1. Fundraising Strategies: Session I Vernon J. Henricks vhenricks@mccks.edu – 785.564.2121

4. Who is Vern Henricks? Christian Husband Father Community Leader Philanthropist Coach Fundraising & Leadership Consultant Businessman

6. Ministry or Fundraising? Is your work a ministry? Or is it really fundraising in disguise?

7. Your Ministry Challenges …

8. The profession of fundraising is a highly ethical profession guided by principles of honesty, integrity, and quality.

9. Definition of development Creating opportunities to connect God's people to God's work.

10. 1 Timothy 6:17-19 Command those who are rich in this present world not to be arrogant nor to put their hope in wealth, which is so uncertain, but to put their hope in God, who richly provides us with everything for our enjoyment. Command them to do good, to be rich in good deeds, and to be generous and willing to share. In this way they will lay up treasure for themselves as a firm foundation for the coming age, so that they may take hold of the life that is truly life.

11. Purpose of development To connect the followers of Jesus who desire to be good stewards with the ministries and causes that they care about or are called to. The higher purpose here is that the journey of the steward is more important than our fundraising goals. It is God's desire that every one of his followers is a wise steward with their money, time, intellect, relationships, position in life, and environment. To find opportunities for stewards to give to the Lord's work and achieve their stewardship goals.

12. Giving in the U.S. - 2006 Americans’ charitable giving reached record highs, with individual giving accounting for 83% of the $295 billion given in 2006. Americans donated 2.2% of their average disposable, or after-tax, income. The amount of money transferred to ministry was unprecedented in history.

13. U.S. Charitable giving 2007 Giving USA 2008 Up 3.9% despite worries about gas prices, mortgage crisis and housing market. Charitable giving in the United States is estimated to be $306.39 billion in 2007, exceeding $300 billion for the first time in history. Every type of public charity receiving donations saw gains in 2007.

14. The Bottom Line If we are to give our donors an opportunity to make a wise stewardship decision by giving to our ministries, we must continually communicate the results, impact, and needs of our ministries on a regular basis. We should assume nothing.

15. Are You Communicating? Are you donors truly informed about your ministry? Do they know what you are accomplishing with their giving? Do you share the successes and the failures?

16. Communication Ideas Newsletter that communicates stewardship ROI? Thank you letter / receipt that communicates your thankfulness and accountability? eNewsletter that is timely and brief to keep a donor updated? Annual Report that summarizes the year of ministry results and financial accountability?

17. Communicate…ALWAYS YOUR Ministry of Development is based on your relationships with your donors. Seek to communicate whenever you can and you will find your donors are with you, no matter the situation, economy, or trends.

18. Facts About Finance 10% of the people in America control 90% of the net worth. 93% of the net worth controlled by the 10% of the population is held in non-cash assets. Most ministries spend the majority of their time and resources going after cash—chasing the 90% who only have 10% and much less discretionary income from which to give.

19. “After all my calculations I have come to the conclusion that it’s not what you know, but who you know that counts.”

20. The Desires of Major Donors To have their time & opinions valued To invest their heart and passion To give their expertise when possible To enjoy the thrill of making a ministries dream happen

21. Relationships Are the Key The ultimate product of major donor ministry is the donor himself/herself. The goal is to see an individual thriving in Christ, happily fulfilling his God-given role as a giver. When we care more about the donor than the donation, donations tend to follow. Donations are the by-product, not the end-product, of the relationship. Friendraising connects people who have a passion for the ministry and a capacity to fund the work of the ministry.

22. It’s All About Relationships “…Love the Lord your God with all your heart, with all your soul, and with all your mind…Love your neighbor as yourself…” - Matthew 22:37,39

23. Craig Lawrence Co-founder of Lawrence & Schiller People give most generously when; A vision is compelling. They are provided a way to have a meaningful part. The ministry provides opportunity to impact THEIR community.

24. What Donors Want to Know Do you care about me or just my money? Do you have a plan and is it sound? Can I trust you’ll do what you say you’ll do? If I invest, will I get a good return on my investment? Will you report back to me, good or bad? Will you be grateful? Will you give the glory to God?

25. Giving Vehicles Cash Non-Cash Autos, boats, planes, RV’s, collectibles Stock Real Estate Business Interests Estate

26. Five R’s of Fundraising - Pat McGlaughlin The Relational Donor Cycle Research (who, what, when, where, why) Romance (education, motivation, love) Request (the marriage of values-theirs & yours) Recognition (thanks…sincerely) Recruitment (ask them to help you)

27. Summary Get Involvement / Giving Identify others (5-10) Peer to Peer Request for support (3-5) Timely Follow-up

28. BREAK Vernon J. Henricks vhenricks@mccks.edu – 785.564.2121

29. What is Servant Leadership Robert Greenleaf “The servant-leader is servant first. It begins with the natural feeling that one wants to serve, to serve first. He or she is sharply different from the person who is leader first, perhaps because of the need to assuage an unusual power drive or to acquire material possessions.” – Robert Greenleaf

30. Servant Leadership Ken Blanchard "I truly believe that Servant Leadership has never been more applicable to the world of leadership than it is today. Not only are people looking for a deeper purpose and meaning when they must meet the challenges of today's changing world; they are also looking for principles and philosophies that actually work. Servant Leadership is about getting people to a higher level by leading people at a higher level.“ – Ken Blanchard