Achieving Excellence in Fundraising:
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The third edition of this acclaimed resource, Achieving Excellence in Fundraising, explainsthe fundraising profession's major principles, concepts, and techniques. With contributions from noted experts in the field, and filled with illustrative examples, this book demonstrates why fundraising is a strategic management discipline and clearly defines each step in the fundraising cycle.Praise for the Third Edition of Achieving Excellence in Fundraising"Achieving Excellence in Fundraising brings together the voices of leaders in the field with the research expertise of the Center on Philanthropy at Indiana University. This winning combination makes the updated third edition an excellent resource for everyone engaged in nonprofit fundraising."-John Lippincott, president, Council for Advancement and Support of Education (CASE)"This book is the best road map-coupled with creative approaches to the practice of fund development-you will find. The sections addressing donor interest and stewardship alone are worth the price. Take time to enhance your fundraising skills, and, most importantly,increase your fundraising results. Tempel, Seiler, and Aldrich have collaborated on apublication worthy of serious study."-William C. McGinly, president and CEO, Association for Healthcare Philanthropy"The third edition of this seminal piece of literature, Achieving Excellence in Fundraising, is a wonderful continuation of a legacy that provides the nonprofit sector with a thoughtful, comprehensive, and well-organized approach to contemporary and ethical fundraising practices. The legacy lives on!"-Denny Smith, president and CEO, CFRE International"One of the most significant challenges that the grantee organizations of foundations face is building sustainable resources. Achieving Excellence in Fundraising will help them build the fundraising program they need to do so."-Steve Gunderson, president and CEO, Council on Foundations"Today's donors seek new philanthropic experiences. Achieving Excellence in Fundraising couples the importance of good stewardship and relationships with innovation, engagement, and long-term results. This third edition takes a critical new look at a classic sector must-read."-Brian Gallagher, president and CEO, United Way Worldwide
Eugene R. Tempel
is president of Indiana University Foundation and professor of philanthropic studies and of higher education at Indiana University. He is a nationally recognized expert in the study and practice of philanthropy and nonprofi t management, and his career includes more than two decades in higher education administration, fundraising, and teaching. For eleven of those years, he directed the Center on Philanthropy at Indiana University, a leading national resource for nonprofit education, research, training, and public service programs. Dr. Tempel is a member of several boards, past chair of the Indiana Commission on Community Service and Volunteerism, the first elected president of the Nonprofi t Academic Centers Council, and a member of Independent Sector's Expert Advisory Panel that created national guidelines for nonprofi t governance and ethical behavior. He is the author and coauthor of several works in the fi eld and has won numerous awards. He earned his bachelor's degree from St. Benedict College and his M.A. and Ed.D. from Indiana University. He also holds the Certifi ed Fund Raising Executive (CFRE) professional certifi cation from CFRE International.
Timothy L. Seiler is director of The Fund Raising School at the Center on Philanthropy at Indiana University and is also assistant professor of philanthropic studies at Indiana University. Dr. Seiler, an alumnus of The Fund Raising School, has been a faculty member since 1986 and its director since 1994. He was also involved with the establishment of the Center on Philanthropy through service on the Policy Advisory Committee. He is an author and editor of fundraising publications and was editor-in-chief of the Excellence in Fund Raising Workbook Series and author of the workbook Developing Your Case for Support. Dr. Seiler serves the nonprofi t sector not only as a fundraiser, author, and teacher, but also as a board member and campaign committee member for several nonprofi ts and serves as a mentor to young professional fundraisers. He earned a B.A. degree in English from Saint Joseph's College, Rensselaer, Indiana, and M.A. and Ph.D. degrees in English from Indiana University. He also holds the Certifi ed Fund Raising Executive (CFRE) professional certifi cation from CFRE International.
Eva E. Aldrich is associate director of The Fund Raising School at the Center on Philanthropy at Indiana University, where her work centers on the development and revision of The Fund Raising School's curriculum. Prior to joining the Center on Philanthropy, she was a member of Johnson, Grossnickle and Associates, an institutional strategy and advancement consulting fi rm. Ms. Aldrich serves the fundraising profession as a member of CFRE International's Exam Committee and was a member of CFRE International's 2009 Job Analysis Task Force. In addition, she has taught fundraising professionals around the globe, conducting courses in Austria, China, India, and New Zealand. She earned her B.A. summa cum laude from Manchester College, North Manchester, Indiana, and her M.A. from Indiana University; she is currently pursuing a Ph.D. in philanthropic studies from Indiana University. She also holds the Certifi ed Fund Raising Executive (CFRE) professional certifi cation from CFRE International.
List of Tables, Figures, and Exhibits.
Foreword (Paulette Maehara).
PART ONE: FUNDRAISING: THE ART OF RELATIONSHIP BUILDING.
1 A Philosophy of Fundraising (Henry A. Rosso, Introduction by Eugene R. Tempel).
2 Plan to Succeed (Timothy L. Seiler).
3 Developing a Constituency for Fundraising (Timothy L. Seiler).
4 Developing and Articulating a Case for Support (Timothy L. Seiler and Eva E. Aldrich).
PART TWO: STRUCTURING YOUR FUNDRAISING.
5 The Total Development Plan (Timothy L. Seiler).
6 The Annual Fund (Henry A. Rosso, Updates by Meg Gammage-Tucker).
7 Major Gifts (James M. Hodge).
8 Capital Campaigns (Robert Pierpont).
9 Establishing a Planned Giving Program (Dean Regenovich).
PART THREE: DISCOVERING WHAT DONORS VALUE.
10 Contemporary Dynamics of Philanthropy (Patrick M. Rooney and Sarah K. Nathan).
11 Prospect Research (Vicky Martin).
12 Corporate Giving and Fundraising (Dwight F. Burlingame).
13 Foundation Fundraising (Gwendolyn Perry Davis).
14 Women as Donors (Debra J. Mesch and Andrea Pactor).
15 High-Net-Worth Donors (Marti K. S. Heil and Sandra Bate).
16 Ethnicity and Giving (Lilya Wagner, Introduction by Una Okonkwo Osili).
17 Giving Differences Among the Generations (Melissa S. Brown with Xiaonan Kou).
PART FOUR: THE ART OF SOLICITATION AND STEWARDSHIP.
18 Personal Solicitation (Kim Gattle).
19 Direct Mail Marketing (Mal Warwick).
20 E-Mail and Internet Solicitation (Jeff Stanger).
21 Special Events (Roberta L. Donahue).
22 Telephone Solicitation (Jonathan D. Purvis).
23 The Practice of Stewardship (William G. Enright and Timothy L. Seiler).
PART FIVE: INVOLVING VOLUNTEERS IN FUNDRAISING.
24 The Trustee's Role in Fundraising (Ted R. Grossnickle).
25 Volunteer Management (Tyrone M. Freeman).
26 Using Social Media to Energize and Mobilize Your Volunteers (Jay B. Love).
PART SIX: MANAGING THE FUNDRAISING PROCESS.
27 Managing the Fundraising Program (Elizabeth A. Elkas).
28 Leadership and Team Building (Lilya Wagner).
29 Organizational Strengths and Vulnerabilities (Eugene R. Tempel).
30 Donor Database Management and Segmentation (Jeffrey A. Lindauer).
31 Budgeting for Fundraising and Evaluating Performance (James M. Greenfield).
32 Marketing and Communications for Fundraising (Sandra Bate).
33 Selecting and Working with Fundraising Consultants (Margaret M. Maxwell).
34 Fundraising for Grassroots Nonprofi ts (Kim Klein).
PART SEVEN: ETHICS AND ACCOUNTABILITY.
35 Ethical Frameworks for Fundraising (Eugene R. Tempel).
36 The Law and Fundraising (Philip M. Purcell).
PART EIGHT: YOUR CAREER IN FUNDRAISING.
37 Fundraising as a Profession (Eva E. Aldrich).
38 Fundraising Credentialing (Eva E. Aldrich).
39 Preparing for the CFRE Exam (Eva E. Aldrich).
40 International Perspectives on Fundraising (Sharilyn Hale).
41 Resources for Strengthening Fundraising (Frances Huehls).
Glossary of Fundraising Terms.