The Third Edition of this invaluable handbook provides a complete overview of the entire development function, from management and strategic planning to hands-on, practical guidance for the various kinds of fundraising. Written by leading fund-raising professionals and edited by James M. Greenfield, this volume is a classic in the field of fundraising.

JAMES M. GREENFIELD, ACFRE, FAHP, is Senior Associate Vice President with The Alford Group, Inc. Since 1962, he has acted as a fundraising executive to three universities and five hospitals, including Hoag Memorial Presbyterian Hospital where he served for fourteen years and raised over $120 million

Preface

xix

Acknowledgments

xxii

PART I Managing Fund Development

1

(202)

Fund-raising Overview

2

(12)

John J. Schwartz

Strategic Planning for Fund Raising

14

(16)

Kimberly Hawkins

Marketing Strategies in Development

30

(22)

Barry J. McLeish

Budgeting for Fund Raising

52

(44)

James E. Connell

ROPES: A Model of the Fund-raising Process

96

(21)

Kathleen S. Kelly

Fund-raising Assessment

117

(35)

James M. Greenfield

John P. Dreves

Accountability: Delivering Community Benefits

152

(39)

James M. Greenfield

The Balanced Scorecard: A Performanc Measurement Tool for Not-for-Profit Organizations

191

(12)

Jean Crawford

PART II Ethics and Governance

203

(128)

A Not-for-Profit Ethics Program

204

(28)

Albert Anderson

Professionalism, Ethics, and Certification

232

(10)

Ted Bayley

Good Governance: Requisites for Successful Philanthropy

242

(48)

George F. Maynard III

Jerold Panas

James A. Rice

The Board Chair, Chief Executive Officer, and Development Officer

290

(13)

Gail L. Warden

R. Glen Smiley

The Board's Role in Fund Raising

303

(10)

Fisher Howe

Leadership Reengineering: The Not-for-Profit Board for Tomorrow

313

(18)

August A. Napoli

PART III Environmental and Institutional Readiness

331

(106)

Demographics: Our Changing World and How It Affects Raising Money

332

(15)

Judith E. Nichols

Why Do People Donate to Charity?

347

(14)

Douglas E. White

Women as Philanthropists: A New Approach and a New Voice in Major Gifts

361

(21)

Andrea Kaminski

Leading Learning Communities: Implications of the New Science for Not-for-Profit Organizations

382

(19)

Sally J. Smith

Philanthropy in the New Economy: The Quantum Civics Paradigm of Leadership

401

(23)

Richard D. Cheshire

Accountability for Leadership Volunteers

424

(13)

Patrick S. Guzman

PART IV Annual Giving Programs

437

(166)

Overview of Annual Giving

438

(18)

Nan D. Doty

Barbara M. Cox

Direct Mail

456

(24)

Kay Partney Lautman

Benefit Event Fundamentals

480

(20)

Sylvia Allen

Benefit Event Enhancements

500

(18)

Susan B. Ulin

Fund Raising on the Net

518

(19)

Michael Johnston

New Media and Direct-Response Fund Raising

537

(26)

Jason Potts

Telemarketing

563

(12)

William Freyd

Diane M. Carlson

Volunteer-led Solicitations

575

(28)

Walter P. Pidgeon Jr.

PART V Major Giving Programs

603

(264)

Overview of Major Giving

604

(11)

M. Jane Williams

The Corporate Support Marketplace

615

(23)

Lester A. Picker

Corporate Fund Raising

638

(10)

Dwight F. Burlingame

Cause-related Marketing and Sponsorship

648

(18)

Sylvia Allen

The Grant-seeking Process

666

(26)

Susan L. Golden

Grants from the Government

692

(21)

Cheryl New

Prospect Development---An Art

713

(20)

Bobbi J. Strand

Bentz Whaley Flessner

Major Gifts from Individuals

733

(22)

George A. Brakeley

Capital Fund Appeals

755

(33)

Charles E. Lawson

Planned Giving: Gift Vehicles

788

(36)

Lynda S. Moerschbaecher

Erik D. Dryburgh

Marketing: Printed Materials and Publications for Donors and Prospects

824

(9)

Ronald R. Jordan

Katelyn L. Quynn

A Natural Alliance: Financial Planners and Fund Raisers

833

(34)

Daniel Turse

PART VI Select Audiences and Environments

867

(114)

Raising Funds for a Religious Community

868

(20)

Barry T. O'Hare

Arthur H. Roach

Fund Development in the Salvation Army

888

(32)

Robert E. Gregg

Grass-roots Fund Raising

920

(28)

John Hicks, President

J. C. Greever

International Fund Raising

948

(15)

Thomas Harris

Fund Raising in Japan: Tips from Experience

963

(18)

Dwain N. Fullerton

David A. Woodruff

PART VII Support Ingredients

981

Fund-raising Consultants

982

Henry Goldstein

Donor Recognition and Relations

991

Jerry A. Linzy

Jerold Panas

Technology Applications

1001

Tom Gaffny

Accounting for Contributions

1016

Richard F. Larkin

Reading Internal Revenue Service Form 990

1035

Peter D. Swords

Federal Regulation of Fund Raising

1048

Bruce R. Hopkins

State Regulation of Fund Raising

1082

Seth Perlman

The Internet and the Regulation of the Not-for-Profit Sector

1101

Michael Johnston

The Self-Renewing Organization

1113

Tracy D. Connors

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