Successful Annual Fundraising (DF501)
Douglas Shaw, Michael Johnson, Mark Loux, Jon Van Oss, Gary Fischer, and Brad Holt

Development professionals and other Christian leaders need to know the practical strategies and methods to develop an integrated plan for receiving donations for annual operations. This session can change the way you communicate with donors. Not intended for the novice fundraiser. You will be shown proven, integrated strategies for generating operating income.

Covered Topics

• Introduction to the annual fundraising process/biblical insights into ministry fundraising /evaluating your philosophy of development
• Servant leadership
• Managing income as well as expenses in your direct-mail program
• Major donor cultivation/direct mail for major donors
• Testing and direct mail
• Strategic planning and an integrated, 12-month funding calendar
• Annual reports that raise money and endear donors
• Income-producing special events
• Creating effective newsletters
• How to acquire even more donors
• New development in database marketing
• In the eye of the hurricane—emergency response/additional resources

Douglas Shaw is a veteran fund raising consultant serving a variety of Christian ministries for the past 26 years.  His firm, Douglas Shaw & Associates, has been privileged to help the ministries they serve generate hundreds of millions of dollars by creating effective newsletters, totally custom direct mail, income-producing annual reports and developing personal cultivation and special event strategies for major donors.

Development 101 (DF541)
John R. Frank

Individuals are taking development positions having no prior training or experience. This session will establish a biblical foundation for fund development, and explore the fundamentals of direct mail, foundation funding, major gift development, planned giving, and other topics that are requisites to beginning your development journey. This course will take a comprehensive approach in teaching students how to build stewardship relationships with their ministry.

Covered Topics

• Trends and Issues in Non-Profits Today
• The Ministry of Stewardship and Development
• Development Philosophy and Development
• Development Principles
• Relationship Building
• Communication-Internal and External and Its Role in Development
• Current Giving Strategies (direct mail, acquisition, donor clubs, newsletter, major donor, foundations, corporate/business, special events, internet, and donor relations)
• Capital Campaign Strategies
• Planned Giving Strategies
• Development Administration-Data, Reports and Accountability
• Development Strategic Planning
• The Role of the Board in Development

John Frank is president of John R. Frank Consulting Group. He is a Certified Fund Raising Executive and holds a master’s degree in philanthropy and development. He has authored articles on development and leadership. He publishes
BOARDWISE, a national newsletter on boards for nonprofits.

Gift and Estate Design (PG500)
Ray Lyne

The ability to assist with estate design and planned giving is part of successful integrated plans for receiving donations. This course develops a biblical theology for estate and planned giving, and guides professionals to the skills, giftings, and processes that are critical in an estate design program.

Covered Topics

• Career development and skills needed for success
• Introduction to biblical principles and guidelines for planned giving
• Interpersonal family issues that make estate planning a spiritual process before it becomes a mechanical process
• An overview of the mechanics, tools, and methods needed to assist households with estate design process and decisions
• Understanding the needed legal documents in the field
• Partnering with other professionals in the field (accounting, insurance, legal, etc.)
• Developing a marketing plan to reach your constituents
• Personal expectations and activity management of the planned giving staff
• Related case studies

Ray Lyne is the founder and president of Lifestyle Giving. For 40 years he has assisted individuals and major ministries in the design of their personal estate and giving plans. He is recognized as one of America’s leading charitable estate and giving plans counselors. Currently, he is assisting over 50 charitable organizations, helping them to serve their donors planned giving needs.

Major Donor Development (DF511)
Pat McLaughlin

Major donor programs are part of successful, integrated plans for receiving donations. This course addresses the philosophies and strategies needed to create, manage, and evaluate a successful major donor program.

Covered Topics

• Introduction to major donor development
• Trends and demographics in major donor fundraising
• Establishing a biblical model for major donor development
• Examining industry best practices for major donor development
• Creating a major donor strategy: Five “Rs”—research, romance, request, recognition, and recruitment
• Planning for a major donor program
• Prospect research
• Modeling effective conversational tools for major donor development
• Database development and management
• Cultivation/solicitation strategies that work
• Developing presentation materials
• The role of the board
• The role of the CEO/Executive Director/President

Patrick G. McLaughlin is a founder and president of The Timothy Group, a full-service stewardship agency. Previous positions include director of development of Youth For Christ, vice president for advancement of Colorado Christian University, and vice president of a national consulting firm. He serves on several national teaching faculties, including CSA.