We have been beset with one crisis after another this year already.  From the earthquake and tsunami in Japan to the devastation in the Southeast after massive tornados we have seen one crisis after another.  How should your church respond?  Here are some thoughts to help you consider what to do.

1. Respond! Whatever you do do something!  You will win points with your donor base if you respond to this crisis by giving them options to give to support those in need.  How can we rise to the platform and ask for gifts to pay the light bill when we ignore the plight of the unfortunate?  I am reminded of Jesus words that say, “Give and it shall be given unto you.”  If your church sets up a fund to give towards crisis you can be assured that the gift you send out of your church will come back to you.  Don’t worry about losing money to your church.  Your members have many pockets they give out of.  Help them know how to best give out of their charity or crisis response pocket.
2. Direct your members towards Christian or denominational resources. When the crisis in Haiti hit it was Christians who led the way in providing support.  One reason why was we were already there.  In many cases your denomination or the group you affiliate with is set up to meet crisis just like this.  You should know what groups are the best at responding to crisis and lead your members to send their gifts to them. Better yet let them give through your church and then send it to the appropriate resources.
3. Have a plan in place BEFORE a crisis. If you don’t have a plan in place now get one.  Natural disasters and crisis happen frequently.  Be prepared ahead of time so that you can quickly respond.
4. Utilize online giving and social media. Again you need to have this set up in place ahead of time.  If you do have this feature it is easy to direct members to respond through your website giving portal.  You will more quickly get money to the needed places and you will show your members how techno savvy you are.
5. Don’t forget the tried and true – the offering. One reason churches regularly do better than any other charity in raising funds is that we weekly pass the plate.  While online giving is a new boost towards giving we still primarily receive the bulk of what we get through the old fashioned offering plate.  It would be easy to have a special offering this Sunday or at least have special envelopes ready for giving towards the crisis in Alabama.  While you have to plan ahead for some of the ideas I have posted here you can always pass the plate at a moments notice.

I firmly believe that if we show care and concern towards those that have suffered God will richly bless us.  Recent studies have shown that especially the younger generation is looking for the church to respond in a greater way to the crisis of our times.  What better way to show you care than to lead your church to give much needed money?  If you don’t have a practice or plan in place to respond to crisis now is a good time to start one.

Mark Brooks

Founder and President

The Charis Group

I work with many churches that hold annual campaigns for the operating budget of the church.  It is my observation that most of these churches fail miserably to attain the level of their true potential.  Yet year in and year out these churches try the same thing time and again.  While annual campaigns might have once been successful now they seem to have lost their steam.  Still annual campaigns can have value in helping you achieve your budget needs.  Done properly annual campaigns can add value to your church.  Here are some of the key values that I find annual campaigns have.

The Value of Annual Campaigns

1. It allows you to cast the vision of your church. Done properly this is a great time to focus in on what your church is doing and how donors gifts can make a difference.  People give to vision so give them a visionary message towards committing to your annual budget.
2. It unites all generations around the vision of the church. The typical church has multiple segments and generations under one roof.  Annual campaigns can bring all those segments together to support the common cause.
3. It gives you an opportunity to teach stewardship. Campaigns should be learning experiences not only about what the church does but about how we are to be stewards of what God has given us.
4. It can if done properly increase your budget giving. Annual campaigns should help you not only keep your current donor base but expand it.  The key is doing it correctly.
5. It can give you a good idea of what income to expect as you plan your yearly budget. This is perhaps the major reason most churches will give as to why they hold annual campaigns.

While the positive benefits are many I find that most churches miss out on much of the above benefits.  Here are some common mistakes that churches commit when holding an annual campaign.

Mistakes Churches Make in Annual Campaigns

1. They too often give little thought and effort to the campaign. I think one reason why is that they simply do what they have always done.  If you do what you have always done you will NOT get what you have always gotten.  Times have changed and your program needs to change with it.
2. They treat it as a necessary evil and not an exciting opportunity. Frankly most annual campaigns that I have seen, the staff and key leaders apologize for the process.  It is like making the congregation take castor oil.  If you the pastor dread the annual campaign how do you think your donors will react to it?
3. They make it dull and boring. Giving should be exciting.  Focus on what the gift will do not simply upon making a gift for the sake of giving.
4. They too often focus on guilt rather presenting giving in a positive light. In the long run guilt does not motivate me to change my life or give more.
5. They never seem to review what worked and what did not work. We have always done it this way before seems to be the motto of many churches.
6. For many churches it has become a program not a spiritual exercise. Giving is one of the most spiritual things we can do.  Why not make your annual campaign revolve around spiritual principles?

Not long ago I was complaining about a church’s annual campaign.  Then it dawned on me that instead of complaining I should come up with a better plan.  So, I have!  We now have an annual plan that any church can use that will help you maximize your giving.  If you are interested contact me.  Your annual campaign doesn’t have to be boring.  Let us help.

Mark Brooks

Founder and Pastor

The Charis Group

Easter for the typical church is filled with many extra events and planning.  During the Lent period it is almost impossible to focus on anything but what is right in front of you.  Now that Easter is over plans for the summer are beginning to take shape.  My question is what are your plans for summer giving?  Summer, while very busy for churches is one of the most challenging times for the offering.  It need not be.  All you need is a plan.

So here are some thoughts to help you meet the summer challenge of giving.

1. Start planning now! If you have not already starting planning you need to do so now.  Before you know it summer will be upon you.  Make summer giving a topic of your next staff meeting and get your team thinking about what you can do to augment giving this summer.
2. Make it positive. A message or plan that simply says, “Give more so that we don’t have a short fall this summer,” is not appealing.  Tell your donors why they should give.  Make giving positive even fun and you will see better results.
3. Use every source available. How do you best communicate with your donors?  Email, direct mail, platform communication or Social Media should all be considered as ways to get your message across.  With today’s ease of communication even if your members are at the beach you can still get your message across.
4. Celebrate the victories! Churches are poor at celebrating their victories.  Winning college teams win year after year in part because top recruits want to go where winning is a norm.  Focus on your giving victories and you will set a winning standard that will show up in the offering plates throughout the summer.

There, just some simple thoughts that could make all the difference for your summer giving.  If you still need help we have a summer giving plan that is easy and affordable.  Contact us today.

Easter is over, get moving on your summer giving plan!

Mark Brooks

Founder and President

The Charis Group

What impact has the economy had on capital stewardship campaigns?  What can you expect as a result of the current attitude of American donors?  Is there any lessons to be learned?  This post will give you what we are currently seeing and advice on how to best raise funds despite the recession.

I have three campaigns that have had their commitment weekend so far.  One did well less than one times their budget and the other did about 1.37 times to date and the third is at one times budget but will go a bit higher.

The first was a church that has five minor projects that total about one times their budget of $1.5 million  They assured me they knew what the issues were with their congregation and that they only needed limited help.  They felt they could run the campaign on their own.  So, I flew up for one day and coached them through the basic elements.  I gave them the right to email and talk to me throughout the process.  Seldom if ever have I heard back from them though I have emailed and called every week.  The pastor would not meet with any of his top end donors.  His messages were so light on commitment that one of his Elders told me they were not sure they were in a campaign.  The commitment process was week.  They raised .4 times their budget.  Now suddenly they are interested in my help and telling me they wished they had contracted us for much more.  This illustrates the importance of High Capacity donors and of making the “ask” appropriately.

The second church is attempting to raise funds for a $10 – $12 million auditorium.  They run 2,700 and have a budget right at that amount.  Their pastor did meet with Legacy Donors.  They did not do Key Donor meetings but did through their small groups have meetings that were basically that except without the pastors involvement.  All indications were positive when we did our survey and interviews.  The congregation was more than ready for this project.  Pledges came in at $3.3 million.  This is what the staff expected.  However only 38% of their donors made a commitment.  When I probed I found out that the commitment card contains a line that says basically we cannot pledge but will pray.  At the commitment weekend the pastor stressed that it was ok if people were not ready.  This minor statement I believe led many to not make a commitment.  Give people and out and they will take it.  Ask them to step to the plate and they will.

The third church is attempting to raise funds totally for debt reduction.  They have had 30 years of consecutive campaigns.  I was engaged to do all but the campaign process.  The pastor is one of the strongest I have ever worked with in terms of meeting with Legacy and Key Donors.  Their commitment weekend was last weekend so the final results are still out.  However they did better than the last campaign by almost one million but still only raised $2.4 million which is one times their budget.  We do have one large commitment that will come in next month.  With immediate follow up I think they will land around 1.25 to 1.5 times budget.  44% of their donors made a commitment.  This is still far more than the last campaign but very low and surprising.

The Trends We Are Seeing and How To Combat That

So, what we are seeing is less is being pledged by fewer people.  This is a result of the recession and the continued angst of American Christians.  I think a good campaign is one times budget pledged.  Anything over that is very good.  Expect a significant amount to not pledge but give throughout the three years.  This is one reason follow up will be so important.  It is a three year campaign not a three month campaign.

Here is what I would be stressing if my commitment weekend was still pending…

• This campaign is crucial for the success of what we are doing.  We need everyone’s support!  What all of us can do together is greater than what a few of us can do alone.
• Call members to step up to the plate and give it their best swing.  Some can aim for the fence and others can hit a single.  Men on base is what wins games!  Sitting on the sidelines benefits the church not at all.
• Stress why commitments are so important.  For one thing it gives you greater leverage with the bank as you seek to negotiate a loan.  For another it has been proven that those that pledge give more than those that do not.
• The pledge is a statement of what you realistically believe by faith you can give over three years.  It is not a bill that hangs over your head.
• Encourage members strongly to pledge but do not guilt them into pledging.
• Make sure “the ask” on commitment Sunday is well thought out and carefully done.  Don’t drop the ball six inches from the goal line!

Lessons to Learn - Here are some keys to success.

• The economy will impact your pledge total.
• Do it yourself campaigns ALWAYS raise less money than those that engage help.
• There is no substitute for the Senior Pastors involvement.
• Failing to meet with High Capacity donors will mean you will raise significantly less.
• Failing to appropriately challenge your donors to a commitment will mean failure.

While the economy does mean you will see less in pledges than a few years ago, you can still raise significant funds.  You must be wise and prudent to be successful.  You also must be committed to put the time and effort into the process.  Waiting for a better day for your campaign only means you are losing money and momentum.  The time is now.  Ask your members to step up to the plate and give it their best swing.

Mark Brooks

Founder and President

The Charis Group

Blessings,

Perhaps the number one question that we get asked by pastors and church leaders is, “How much do you think we can raise in a capital stewardship campaign?”  The truth is no one knows.  I know you don’t want to hear that.  I once said to a staff member who asked that question, “Do you want the sales answer or the truth?”  Pastors across the board think they can raise more money than they can.  There will always be some firm out there telling you what you want to hear not what you need to hear.

The real answer to the question is first, it depends.  Raising funds depends on a host of complicated factors that no one can anticipate or predict months before a campaign starts.  Any firm that tells you they can project what you can potentially raise is blowing smoke at you.  It takes a lot of information and work to properly assess what your capabilities are.  Even then there are no guarantees.   The second aspect to answering how much you can raise is to honestly say less than you think or want.

New Paradigms

The Great Recession ended in the summer of 2009.  No one really believes that.  Yet statistically that is true.  Emotionally however the recession lingers on.  You can expect the “feel” of recession to continue until unemployment falls and housing values start back up.  No one knows when that will be.  Some regions of the country will recover sooner than others.  This emotional angst will impact your pledge total.

Our whole society is adjusting to the new paradigms that the past recession and current economic climate have foisted upon us.  The same must be true for how we approach campaigns.  It is not 1975 and your campaign had better not be run like it is.  Capital stewardship campaigns are changing right before our eyes.  Do you know how to run your campaign as a result of the new paradigms?

The percentage of pledge to budget ratio is not what it once was.  We must redefine our expectations.  In my industry we have typically told churches that they can expect to raise one and a half to three times their annual operating budget over three years.  That was always a sales answer and not the truth.  No one has ever studied what the average is.  It was said for so long however that it became the accepted norm.  Not only do I see this bogus number stated by stewardship firms but by banks and builders.  I have written extensively in the past about this myth.

Redefining Success

Our experience, and what other firms have privately admitted to us, is that the new norm is one to two times your operating budget can be raised over three years.  A good campaign raises one times the operating budget.  A really great campaign does two times the operating budget.  Fantastic campaigns over two times operating budgets are few and far between and are ALWAYS driven on large donations.  Studies are showing that larger gifts, always harder for churches to secure, are even more difficult to achieve now.  While it might surprise we regular folks, wealthy donors have also been impacted by the economy.  They too are still feeling angst over the future.

Final Thoughts…

• Set a lower more realistic expectation for what you feel you can raise.
• Even though pledges might run less that is more money than you would have had if you had not had a campaign.
• Those that pledge will always give more than those that do not.
• Pledge totals are much more honest than in the past.  Donors have ceased committing overly optimistic numbers.
• Those that pledge can and will give more if properly led.
• Those that do not pledge will give if a plan is in place to garner their gifts.
• Follow up throughout the length of the campaign is now much more crucial.  What is your Follow Up Plan?

The question to ask is not how much can you raise but how long will it take you to raise what you need? Even though this current economy has forced setbacks and changes it does not mean that your dream has to die.  A wise plan of action can help you achieve the dreams and visions God has given you.  What is your plan?  Call us today to find out how we can help you.

Mark Brooks

Founder and President

The Charis Group

One thing that we are seeing as a result of this past recession is that pledging is less than in the past.  We are seeing two things happen.  One, those that pledge are committing less than before.  We consistently hear from pastors that members are telling them that they made a pledge but hope to give more.  When donors worry from one day to the next if their business will make it or they will have a job they tend to be less aggressive in their pledge.  Until that fear and angst diminishes pledge totals will be less.

The second thing we are seeing is an increased number of people giving towards a campaign but not filling out a pledge card.  While there have always been a number of people that simply would not fill out a card but would give that number is on the increase.  As the fear and uncertainty of the economy continues we expect this group to remain larger than in the past.

So why lead your people to make a pledge towards your project in a campaign?

First and foremost several studies have shown that those that make a pledge give more than those that do not. If I pledge $10K or $5K I am driven to fulfill my promise I made.  If I don’t pledge an amount then I will only give as I feel led or when reminded of giving to the campaign.  My giving is more on a whim than driven by a commitment I made.

Pledged giving is consistent and regular non-pledged giving is less dependable. One reason I love automatic withdrawals for contributions is that giving is guaranteed.  The same basically holds true for pledges.  Most people set up a regular and consistent way to “pay down” their pledge.  This better ensures the amount will come in.  Those that don’t pledge are led to give only when reminded.

Churches typically do a poor job of follow up on a campaign. Follow up is a two way street.  One our part we need to stay engaged with the church.  However many churches ignore the advice from their stewardship firm or never even respond back.  What follows is that they don’t focus on continuing to cast the vision of the campaign.  As a result giving falls off.

Here are two things to consider as a result.

Call your members to make a pledge. While the pledge total might be less than in years past it still is more money than if you did not have a campaign and ask for pledges.  Those that pledge will give more money.  So, don’t go soft on asking members to make a commitment.

Keep the focus on the vision for the length of the campaign. The reality is that a percentage of any church will not make a pledge to your campaign but will give if given the opportunity.  So make sure you have a good follow up plan to garner those dollars.  Keep a continued focus on the vision and these people will give.  You might find as much as 20% of your dollars come from this group.  In the end that is a lot of money.  Don’t miss out!

Do you have a plan?  If not that is what we do best.  We stay with churches for the entire length of their campaign.  Call us today to see how we can help.

Mark Brooks

Founder and President

The Charis Group

Remember when you were a kid and you played the staring game?  Whoever blinked first lost.  When it comes to raising funds I find that one of the mistakes often made by pastors is that they blink.  Here is what I mean.  When it comes to preaching on salvation or purity pastors are bold.  When it comes to preaching on money or asking for commitments to a campaign or the church pastors get weak kneed and blink.  All too often they fumble the ball right as they are at the goal line.  I have seen successful campaigns miss the mark at the commitment time all because a pastor blinked when he should have boldly made the “ask.”  Down through the years I have found this one of the classic mistakes that pastors and churches make.  We boldly ask people to come to Jesus and even ask boldly for membership.  Then when it comes to asking for money we often wilt.

Here are some thoughts that might help you not blink the next time you make the “ask.”

The Right to “Ask”

It is important that we understand that as pastors we have a right as the spiritual leader to challenge our people to rally behind God’s vision.  Too often we have felt that we are violating sacred ground when we approach the topic of money.  If Jesus and the Apostles talked about finances so should we!  Giving is a spiritual issue.   As the spiritual leader, realize it is your place to talk about it.

The issue is not that you talk about or challenge your people to step up and give.  The real issue is how you do so.  Pastors who have earned the right can without offense challenge their members to give wholeheartedly to the vision.  What wins you that right?  First, your own integrity through the years of ministry to the church wins you the right to make the “ask.”  Secondly, your own willingness to sacrifice to the vision wins you the right to make the “ask.”  Though never recommending that a pastor share specific dollar amounts it is important that the members know you are not asking them to do what you are unwilling to do yourself.  Finally, the compellingness of the vision itself demands action.  Failing to act will negatively affect Kingdom work therefore we must give wholeheartedly and sacrificially.

Ask With Boldness and Confidence

Years ago I was making a presentation to our church about some decision we needed to make.  That night after my presentation over supper my wife asked me this question.  “Are you convinced that this decision is God’s will for our church,” she said.  Catching me off guard I asked her why she was asking.  “Well,” she said, “Whenever you are certain of something you look us in the eye.  Tonight you never looked up during your presentation but simply read from your notes.”  Ouch!  Leave it to wives to nail us.

She was right.  Though feeling that the decision was a good idea I was not convinced that it was a God idea.  Not every good thing is God’s thing for a church.  As a result I was not confident or bold in my sharing with the church.  My body language gave away my inner discomfort.  The same can be true of you as you approach the commitment times.

If you truly believe in what you are asking people to give to ask with boldness!  Look them in the eye, clearing state why it is important to raise these funds, then make the “ask” with boldness.

Please Don’t Say or Do the Following…

1. “If you are not ready to make a commitment that is fine, simply continue to pray.” If a campaign has been run right you have spent weeks of spreading information and weeks leading the congregation to pray.  If they are not ready now they never will be.  However if you give them a chose between committing or putting it off they will put it off.  Suppose that this week you preach an evangelistic sermon and tell people that if they are not ready they can go home and pray about it.  What will the response be?  The same pastors that are afraid of asking people to make a commitment to a campaign will sing forty two verses of Just As I Am pressing people to respond.  Just as today is the day of salvation make your commitment day THE day to commit.  If you give an option don’t be surprised if people opt out.
2. Rush hurriedly through the commitment process. I think it is often nerves that causes pastors to rush through the commitment process.  Slow down, explain fully how to make a commitment and how to present the commitment.  I find that pastors who actually fill out their card in front of the congregation do better at collecting responses than those that do not.  This is a crucial moment of the campaign.  Don’t rush the process or you might be disappointed with the results.
3. Fail to make the commitment process worshipful. Making a sacrificial commitment to your campaign is an act of worship.  Make it special.  I don’t care how big your church is take the time to do this right.  Don’t simply have them drop it in an offering plate or pass it down the row.  I am a huge advocate of getting people up out of their seats and visibly responding to the invitation to commit.  Whatever you do call people to the action of commitment.  If you fail here, and let them sit in the chair or pew, don’t be surprised if your results are lower than you wanted.  Give careful thought on how you can make the commitment process worshipful and you will find greater success.

Without exception when a church calls me to say commitments were low I can almost predict that some aspect of the three mistakes listed above were made.  This is especially true of campaigns that appeared healthy and well supported until it came to the commitment time.  It might seem like such a minor thing but failing here is literally fumbling the football inches from the goal line.  Make sure you know how to make the “ask” and make it boldly.  Don’t blink!

Mark Brooks

Founder and President

The Charis Group

Most of the stewardship industry likes to make claims that the pledge to budget ratio that a church can reasonably achieve is a range of one and a half times to three times your annual operating budget.  If any company tells you that they are either lying or unaware of the impact of this past recession.  The fact of the matter is that no one has actually done a factual research on what the pledge to budget ratio of capital campaigns is.  The larger companies never wanted to know what their actual number was, it was less than they advertised.  Like most rumors the one and a half to three times number was said enough times that people took it for fact.  The facts were that three times budget was the exception.  Those churches that raised that amount did so with a few very large donations.  If you have a Bill Gates type in your church you too might do three or four times your budget.  The reality for the rest of the churches is much less than that.

Two Factors Changed Pledging

9/11 and this past recession have left an emotional scar upon our country that will take years to over come.  After the attacks of 9/11 Americans felt a sense of angst.  Even when the economy was doing well I was always asked how the economy would impact a churches campaign.  While the statistical numbers on the economy were good the feel was one of uncertainty.  This began showing up in pledges the spring after the 9/11 attacks.  People were simply hesitant to commit too much for too far ahead.  What resulted was an across the board decline in the pledge totals of campaigns.  Few companies would talk openly about it but the landscape of capital campaigns began to change.  Gone were the days of easy campaigns.  Churches now had to compete harder than ever for the over and above the tithe gift.  While still seeing success in campaigns it was much harder.

The last recession further drove Americans into a state of fear and angst.  While technically the recession is over it lingers on emotionally.  As a result pledge totals once again have been impacted.  American Christians have been impacted severely by this past recession if not financially most certainly in terms of confidence.  Again what has resulted is that pledges are much lower than in past years.  It is now more difficult than ever to see pledge to budget ratios of more than one and a half times budget.  An average campaign runs about one times budget.  A good campaign is now one and a half times budget.  A great campaign is two times budget.

There are exceptions to this.  Smaller churches due to size can often do better percentage wise than larger churches.  Churches of wealth have a much greater chance of hitting or exceeding two times budget than do blue collar churches.  First campaigns will always do better than second campaigns.  Building campaigns do better than debt reduction campaigns.  However all campaigns are effected by the events that I have laid out.  The simple truth is that campaigns are seeing less pledged than in the past.

What Should You Do?

Here are some key thoughts you should adapt.

1. Set realistic expectations. Don’t over estimate and then over sell what can be achieved.  Better to set a low expectation and exceed that than to aim high only to be disappointed.
2. Don’t put off a campaign waiting for better days. First when will it get better?  While you wait you lose the opportunity to raise significant cash.  Banks are now closely looking at how much cash in reserve a church has.  Even though the pledge total might be less than in years past you can still raise money to meet your needs.
3. Pledging might be off but it still pays to have pledge campaigns. Several studies have proven that people who make pledges give more than those that do not pledge.  If I pledge $5K or $10K I am more apt to give that amount than if I simply give as I feel led.  To maximize the amount you raise you need to consider a pledge campaign.
4. Many will not pledge but will give. We are seeing a larger number of people giving towards a campaign without submitting a pledge than ever before.  We expect this number to rise.  A smart plan can produce additional dollars from this group.
5. Follow up in a campaign has become all the more important.  Since pledges are less it is important to achieve the highest percentage of return on that pledge as possible.  Also, you will need a continual strategy to motivate those that have not pledged to give.
6. Those that engage a quality firm will raise more money than those that do it themselves. The playing fields for campaigns has become increasingly difficult in the last few years.  That 1980 campaign manual that you are using might not help raise the funds you desperately need.  While paying a firm money to help you raise money may seem strange the reality is that churches that engage stewardship firms always raise more money than those that go it alone.  Just last week a church that decided to go it alone reported back to me that they had raised .3 times their budget.  Suddenly the same guys who were not interested in our help five months ago are begging for advice.  They passed on engaging us mainly to save money.  Now their savings has come back to cost them thousands of dollars.  Don’t make the same poor stewardship mistake.

The New Normal

There is a lot of talk about whether or not our economy will ever get back to where it was.  Will we ever return to normal?  Some say yes and others say no.  Some say that what we are seeing today is now the new normal.  I am not one who can predict the future.  What will happen in two to three years I have no clue and frankly neither does anyone else.  What next year brings none of us know.  We do know what today brings.  We can adjust to the new realities even in the realm of stewardship.  Simply because pledge totals might be lower than the past is no reason to delay or put off your dream.  Start today planning and working towards that dream.  If you do that it will mean the dream is one step closer to reality.  Put off planning and working and the dream might become only that, a dream.

Mark Brooks

Founder and President

The Charis Group

The other day I attended a church function at my home church.  One of the men in my Sunday School class introduced me to a lady and said, “Mark is a professional fundraiser.”  The look she gave me made me wonder what exactly was going through her mind.  She replied, “Ah.”  What did that mean?  I worried she viewed me as some carpet bagging huckster.  I have never considered myself a professional fundraiser.  For once in my life I was at a loss for words.  I did manage to say that I did not think of myself in that way.  The look on their faces said, “Right!”  The conversation quickly changed but it left me a bit stunned and puzzled.  As bad as I might not like to think about it that is how many view what I do.

So what am I anyway?

I use to like to say when asked that I am a minister who helps churches raise funds.  That is true enough.  I was a Senior Pastor for twenty years before I got into the stewardship field.  Though not a pastor I still think of what we do as ministry.  So, I do expect to get paid.  Don’t you?  What if someone introduced you as a professional pastor, or a professional minister.  The word professional at times seems to carry a negative connotation.  It would probably not help if I said I was a consultant.  There are so many horror stories out there about consultants that you might not want to be classified with that group.  So what am I?  Perhaps it might be better first to establish what we do and then decide what to call me.  So, here goes.  This is what we do…

We exist to help good churches become great churches. Now don’t strain too hard at that phrase.  It simply means that we help churches move to the next level whatever that might be.  Our one focus and goal is to make the church better for engaging us than before they met us.  We believe that we can enhance your decision making and help you avoid the myriad of complications that growing churches face.  The role of the pastor in today’s growing church has become increasingly more complicated.  We help churches navigate successfully through the mine fields that lie ahead of them.

We are strategists. When I interview potential Charis Associates I always tell them that I can train a monkey to run a capital stewardship campaign.  The question I want to know is can they think?  Our task is to see all the pieces of the puzzle and help you fit them together.  We are strategic thinkers.  A couple of months ago a pastor told me this, “I see your role in the future as being less and less dependent upon running programs and more strategic thinking like we have done today.”  Exactly!  You are not stupid.  You can put a program together.  What you need is someone that can help you in the areas that are not your strong suit.  That is where we come in.

We deliver a partnership not a program. Capital stewardship campaigns have been with us since the 1960′s.  Most companies approach is essentially still the same.  The program element of a campaign is the easiest.  While it is the most visible part of the campaign it is only 20% of process.  Many of our clients do this part themselves thus saving money.  With a little effort you can do it.  In fact we give our manual away.  We certainly can and do run the program side of capital stewardship campaigns.  However nearly every issue that can derail a campaign happens before the program part of the campaign ever occurs.  Churches typically make mistakes unknowingly months in advance that kill the chances of reaching maximum effectiveness.  Having a strategic partner at the table can help you avoid these costly mistakes.

We find that what churches really want and need is:

1. Building a solid foundation upon which to launch a campaign.
2. Clarifying the vision for leaders and then the congregation.
3. Help with assessing potential giving capabilities and finding possible land mines and problems.
4. Help with identifying and cultivating those that have the capability to give significant dollars.
5. Accountability throughout the process.
6. Accurate and up to date analysis of budget and campaign giving for the length of the partnership.

We don’t waste your time with meaningless meetings.  You don’t get a slick meaningless website that essentially does nothing.  Nor do we give you a huge colorful manual that in fact contains little helpful information.  All those bobbles are simply sales devices to convince you to pay large amounts of money for little in return.  No wonder the word professional fundraiser gets a bad name!

We do more than raise funds. While our bread and butter is capital campaigns we focus on the entire stewardship process of a church.  We can and do help churches with their annual giving.  We can and do write appeal letters and proposals.  We can and do help churches with a variety of strategic thinking.  From packaging your financial data for bank loans, project development advice, estate planning and countless other issues we work hard helping you avoid the pitfalls that often confront the pastor and church in this fast paced world.

Frankly I don’t care what you call me as long as you call me! While I struggle to coin a phrase that encompasses all that we do that should not derail you from getting help.  I am so tired of hearing about churches that think they know what they don’t know and then fail miserably.  Yesterday I received a note from a church that decided they did not need our help on their capital campaign.  They had done several campaigns in the past.  They knew what their leaders were thinking and feeling about the project and the campaign.  They were confident that they could do it themselves.  So they said no to our services to save some money.  The results are in and they raised 0.3 times their annual operating budget.

I will admit to you that there are many in my industry that over charge and under deliver.  This has gone on for years.  It is a fleecing of the church that is shameful.  But why should the few that are not honorable keep you from getting the help you need?  If a burglar is breaking into my house I don’t hesitate to call the police because a few policemen have been shown to be bad.  I need help and I need it right then.  While you may not know it there is a thief robbing your church of its potential.  Would it not be wise and prudent to get the help you need.  I may be a professional but at times is not a professional what you need?  In the example above they passed on professional help and got amateur results.  Can you and your church afford that?

Again, call me whatever you want to call me, but call me!  I know we can help you.

Mark Brooks

Founder and President

The Charis Group

“If we relocate across the street and build a new sanctuary we will double our attendance!”  That was what a pastor told his church at the business meeting to approve the relocation.  “Increased attendance will mean an increase in dollars helping us meet our loan obligations,” he further stated.  One year later he was calling us asking for help.  When I asked him where he got his figures his reply was, “My buddy across the county saw his attendance double when they relocated.”  Sadly this pastor saw only a 10% increase when they went into their new building.  A present the church is struggling, the bank is pressuring them and the pastor felt led to go to another church.  He left behind a smaller congregation and a debt almost seven times their operating budget.  He meant well he simply over sold the relocation.

Over selling is one of the major mistakes churches make.  Just today we received an email from a potential client who has asked, ” I need some guidance in what I can say to the congregation to give them an idea of the amount of dollars we can raise in a capital campaign.”  As this churches leadership is attempting to “sell” the congregation on how achievable this project is they are wanting to project how much they can raise.  The real truthful answer is that at this point no one and no stewardship firm knows.  What your buddy across the city did in his campaign and what your congregation can do is an apples to oranges comparison.  All too often the tendency is towards sharing overly positive results in an attempt to win the congregations vote.

I have sat through many meetings where well meaning pastors and church leaders have over sold what could be raised.  They do this with good intentions.  Sometimes they do it with information that a firm attempting to “sell” their importance gave them.  Recently a church published the following in an attempt to “sell” the congregation on voting for a project.

What if the financial campaign doesn’t raise enough money to complete the project? We have consulted with a proven resource in capital fund campaigns who reviewed our budget history and current attendance. He concluded that raising even 4.5M should be doable for this congregation, provided we are convinced of the vision and the need.

There are many problems with the statement above.  For one thing raising this amount would be two and a half times this churches annual budget.  That amount is becoming increasingly rare as a result of the past recession.  For another thing this church in their last campaign three years ago raised less than one million dollars.  The vision currently being communicated is far from convincing and is indeed confusing.  I did not win much excitement when I told them this projection might be overly optimistic.  I finally told them we were probably not the company for them.  I would rather tell them the truth and keep their respect than “sell” them on false hopes simply to win a contract.

How to properly “sell” your congregation on your project.

First, state a compelling need. Honestly and truthfully share why you need this project and connect for them how this brick and mortar is a necessity for moving forward.  Make the link from project to ministry to vision.

Secondly, lay out a realistic plan. Share how the project is possible.  In other words share your plan for financing and funding the project without it impacting present missions and ministry.

These are the two primary questions donors have.  Does this make sense and can you pull it off?  Then your donors have enough information to begin their spiritual journey of what God would have them do to support this vision.  Inspiration is crucial.  Without information we cannot be inspired.  Answer as many questions as you can before you ask for dollars.  In the end not only will you have a better chance at seeing the project completed but you will maintain your integrity with your congregation.

DIY campaigns almost always make the overselling mistake. More mistakes are made by churches that think they can do it themselves than churches who get help.  We can help you avoid these simple mistakes IF we are at the table soon enough.

Another result of you doing it yourself is that you will raise less money.  Just yesterday a church that adamantly told me they could do their own campaign reported back to me that they raised .32% of their annual budget.  They saved about $30K by doing it themselves.  That savings is going to keep them from realizing nearly all of the five vision pieces they “sold” the congregation on.  Can you afford that kind of savings?

Get help early on in the process and it will help you avoid the overselling of your congregation.  It will also help you raise significantly more money.

Call us today!

Mark Brooks

Founder and President

The Charis Group