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T he other day I had the opportunity to make an ask of a donor with whom I have a warm and trusted relationship. This donor has supported unusual projects before so I know her interest in giving to hard to fund proj- ects. I also know that she wants the need to be strategic. What I had to ask for was both. I had asked to meet because I wanted to propose the gift to her but she didnt know this. Only use this approach with a highly trusted relationship oth- erwise always alert the donor that you would like to present a giving opportunity at an upcoming appointment. You could say I think I have a proj- ect that you would like to support. May I bring you the details next time we meet If you receive a positive response then the door is open wide. Be sure to have a project in mind for two reasons. First the donor might want you to describe it right there and then. Second the next time you get together you will need to make a good presentation. The details should be out- lined in a one-page proposal. Include at least one photo show- ing the reason for the need. Also describe the project and how it will impact lives. Tell a short story of a changed life and then summarize the cost of the proj- ect with funds on hand and the total needed. This shows the donor what is still needed. At SIM we always present the need on the platform of Please prayerfully consider what the Lord would have you give. You might feel more comfortable with a straight-out ask Does this project interest you How much of the need can you support My particular ask was for facility improvements on our home office grounds and build- ings. Its not a very attractive need but it was the kind of project this donor enjoyed sup- porting. Her previous gifts were in the 40k to 50k range. The need for this project was 150k to fund the first year of a three- year upgrade to our 30-year-old facility. She understood the need because she had visited the office. I asked her to pray about it and two days later she told me to expect a check. She also gave all of the glory to God for what He has done to enable her to make the gift. Be sure to know your donor and build trust before asking for a major gift so you dont offend anyone by making the wrong ask for the wrong amount at the wrong time. 48 WWW.AGRM.ORG MAYJUNE 2016 DAY-TO-DAY Practical help with the operations and ministry of your mission FINDING FUNDS Barry Durman The Big Ask Relationship is key when asking big donors for big-time support Barry is vice president of stew- ardship at SIM in Charlotte North Carolina. He has more than 30 years of development experience and served the Atlantic City Rescue Mission for 13 years including 10 years as president. Email him at barry.durmansim.org.