Jerry Twombly - Funding Your God Given Vision Through Relational Development

Toe Holes

Organizational development is a lot like rock climbing!  It's interesting for me to watch individuals climb sheer cliffs, always in search of the "toe hole" that provides a base to continue. 

The toe-holes of development can vary in degrees of tenuousness but each can be a starting point that can take you to the next level.  Often times these can be existing relationships, speaking engagements that provide exposure to others, and special events in which people may be initially introduced to your work.  Toe holes can also be created.  There are undoubtedly groups within the community you would recognize as being critical to your success and individuals within each group who shape the opinions of others.  Using the axe of linkage you might be able to establish a toe hole within these groups through an introduction of a ministry friend (with whom you have linkage) to these key individuals where you might together seek input on how you can most effectively introduce your work to others who might have an interest.

The questions to ask are: How can we create opportunity?  How can we leverage our position?

And while development is all about relationships, all relationships begin with an initial exposure opportunity that is followed by a series of decisions that eventually lead to commitment.  Meaningful relationships are never stagnant, there is always movement and the key to success in development is efficiently managing that process.

The Most Unforgettable Thank You

It's interesting how an event that occurred close to 20 years ago would leave such an indelible impression. 

It occurred around 7:00 PM one evening.  My wife Sue and I were sitting at the dining room table discussing the events of the day when the phone rang.  I picked up the phone and the conversation went something like this:

"Good evening, Mr. Twombly.  My name is John Smith and I'm a senior at XYZ Christian School."  I responded with a, "Well hello, John, what can I do for you this evening?"

John said, "Really nothing, sir.  You see, I'm a senior at the school this year.  I've been at this school since I was in kindergarten and in May I will be graduating.  Next fall I plan to go to Wheaton College where I will major in political science in preparation for a career in law.  And the reason I am calling you and Mrs. Twombly this evening is to say thank you for helping to make all of this possible.  If it hadn't been for  you and  hundreds of others like you I might never have had this educational experience.  I've grown in my understanding of the world and in my walk with God and I intend to serve Him the rest of my life.

"So, thank you for your faithfulness.  On my behalf, for the  1,112 other students enrolled in our school, our school's board, administration, and faculty please accept our collective wishes for a most blessed Christmas celebration and our prayers that the next year will be fulfilling, fruitful, and rewarding."

I think I mumbled a reserved, "thank you" and slowly hung up the phone.  I stood there for a few minutes wondering what had just happened and then shared the callers message with my wife.  It's a call we've never forgotten and a cause we continue to support. 

We're looking at three potential sites in Southern California: (1) a former YMCA in the heart of Santa Ana, (2) a former Sears building in a strategic shopping mall in Escondito, and (3) an historic theater in San Clemente. Let's do a national search to find more and do what we can to preserve this generation for Christ!

Discovered this week that many municipalities throughout America hold properties that have been foreclosed upon or abandoned. Many of these make perfect sites for potential ministries like LifeStation and can be renovated for the purpose of impacting the lives of others. Check out the website: life-station.org.

Development and the Bible

 Development is all about relationships.  The Bible is a relational story. 

It speaks to a relationship between God and man that was severed in the Garden of Eden.  From the point that Adam and Eve sinned the message of the Bible explains the steps God has taken to restore that which was lost.

Last week I had the opportunity of ministering to a large number of ministries who conduct their work in Israel.  The meeting occurred on the shores of the Sea of Galilee.  On my first morning there I woke early and stood at that body of water so rich in biblical history to view the rising of the morning sun.

I thought a great deal about the relationships that began at the same place nearly 2,000 years ago.  I could imagine a fisherman in the midst of the toil of caring for nets looking up to hear the invitation to "come, and follow Me."   I could look to the hills surrounding me and could "see" great masses of people so short on hope in their world rushing to hear more about that kingdom that was "at hand."  I went to Capernum and saw the site thought by so many to have been the place where Jesus preached.  I was at the place of his birth and saw the precipice from which many sought to kill him. 

Jesus came and during this blessed season of the year it's good to remember.  Because of His coming and the work He accomplished while here that a relationship has been made possible for all of us.  Somehow that all came together for me last week in a most powerful way. 

The Generic Proposal

Here's another year-end strategy worth consideration.

Each year clients of accountants, trust officers, financial planners, and attorneys are being advised to give gifts before December 31st to alleviate their annual tax burden.  Some of these individuals are not philanthropic by nature and find themselves at a loss to designate a worthy recipient.

I have advised hundreds of our clients each year to prepare a generic proposal outlining their vision for ministry, the plan they have to achieve it, and some worthy projects that will require funding if that vision  is to become reality.  It's a proposal that is not written to a particular individual in mind; this generic presentation focuses on a ministry, a vision, and opportunities that are available for others to participate in its successful fulfillment.

Get some help in making this proposal look appealing and prepare several to distribute to those individuals in your community who assist others in financial planning.  Use constituents within your organization who have close linkage to those on  your list to pass on the proposal with  an explanation something like this: "I suspect there might be occasions at this time of the year where you might suggest to some of your clients their need to make a gift at year-end.  And I suppose that occasionally someone might seek your counsel as to a worthy recipient. Should you encounter a situation like that I would like to provide you with an overview of some of the exciting opportunities that are available within an organization with whom I'm involved.  Perhaps you might pass this proposal along to them as an option for their consideration."

Each year people call me to share details of a gift they've received, often a very large gift, from someone who has never given to them before as a result of doing just this.  It's a cost-effective way of sharing your story while building strategic relationships with a critical group of people (those involved in the financial planning industry).

Speak NOW to Major Donors

The last thing you really want to hear next year is a statement like this:  "I sure wish you would have told me about your big project in December.  I just wrote a check two weeks ago to the Humane Society for $500,000 to relieve my 2009 tax burden."

While less than 5% of American taxpayers will be advised by their accountant, financial counselor, or attorney to accelerate giving in 2009 to reduce tax liabilities next April,  those who will are generally individuals who must give large amounts of money. 

Now is the time to talk with key donors to your ministry who might be in that situation.  It's the easiest call you'll make all year and could well be the most significant.  A typical conversation might go like this, "I have no idea what your situation might be but often people like you get counsel  to accelerate giving by year end.  I wanted to give you a 'heads up' on a project that is coming up next year.  Should you find yourself in this situation, I hope you might give prayerful consideration to designating a portion of that gift to help us achieve our ministry vision."  

Look at this as a courtesy call.  They should be left with the feeling that they were important enough to be remembered and  respected enough that you (preferably the President/CEO/Executive Director) took the time to call them with important information that may be relevant to them. 

The Vote

Keeping your constituencies informed and involved is critical to your enduring success.

Last week I was talking with one of our clients.  She was the director of a Pregnancy Care Center that last year cut back expenses in light of the economic crisis.  Cuts involved some reduction in staffing and programs.  The need for their important ministry continues to grow and earlier in the month the Board of Directors made a bold move to increase it's operational budget in the forthcoming year by about 10%. 

I suggested that in their year-end mailing that they consider asking their ministry friends and supporters for a vote of confidence.   I encouraged them to share their budgetary needs and explain the process that the board diligently went through in determining that in a time of economic decline it was essential for the organization to grow and expand.  In the response card that would be enclosed in the mailing, I suggested adding an opportunity for people to cast a vote in support of the boards action.

A vote allows people to stay involved and remain an integral part of the organization.  It communicates that you care and their input ins valuable to you.   You're building partnerships.

Getting People There

All non-profits schedule meetings to share with prospective donors, clients, partners, and friends the nature of their work. The purpose of the meeting is to share the organizational mission and vision and to offer opportunities for those who attend to participate with them.  The problem is getting people to come and making certain they are the "right' people.

Here are some thoughts.  Step back and respond to these questions, "If your non-profit is going to have the kind of impact that you envision in your soul, what would it look like in ten years?   What groups of people would be involved in the success you will have experienced?"

Take your group lists and begin asking others to assist you in identifying the key influential leaders within each of them.  Identify those who  you know that might have a relationship with them. 

This will be your key in getting the right people to come.  The invitation that will get people to your meeting will come from someone they know.  Ask people who know people to invite one or two of their friends to join them at the meeting.  It will have far more impact in getting the right people there.

You're On a List

Here's an exercise that is worth the effort to complete.

Make a list of all the organizations to whom you gave financial support in the past year.  Once you have your list completed, put a number next to each charity ranking that organization in terms of its priority to you. 

There are some who are very special to you.  Should the time ever come where decisions regarding whether or not  you will continue to support some of them, those on the top of your list will survive the cut!

Next to the top three on your list, write down the reasons why you have ranked each one so high.  Are you treating your donors in the same way you appreciate being treated?  You see, you're on someone's list too.