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by Dr. A. A. Baker
This is the last of a series of four articles on grant writing. If you are a first-time reader, I suggest that you read the three previous articles (see links at the bottom of this article). They will give you a good overview.
 For those of you who are already familiar with grant writing, let me suggest a fund-raising alternative.
Most of the gifts to your organization will come from individual donors. Their contributions will account for as much as 90% of your gift income.
This being the case, you should be making the greatest investment of time in building relationships with individual donors.
Where do you start?
You start at the heart of your organization -- you, your staff, and your board. All should be giving financially. If you don't support your work, how can you ask others to do so?
Once internal giving is in place, you work your way out to current friends and donors. You or your board members should ask them to give for the first time or to repeat a gift.
Now this is where the fund-raising process often hits a major snag. It's hard to ask.
Writing and mailing a foundation proposal or an appeal letter is easy. It's less personal. But remember, most of your gifts will come from individuals.
Someone has said that in most organizations the gifts of nine to ten individual donors will make the difference between red ink and black ink in your yearly budget.
So it is critical that you ask, not for yourself but for the cause that you passionately believe in, that of saving lives.
How do you ask? Person-to-person and face-to-face. Not over the phone, not in a group, not in a letter, but person-to-person and face-to-face. It is absolutely the most effective means of communication.
Let me give you one good idea, and I'll be done.
Organize a small gathering of six to eight couples. Meet in a private home. Serve dessert and coffee. After dessert, present the vision and work of your ministry. Follow that with a few minutes of questions and answers.
When that is done, present a written list of the special needs that you have and then ask those in attendance if they would help. List a variety of projects, both large and small.
Some may wish to make a gift that evening. Tell the rest that you will call them the following week to discuss their involvement. If possible, meet with them individually.
Finally, don't neglect grant writing. It has a place on your fund-raising plan, but spend the majority of your time contacting individuals. They'll account for most of your gift income. Remember to ask.
Editor's Note: Articles from our previous issues may be read by clicking these links:
A. A. Baker is president of A. A. Baker Communications. He is a development consultant for Christian ministries. He may be contacted at his office: 2718-B Wade Hampton Blvd., Greenville, SC 29615. Phone: (864) 244-5711.
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