Sun, 20 December 2009
This podcast includes: Brad Layland and Pat Rhoades discuss the 7 Non-Negotiables with Bill Hautt. Bill is the founder and creator of Taking Donors Seriously. Bill’s from
Meet the top 20% of your donors before the banquet and get their pledges. That’s a great way to go into your banquet - to celebrate their leadership and then turn up the music we only have another 20% of our budget to raise. If everyone will give tonight, that will gather the rest of your budget.
Brad’s TDS story is that as a young area director he was told to read the manual and he did and he implemented the steps in the back of the manual and was seeing success. Then about 2 years later he got an invitation to speak about TDS to the area director’s school and when he asked why they said it was because he was doing as well or better than most of the area directors in the country. Then they asked him, “What’s your secret?” He said, “I read the manual.” That’s all he did and then he took the steps. It was simple. It’s so simple we miss it.
Brad confirmed the strategy of 80/20 recently when he did the financial report for the area he’s the TDS Chair for in
The plan incorporates everything we’ve talked about. But back to entrepreneurs for a moment– identify everyone who owns their own business in your prospect list because the number one characteristic of major donors is they are often someone who owns their own business. Look for the business owners to meet with individually.
You put the strategy on your calendar (the plan). The plan is simply that you meet individually with the top 20% of your donors in the early fall and get pledges for 80% of your budget and get a momentum going. Then plan on raising the last 20% from the banquet. Take every donor seriously. Then use a “letter – phone call” to those who aren’t in your top 20% and who did not attend the banquet. In the letter you ask them to consider a gift in certain a range and tell them that you’ll be calling them. Then you call them. That way we engage everyone on our prospect list in some fashion. If all goes according to plan by the time you get to the “letter – phone call” phase that will be some excess revenue because things change and we all need a cushion. So hopefully by Christmas, you’ve met with all your major donors, you’ve done the banquet and your letter-phone calls and you can move forward in the your Taking Donors Seriously and not asking for money. Wouldn’t it be amazing to have all your budget committed by December? Then you’ve got 9 or 10 months just to go after it with your kids and to spend time with your donors and start to raise money that you don’t need until next year. The best time to raise money is when you don’t need it.
Prayer is essential. Prayer is the backbone of all that we do. You have a prayer list in the Priority Prospect List (PPL). The PPL is a prayer list.
Last non-negotiable is cash flow. It’s a reality that we need to not only manage what our pledges are but also our cash flow. Brad remembered when he was an area director, that he had 100% of his pledges in by May but he was coming up short in the months ahead. He looked at his cash flow and saw this so he went to a major donor, a friend to ask her to give her gift in June instead of January in order to keep his cash flow in the black.
Remember to maximize your time for ministry with kids by committing to carry out the 7 Non-Negotiables in your area.