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University Baptist Church, Houston, Texas, had approved a $6 million building project. Now it was considering whether to use a professional organization or go it alone on fundraising.

The church had used a professional organization before, but leaders decided they had learned enough from that experience to raise $3 million themselves.

After an extensive promotional program, the church succeeded in raising only $1 million. Leaders decided to ask the pros back in. In 18 months, the organization raised $3.3 million. Of that amount, 20 pledges were more than $24,000 each. The unassisted campaign had only received one such pledge.

This story is typical of what happens to churches that use fundraising organizations. According to Resource Services, Inc., self-directed campaigns commonly raise only one-tenth to one-third of what professionals raise. Why can fundraising organizations achieve so much more than churches that try to go it alone? Professionals in the field suggest these reasons:

Proven performance . As the track records of the following companies show, they're experienced in raising money for churches.

• James Varner, vice president of Resource Services, Inc., says his company served more than 300 churches last year.
• John Hewett of Cargill Associates says his firm has helped more than 2,000 churches raise at least $2.8 billion since 1976.
• Jim Sheppard, president of the Genesis Group (formerly Miller Linscott and Associates), says his group has helped hundreds of churches since 1988.
• Robert Hallett, president of TLC Ministries, has received many letters of appreciation for services rendered since starting the company in 1990.
• Gary Arnold, president of Church Fund-Raising Services, says that organization and its predecessor, Church Development Center, have done more than 5,400 church campaigns since 1948.

Expertise in a unique field . Companies that raise money for schools, businesses, or nonprofit organizations often fail when they try to do church campaigns. According to Hallett, that's because many companies assume that fundraising methods are the same for all organizations. "They overlook the distinctive nature of the church," Hallett says.

One thing that's unique about church fundraising is changing patterns of giving. Church fundraiser organizations deal with that by stressing stewardship education and spiritual renewal in their campaigns, Hallett says.

Varner understands church giving patterns too. He says people respond to the ineffective but oft-repeated bricks-and-mortar and dollars-for-a-new-building message by reducing their regular giving to meet capital giving. Resource Services addresses that problem with stewardship education materials for people of all ages.

Tailor-made programs . First United Methodist Church, Duncanville, Texas, needed $1 million to purchase land and build on it. The senior minister researched what professional organizations had done with churches and decided to do his own campaign.

He raised $200,000. After three years, the church called Resource Services to revive the stalled project. The company raised more than $800,000.

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