High Impact Philanthropy How Donors, Boards, and Nonprofit Organizations Can Transform Communities

by Grace, Kay Sprinkel; Wendroff, Alan L.

• ISBN13: 9780471369189
• ISBN10: 0471369187
• Edition: 1st
• Format: Hardcover
• Copyright: 2001-01-01
• Publisher: Wiley

Summary

High Praise for High Impact Philanthropy"Successful navigation through today's changing world of philanthropy requires greater understanding by nonprofits and donors. High Impact Philanthropy meets this need."-Roberta W. Gutman, Executive Director, Motorola Foundation"At a time when the terrain of American philanthropy is so rapidly shifting in new and unprecedented ways, this bright and focused analysis stands as a beacon of innovative thinking for donors and community organizers alike. By sketching in bold strokes the case for more effective collaborative giving, this book may well help transform our communities in the twenty-first century."-Peter deCourcy Hero,President, Community Foundation Silicon Valley"High Impact Philanthropy provides a thoughtful analysis of how venture philanthropy is changing the way nonprofits run and how philanthropists give. Important parallels are made to the business world, demonstrating how nonprofits and donors can both benefit from putting their business hats on and running their organizations and giving programs like businesses."-Jan D'Alessandro Wadsworth, Vice President, AOL Foundation"High Impact Philanthropy is an effective and articulate guide to planning a major gifts strategy, soliciting major gifts from individuals in a personable and efficient manner, and integrating this essential task into the very structure of a nonprofit organization."-Claude Rosenberg, Founder, New Tithing Group

Author Biography

Kay Sprinkel Grace, CFRE, is an independent consultant, speaker, facilitator, and writer. She has also been a core faculty member of the Fund Raising School since 1980 Alan L. Wendroff, CFRE, is an independent consultant specializing in counseling nonprofit organizations in fund-raising and management issues. He teaches at California State University-Hayward in the extended education department

Table of Contents

About the Authors	xiii
Preface	xv
Acknowledgments	xx
Editor's Introduction	xxi
Introduction	1	(1)
Transformational Giving: High Impact Philanthropy	2	(1)
The Increasingly Public Face of Philanthropy	3	(1)
Understanding Urgency and the Transformational Gift	4	(1)
The Traditional Philanthropic Paradigm Has Shifted	5	(1)
Partners in Transformational Giving: Communities, Nonprofits, and Donor-Investors	6	(3)
PART I THE NEW PHILANTHROPY AND ITS IMPACT ON THE MAJOR GIFTS CULTURE	9	(52)
The New Organization: Redefining Major Gifts	11	(16)
Why the Nonprofit's Approach to Major Giving Needs to Change	12	(1)
Today's Major Donors: Creating New Models for Philanthropic Giving	13	(1)
Transactional versus Transformational Gifts	14	(2)
Major Gifts, from Transactional to Transformational: Some of the Basics Remain	16	(1)
Traditional Approaches to Major Gifts: Internal Goal Setting and Common Practices	17	(1)
Volunteer Role in Traditional Major Giving Programs	18	(1)
Traditional Sources of Major Gifts	19	(1)
Other Practices that Characterize Transactional Giving Programs	19	(1)
Eight Common Aspects of Major Transformational Gifts	20	(6)
Conclusion	26	(1)
The Role of Major Gifts in the Overall Development Plan: Enhancing the Mission	27	(13)
Approaching Major Gifts as a Program	28	(2)
Major Gifts as Part of a Continuum	30	(6)
Major Gifts as a Result	36	(2)
Connecting Planned Giving to Transformational and Annual Giving	38	(1)
Conclusion	39	(1)
Recruiting Donor-Investors for a Major Gifts Culture in the Nonprofit Organization	40	(6)
The Status Quo	40	(2)
Recruiting the Donor-Investor	42	(2)
A Blueprint for Recruitment	44	(1)
The Major-Donor Culture and How It Can Affect Recruitment	44	(1)
Conclusion	45	(1)
Getting the Organization Behind the Transformational Giving Plan: Making the Case for Major Gifts	46	(15)
The Internal versus the External Case: Process, Content, and Uses	47	(1)
Support for the Cultivation Process	48	(4)
Making the Case for Transformational Gifts	52	(1)
Five Principles for Making a Values-Oriented External Case	53	(2)
Identifying What the Donor is Looking For	55	(1)
Positioning Your Organization for Transformational Gifts	56	(2)
Responsibilities of Donor-Investors and Volunteers	58	(1)
Conclusion	58	(3)
PART II THE NEW DONOR-INVESTOR	61	(56)
Major Donor Motivation: The Key to Transformational Giving	63	(11)
Uncovering Major Donor Motivation	64	(6)
Maintaining Donor Motivation	70	(2)
The Nonprofit Motivation: Transforming Donors, Transforming Communities	72	(1)
Conclusion	72	(2)
The Impact of Major Gifts on Organizations and Communities	74	(11)
How Can Your Community Benefit from the High Impact Philanthropy Model?	74	(1)
What Would Happen to the Community If the Nonprofit Disappeared?	75	(2)
Why Are Similar Agencies Providing the Same Program in One Communnity?	77	(1)
What Is the Relationship among the Community, the Bureaucracy It Created, and the Independent Nonprofit Agency?	78	(1)
The Goldman Institute on Aging: A Case Study	79	(3)
The Metamorphosis of a Transformational Donor	82	(1)
Conclusion	83	(2)
The New Major Donors: Who They Are and What They Are Looking For	85	(16)
Characteristics of the New Philanthropists	86	(1)
How They give and What They Expect-Seven Characteristics	86	(7)
What Nonprofits Need to Know about What New Philanthropists Need	93	(3)
Challenges in Finding and Working with New Philanthropists	96	(1)
Some Special Issues in New Philanthropy	97	(2)
The New Philanthropists: Foothold in the Future	99	(2)
Identifying the Transformational Giver	101	(16)
Who Are These People, and What Makes Them Donate (or Not Donate)?	103	(1)
Characteristics of the Donor-Investor	104	(1)
How to Achieve Successful Results	105	(1)
The Network Map	106	(3)
Research Techniques and Resources	109	(2)
Profile of a Donor-Investor	111	(3)
Conclusion	114	(3)
PART III THE NEW DONOR/ORGANIZATION PARTNERSHIP	117	(52)
Asking for Major Gifts: The Role of Board and Staff Members	119	(10)
Shifting Paradigms	119	(1)
Who Makes the First Gift?	120	(1)
Solicitation Techniques for Donor Investors	121	(1)
A Model Solicitation	122	(4)
The Concept of Newtithing™	126	(2)
Conclusion	128	(1)
Getting Your Share: How to Market Your Values to the Community	129	(21)
What Nonprofits Can Learn from For-Profits about Marketing	131	(1)
Product versus Benefit: Basic Marketing Strategy	131	(1)
Two For-Profit Advertising Examples	132	(6)
Why Nonprofit Marketing Strategies Must Change	138	(1)
Successful Marketing Applications from the Nonprofit Sector	138	(7)
Marketing: A Matter of Time	145	(1)
How to Market Your Organization	146	(1)
Marketing with Impact	146	(3)
Conclusion	149	(1)
Maintaining Your Major Donors: Critical Stewardship Practices	150	(9)
Connecting Donors with Program	150	(3)
Systems and Stewardship	153	(2)
Getting Leaders to Understand the Value of Stewardship	155	(1)
Getting Program Staff to Understand the Value of Stewardship	156	(1)
Gauging the Effectiveness of Your Stewardship Program	157	(2)
New Strategies: Evaluating the Impact of Philanthropy	159	(10)
Vehicles for Conveying Evaluation Results: Programmatic and Philanthropic Measures	160	(1)
The Spread of Philanthropy and the Trends in Investment: The Background for Evaluating community Impact	161	(2)
Evaluating the Impact of Philanthropy	163	(1)
Philanthropy for the 21st Century: Standards for Evaluating Its Impact	164	(4)
Conclusion	168	(1)
Appendix A: High Impact Philanthropy Timetable (HIPT)	169	(2)
Appendix B: Special Resources	171	(4)
Index	175