The Complete Guide to Fundraising Management

by Weinstein, Stanley

• ISBN13: 9780470375068
• ISBN10: 047037506X
• Edition: 3rd
• Format: Hardcover
• Copyright: 2009-03-30
• Publisher: Wiley

Summary

There are now more than 1 million nonprofit organizations in the United States, and the fundraising industry is one of the fastest-growing segments of the economy. The Complete Guide to Fundraising Management presents step-by-step guidance on planning, self-assessment, continual improvement, cost effective fundraising strategies and much more. An accompanying website contains checklists, grids, and sample forms. Plus, the Third Edition adds a chapter on internet fundraising as well as updated statistics. Fundraising professionals will benefit from the practical advice on managing the complexities of a development office.

Author Biography

Stanley Weinstein, ACFRE, EMBA, is President of Stanley Weinstein & Co., specializing in the fundraising, management, and marketing needs of philanthropic organizations nationwide. With more than forty-two years of experience in the nonprofit world, he has distinguished himself as a consultant, teacher, and author. As a consultant specializing in organizational development, strategic planning, fundraising, annual, endowment, and capital campaigns, he has had the opportunity to work closely with board and staff leaders from more than 300 nonprofit organizations nationwide. His campaigns have resulted in numerous major gifts ranging from $50,000 to $50 million. In 2006, he was named "Outstanding Fundraising Professional."

Table of Contents

Foreword	p. ix
Preface	p. xiii
Acknowledgments	p. xvii
About the Author	p. xix
Five Major Fundraising Principles	p. 1
People Give to People to Help People	p. 1
People Give Relative to Their Means	p. 2
Those Closest Must Set the Pace	p. 4
Successful Fundraising	p. 4
The 80/20 Rule Is Becoming the 90/10 Rule	p. 5
The Need for Balance	p. 6
Your Organization and the Nonprofit World	p. 7
An Overview of the Sector-Broad Range of Services	p. 7
Opportunities and Challenges	p. 9
Working Together	p. 10
Importance of Strategic Management	p. 11
Be Sure Your Institution Is Worthy of Support	p. 14
Managing the Resource Development Function	p. 19
Analysis and Planning	p. 19
Effectiveness: Doing the Right Things	p. 23
Efficiency: Doing Things Right	p. 26
Budgets and Financial Resources	p. 28
Fundraising Modes	p. 44
Special Issues Related to Small and Large Operations	p. 50
Ethics	p. 55
Evaluation	p. 58
The Case for Support and Fundraising Materials	p. 61
The Case Statement	p. 61
The Comprehensive Formal Case Statement	p. 62
The Case Statement Process	p. 64
Market-and Situation-Specific Case Statements	p. 65
Presentations and Presentation Materials	p. 65
Managing Information	p. 73
Record Keeping	p. 74
Supporting Fundraising Strategies	p. 74
Acknowledgments	p. 75
Reports	p. 76
Targeted Communications	p. 82
The System	p. 85
Establishing the Information System	p. 86
Prospect Identification, Research, and Segmentation	p. 93
The Best Prospects	p. 94
Prospect Research	p. 97
Prospect Ratings and Evaluations	p. 99
Know the Prospective Donor as a Person	p. 110
Nurturing Relationships	p. 113
Friendraising Activities	p. 113
Relationship-Building Activities Must Be Scheduled and Monitored	p. 120
Moves Management-Cultivating Real Relationships	p. 120
Donor Acknowledgment	p. 121
Four Parts of an Acknowledgment Program	p. 126
Major Gift Programs	p. 131
When Major Gift Strategies Are Appropriate	p. 132
Preparing for a Major Gifts Initiative	p. 133
The Solicitation Interview (How to Ask for a Major Gift)	p. 144
After the Solicitation	p. 153
Solicitation Training and Role Playing	p. 153
Mail and Email Fundraising	p. 157
Acquisition Mailings	p. 157
Renew and Upgrade	p. 161
Lapsed Donors	p. 163
Public Relations and Information	p. 164
Frequency	p. 164
Ensuring Success	p. 166
Elements of the Appeal Package	p. 167
Mail Lists	p. 174
Mail Preparation: What to Do In-House; What to Do with a Mail House	p. 177
Post Office	p. 180
Newsletters as Part of the Direct Mail Program	p. 180
Email and Websites	p. 181
Telephone Solicitations	p. 185
Volunteer Telephone Solicitations	p. 186
Professional Telephone Solicitation Campaigns	p. 197
Special Event Fundraisers	p. 201
Choosing a Special Event	p. 202
Implementing the Event	p. 204
Cause-Related Marketing	p. 207
Grantsmanship	p. 213
What Is a Grant?	p. 214
Government Grants and Contracts	p. 214
Foundations	p. 215
Foundation Research	p. 217
Project Development	p. 221
The Application	p. 224
Acknowledgment and Reporting Requirements	p. 228
Planned Giving	p. 231
Defining Planned Giving	p. 231
Importance of Planned Giving	p. 231
Charitable Gift Instruments-Ways of Giving	p. 232
Donor Education and the Planned-Giving Program	p. 240
Endowment Fund	p. 250
Sample Marketing Plan for Charitable Gift Annuities	p. 251
Planned-Giving Societies	p. 257
Capital and Endowment Campaigns	p. 259
Requirements for a Successful Campaign	p. 259
Chronological Steps for Success	p. 264
Building Endowments	p. 279
Institutional Differences	p. 281
Campaign Organization and Structure	p. 286
Human Resources	p. 291
The Board of Directors	p. 291
The Resource Development Staff	p. 313
Volunteers	p. 320
Working with Consultants	p. 323
Evaluation	p. 333
Code of Ethics	p. 351
A Donor Bill of Rights	p. 352
Index	p. 353
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