1. Setting
the Board Development Training
Course
Part 4 a
Fundraising Planning &
Development

2. To Ask or Not To Ask: Three Funding Models
Model # 1 George Mueller
– Prayer Alone
Model #2 Hudson Taylor
– Pray and Inform
Model #3 D.L. Moody
– Pray, Inform & Ask

3. Observations:
- There is no one Biblical model
- God blesses different models
- Don’t build philosophy on convenience
The Board Member’s Development Role
Whether or not the Board Member should be
involved in development activities is not a legitimate
should
question. He __________ be, at some level, or he
should not be a Board Member. It has been rightly
said, “You are a Board Member. There is money to
be raised.

4. A. Basics
The Board Member must/should:
1) Know what his/her responsibilities are in fund raising
and be trained to carry them out;
planning process
2) Be involved in the ___________________________
with staff by putting the plan together in written form
(so as to create ownership);
3) Lead the way by giving of one’s resources as the
Lord prospers;
4) Speak to others (friends and associates) about the
organization, especially
____________________________;
potential donors

5. 5) Make a list of _______________;
prospects
Cultivate
6) __________________________ prospects;
7) Solicit prospects along with the director;
8) take the lead as a volunteer when asked;
9) motivate and direct others to see the need of
the organization;
10) Thank donors in whatever way asked as well
as spontaneously.

6. B. Cultivation of major gifts
The role of the board in development takes on
special meaning when we realize that the most
important foundation in a good fundraising
program is the cultivation of major donors
and special gifts. In a real sense, only a few
the bulk
donors provide ___________________ of the
total need. This is true in almost every case
from colleges, churches, ministries and other
non-profit organizations.

7. The 80/20 rule
Traditionally, it has been thought that 80% of the
total money raised is contributed by 20% of the
donors. Such is probably an understatement when
in actuality 90/10 or even 95/5 would be closer to
the truth. This means the committee member must
put their _______________where the
best effort
most money
______________ is (stay with the big givers).

8. IMPORTANT
Does it now follow, then, that a
proportionate share of
resources (staff, time and
budget) should be allocated
accordingly?

9. “The Cultivation Cycle”
In discussing board involvement, it should be said that the
cultivation of potentially large donors is a systematic
continuing effort
and ______________. Cultivation demands “a sensitive
balance of patience and persistence.”
Cultivation can be said to involve five steps, all of which
begin with the letter “I”:
Identification
a. ____________
Information
b. ____________
Interest
c. ____________
Involvement
d. ____________
e. ____________
Investment

10. IMPORTANT
When plans to raise funds are
made, there needs to be
_________________
accountability
established or the plans will
______________.
fail

11. C. “People Laws”
Board members (and most everyone else) often have
mistaken ideas about asking for money. There are five
fundamental principles that can be helpful in overcoming
these feelings and fears. They are called, “people laws.”
• People give money to people.
It’s not the organization so much as it is the
people involved who are asking for the
money. It is the personal element; the
____________ that has been built and
relationship
trust
______________ which has been established.

12. • People are giving because they want to give.
It gives people ___________ and ___________
satisfaction pleasure
to give. Understanding this basic truth is
probably the most formidable handle confronting
the reluctant committee member; facing
fundraising responsibility. When you ask people
for money, you flatter them. They want to
help those causes which meet the needs of
others and which also bring them to Christ.

13. • People do not give money unless or until they
are asked to give.
Unsolicited contributions are rare and people do
not give large donations unless they are specifically
asked for them. This is where the relationship is
so important and where the person asking is someone
they have faith in. Again, it is not so much the
organization as it is the person. If they are never
asked, they may never have the opportunity for a
wonderful blessing
___________ ___________________________ in
seeing children come to the Savior.

14. • People give money to opportunities – not needs.
The chance to help an institution meet a challenge
is more appealing than to help make up a short fall
or bail it out. Raising money to cover a deficit is
tough.
• People give money to Success—not to distress.
winners
People want to go with _____________ -- it’s the
band wagon effect.

15. IMPORTANT
Get your committee member involved
only when firm fundamental elements
of fundraising have been provided for
and are in place:
Institutional plans, fundraising plans,
contribution and solicitation and don’t
forget the most important aspect –
prayer.

16. Setting
the Board Development Training
Course
Part 4 b
Fundraising Planning &
Development:
Raising Funds Through Special Events

17. I. Why consider special
events?
A. Brings your board, staff, and
volunteers together
B. Face to face with donors
C. Now dollars are raised
D. Up-grade donors
E. New donors
F. Event pays for itself
G. Inspires and ministers to people

18. II. There are three areas which
make up a successful event
A. Develop a program which will
assure participation in the event
B. Challenge and Commitment
C. Systematic Follow-Up

19. IMPORTANT
Pay attention to All Details, and
success will come!

20. III. How to reach people to
participate in the event
A. Direct Mail
1. Advanced notice, 45-60 days prior
to event
2. Informal invitation sent 30 days
before event
a. Personal letter
b. Response card
c. Other promotional pieces

21. B. Telephone Campaign
1. 45 days before event
2. Personal phone call should be made by
board member, staff, volunteers
3. Follow-up package
a. Letter following the call
b. Brochure with information
c. Reply card and envelope

22. C. Additional publicity may be great for some
events
1. Radio (PSA)
2. TV (PSA)
3. Newspaper
4. Press Conference

23. IMPORTANT
It has been said, “Successful
people form the habit of doing
things unsuccessful people
don’t want to do.”

24. IV. Some of the events that have been proven
to be successful.
A. Banquet
B. Key Donor Prospect Dinner
C. Challenge Grant
D. Auction
E. Change for Children
F. Golf Tournament

25. IMPORTANT
THE LEVEL OF SUCCESS
OF YOUR EVENT
WILL BE DETERMINED
BY HOW INVOLVED YOUR
BOARD IS IN THE EVENT.