal of meeting with someone?

  28. Your Prayer

    Lord guide my words for your glory
  29. Know the BasicsArt of 15 minute meeting Tell me about your family Where do you go to church? What is special about your church? Where do you work? How did you decide to do this? What do you love about your job? What are your hobbies / free time? What are you passionate about? Your personal story in 3 minutes Your ministry activities in 2 minutes - sticky
  30. After the meeting Thank you note or letter – reference something in the meeting about them What do you want them to remember? Is there a call to action? Add to email list – if you blog or a note keeping them informed

  31. Their Prayer

    Lord, how and where would you like me to invest your resources?
  32. The next meeting Reference something from last meeting What type of organizations do you give to? Seven Faces Why do you give to PC? What do you love about PC? How could we improve? See them as an advisor What burdens has God placed on your heart to serve His people? How can I pray for you and your family?
  33. Developing a Long-Term Relationship What has been your best giving experience? How much is the largest gift you have ever given? Why did you do it? How are you teaching your children about giving? How do you make giving decisions? When do you make giving decisions? Have you ever made an asset gift? Stock, real estate, etc? In PC in your will?
  34. Connect What is their connection? Family camp, youth camp experience Know when they are coming back to camp Discipleship and Bible Study – our top 3 donors – one weekly, one monthly, one quarterly President’s event – executive dinner Offer them time with senior executives You, your key leaders, camp directors Diversify your relationship with donor – share!

  35. Donor – it is their moneySteward – God’s money

  36. In search of Stewards

    The collapse of the fall of 2008

  37. Inviting Donors and Stewards into a Spiritual Exercise

  38. What is a “spiritual exercise?” Not asking them for a gift You are asking themto prayerfully consider whether or not they should be involved And if so, how much the Lord would want them to give Menu of opportunities, project of interest Timing is important Be quiet and listen A way to share: PC needs X gifts by Y date to meet deadline for construction and completion Be honest and do not fabricate needs
  39. Appreciation and thankfulness Give thanks with a grateful heart … Thank you calls, notes, receipts Every donor above $100 gets a call, or handwritten note, email or letter) Report Back – how did their gift make a difference? Keep them in the loop – good and bad Follow up on all gifts – not just major gifts Do you know if they have a desire to do it again? Some do not – organization’s greatest error… A receipt is not the best form of thank you
  40. Fulfill your commitment Keep your donor promise Do what you are saying you will do If things change, let them know. No surprises Over communicate Be transparent Help them feel like a partner in the gospel Help them be a stakeholder
  41. Serving the Giver Maintain relationship Care for them Discipleship and friendship Donor must understand this is not simply a financial transaction Minister to them Engage the donor in unique ways (birthday, anniversary and children) Wedding Gifts, High School Gifts in bulk Transformed: Pine Cove’s Ministry Report. How we spent God’s money ….

  42. Identifying New Donors

  43. New Donors Ask God for wisdom and divine appointment Direct Mail is not evil Closing Celebration appeal Ask current donors for referrals
  44. Project 319: A brand for Scholarship Fundraising
  45. All Things New – new camp, re-newed buildings The greatest All Things New is a transformed life
  46. Questions
  47. Mario Zandstra President & CEO Pine Cove mzandstra@pinecove.com Twitter: mariozandstra1 www.mariozandstra.com

  48. Revolution in Generosity by WillmerThe Third Conversion by Scott RodinThe Bible

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