FUNDRAIS

ING IS

A

COVENANT

BY LE

N MOIS

AN, PH.D

.

THE C

OVENANT GROUP

JAMES 2:15-16

“Suppose a brother or sister is without clothes and daily food. If one of you says to him, ‘Go, I wish you well; keep warm and well fed,’ but does nothing about his physical needs, what good is it? In the same way, faith by itself, if it is not accompanied by action, is dead.”

THE KEY TO FUNDRAISING

WHAT ARE YOUR BIGGEST CHALLENGES AS AN ORGANIZATION?

A Christ-centered, faith-driven organization witnessing the love of God by providing opportunities for families to

have a simple, decent place to live.

“For every house is built by someone, but thebuilder of all things is God.”

Hebrews 3:4

EVERYONE E

XPECTS

TO B

E A LE

ADER…

EXPECTS SUPPORT FOR THEIR MISSION

… But Most Would-Be

Leaders Are Clueless About

The People They’re Trying To

Lead Or Solicit

WHO IN THIS GROUP:1. Has been married more than ten years?

2. Has lived (over 2 months) in another country or visited at least five countries?

3. Has played a sport in high school or college?

4. Has more than one child?

5. Grew up in a city of over 100,000?

6. Had a story about him/her in the newspaper?

7. Is active in church / synagogue?

8. Plays a musical instrument or has acted in a play?

9. Is from a family of (5) or more children?

10.Self or parent worked in a trade?

Principles of Leadership, Motivation & Engagement

1. In any group or organization there is a wide range of talent and/or experience…not just money.

2. That talent and experience represents a great resource for the the organization or the team.

3. People affiliate with organizations intending to give you the benefit of their experience / talent and contribute to success.

4. If you want to be successful allow them to contribute by:

a. Removing barriers

b. Encouraging initiative, involvement and ownership

c. Empowering them to help & make decisions as they do

5. When they do contribute, recognize them.

WHAT WE KNOW

FUNDRAISING REQUIRES LEADERSHIP AND LEADERSHIP IS A

RELATIONSHIP

“To control things – tools, mineral resources, money,

energy – is an act of power, not leadership, for things have no motives. Power wielders may

treat people as things. Leaders may not.”

James MacGregor Burns

WHAT WE KNOW

Charitable giving has grown for past 40 years…incredibly robust in America.

Fundraising success depends more on relationships, case, strategy and execution

than on external market conditions.

Competition increases each year as more worthy organizations seek funds.

The more engaged people are in your organization, the more they will give.

Lack of trust increases operational costs...decreases donations.

WHAT WE KNOW

People between ages 50-64 give the most to charities.

Boomers will receive a collective inheritance of $7.2 trillion.

A majority of their giving will go to organizations where Boomers & families

can be involved in a “hands on” way.

30,000 family foundations exist in America.

Wealthy donors want more direct involvement in their giving.

WHAT WE KNOW

Donors want more control over the effectiveness of their donations.

In 2009 Americans gave $303.75 billion.

About 89% came from individuals.

In 2009, 7.8 million households had net worth of $1 million + (not including house).

The number of $1 million donors continues to increase.

Who is Likely Who is Likely to Give?to Give?

National Trends in National Trends in

PhilanthropyPhilanthropy

2009 CHARITABLE GIVING TOTAL = $303.75 BILLION

TYPES OF RECIPIENTS OF CONTRIBUTIONS, 2009 TOTAL = $303.75 BILLION

Total giving, 1969–2009

What Have We What Have We Learned So Far Learned So Far That Can Help That Can Help You Improve You Improve

Your Your Fundraising Fundraising Program?Program?

LESSONS SO FAR1.People have a wide range of

talent they want to donate.

2.Engage people by using their talents and they will give.

3.People are gladly led, but resist being managed.

4.Charitable giving is on the rise.

5.Focus more on individual giving.

WHAT DOES IT TAKE TO HAVE A SUCCESSFUL FUNDRAISING

CAMPAIGN?

A SUCCESSFUL CAMPAIGN TAKES….

The development of a strategic plan for the Fuller Center of Louisville creating a •Mission•Vision•Goals•Strategies

THE COVENANT GROUP FACILITATED:

MISSIONThe Fuller Center for Housing of

Louisville, KY is a Christian non-profit organization that exists to repair and renovate substandard housing for the

purpose of supporting home ownership and eliminating homelessness.

VISION STATEMENTThe local Fuller Center

for Housing will become the leading

resource and national model for

eliminating substandard housing

and homelessness and stabilizing neighborhoods.

VISIONARY GOALS

1. Raise funds for operations and projects

2. Recruit skilled volunteers

3. Identify and recruit Faith Partners

4. Create a support organization with paid staff

5. Identify and prioritize neighborhoods and projects

The most successful fundraising

comes from a planning process.

AFTER THE AFTER THE PLAN, HOW PLAN, HOW

SHOULD SHOULD YOU YOU

STRUCTURE STRUCTURE A A

CAMPAIGN?CAMPAIGN?

METHOD % of Goal% of

Donors% of

Visibility

Face-to-Face

60 – 80%* 10 – 20% 10 – 20%

Events, PAT, Mail,

etc.20 – 40% 80 – 90% 80 – 90%

CAMPAIGN OBJECTIVES

1. Raise Funds / Meet Campaign Goals

2. Raise Visibility

3. Expand Base* 100-300

Solicitations

IS THERE ANY RESEARCH THAT TELLS US WHY PEOPLE DON’T

GIVE?

IS THERE ANY RESEARCH THAT TELLS US WHY PEOPLE DON’T

GIVE?

YES!YES!

Top Reasons Individuals DonTop Reasons Individuals Don’’t t GiveGive

1. They are never asked.2. They do not trust people to whom

they are giving.3. They are not involved in the

organization. 4. Communication is poor & the appeal

is too vague.5. They do not know how much to

contribute.

WH

Y IS

TR

US

T S

O

IMPO

RTA

NT?

IABC STUDY RESULTS ON TRUST

So What Can We So What Can We Do To:Do To:

• Build donor trust

• Earn the right to ask

• Enhance donor involvement and engagement

• Increase size, frequency and number of major gifts

Understanding and

Establishing

Covenants With

Donors

Lead By:

WHAT IS A COVENANT?

It’s Not A Contract-

It’s More

COVENANT DEFINED:

“A reciprocal relationship based on mutual respect, trust and commitment in which two or more people are willingly bound together by a common and ethical purpose. That purpose is bigger and more important than any one individual, and it provides meaning and hope for everyone involved.”

Leonard J. Moisan, Ph.D.

Leadership is a Covenant

Tend to Covenants Contracts

Build Community & Mutual

Responsibility Clearly Defined Territories &

Individual Rights Promote Common Good – Win/Win Self-interest – Win/Lose Foster Relationships, Mutual Prosperity Terms, Individual Prosperity Be Driven By Mission & Values Transactions Be Bound By Spirit/Integrity Law/Legal Interpretation Encourage Free Exchange/Vulnerability Conditional Exchange/Protection Be Oriented Toward

Service & Development of Individuals

Performance & Evaluation

Imply Trust/Positive Assumptions Mistrust/Negative Assumptions Focus On Giving & Sharing Receiving & Hoarding Support Principles & Liberty Rules & Restrictions Define Accommodation Contingencies Promise Long-term Commitment Short-term Execution Lead To Loyalty & Motivation Shopping Around & Detachment Favor Recognition of Others Recognition of Self

Create Synergy, Emotional Attachment &

Increased Social Capital Limits, Emotional Distance &

Diminished Social Capital

Covenants vs. Contracts

UNDERSTAND AND APPLY THE PRINCIPLES

UNDERSTAND AND APPLY THE PRINCIPLES AND EMPLOY

THE PROCESS

HOW DO WE ESTABLISH COVENANTS?

THE PRINCIPLES OF COVENANT APPLIED:

1. Understand your common

purpose2. Find the common good that purpose serves. 3. Give and build trust around you. 4. Identify your values and

align your behavior with them. (RICE)

5. Create partnerships with meaning and momentum.

THE PRINCIPLES OF COVENANT APPLIED:

6. Complete the expected exchange.

CONSIDER THE FOLLOWING CHART

GIVE TO RECEIVE

Experience For Opportunity to contribute

Skill For Respect

Independence For Team support

Hard Work ForRecognition, a chance to do

the heroic

Self Interest ForBeing a part of something bigger, deriving meaning

Money ForStewardship, communication,

attention

EXPECTED EXCHANGE

SO WHAT

ARE T

HE

EXPECTE

D EXC

HANGES

YOUR V

OLUNTE

ERS &

DONORS WANT?

THE PRINCIPLES OF COVENANT APPLIED:

6. Complete the expected exchange.

7. Recognize and value people appropriately.

8. Embrace a self-imposed accountability.

9. Commit in a way that inspires.

10.Communicate

HOW DO WE EMPLOY THE PROCESS OF COVENANT?

ACTIVITY ATTRIBUTE NEEDED

SEEK AND LEARN HUMILITY

BELIEVE AND COMMIT FAITH

TRUST AND GIVE COURAGE

CHANGE AND GROW CONFIDENCE

THE PROCESS OF COVENANT

“None of us is as smart as all of us.”

Anonymous

How Can I Learn More About How Can I Learn More About Applying The Principles of Applying The Principles of

Covenant?Covenant?

BUY MY BUY MY BOOK!BOOK!

Also available at:www.amazon.com

orwww.barnesandnoble.c

om

HOW CAN THE COVENANT GROUP HELP YOU ACHIEVE?

Contact us at:The Covenant Groupwww.covenantgrouponline.

comor

502 - 425 - 9810

• 98% campaign success rate• Average 145% of goal

QUESTIONS…QUESTIONS…