CRISTA Ministries: Inviting Donors on Missions of Mercy (No. 345)

By NICOLE LEWIS

How much it raised last year: $30.4-million

Its purpose: CRISTA, which stands for Christianity in Action, has 10 divisions that include

two camps in Washington state, an international and domestic adoption agency, and World Concern, a relief-and-development organization.

Where contributions come from: World Concern accounts for 75 percent of CRISTA’s total fund raising. Fifty-five percent of World Concern’s support consists of in-kind gifts; 19 percent comes from donors who give at least $500, 11 percent from donors who give smaller amounts in response to direct-mail and newsletter appeals, and the remainder from foundations, nonprofit groups outside the United States, government agencies, and other sources.

Most notable fund-raising effort of the decade: Inviting major donors — most of whom give at least $50,000 a year — and potential major supporters to visit World Concern’s projects in 27 developing countries, including Laos, Rwanda, and Somalia.

Why it works: Donors can see where their money goes and experience the living conditions in the places where the charity operates. Many donors increase the amount of their gifts after a trip.

Why it is cost-efficient: Donors pay all their personal travel expenses. The only costs for World Concern are the airfare, visa, and other expenses of the one charity staff member who accompanies the donor or donors on the trip.

Results: World Concern raised about $8-million last year from individual donors, approximately $3-million of it from some 30 donors, most of whom traveled abroad with the charity.

Where the money went: Increases in major gifts allowed the organization to open offices in the Republic of Georgia and in Uzbekistan and to pay for special projects, such as one that develops alternative cooking-fuel sources in Haiti.

Fund-raising approach getting less emphasis: To concentrate on major gifts, the charity has gradually reduced the number of people who receive direct-mail appeals.

The future: World Concern wants gifts from donors who give at least $500 a year to account for 75 percent of all donations other than in-kind gifts, up from 45 percent now. World Concern also plans to add to its 17-person development staff an additional fund raiser who will concentrate on major gifts.