Circle of Influence Overview

Development –Core Giving 1

Table of Contents

Introduction 2

Philosophy of YFC Development Ministry 4

Biblical Foundations 6

Find, Win, Keep, Lift Pipeline 8

Your Circle of Influence Cycle 10

Staff Roles on COI Process 15

See the Story 19

Appendix A: Core Giving Resources 22

Appendix B: Introduction Letter Sample 23

Appendix C: Letter Writing Guidelines 24

Appendix D: Letter Production/ Department Planning 25

Appendix E: Biblical Considerations 26

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Introduction One of YFC’s unique advantages is the Circle of Influence engagement strategy. We define a staff member’s network of friends, family, and partnering organizations as his or her “Circle of Influence” (COI). The personal relationship between a staff member and his or her COI fosters a meaningful connection to our mission.

We firmly believe personalization is key in providing a wide network of prayer support, volunteerism, and resourcing. Every staff member and missionary in the YFC family is a critical player as they relate to their Circle of Influence network.

The YFC Circle of Influence Strategy relates to everyone on the YFC team. Staff play a variety of roles in accomplishing effective Circle of Influence (COI) engagement. YFC utilizes a team approach, elevating collaboration to ensure COI partners engage in our mission.

As you embrace your role in COI process, consider the following:

God fuels our effort. Isaiah the prophet said it best in Isaiah 7:9– “If you don’t stand firm in your faith, you won’t stand at all.” This is critical in our fundraising journey. We believe God is working through our efforts. Partnering with our Circle of Influence is an enterprise that requires faith. If we fail to realize God’s role in partnership development, we will fail. Likewise, we will miss God’s blessing. Developing partnership, for both YFC staff / missionaries and the Circle of Influence, is a faith journey where everyone is invited into God’s work. If we seek to coerce or force partnership, we fail. If we use gimmicks, we fail. If we stand firm in our faith, we thrive!

We are committed to funding the mission of YFC. On the spectrum of missionary funding vs. funding the mission, we are committed to funding the mission. We fully recognize that funding the mission means taking care of personnel, ministry costs, and all operational needs. We also recognize that donors are often personally connected to a specific staff member or missionary. To fund both our YFC staff/ missionary needs and expand the ministry, we must think in terms of “mission”. We will seek, through our COI strategy, to direct donors towards the greater mission of YFC.

YFC utilizes a scalable, team approach. If we desire to reach a million kids, we must develop a strong, scalable Circle of Influence system that allows for rapid growth and significant personalization. Everyone at YFC USA is commissioned to develop partners. Departments collaborate to make COI engagement scalable and effective. Scalable means our model will grow as we grow. We also seek to develop a model that works for staff who are heavily invested in YFC operations and ministry. The development, donor process, and marketing

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teams, work to support all YFC staff, enduring they have great resources and are optimized towards the best and highest use of their time in COI partner development.

Personal engagement is a core best practice. We seek to help YFC staff prioritize personal engagement. Within the donor engagement process, personally engaging a COI is the best and highest use of time for staff and missionaries. The YFC Circle of Influence giving strategy will constantly be evaluated based on the amount of time invested by staff and missionaries in personal engagement activities.

We will ask God to make a way through “the Sea”. God loves it when we trust Him. When Moses stood on the edge of the Red Sea with the people of Israel, while Pharaoh’s army rushed in for the kill, God had a plan. (See Exodus 14) When He split the sea apart, making safe escape for Israel, the Lord did what only He could do. The result was Israel’s awareness of God faithfulness. We expect nothing less with our partnership efforts at YFC. God calls us to the edge of “the sea”, and we need Him to show up, doing something that only He can do. The result will be a story that elevates God and demonstrates His glory. Our YFC partnership engagement is faith journey with God.

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Philosophy of Ministry for

Youth for Christ USA Development

“I thank my God every time I remember you. In all my prayers for all of you, I always pray with joy because of your partnership in the gospel from the first day until now,

being confident of this, that he who began a good work in you will carry it on to completion until the day of Christ Jesus.”

Philippians 1:3-6

Our vision for the future:

God fully funds Youth for Christ USA through giving partners whose hearts are aligned with God’s heart and resources are released for God’s work.

We value:

A belief that God owns it all, and He provides for Youth for Christ USA’s needs. Disciplined pursuit of Christ-centered relationships with all people. Work marked by gratitude and thankfulness. A mentality of abundance based on God’s unlimited resources. Prayerful consideration of the Spirit’s leading to precede action. Relational ministry with giving partners as a priority. Making specific petition to God for everything we need. Open-ended invitations to participate with the vision of Youth for Christ USA. Ethically-governed use of the best systems, science, and preparation available. Trust and a commitment to mutual benefit among team members. God being glorified for all results.

Philosophy Statement:

At Youth for Christ USA we commit to communicating opportunities for partnership in ministry faithfully and consistent with the principles set forth in our Biblical Foundation for Development document. Governing this approach is the overarching theme of seeking the transformation of each giver’s heart to become rich toward God. We aim to connect the God-given passions in each person with ministry opportunities at Youth for Christ USA. In casting

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vision for local and national ministry, we honor existing commitments and rely on the guidance of the Holy Spirit through prayer. We resolve to steward faithfully all resources entrusted to us. Presentations to giving partners will communicate both national and local impact with integrity so ministry partners have confidence to give as God leads them. In all things we recognize God’s sovereignty as we submit ourselves to the service of others with love, humility, and grace.

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Biblical Foundations for Circle of Influence Development

God owns it all 

We believe that God owns everything, and that people serve as stewards of God’s resources (Psalms 24:1;1 Chronicles 29:10-20). 

Development is Ministry 

We believe that development work is ministry focused on encouraging people to participate in God’s work (Philippians 1:3-6; Proverbs 29:18). 

Prayer is Critical 

We believe that prayer serves as the channel through which we make our needs known to God and seek guidance for our development work with partners in God’s work (Psalm 17:6; Proverbs 3:5-6; Matthew 6:9-13; John 15:16; Philippians 4:6-7). 

Spiritual Growth for Partners is the GOAL 

We believe that our efforts result in spiritual growth and financial giving as we challenge people to deploy all they are and all they have to accomplish God’s work (Psalm 49; 2 Corinthians 9:8; 1 Peter 4:10-11). 

Kingdom Benefits for the Partner 

We believe that encouraging faithful stewardship prepares Christians to hear “Well done!” from God and to reap eternal rewards (Philippians 4:17; Revelation 22:12). 

There is a clear 3-STORY construct in Biblical based development 

We believe that building God-honoring relationships requires learning peoples’ stories, sharing our story, and discerning how we will collaborate in God’s greater story of spiritual awakening among youth. (Malachi 4:5-6; Galatians 2:8-10). 

Pre-Christians should absolutely be engaged 

We believe that our ministry impacts followers of Jesus Christ, as well as those outside the Christian community of faith (Exodus 25:1-2; Nehemiah 2:1-9; Galatians 6:10). 

Development is an Honorable and Worthy Vocation/Profession 

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We believe that God’s servants should receive fair wages (I Corinthians 9:14; I Timothy 5:17-18). 

Time Priorities are about ministry impact NOT human value or worth 

We believe that every giver matters to God, regardless of their level of giving. They should be thanked sincerely and in a timely manner, without showing favoritism. This thinking does not conflict with the fact that development staff may prioritize time with key ministry partners (Mark 12:41-44; Luke 8:1-3; Titus 3:12-15; Philippians 4:10-20; James 2:1-9). 

Serve and Honor the Lord, NOT Man 

We believe that our work ethic, strategies, and tactics must focus on pleasing God, not man. We must direct all praise to God for the fruit that comes from our faithful work in the ministry of development (Colossians 3:23; 2 Corinthians 8-9). 

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Find, Win, Keep, Lift Pipeline The ongoing and regular process of engagement between staff and their Circle of Influence network is essential. The “Find, Win, Keep, Lift” strategy is an energizing and God-driven way to shepherd COI partners towards deeper commitment to the mission of YFC. Find, Win, Keep, Lift is also a spiritual formation process. People in the COI network are invited into a deeper walk with Jesus as they engage YFC.

Reasoning for the Find, Win, Keep, Lift approach:

In today’s competitive environment, it is not unusual to lose 10% to 40% of COI partner income in a year. This occurs when little or no attention is given to donor engagement.

Simply sending monthly letter communication is not enough. Personal engagement keeps donors involved and interested in what God is doing. By maintaining the “Find, Win, Keep, Lift”, staff members maintain strong meaningful

relationships with our COI network.

In brief summary, Find, Win, Keep, Lift is understood as follows:

Find - The process of acquiring new COI to the YFC movement. Win - Leading new COI prospects into donors. Keep – Leading one-time COI donors into regular, periodic givers. Lift – Regular COI donors increase their giving and become stronger advocates/

champions for YFC.

Find, Win, Keep, Lift provides guidance in the process of relating to each unique individual, family, organization on a staff member’s COI list.

Key Questions

For each stage of Find, Win, Keep, Lift there are specific questions that help with Circle of Influence engagement.

Find…

Who would be interested in my involvement with ministry with YFC? How can I invite them to take the first step towards receiving communication from YFC? What are my next steps to invite this person to join my Circle of Influence? How can I pray for and spiritually encourage donors in the “Find” category?

Win…

How will I communicate with my COI to invite them to give towards the mission of YFC? What steps will I take when someone on my COI gives for the first time? How will I thank my COI first-time donors? What is my specific plan?

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How can I pray for and spiritually encourage donors in the “Win” category?

Keep…

How will I invite COI donors into a regular monthly contribution plan? What tools will help to invite COI donors into regular contribution patterns? What is the regular contribution patterns for each of my COI donors who give regularly?

(monthly, quarterly, annually, year-end, project driven giving, etc.) How will I thank and personally engage my “Keep” COI regular contributors? What is my

specific plan? How can I pray for and spiritually encourage donors in the “Keep” category?

Lift…

How can I identify COI donors that wish to give larger gifts to YFC? How can the development team partner with me in cultivating next steps with key

prospective donors? What are the regular contribution patterns for each of my COI major donors? (monthly,

quarterly, annually, year-end, project driven giving, etc.) How will I thank and personally engage my “Lift” COI regular contributors? What is my

specific plan? How can I pray for and spiritually encourage donors in the “Lift” category?

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Circle of Influence Cycle Everyone plays a role in the Circle of Influence cycle. The below diagram outlines the way we envision a healthy core giving process.

Building a Circle of Influence

Every YFC staff member has a Circle of Influence (COI). The first step in the core giving cycle is “onboarding” a new staff member’s Circle of Influence contacts into the YFC core giving system. The following steps are involved in the onboarding process:

Youth For Christ provides a comprehensive fundraising guide designed for staff partnership training. This guide, the YFC Support Raising Ministry Workbook, is available in digital format at yf.cx/fundraise.

Upon official start date for a new staff member, “Shared Services” assigns a Donor ID# for new National Service Center (NSC) staff members and establishes new staff members with “Giving Fuel” account.

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New NSC staff are introduced to addresses@yfc.net. This includes instructions for building a COI list using a provided Excel template with instructions (see tab #1 of Excel template for details). Once completed, new NSC member sends list to addresses@yfc.net. The list is reviewed and uploaded into Salesforce Data Base.

New YFC staff are instructed to reach out to every member within their prospective COI list to gain permission to send YFC communication. In addition to gaining permission, making this personal contact will assist in gathering important information for COI list accuracy– mailing address, email address, phone #, permission to send emails, etc.

A new NSC member is introduced to letters.yfc.net. This department provides templates for letter production, along with supporting collateral – prayer cards, brochures, etc.

Your First Letter

Initially, new NSC staff work with an assigned Circle of Influence advisor in the development of an introductory letter. This letter will serve to explain the new staff member’s role at YFC. The letter prioritizes introducing the Circle of Influence to the mission of YFC. Letter guidelines can be viewed at http://letters.yfc.net/about/letter_writing_guide. (see Appendix B for a sample introductory letter and Appendix C for letter guidelines.)

Introductory letters are accompanied by a YFC Master Booklet, which provides and overview of the YFC USA mission. To view an example, visit this link -- https://yf.cx/YFCbooklet.

New staff use letters.yfc.net to submit their introductory letter. The Letter Department at the National Service Center (NSC) will review the letter and prepare layouts for both print and digital audiences. The Addresses department at the NSC (Addresses@yfc.net) provides the COI mailing lists to merge with print and digital versions of the introductory letter.

Ongoing COI Letter Communication

Once a NSC staff COI receive the introductory letter and Master Booklet, the following month the staff member’s list is on-boarded to the YFC monthly letter program. See details below: The YFC monthly letter program is a coordinated strategy, where both the development and

marketing departments map out monthly themes for COI communication. Letter content is based off YFC Stories posted at http://www.yfc.net/stories/. Everything ties into a coordinated monthly theme – YFC Stories, COI letters, social media, etc.

Through monthly COI letters, the intent is to consistently communicate Jesus’ transformative work in young people’s lives through the ministries of YFC.

Participating in the program means a staff member’s COI network is automatically receives great letter content monthly.

For some ministry-specific staff, there might be a month (or multiple months) where there is a departmental desire to highlight specific ministry themes/ stories. In this program,

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departments can elect to develop a ministry-specific letter, strategically for the designated month (or months). Department leaders will determine months when ministry specific letters are produced. Ministry specific letters are planned annually and submitted through letters.yfc.net.

In addition to monthly YFC story themes, special campaigns are scheduled in the annual schedule. Year-end Christmas campaigns are an example of this type of campaign. Specific campaigns may have an option for personalizing content. YFC staff receive specific instructions/ deadlines from the marketing and development teams when special campaigns are initiated.

Regarding monthly communication, staff have the opportunity to view letter content being sent on their behalf.

Once monthly letters are developed and approved by development and marketing teams, letters.yfc.net will initiate delivery of both print and digital communications on a monthly basis.

Personal Engagement with Your Circle of Influence

The monthly letter production system is highly automated and efficient to produce consistent and excellent communication to Circles of Influence networks. Yet, good communication alone does not ensure strong COI engagement.

Personally interacting with COI donors and prospective donors is crucial and essential. Fundraising “best practices” consistently highlight that donors will generously give when personally engaged by the ministry or nonprofit organization.

YFC is committed to spiritually investing in and shepherding our donors. While staff participate in a letter program that requires minimal involvement and ensures strong monthly YFC communication, staff are held accountable to personally engage their COI, especially active donors.

We are committed to strategically planning “See the Story” events that personally introduce the YFC movement to Circle of Influence networks. We host physical “See the Story” events at ministry sites. In the near future a virtual “See the Story” event is in the planning stage, which will allow increased opportunity for YFC staff to introduce the movement.

As donations come into YFC through COI networks, they are tied to specific YFC staff donor ID #s. Staff are notified when donations come into YFC via online payment. In order the see all monthly donations (both credit card and check transactions), staff should regularly check their “My Donations” page which can be accessed at https://salesforce.yfc.net/missionaryportal/.

Staff should respond personally to thank donors for specific gifts. A variety of responses are employed by staff – thank you notes, phone, appointments, emails, texts, personal visits, etc. The goal is to thank a donor within 24 hours of being notified that a donation has been made.

Donor engagement by NSC staff will be tracked. Personal engagement behaviors will be part of annual employee evaluation.

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Growing your COI Mailing List

YFC staff are responsible for continually growing their COI network. YFC desires a deep and wide base of prayer partners. Second, growing a COI list means creating more opportunity for donors to engage YFC through volunteering and giving. Additional volunteers and increased resourcing results in more lost kids encountering the Gospel.

Adding names to one’s COI is easy. Emailing addresses@yfc.net, YFC staff can quickly add a name to their COI list. Additions will be included in monthly core giving communication.

The following information is required to add a COI:

Salutation (Mr., Mrs., Ms., etc.) First Name Last Name Spouse Salutation (Mr., Mrs., Ms., etc.) Spouse First Name Spouse Last Name Email Address Mobile Phone # Home Phone # Work Phone # Street Address City State Zip Code Email Opt-in: Y/N

Updating COI Profiles

As staff and affiliates personally engage their COI network, changes in COI addresses and contact details will emerge. Staff and affiliates will report changes to addresses@yfc.net.

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SUMMARY— CIRCLE OF INFLUENCE SYSTEM STEP #1 – BUILD YOUR CIRCLE OF INFLUENCE MAILING LIST

VISIT HTTP://LETTERS.YFC.NET/SALESFORCE/ TO

DOWNLOAD THE MAILING LIST TEMPLATE FIND INSTRUCTIONS ON UPLOADING YOUR LIST CONTACT THOSE YOU WISH TO ADD TO YOUR MAILING LIST AND GET THEIR APPROVAL TO

JOIN THE LIST. GAIN PERMISSION TO “OPT IN” CONTACTS FOR EMAIL LETTERS

STEP #2 – WRITE YOUR INTRODUCTION LETTER

WRITE A 150-200 WORD INTRODUCTION LETTER, WHICH WILL BE INCLUDED WITH A YFC MASTER BOOKLET – SEE HTTPS://YF.CX/YFCBOOKLET

USE THE WRITERS GUIDE FOR SUGGESTIONS ON WRITING A GREAT LETTER -- HTTP://LETTERS.YFC.NET/ABOUT/LETTER_WRITING_GUIDE

MAKE SURE YOUR INTRODUCTION LETTER INCLUDES THE FOLLOWING: O BRIEF OVERVIEW AS TO YOUR ROLE WITH YFC O HOW PEOPLE CAN PARTNER WITH YOU

PRAY GIVE VOLUNTEER

SUBMIT YOUR INTRODUCTORY LETTER AT HTTP://LETTERS.YFC.NET/ABOUT/SUBMISSION_PROCESS

STEP # 3 – JOIN THE YFC USA LETTER PROGRAM

MONTHLY, LETTERS WILL BE SENT OUT TO YOUR CIRCLE OF INFLUENCE YOU WILL RECEIVE A COPY OF THE LETTER CONTENT TO FULLY INFORM YOU ON WHAT

YOUR CIRCLE OF INFLUENCE IS RECEIVING.

STEP #4 – PERSONALLY ENGAGE YOUR CIRCLE OF INFLUENCE

REGULARLY PRAY FOR THOSE ON YOUR CIRCLE OF INFLUENCE LIST. ON A MONTHLY BASIS, SEEK TO REACH OUT WEEKLY TO TWO PEOPLE ON YOUR LIST BY –

CALLING, TEXTING, EMAILING, NOTES, OR APPOINTMENTS. AS AVAILABLE, INVITE YOUR CIRCLE OF INFLUENCE CONTACTS TO ATTEND A “SEE THE

STORY” EVENT. (THESE EVENTS WILL BE ADVERTISED THROUGH THE NSC EMAIL SERVICE.) CHECK YOUR YFC IMPACT GIVING PAGE WEEKLY TO SEE WHO FROM YOUR CIRCLE OF

INFLUENCE IS GIVING. SEEK TO PERSONALLY THANK ALL GIVERS WITHIN 48 HOURS OF GIFT NOTIFICATION.

STEP #5 – ADD NEW CONTACTS TO YOU CIRCLE OF INFLUENCE MAILING LIST

EMAIL ADDRESSES@YFC.NET TO ADD OR UPDATE COI CONTACTS.

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Staff Roles in Circle of Influence Process

All YFC staff have roles in the process of engaging Circle of Influence partners. Collectively, our desire is to shepherd our COI network. We intend to spiritually invest in those who partner with YFC through financial support, prayer, and volunteering. Circles of Influence partners are an essential part of YFC. We desire to help partners grow as invested partners in God’s kingdom-mission.

Below is a description of the different teams engaged in the Circle of Influence experience. These teams include-- Executive leadership, Marketing, Development, Operations, and Ministry.

Executive Team

The Executive team steers the overall direction of YFC USA.

The Executive team of the National Service Center (NSC) participate in the following core giving responsibilities. Executive team members, at the NSC, include the President and Vice President leadership levels.

Note: The below list is not comprehensive but a reflection of tasks specific to Circle of Influence engagement.

Team members…

Shepherd their own Circle of Influence. If related to the development team, may manage a unique portfolio of key major donors. As key donors emerge, from within staff member’s Circles of Influence, the executive team may

be called upon to personally engage a specific key donor. Participate in all special COI campaigns. Manage a monthly schedule of personal engagement behaviors. Report donor specific issues/ updates to development team. Seek to grow COI list. Send address and contact updates to addresses@yfc.net. Collaborate with development team when managing key donor relationships.

Development Team

The Development team plays a key role in leading the holistic Circle of Influence cycle at the National Service Center (NSC). The development team at the NSC participates in the following core giving responsibilities.

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Note: The below list is not comprehensive but a reflection of tasks specific to Circle of Influence engagement.

Team members…

Coordinate the architecture of the COI giving strategy, including the month-to-month leadership of COI communication (in collaboration with the marketing department).

Train all staff in fundraising best-practices that align with the mission of YFC. Involved in all strategic fundraising decisions, communication plans, and messaging related to

YFC USA. Shepherd their own Circle of Influence. As key partners emerge, from within staff member’s Circles of Influence, this team personally

engages potential key partners. Develop and manage a set of personal engagement “best practices”, for which all YFC staff

shall be held accountable. Participate in all special COI campaigns. Manage a monthly schedule of personal engagement best practices. Report donor specific issues/ updates to development team. Seek to grow COI list. Send address and contact updates to addresses@yfc.net Collaborate when managing major donor relationships.

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Marketing Team

The marketing team plays a mission-critical role in driving the annual communication plan and letter production at YFC or at a local affiliate chapter. The marketing team of YFC USA participates in the following COI responsibilities.

Note: The below list is not comprehensive but a reflection of tasks specific to Circle of Influence engagement.

Team members…

Collaborate with Development and Executive teams in the architecture of YFC messaging, including the month-to-month leadership of annual story mapping/ communication which influences the content of COI letters.

Through letters.yfc.net, manages the design, production, and distribution of COI Letters (both digital and print)

Manage web and social media content that compliments messaging in COI monthly letters. Communicate with YFC staff when special letter campaigns occur (ie. Christmas, letters from

the President, Fiscal Year-End, Calendar year-end, etc.). Involved in strategic communication plans and messaging related to YFC USA. Shepherd their own Circle of Influence. Participate in all special COI campaigns. Manage a monthly schedule of personal engagement best practices. Report donor specific issues/ updates to development team. Seek to grow COI list. Send address and contact updates to addresses@yfc.net Collaborate with development team when managing major donor relationships.

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Ministry and Operations Teams

Ministry and operations teams play a critical role in Circle of Influence engagement. They are the front-line in cultivating strong partnerships with COI partners who pray, give, and volunteer. Likewise, they execute on ministry plans, expand YFC’s influence, and run critical systems that equip and empower YFCs healthy day-to-day operation. They are the “boots on the ground” and key ambassadors in the YFC movement.

The ministry and operations teams of YFC USA participate in the following core giving responsibilities.

Note: The below list is not comprehensive but a reflection of tasks specific to Circle of Influence engagement.

Team members…

Shepherding their own Circle of Influence. Participate in all special COI campaigns (ie. Christmas, letters from the president, etc.) Manage a monthly schedule of personal engagement best practices. Report donor specific issues/ updates to development team. Seek to grow COI list. Send address and contact updates to addresses@yfc.net Collaborate with development team in managing major partner relationships.

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See the Story/ Be the Story What is this Model?

This is the Benevon Model (http://www.benevon.com) to create sustainable partnership for non-profits.

See the Story (STS) is a Ministry Site tour and is a cornerstone of new volunteer and donor recruitment strategy. It is an effective tool for raising funds from NEW donors, to LIFT current donors and recruit new volunteers.

What does the Model promise to produce?

A proven system to raise up new multi-year major donors ($1,000/yr for 5 years) A pool of volunteer prospects each year Deepens relationships with current volunteers and donors by connecting them more closely to

our mission.

Why some YFC chapters no longer use this Model

Most chapters have reported that the Model was primarily staff-driven. This Model is like a recipe, if you leave out key ingredients, your final product will not be very

good. Some groups omitted important steps due to other pressing priorities, resulting in poor outcomes.

This system takes continual effort. You must decide to intentionally make this a key part of your community outreach and donor recruitment strategy or the Model will die a slow death.

Why Consider the See the Story/ Be the Story in your Chapter?

Beyond the donor and volunteer growth already mentioned:

This Model provides a framework for all volunteer and donor development throughout the year.

The model has proven METRICS to help objectively measure growth or areas for improvement. Allows the organization to do more MISSION-Centric fund-raising to raise up life-long

champions vs. EVENT-Centric fund-raising focused more on one-time gifts and entertainment.

What to Consider before you get STARTED

Watch the free 50 min video http://www.benevon.com/fundraising-training-video. Evaluate your current fund-raising events.

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o Don’t just ADD this Model to your already busy schedule of events! You must decide as an organization if you are going to shift ALL annual activities into this NEW strategy or not.

o See “Special Events: Soul Searching Questions” pg. 59 of Benevon Notebook o To be successful, you will most likely need to eliminate current fund-raisers – even if

they have raised a lot of funds over the years or people always look forward to them because they’re so fun (ie: galas, golf scrambles, traditional banquets)

Determine WHO will Champion this Model and who can be on the TEAM.

o See “Volunteer STS Team Make up”, pg. 3 of COYFC Team Training Packet o While your Executive Director will participate in this, they can’t be the Team Leader of

this Model. You must find another staff person, board member or volunteer. o Ideally, 3 (1/2) of your team members should be volunteers. Every staff member will be

involved with the Model but volunteers are critical to keeping the Model going for the long haul because they expand your circle of STS prospects. The majority of this invitation strategy is “word of mouth” by peers. So volunteers invite friends, who invite friends etc.

Plan to Invest in Training.

o The Benevon Training is very pricey but there are other consultants, like www.TammyZonker.com, who provide a modified training for a more reasonable cost.

o COYFC is willing to share materials, answer questions, and provide coaching to established teams along your journey but we are not equipped to train a brand new team.

Key Performance Indicators – See the Story / Be the Story Critical Metrics

See the Story Tours:

Teams should hold a minimum of 1 tour per month with a minimum of 3 guests at each tour. Follow up calls must be made within 1 WEEK of each tour (3 days is more ideal).

o If you are not going to do follow up calls in a timely manner, don’t use this model. This is a KEY INGREDIENT in the recipe!

Capture your follow up data so that you can have good metrics to evaluate your success Plan to recruit NEW team members each year to join the team. Ask for a 2 year commitment.

Be the Story Event:

Each Table Captain represents 7 guests (even though they are asked to fill a table of 10). So plan your BTS goals accordingly. (ie: If you are planning for 250 guests, you will need 35 table captains)

At least 20% of your guests should have been on a STS tour BEFORE the BTS in the past year. If STS & Guest metrics are met, each guest in the room at the BTS = $500 to YFC in gifts/multi-

year pledges.

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Only 10% of guests will make a multi-year pledge, but these NEW major donors help you know who to begin to cultivate over the next year.

Follow up calls to ALL BTS guests should happen in the weeks immediately following the event. See Benevon Notebook for system of follow up calls.

Sample Annual See the Story /Be the Story Calendar of Events:

Jan. – Dec. Tours: 2 per month in Jan-May, Sept-Nov.. and 1 per month Jun-Aug., Dec.

Jan: Annual ½ Day STS Training & Goal Setting for ALL team members Feb. – April: Table Capt. Recruitment and Training May: BTS Lunch Event June – Complete BTS follow up, invite to tours, ask for Table Capt for next year,

engage relationship October – Dec.: Major Donor Meetings and Annual Partners Dinner for all

Champions Other events to invite donors to attend with students:

o Qtrly ALL AREA Club mtgs o Camp Work Days

Other Supportive Materials:

See the Story Overview Manual Staff Team Training Manual Table Captain Training Packet Table Captain Worksheet BTS Save the Date Example Table Captain Training Video #1 (5 mins) - https://vimeo.com/123027678 Table Captain Training Video #2 (14 mins) - https://vimeo.com/123101237 Table Captain Training Video #3 (2 mins) - https://vimeo.com/123100762 Example of BTS Video: 2015 (8:30 mins) - https://vimeo.com/130695988

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Appendix A: Core Giving Resources YFC Support Raising Ministry Workbook

The God Ask, by Steve Shadrach

8 Benefits of Fully Engaged Donors

Find, Win, Keep, Lift Development Tool

See the Story Overview Manual

Personal Engagement – 7 Touch Plan

Spirituality of Fundraising – Nouwen

Third Conversion -Rodin

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Appendix B: Introduction Letter Sample Click Here for a high resolution copy.

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Appendix C: Letter Writing Guidelines

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Appendix D: Letter Production/ Department Planning

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Appendix E: Additional Biblical Considerations for Fundraising Just curious, why did you feel the need to add this?

Nehemiah 2:1-9 In the month of Nisan in the twentieth year of King Artaxerxes, when wine was brought for him, I took the wine and gave it to the king. I had not been sad in his presence before, 2 so the king asked me, “Why does your face look so sad when you are not ill? This can be nothing but sadness of heart.” I was very much afraid, 3 but I said to the king, “May the king live forever! Why should my face not look sad when the city where my ancestors are buried lies in ruins, and its gates have been destroyed by fire?” 4 The king said to me, “What is it you want?” Then I prayed to the God of heaven, 5 and I answered the king, “If it pleases the king and if your servant has found favor in his sight, let him send me to the city in Judah where my ancestors are buried so that I can rebuild it.” 6 Then the king, with the queen sitting beside him, asked me, “How long will your journey take, and when will you get back?” It pleased the king to send me; so I set a time. 7 I also said to him, “If it pleases the king, may I have letters to the governors of Trans-Euphrates, so that they will provide me safe-conduct until I arrive in Judah? 8 And may I have a letter to Asaph, keeper of the royal park, so he will give me timber to make beams for the gates of the citadel by the temple and for the city wall and for the residence I will occupy?” And because the gracious hand of my God was on me, the king granted my requests. 9 So I went to the governors of Trans-Euphrates and gave them the king’s letters. The king had also sent army officers and cavalry with me. Luke 8:1-3 After this, Jesus traveled about from one town and village to another, proclaiming the good news of the kingdom of God. The Twelve were with him, 2 and also some women who had been cured of evil spirits and diseases: Mary (called Magdalene) from whom seven demons had come out; 3 Joanna the wife of Chuza, the manager of Herod’s household; Susanna; and many others. These women were helping to support them out of their own means. Luke 10:1-8 After this the Lord appointed seventy- two others and sent them two-by-two ahead of him to every town and place where he was about to go. 2 He told them, “The harvest is plentiful, but the workers are few. Ask the Lord of the harvest, therefore, to send out workers into his harvest field. 3 Go! I am sending you out like lambs among wolves. 4 Do not take a purse or bag or sandals; and do not greet anyone on the road. 5 “When you enter a house, first say, ‘Peace to this house.’ 6 If someone who promotes peace is there, your peace will rest on them; if not, it will return to you. 7 Stay there, eating and drinking whatever they give you, for the worker deserves his wages. Do not move around from house to house. 8 “When you enter a town and are welcomed, eat what is offered to you. 1 Corinthians 9:14 In the same way, the Lord has commanded that those who preach the gospel should receive their living from the gospel.

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Exodus 25:1-2 The Lord said to Moses, 2”Tell the Israelites to bring me an offering. You are to receive the offering for me from everyone whose heart prompts them to give.” Exodus 16:10-12 While Aaron was speaking to the whole Israelite community, they looked toward the desert, and there was the glory of the Lord appearing in the cloud. 11 The Lord said to Moses, 12 “I have heard the grumbling of the Israelites. Tell them, ‘At twilight you will eat meat, and in the morning you will be filled with bread. Then you will know that I am the Lord your God.’” Exodus 21:1-4 “These are the laws you are to set before them: 2 “If you buy a Hebrew servant, he is to serve you for six years. But in the seventh year, he shall go free, without paying anything. 3 If he comes alone, he is to go free alone; but if he has a wife when he comes, she is to go with him. 4 If his master gives him a wife and she bears him sons or daughters, the woman and her children shall belong to her master, and only the man shall go free. Luke 16:10-12 “Whoever can be trusted with very little can also be trusted with much, and whoever is dishonest with very little will also be dishonest with much. 11 So if you have not been trustworthy in handling worldly wealth, who will trust you with true riches? 12 And if you have not been trustworthy with someone else’s property, who will give you property of your own? Luke 21:1-4 As Jesus looked up, he saw the rich putting their gifts into the temple treasury. 2 He also saw a poor widow put in two very small copper coins. 3 “Truly I tell you,” he said, “this poor widow has put in more than all the others. 4 All these people gave their gifts out of their wealth; but she out of her poverty put in all she had to live on.” Luke 22:35-38 Then Jesus asked them, “When I sent you without purse, bag or sandals, did you lack anything?” “Nothing,” they answered. 36 He said to them, “But now if you have a purse, take it, and also a bag; and if you don’t have a sword, sell your cloak and buy one. 37 It is written: ‘And he was numbered with the transgressors;’ and I tell you that this must be fulfilled in me. Yes, what is written about me is reaching its fulfillment.” 38 The disciples said, “See, Lord, here are two swords.” “That’s enough!” he replied. John 12:3-8 Then Mary took about a pint of pure nard, an expensive perfume; she poured it on Jesus’ feet and wiped his feet with her hair. And the house was filled with the fragrance of the perfume. 4 But one of his disciples, Judas Iscariot, who was later to betray him, objected, 5 “Why wasn’t this perfume sold and the money given to the poor? It was worth a year’s wages.” 6 He did not say this because he cared about the poor but because he was a thief; as keeper of the money bag, he used to help himself to what was put into it. 7 “Leave her alone,” Jesus replied. “It was intended that she should save this perfume for the day of my burial. 8 You will always have the poor among you, but you will not always have me.”

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Acts 10:2-4 He and all his family were devout and God-fearing; he gave generously to those in need and prayed to God regularly. 3 One day at about three in the afternoon he had a vision. He distinctly saw an angel of God, who came to him and said, “Cornelius!” 4 Cornelius stared at him in fear. “What is it, Lord?” he asked. The angel answered, “Your prayers and gifts to the poor have come up as a memorial offering before God. Acts 18:3-5 And because he was a tentmaker as they were, he stayed and worked with them. 4 Every Sabbath he reasoned in the synagogue, trying to persuade Jews and Greeks. 5 When Silas and Timothy came from Macedonia, Paul devoted himself exclusively to preaching, testifying to the Jews that Jesus was the Messiah. Acts 20:33-35 I have not coveted anyone’s silver or gold or clothing. 34 You yourselves know that these hands of mine have supplied my own needs and the needs of my companions. 35 In everything I did, I showed you that by this kind of hard work we must help the weak, remembering the words the Lord Jesus himself said: ‘It is more blessed to give than to receive.’ ” Romans 15:20-24 It has always been my ambition to preach the gospel where Christ was not known, so that I would not be building on someone else’s foundation. 21 Rather, as it is written: “Those who were not told about him will see, and those who have not heard will understand.” 22 This is why I have often been hindered from coming to you. 23 But now that there is no more place for me to work in these regions, and since I have been longing for many years to visit you, 24 I plan to do so when I go to Spain. I hope to see you while passing through and to have you assist me on my journey there, after I have enjoyed your company for a while. Phillippians 4:10-20 I rejoiced greatly in the Lord that at last you renewed your concern for me. Indeed, you were concerned, but you had no opportunity to show it. 11 I am not saying this because I am in need, for I have learned to be content whatever the circumstances. 12 I know what it is to be in need, and I know what it is to have plenty. I have learned the secret of being content in any and every situation, whether well fed or hungry, whether living in plenty or in want. 13 I can do all this through him who gives me strength. 14 Yet it was good of you to share in my troubles. 15 Moreover, as you Philippians know, in the early days of your acquaintance with the gospel, when I set out from Macedonia, not one church shared with me in the matter of giving and receiving, except you only; 16 for even when I was in Thessalonica, you sent me aid more than once when I was in need. 17 Not that I desire your gifts; what I desire is that more be credited to your account. 18 I have received full payment and have more than enough. I am amply supplied, now that I have received from Epaphroditus the gifts you sent. They are a fragrant offering, an acceptable sacrifice, pleasing to God. 19 And my God will meet all your needs according to the riches of his glory in Christ Jesus. 20 To our God and Father be glory for ever and ever. Amen. 1 Timothy 5:17-18

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The elders who direct the affairs of the church well are worthy of double honor, especially those whose work is preaching and teaching. 18 For Scripture says, “Do not muzzle an ox while it is treading out the grain,” and “The worker deserves his wages.” 1 Timothy 6:17 17 Command those who are rich in this present world not to be arrogant nor to put their hope in wealth, which is so uncertain, but to put their hope in God, who richly provides us with everything for our enjoyment.