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The Complete Guide to Fundraising Management,9780470375068
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The Complete Guide to Fundraising Management



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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

Forewordp. ix
Prefacep. xiii
Acknowledgmentsp. xvii
About the Authorp. xix
Five Major Fundraising Principlesp. 1
People Give to People to Help Peoplep. 1
People Give Relative to Their Meansp. 2
Those Closest Must Set the Pacep. 4
Successful Fundraisingp. 4
The 80/20 Rule Is Becoming the 90/10 Rulep. 5
The Need for Balancep. 6
Your Organization and the Nonprofit Worldp. 7
An Overview of the Sector-Broad Range of Servicesp. 7
Opportunities and Challengesp. 9
Working Togetherp. 10
Importance of Strategic Managementp. 11
Be Sure Your Institution Is Worthy of Supportp. 14
Managing the Resource Development Functionp. 19
Analysis and Planningp. 19
Effectiveness: Doing the Right Thingsp. 23
Efficiency: Doing Things Rightp. 26
Budgets and Financial Resourcesp. 28
Fundraising Modesp. 44
Special Issues Related to Small and Large Operationsp. 50
Ethicsp. 55
Evaluationp. 58
The Case for Support and Fundraising Materialsp. 61
The Case Statementp. 61
The Comprehensive Formal Case Statementp. 62
The Case Statement Processp. 64
Market-and Situation-Specific Case Statementsp. 65
Presentations and Presentation Materialsp. 65
Managing Informationp. 73
Record Keepingp. 74
Supporting Fundraising Strategiesp. 74
Acknowledgmentsp. 75
Reportsp. 76
Targeted Communicationsp. 82
The Systemp. 85
Establishing the Information Systemp. 86
Prospect Identification, Research, and Segmentationp. 93
The Best Prospectsp. 94
Prospect Researchp. 97
Prospect Ratings and Evaluationsp. 99
Know the Prospective Donor as a Personp. 110
Nurturing Relationshipsp. 113
Friendraising Activitiesp. 113
Relationship-Building Activities Must Be Scheduled and Monitoredp. 120
Moves Management-Cultivating Real Relationshipsp. 120
Donor Acknowledgmentp. 121
Four Parts of an Acknowledgment Programp. 126
Major Gift Programsp. 131
When Major Gift Strategies Are Appropriatep. 132
Preparing for a Major Gifts Initiativep. 133
The Solicitation Interview (How to Ask for a Major Gift)p. 144
After the Solicitationp. 153
Solicitation Training and Role Playingp. 153
Mail and Email Fundraisingp. 157
Acquisition Mailingsp. 157
Renew and Upgradep. 161
Lapsed Donorsp. 163
Public Relations and Informationp. 164
Frequencyp. 164
Ensuring Successp. 166
Elements of the Appeal Packagep. 167
Mail Listsp. 174
Mail Preparation: What to Do In-House; What to Do with a Mail Housep. 177
Post Officep. 180
Newsletters as Part of the Direct Mail Programp. 180
Email and Websitesp. 181
Telephone Solicitationsp. 185
Volunteer Telephone Solicitationsp. 186
Professional Telephone Solicitation Campaignsp. 197
Special Event Fundraisersp. 201
Choosing a Special Eventp. 202
Implementing the Eventp. 204
Cause-Related Marketingp. 207
Grantsmanshipp. 213
What Is a Grant?p. 214
Government Grants and Contractsp. 214
Foundationsp. 215
Foundation Researchp. 217
Project Developmentp. 221
The Applicationp. 224
Acknowledgment and Reporting Requirementsp. 228
Planned Givingp. 231
Defining Planned Givingp. 231
Importance of Planned Givingp. 231
Charitable Gift Instruments-Ways of Givingp. 232
Donor Education and the Planned-Giving Programp. 240
Endowment Fundp. 250
Sample Marketing Plan for Charitable Gift Annuitiesp. 251
Planned-Giving Societiesp. 257
Capital and Endowment Campaignsp. 259
Requirements for a Successful Campaignp. 259
Chronological Steps for Successp. 264
Building Endowmentsp. 279
Institutional Differencesp. 281
Campaign Organization and Structurep. 286
Human Resourcesp. 291
The Board of Directorsp. 291
The Resource Development Staffp. 313
Volunteersp. 320
Working with Consultantsp. 323
Evaluationp. 333
Code of Ethicsp. 351
A Donor Bill of Rightsp. 352
Indexp. 353
Table of Contents provided by Ingram. All Rights Reserved.

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