Raising Resources to Raise Up Mission: Capital Fundraising at its Abundant Best

Welcome Initial Meeting Creekwood Christian Church Capital Fund Campaign Committee January 15, 2014 Jim Powell

Fundraising has changed People have money and they continue to give. Religion is just no longer their charity of choice! - J. Clif Christopher Tell the story. (Or check with the bookstore.) Maribeth

Fundraising has changed Major Factors: Churches and culture Motivations for giving Personal finances Competition for dollars John Davidson

Churches have changed Membership decline Leadership structures Volunteer engagement Demographic and generations Maribeth Westerfield Mainline Protestant churches in general have declined. We don’t operate by corporate leadership models like we used to. Many congregations are downsizing their boards; no longer use committees (more use teams). Volunteer engagement is not like it used to be. People still volunteer when they are passionate about a cause. But the large pool of volunteers (stay at home moms, for ex.) is not as readily available. In the past, there were two generations in church—parents and children. Now, people live longer and one of the results of that is that more generations are likely to be in a church. They may or may not be related to each other. We are moving toward a society where there is no dominant culture.

Motivation for Giving Demand Side: Supply Side: Focus is on the case or need. Presentation is intended to awaken a sense of obligation or duty. Goal: guilt, via psychological or spiritual inducements, awakens donor Result: contribution is secured. The Scolding Model Supply Side: Focus is on the individual and his/her passions. Potential donor is guided through a process of discernment. Goal: to inspire the donor’s imagination. Result: establishment of a relationship. The Inclination Model John Davidson

Personal Finances Family units Wage stagnation Giving average 2% of income Increase in individual debt John Davidson Sources: BLS and Giving USA

Fundraising Competition Between 2000- 2009: The number of nonprofits increased from 819,000 to 1,239,000 Religious nonprofits has increased from 127,000 to 220,000 In 2011, giving by individuals rose by 3.9%. Giving to religion decreased by 4.7% Source: Giving USA 4.7 % John Davidson 3.9 %

Keys to fundraising success Mission and ministry focused Donors segmentation Strong leadership and training Feasibility study Professional guidance John Davidson

Motivations for giving Two questions: What do you think motivates people to give? What motivates you to give? In your group, take a second or two to answer these two questions. Then we will have them share in the larger group.

Motivations for giving John Davidson

Mission and ministry Quiz time: How close can you quote the mission statement of Flower Mound Christian Church? Is it relevant to your specific context? Have you participated in a Capital Campaign where you remember the mission focus? Good capital fundraising ‘comes from the understanding that all we have comes from God’ MB note: Works best with a clearly defined focus aligned with the church’s vision for ministry For the specificity issue, use some concrete examples, like Carolyn Bibb’s church in Memphis vis a vis First CC, Martinsville, IN. Do you remember a capital campaign in your congregation? What was it for? Distribute Worksheet 1. Have them complete this is in small groups.

Motivation for Giving Demand Side: Supply Side: Focus is on the case or need. Presentation is intended to awaken a sense of obligation or duty. Goal: guilt, via psychological or spiritual inducements, awakens donor Result: contribution is secured. The Scolding Model Supply Side: Focus is on the individual and his/her passions. Potential donor is guided through a process of discernment. Goal: to inspire the donor’s imagination. Result: establishment of a relationship. The Inclination Model John will start this one. He will do demand side. MB note: Good capital fundraising ‘grows out of our grateful response to that reality’ Like Jacob in Genesis 28 Supply side- Abundance is the world view. Potential activity- Write several phrases that describe “Supply Side” giving (depending upon time)

Donor Segmentation Personalized communication Matches individual motivations Context of appeal Generations Membership tenure Key characteristics Methods of communication Activity: list all potential segments possible in your church John will start by talking about segmentation. MB note: Capital fundraising is successful with a broad base of support, segmentation helps broaden base and target specific groups for communication

Strong leadership Training is key Fundraising must be a priority Language and messaging Format for campaign Methods for communication Timing of ask Major gifts for campaign Larger stewardship conversation Fundraising must be a priority How many people in the room are professional fundraisers? How many people are IT Professionals? - MB note: Good capital fundraising is part of a total stewardship focus

Feasibility study Setting a goal and evaluating participation: Ask leaders, major donors, congregation Formulas and projections for goal Identifies support for key projects Feedback loop for challenges and pitfalls The feasibility study is an opportunity for feedback, engagement and to see what the potential is for fundraising. See Clif Christopher’s book about major donor. It’s important to know going in what your potential is. We now have a tool to help with this.

Feasibility study Sample for review Share the sample. Maybe highlight a question or two from it.

Professional guidance Studies show that organizations working with a fundraising consultant: Raise more money More likely reach their goal Larger participation and avoid major risks Disciples Church Extension Fund offers congregations customized fundraising services Maribeth

Our fundraising history Disciples Church Extension Fund has over 40 years of fundraising experience: Signature Campaign Express Campaign Mustard Seed Campaign Ask, Seek, Knock Maribeth Fundraising has evolved - it is important to stay relevant

Customized Campaigns Our new capital campaign service will be customized using resources which make sense for your size, identity and mission. Our advisors will function as project managers and provide training for your leadership

Pilots for Campaign You are one of the our long time partners who are piloting this new approach to Capital Fund Raising….thank you! What does that mean? We will be living into this web and electronica based method You will receive a $2,000 discount on fee So let’s dig into the three components of this campaign

Elements of your Campaign