This document discusses strategies for motivating donors to move from low to high commitment levels of support. It emphasizes moving donors from transactional to transformational relationships by helping them understand an organization's "why" - its core purpose and mission. Coaching donors to increase their participation, engagement, and sense of ownership can increase annual giving amounts. The document provides examples of donor commitment surveys and outlines a process for staff, boards, and donors to clarify an organization's identity and purpose in order to foster stronger donor relationships and commitment.

1. Activate Your Champions:
Off the Couch and Into Your Cause

2. World’s View: “Ideal” Donor
•
•
•
•
•

3. DONOR … OWNER

4. Ways to motivate donors…
Manipulation Inspiration
Peer Pressure Joy
Guilt Spirit-led
Shame Authentic
“God card” Natural
Fear Long term
Carrots Commitment
Sticks Loyalty
Head - $$ for org. Heart for Cause
Limited / strings… Limitless
Short-Term Ownership
Self Others
TRANSACTIONAL TRANSFORMATIONAL

5. A “Low Commitment Donor”
will give you $49.33 a year.
First Annual Donor Commitment Survey, Sept. 2011,
“What is your relationship status with your donors?” by Donor Voice

6. Moving one “Low Commitment”
Donor to “High Commitment” will
increase his or her annual giving
from $49.33 to $114.66

7. Ministry Name: _______
Why we exist: ________________
____________________________
____________________________

8. Your Ministry…
WHAT
HOW
WHY
WHY

9. Ministry Name: _______
Why we exist: ________________
____________________________
Action:
1. Have your staff answer
2. Have your Board answer
3. Have a few P’s and E’s answer
4. Have a participant answer

10. Reasons they don’t understand
the WHY…
•
•
•
•
•

11. Opportunities Abound
32 specific answers to prayer (Jesus is REAL):
• 6/18/02– Prayer IF adopt – do so before 41
• 1/28/03 – God spoke separately but clearly.
• 6/25 - INS 90 day delay / 6/29 approval
• 7/2/03 Dossier complete / 7/7/03 Russia hands
• Nothing in August
• 8/29/03 Men’s Ministry Dinner / Fellowship
• 9/17/03 Hurricane Isabel / flights changed
• 1/28/03 nine months / Arrived home 9/25/03
• 8/28/03 deformities / 9/22/03 perfection

12. EBENEEZERS
10/20 “Simplify” / 11/3/03 Lost my job

13. Transformational Giving is…
a collaboration between you and God in which
• He infuses your corporate and personal
assets with His grace
• as you offer them in the way He asks
• to the people and purposes that He directs.
TG has the power to transform both the giver
and the recipient.

14. P

15. E

16. O

17. Case
Study: Willow Creek Church

18. You’ve Got P’s

19. What do we do now . . .
that we have
NEW champions?

20. Understanding Engagement
For the Champion / Donor:
When a champion acknowledges a
mutual accountability relationship
with you so that they might learn
how to effectively use their gifts to
bear fruit for the cause.
HOW

21. Understanding Engagement, con’t.
For the Ministry:
A commitment to:
• a long-term approach
• to coach your champions within the
cause and
• allow the Holy Spirit to transform
them through the relationship and
involvement.

22. Coaching toward Growth…
Expectations
Commitment
Accountability
Participation
Engagement
Ownership WHY
Activation Lifestyle Change Empowerment

23. WHY

24. Relationship-Based
John 1:29, 35-40 HOW
John the Baptist
tells Andrew tells
Simon Peter
John 1 29-45
WHY

25. Expectations: Informed
John 5:6-10, 6:66, 15:19, 21:1-8
HOW

26. …bears much fruit.
John 15:1-8; Acts 9:32,33,40,42
WHAT

27. DONOR … to Owner

28. NP LEADERSHIP

29. Critical needs:
“WHY-types”
•
•
•
“HOW-types”
•
•
•

30. Ministry Name: _______
Why we exist: ________________
____________________________
How we do it: ________________
____________________________
What we do: _________________
____________________________

31. P E

32. P E O
PARTICIPATION ENGAGEMENT OWNERSHIP
Cause-focused, Replication
Project-Based,
Lifestyle choices, Other-focused,
Self-focused,
Org/Network Org as platform,
Personal Level,
become important, Influence,
Activities,
Education, Imitation,
No Accountability
Equip, Internal
External accountability
accountability

33. PEO Chart
P E O
1. 1. 1.
Learning 2. 2. 2.
1. 1. 1.
Praying 2. 2. 2.
1. 1. 1.
Serving 2. 2. 2.
1. 1. 1.
Sharing / 2. 2. 2.
Teaching
1. 1. 1.
Giving 2. 2. 2.
1. 1. 1.
Mentoring 2. 2. 2.
1. 1. 1.
Hosting 2. 2. 2.

35. Coaching
Go to your Mission Increase Account: As long is your account is “current
and you have a “consulting level account” you are able to schedule a
one-hour consulting appointment with Jim in April.
Questions contact Julia Haupt (Jhaupt@mif.org) or 919.435.2575