Capital Campaigns : Strategies That Work

by Kihlstedt, Andrea

• ISBN13: 9780763730505
• ISBN10: 0763730505
• Edition: 2nd
• Format: Paperback
• Copyright: 2002-06-01
• Publisher: Jones & Bartlett

Summary

The Second Edition of Capital Campaigns remains the authoritative work on developing plans, strategies, and tactics that will raise funds for capital projects. It details proven methods of preparing for, launching, and completing a successful project. Step-by-step instructions, along with graphs, charts, checklists, and case studies will help make your campaign run smoothly by outlining the entire process from start to finish. The Second Edition also discusses new techniques required to successfully connect with your donors, including using e-mail, the Internet, telephone solicitations, clubs, and much more. In addition, this edition expands on the importance of tracking givers and shows you how to conduct successful Internet-based research, how to use databases to their fullest potential, and how to hire the appropriate outside consultants.

Table of Contents

Preface	ix
Acknowledgments	xi
Capital Campaigns: More than Money	1	(12)
What Is a Capital Campaign?	1	(1)
The Transformative Power of Capital Campaign Fund Raising	1	(1)
Building on a Culture of Philanthropy	2	(2)
Organizational Cycles and the Campaign	4	(1)
Types of Campaigns	4	(2)
Special Characteristics of Capital Campaigns	6	(1)
The Phases of a Capital Campaign	7	(2)
Requirements for a Successful Campaign	9	(3)
A Time for Heroes	12	(1)
Get Ready, Get Set	13	(18)
Planting in Fertile Soil	13	(1)
Donor Readiness	13	(2)
Organizational Readiness	15	(2)
Development Office Readiness	17	(3)
Preparing the Development Office	20	(11)
Preparing for a Campaign	31	(27)
The First Stage of Campaign Planning	31	(1)
The Case for Support	32	(8)
The Campaign Goal and the Gift Range Chart	40	(1)
Developing the Gift Range Chart	40	(2)
The Gift Range Chart and Prospect Planning	42	(1)
The Feasibility Study	43	(6)
Feasibility Study Consultants	49	(3)
Enlisting a Feasibility Study Committee	52	(1)
The Work of the Committee	52	(2)
The Interview Process	54	(1)
The Feasibility Study Report	55	(3)
Building the Campaign Team	58	(28)
Seeing the Big Picture	58	(1)
Defining Key Campaign Positions	58	(2)
Defining Staff Roles	60	(3)
Volunteer Campaign Leadership	63	(5)
Campaign Consultants	68	(13)
Expanding the Campaign Team	81	(2)
The Campaign and the Board of Directors	83	(2)
Creating a Positive Atmosphere	85	(1)
Planning the Campaign	86	(23)
The Importance of Campaign Planning	86	(1)
The Planning Process	86	(5)
Refining the Case for Support	91	(1)
Refining the Goal	92	(1)
Developing Non-Monetary Goals	93	(1)
The Gift Range Chart	93	(1)
Donor Recognition	93	(3)
Campaign Structure	96	(3)
Projecting a Realistic Campaign Timetable	99	(3)
Determining How Gifts Will Be Solicited	102	(1)
Deciding What to Count and How Much It's Worth	103	(2)
The Capital Campaign and Annual Giving	105	(1)
Gift Accounting and Reporting	105	(1)
Estimating Campaign Costs	106	(3)
Who's Who? Prospect Research and Donor Cultivation	109	(20)
Getting It Right	109	(1)
Whither the Search?	109	(2)
Where Not to Look. . .and Where to Look	111	(1)
Building a Prospect List through the Research Process	111	(7)
Setting Up a Prospect Information System	118	(5)
Filling in the Details with Secondary Sources	123	(4)
Knowing Right from Wrong	127	(1)
Donor-Focused Development	127	(1)
Patience and Practice	128	(1)
The Nucleus Fund	129	(25)
The Nucleus Fund	129	(8)
Soliciting Lead Gifts	137	(12)
Special Techniques for Soliciting Foundations and Corporations	149	(2)
Using Gifts Strategically: Challenge Grants	151	(2)
The Power of Lead-Gift Fund Raising	153	(1)
The Public Campaign	154	(27)
Going Public	154	(1)
The Campaign Kickoff	154	(3)
Media and the Campaign Message	157	(1)
The Special-Events Committee	157	(3)
Soliciting Major Gifts	160	(9)
Soliciting the Broad Base	169	(1)
Telephone Solicitation and the Capital Campaign	170	(6)
Direct Mail and the Capital Campaign	176	(4)
Welcome Relief after a Stressful Campaign	180	(1)
Campaign Communications	181	(18)
Campaign Communications	181	(1)
Developing a Communications Plan	181	(2)
Managing Campaign Announcements	183	(3)
The Power of Materials in Positioning a Campaign	186	(1)
Using Communications Professionals	186	(2)
Campaign Theme and Logo	188	(2)
Campaign Materials	190	(8)
Miscellaneous Materials	198	(1)
Spinning the Campaign	198	(1)
Practicing the Discipline of Gratitude	199	(16)
The Discipline of Gratitude	199	(1)
Saying Thank You	199	(8)
Recognizing Donors and Volunteers Publicly	207	(3)
Plaques	210	(3)
Reaping the Rewards of Gratitude	213	(2)
Beyond the Campaign	215	(11)
Finishing the Campaign	215	(3)
Evaluation, Reporting, and Stewardship	218	(3)
For the Record	221	(1)
Institutionalizing the Power of the Campaign	222	(2)
Looking Ahead	224	(1)
Campaign Lessons	224	(2)
Appendix A---Troubleshooting Guide to Capital Campaigns	226	(13)
Appendix B---Glossary of Common Campaign Terms	239	(3)
Appendix C---Bibliography	242	(3)
Index	245	(8)
About the Author	253