![My Employment Diary]()
by Chris Horst | Dec 4, 2013 | Blog |
I still don’t know why I answered my phone. I didn’t recognize the number, but took the risk and put my clunky Blackberry to my ear. Matthew introduced himself. He had recently sold his law firm and was smitten with the mission of HOPE International. I almost declined the call, but I’m sure glad I didn’t.
That call came just over five years ago. At the time, I was new to my role as a fundraiser with HOPE. I’m sure Matthew sensed my nervousness, but he was gracious. We small-talked for a bit and then he asked me about my work. I told him of a crazy trip my new wife, Alli, and I were taking across the country. We dubbed the trip 10ten10 because we had planned ten events in ten states to commemorate HOPE’s tenth anniversary.
[As an aside, yes, the now vintage (and embarrassing) trip blog still exists. Thanks, Mom, (commenter name “P.M.” for “Proud Mother”) for the blog comments!]
Matthew liked the concept. And he decided to throw his weight behind it. He offered to match dollar-for-dollar every donation from the trip, up to $5,000. I pumped my fist in my office, but played it cool on the phone, pretending I received that sort of pledge often. I hadn’t (ever).
Alli and I started our 10ten10 trip in Pennsylvania and wound our way west to Seattle, then south to San Diego, and finally back east to Colorado. We held events all along the trail. As Oregon Trail aficionados, we were saddened to not ford any rivers or hunt any bison. But, at one Wyoming ranch, we did hunt prairie dogs (this is very normal, legal and humane in Wyoming—just trust me on this one). And, our Ohioan host was one of the nation’s top Cutco salesmen. And we exceeded our fundraising goals. All told, 77 new donors gave over $25,000 to fund HOPE’s work around the world during the trip.
The trip launched me into a career I’ve come to love. I like the trips, the days where my car becomes my remote office, and even the occasional crazy person who accuses HOPE of various sorts of heresy. And I really like writing. I started writing with these very poorly written early blog posts. Since then, I’ve written one short blog post for 60 straight months. “Practice makes better” and next month, my first book, Mission Drift, officially launches.
[As a second aside: I can’t think of anything that “screams Christmas gift” more than an IOU preordered copy of the book! Am I right?]
But most of all, I love our donors. Young and old, pastors and entrepreneurs, Anglicans and Baptists, oilmen and activists. Bankers and lawyers, like Matthew. They hail from different vocations, but they share affection for Good Samaritanism and for the Good News. And they make my work anything but the daily grind.
In mid-2006, HOPE extended me a job offer. I still am not sure why, as my previous work was not exactly related. I had worked as a construction laborer, a butcher’s assistant, and an amusement park ride operator (well, technically a senior ride operator, responsible for commandeering the fearsome Sky Princess). But they did. And I joined the grassroots HOPE team as Chief Gopher. That wasn’t my actual title, but for a tiny nonprofit with less than 10 headquarters staff, that’s basically what I became.
Then my boss shipped me off to Romania. Because who doesn’t love traveling, basically, to the Siberian Tundra in the dead of winter? I’m still not sure if it was a promotion or a demotion, but I accepted the challenge with long underwear and parka in tow. After completing a three-month feasibility study, I returned back to the States. HOPE had hired a Chief Gopher in my absence so I found a new role. After a brief stint in our human resources department, I moved over to the fundraising team.
The HOPE International global team, May 2013
When I made that move, our donors were already surging behind HOPE’s mission. They were absolutely the wind beneath our wings. In the 2005 fiscal year, we barely eclipsed $3M in revenue. By 2008, that number crested $6M. This year, Lord willing, we’ll cross $11M for the first time. The HOPE donor ranks swelled all the while. From under 1,000 supporters in 2006 to over 4,000 this year. The growth in other areas has been even more dramatic. From under 10 US staff in 2006 to over 70 now. And most importantly, from serving just over 100,000 clients in 2006 to nearly 600,000 today.
As HOPE’s support base has grown, our team of regional representatives has grown along with it—now stretching from Southern California to New England. I count it one of my greatest professional joys to serve alongside this talented group of HOPE ambassadors. In our cities, we enjoy the privilege of representing HOPE to our partner churches and donors, like Matthew.
When I called Matthew after our 10ten10 trip to share the exciting news about meeting the $5,000 match, he made our second phone call even more memorable than the first. He said he wanted to match the whole thing. All $25,000. As 2013 comes to a close, I’m swelling with gratefulness for Matthew and the thousands who have joined him in propelling the mission of HOPE around the world. When the all-powerful Creator entered the world in a manger, it was a breathtaking and unexpected act of generosity. And this Christmas, amidst all the asking and fundraising, I want HOPE donors reading this post to know how abundantly grateful we are for you. Thank you for reflecting the surprising generosity of Jesus.
by Chris Horst | Oct 2, 2013 | Blog |
“I just wish I did work that mattered as much as your work does.”
I was wrapping up lunch with a new friend when he dropped this line. His comment didn’t catch me off-guard. Frankly, it didn’t surprise me at all. I hear this comment—and close iterations of it—a lot. And I’m really tired of it. I’m tired of what it does to me and, even more, I don’t like it does to my friends.
I get it. I’m living the Christian dream, folks.
I work for an incredible global nonprofit. We’re missionary bankers, investing in the dreams of over half a million grassroots entrepreneurs around the world. Every day, we give vulnerable Rwandans and Ukrainians hope for today while introducing them to lasting Hope for eternity. We’re literally “proclaiming Good News to the poor…and setting the captives free.” I’m living the dream. But these comments inadvertently elevate my work while diminishing all others to little more than donation-makers.
I understand the line between my work and eternal significance seems incomparably short—surely much shorter than someone working as an engineer or baker—but my work is no more sacred. Granted, it’s taken me a long while to really believe that. When I first started working for HOPE International, I probably did think I was a little better than many of you Christians not working for nonprofit ministries. Just a little bit better. I’m sorry, but I think I did.
And I probably thought I was a little less spiritual than missionaries working directly on the field, those actually working in the slums. I felt I was less spiritual than activists running orphanages and/or living the monastic life. I always had an inferiority complex, to be frank, whenever I talked to anyone working to free women trapped in the sex trade at International Justice Mission. Because, I mean, they’re just amazing.
In The Spiritual Danger of Doing Good, my friend and colleague Peter Greer titled a chapter, “God Loves My Job More Than Yours.” It was a tongue-in-cheek reference to very real danger of this common perspective. The vocational kingmaking pervasive in our churches corrodes us. And it’s simply unbiblical. I believe it hoists many pastors and missionaries onto dangerous pedestals and relegates the rest to cheerleading. Yes, God calls some of us to work for remarkable nonprofits, but he calls more of us to work for law firms, retailers and electrical contractors.
If we really believe we’re all priests, my work is no more significant than Christians manufacturing metal fans and selling mattresses. Scripture uses the analogy of a body. And our biblical heroes include all sorts of careers, from shepherds to centurions.
Some of their careers appear really secular. Matthew worked for the Roman IRS. Daniel and Joseph served as high-ranking government officials in pagan regimes. Jesus and Joseph were carpenters. Peter, Andrew and John were fishermen (they still fished for fish, even after they became fishers of men).
When I really look at scripture, perhaps I am the one who should be concerned about whether or not my profession is biblically validated. It’s not so easy to find biblical examples of Christian fundraisers!
Through my work, we provide loans and savings accounts to people living on meager incomes in Congo and Haiti. But my work is not more sacred, nor more biblically validated, than bankers managing the assets of American millionaires. We’re all to “proclaim the excellencies of him who called [us] out of darkness.” No career has the market cornered on being salt and light.
Merrill Lynch and HOPE International. [Your employer] and International Justice Mission. In light of God and the mission he’s given to us all, we’re all on the same team, each serving uniquely. I don’t care if you’re a homemaker, hotelier, or housemaid. It might not always feel that way, but your job matters as much to God as mine does.
—-
I wrote this post to celebrate the launch of the Denver Institute for Faith & Work. I joined the Denver Institute board because of my enthusiasm about encouraging all Christians to consider the implications of their faith on their work.
by Chris Horst | Sep 4, 2013 | Blog |
I’ve heard a line of logic perpetuated from the biggest of stages, from pastors and leaders I respect a great deal. It proceeds something like this:
Imagine how much faster we could solve world problems if we all gave just a bit more to charity.
There is a lot to like about this sentiment. I’m a nonprofit fundraiser, after all. I’m all for people giving more to charity, particularly my charity! Still, I believe this logic does more harm than good.
In 1913 in a small farming town in Iowa, Fred H. Wells invested $250 on a horse, wagon and cans. And he began making ice cream. Iowans loved it. Delicious ice cream never stays a secret long and soon Iowa’s secret leaked beyond its borders. Fred Wells began selling a lot of ice cream. Today, his company—Blue Bunny—is the largest family-owned ice cream company in the world, selling over one billion dollars of it annually.
Fred Wells, founder of Blue Bunny Ice Cream (source: Blue Bunny)
I probably enjoy Blue Bunny ice cream more than I should. I’m fairly sure Brett McCracken was thinking about Peanut Butter Panic when he wrote, “Food…is something we can delight in, something through which we can taste the goodness of God.”
Recently, I was enjoying a bowl of Blue Bunny with family when we began discussing the company. The Wells are friends with my father-in-law and he’s had the opportunity of visiting their headquarters in Le Mars many times. He shared about how the company operates, treats its employees, and gives charitably from its profits. Blue Bunny is an exemplary model of business done well.
Upon learning that, I looked down at my empty bowl and quickly scooped seconds.
Eating Blue Bunny isn’t just a culinary joy. It’s effects stretch far beyond my bowl. Buying Blue Bunny sustains the careers of over 2,500 workers. Their wages put food on their families’ tables and clothes in their closets. The company and its employees pay hundreds of millions of dollars in taxes, which paves Iowan roads, sustains public schools, and employs the local police force.
There’s more to Blue Bunny ice cream than cream and sugar. When I trade four dollars for a half-gallon, that money doesn’t just evaporate. It fuels the grocery store, dairy farmers, truckers, and others along the Blue Bunny chain.
When we perpetuate the logic that “increased charitable giving will accelerate poverty reduction,” we inadvertently suggest that other types of spending don’t have a role to play in reducing poverty. In a sense, we create a monetary “sacred/secular” divide. Each use of our dollars—spending, giving, investing and saving—serves valuable purposes in our economy.
Giving to the homeless shelter alleviates poverty, but so does purchasing an iPhone. Healthy societies are built on families and institutions—churches, charities, businesses, and schools. It’s our job to sustain and fuel the best institutions through our giving, spending and investing.
Yes, give generously to charity. Openhandedness should be a countercultural marker and enduring posture of Christians. Giving is good for our souls and good for our communities. But each use of money can contribute to the alleviation of poverty. Spend and invest well. Buy from the good guys and steer clear of the weasels. And above all, scoop a second serving of Blue Bunny.
by Chris Horst | Jun 18, 2013 | Blog |
A few weeks ago, I sat down with a friend-of-a-friend who just started her first fundraising job. Because I’ve now been in a fundraising role for over five years, I have meetings and calls with new fundraisers often. Sometimes they’re new fundraisers joining the HOPE International team. Other times they are joining other organizations. Every time, it surprises me. Because I never thought I would last in a fundraising role. Even more surprising, I never thought I would truly enjoy the work. But I’ve lasted and I’ve grown in my enjoyment with each passing year.
Before I continue, I’d like to offer a word on “fundraising” as a descriptor: I don’t like the term. It fails to capture the entirety of what the job is about. And, it creates an unhealthy dichotomy between giver and receiver: I ask and you give. When done right, we both give and we both receive through the experience. But, since each nonprofit seems to pick their own descriptor (development at HOPE, advancement at many universities, catalyst at hipster agencies, etc.), I’ve chosen to use “fundraising” to keep things simple.
And if you’re in fundraising, please don’t shy away from the descriptor. When we get overly kitschy describing our work, many times people are left more confused about our jobs than they were before. When you say you “mobilize resources towards cause advancement” …what exactly do you mean? Candor goes a long way. Trust me on this one. Nobody is going to run away from you when they hear you are a fundraiser.
So, what are the must-read resources on fundraising?
- The Spirituality of Fundraising by Henri Nouwen. This is foundational material for Christians in donor relations. It sets the right tone and affirms the “heart and soul” of the job. Or at least of the job-done-well.
“Fundraising is a subject we seldom think about from a spiritual perspective. We may think of fundraising as a necessary but unpleasant activity to support spiritual things… From the perspective of the gospel, fundraising is not a response to a crisis. Fundraising is, first and foremost, a form of ministry. It is a way of announcing our vision and inviting other people into our mission. Vision and mission are so central to the life of God’s people that without vision we perish and without mission we lose our way.” – Henri Nouwen
- To Sell is Human by Daniel Pink. When I first heard Daniel Pink on a radio interview about this book, I knew he was onto something. His insights into the industry of sales undermined the faulty assumptions many hold and cast a hopeful way forward to think about this craft. While there are some differences between fundraising and sales, Pink does an exceptional job of building bridges between the two. Because in practice, the two are not much different. And, as he says in the book, almost all of us are in “sales” in some way or another. Entrepreneurs, doctors, teachers, and fundraisers all sell, even if they wouldn’t describe it that way. The phrase he uses is “moving others.” The slick salesman caricature with an “always be closing” approach is both dated and off-putting. Pink’s robust social science research articulates the new reality for workers engaged in moving others.
“Selling in all its dimensions–whether pushing Buicks on a car lot or pitching ideas in a meeting–has changed more in the last ten years than it did over the previous hundred. Most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled.” – Daniel Pink
- Generous Giving, Mission Increase Foundation, and National Christian Foundation: I love the good folks at these three organizations. Generous Giving, simply, is “committed to spreading the biblical message of generosity among those entrusted with much.” They encourage and mobilize Christian givers around the world, but they are also mobilize Christian fundraisers. They tell great stories of generosity. They host retreats and conferences celebrating generosity. And they take joy in encouraging fundraisers as well. The same is true with MIF, an organization committed to helping fundraisers raise funds well. National Christian Foundation is also a great resource for fundraisers. With chapters across the country–and the third-largest donor advised fund in the world–NCF should be a trusted partner to all fundraisers. They are equal parts encouraging and practical, equipping fundraisers and givers with the tools to live more generously and intentionally.
There are other books I like on the subject. Revolution in Generosity is a great textbook I use often. Made to Stick is my favorite marketing book (with fundraising implications). But I’m sure I’ve missed a number of great resources. If you’re in this line of work: What resource can you not live without?
by Chris Horst | Jun 18, 2013 | Blog |
A few weeks ago, I sat down with a friend-of-a-friend who just started her first fundraising job. Because I’ve now been in a fundraising role for over five years, I have meetings and calls with new fundraisers often. Sometimes they’re new fundraisers joining the HOPE International team. Other times they are joining other organizations. Every time, it surprises me. Because I never thought I would last in a fundraising role. Even more surprising, I never thought I would truly enjoy the work. But I’ve lasted and I’ve grown in my enjoyment with each passing year.
Before I continue, I’d like to offer a word on “fundraising” as a descriptor: I don’t like the term. It fails to capture the entirety of what the job is about. And, it creates an unhealthy dichotomy between giver and receiver: I ask and you give. When done right, we both give and we both receive through the experience. But, since each nonprofit seems to pick their own descriptor (development at HOPE, advancement at many universities, catalyst at hipster agencies, etc.), I’ve chosen to use “fundraising” to keep things simple.
And if you’re in fundraising, please don’t shy away from the descriptor. When we get overly kitschy describing our work, many times people are left more confused about our jobs than they were before. When you say you “mobilize resources towards cause advancement” …what exactly do you mean? Candor goes a long way. Trust me on this one. Nobody is going to run away from you when they hear you are a fundraiser.
So, what are the must-read resources on fundraising?
- The Spirituality of Fundraising by Henri Nouwen. This is foundational material for Christians in donor relations. It sets the right tone and affirms the “heart and soul” of the job. Or at least of the job-done-well.
“Fundraising is a subject we seldom think about from a spiritual perspective. We may think of fundraising as a necessary but unpleasant activity to support spiritual things… From the perspective of the gospel, fundraising is not a response to a crisis. Fundraising is, first and foremost, a form of ministry. It is a way of announcing our vision and inviting other people into our mission. Vision and mission are so central to the life of God’s people that without vision we perish and without mission we lose our way.” – Henri Nouwen
- To Sell is Human by Daniel Pink. When I first heard Daniel Pink on a radio interview about this book, I knew he was onto something. His insights into the industry of sales undermined the faulty assumptions many hold and cast a hopeful way forward to think about this craft. While there are some differences between fundraising and sales, Pink does an exceptional job of building bridges between the two. Because in practice, the two are not much different. And, as he says in the book, almost all of us are in “sales” in some way or another. Entrepreneurs, doctors, teachers, and fundraisers all sell, even if they wouldn’t describe it that way. The phrase he uses is “moving others.” The slick salesman caricature with an “always be closing” approach is both dated and off-putting. Pink’s robust social science research articulates the new reality for workers engaged in moving others.
“Selling in all its dimensions–whether pushing Buicks on a car lot or pitching ideas in a meeting–has changed more in the last ten years than it did over the previous hundred. Most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled.” – Daniel Pink
- Generous Giving, Mission Increase Foundation, and National Christian Foundation: I love the good folks at these three organizations. Generous Giving, simply, is “committed to spreading the biblical message of generosity among those entrusted with much.” They encourage and mobilize Christian givers around the world, but they are also mobilize Christian fundraisers. They tell great stories of generosity. They host retreats and conferences celebrating generosity. And they take joy in encouraging fundraisers as well. The same is true with MIF, an organization committed to helping fundraisers raise funds well. National Christian Foundation is also a great resource for fundraisers. With chapters across the country–and the third-largest donor advised fund in the world–NCF should be a trusted partner to all fundraisers. They are equal parts encouraging and practical, equipping fundraisers and givers with the tools to live more generously and intentionally.
There are other books I like on the subject. Revolution in Generosity is a great textbook I use often. Made to Stick is my favorite marketing book (with fundraising implications). But I’m sure I’ve missed a number of great resources. If you’re in this line of work: What resource can you not live without?
