Successful Fundraising for Arts and Cultural Organizations

by Hopkins, Karen B.

• ISBN13: 9781573560290
• ISBN10: 1573560294
• Format: Paperback
• Copyright: 1996-11-25
• Publisher: Greenwood Pub Group

Summary

Fundraising experts Karen Brooks Hopkins of the Brooklyn Academy of Music and Carolyn Stolper Friedman of the Contemporary Museum of Art in Chicago offer important insights into today's best fundraising strategies for arts and cultural organizations of all sizes. New to this edition is an in-depth examination of corporate sponsorships, as well as a detailed chapter on endowment campaigns. All statistics, appendixes, and examples have been updated, and many helpful examples, including pledge forms, campaign statements, and sponsorship contracts, are also included.

Author Biography

KAREN BROOKS HOPKINS is president at Brooklyn Academy of Music (BAM), where she has worked since 1979.CAROLYN STOPLER FRIEDMAN is chief development officer of the Museum of Contemporary Art in Chicago, Illinois.

Table of Contents

List of Charts	vii	(2)
Preface	ix	(2)
Acknowledgments	xi	(2)
Introduction	xiii
CHAPTER 1. Institution Building	1	(7)
Articulating a Statement of Mission	2	(2)
Developing Effective Management	4	(1)
Formulating a Long-Range Plan	4	(4)
CHAPTER 2. Leadership	8	(13)
Board of Trustees	8	(7)
Senior Staff	15	(2)
Volunteers	17	(4)
CHAPTER 3. The Annual Fundraising Campaign	21	(31)
Determining Goals, Strategies, and Timetables	22	(3)
Establishing a Record-Keeping System	25	(5)
Renewing Gifts	30	(1)
Researching New Prospects	30	(14)
Developing Cultivation Plans	44	(1)
Soliciting the Funding Source	44	(6)
Building a Sense of Ownership	50	(2)
CHAPTER 4. Businesses	52	(12)
Why Does Business Support Arts and Culture?	53	(1)
What Are the Factors That Determine a Business's Giving Policy?	53	(1)
How Do Businesses Make Funding Decisions?	54	(1)
What Types of Support Are Available?	54	(7)
How Do Organizations Approach Businesses for Funds?	61	(3)
CHAPTER 5. Foundations	64	(6)
How Do Foundations Operate?	65	(2)
What Determines a Foundation's Giving Policy?	67	(1)
What Types of Support Are Available?	67	(1)
How Do Organizations Approach Foundations for Support?	68	(1)
How Do Foundations Make Funding Decisions?	68	(2)
CHAPTER 6. Individuals	70	(20)
Major Donors	70	(3)
Designing a Membership or Annual Fund Program	73	(3)
Acquisition of New Members	76	(7)
Renewing Existing Members and Annual Contributors	83	(1)
Ways of Giving	84	(2)
Telefundraising	86	(4)
CHAPTER 7. Government	90	(24)
Federal Government Support	91	(10)
State Support Programs	101	(2)
Community Support Programs	103	(11)
CHAPTER 8. Special Events	114	(9)
Choosing the Special Event	115	(1)
The Leadership Base	116	(1)
The Invitation List	117	(1)
The Invitation Package	118	(1)
Making the Sale	119	(1)
The Press Campaign	120	(1)
Caterers, Designers, Florists, and Photographers	120	(1)
Consultants and Volunteers	121	(1)
The Follow-Up	122	(1)
CHAPTER 9. Capital and Endowment Campaigns	123	(18)
Feasibility Study and Campaign Plan	124	(1)
Planning Phase	125	(6)
Campaign Implementation	131	(4)
Examples of Deferred/Planned Giving Options	135	(5)
Summary	140	(1)
Conclusion	141	(2)
APPENDIX A. Basic Fundraising Books	143	(4)
APPENDIX B. Keeping Up: Magazines, Newsletters, and Newspapers	147	(2)
APPENDIX C. Research Resources	149	(7)
APPENDIX D. Web Resources for Non-profit Fund-Raising	156	(5)
APPENDIX E. State Foundation Directories	161	(7)
APPENDIX F. State Arts Councils and Regional Arts Organizations	168	(3)
APPENDIX G. State Humanities Councils	171	(3)
APPENDIX H. Fundraising and Management Organizations	174	(2)
APPENDIX I. Arts and Cultural Service Organizations	176	(2)
APPENDIX J. Sponsorship vs. Advertising: Comparing Return	178	(5)
APPENDIX K. Fundraising Materials	183	(51)
Annual Report	183	(6)
General-Support Renewal Letter	189	(2)
Corporate General-Support Letter	191	(2)
Corporate General-Support Proposal	193	(6)
Corporate Special Project Proposal I	199	(7)
Corporate Special Project Proposal II	206	(6)
Foundation Special Project Proposal	212	(6)
Affinity Card Mailing	218	(1)
Annual Fund Mailing: Privileges and Pledge Form	219	(2)
Annual Fund Renewal Letter	221	(1)
Annual Acquisition Appeal Package	222	(1)
Telefundraising Renewal Script	223	(1)
Telefundraising Acquisition Script	224	(4)
Telefundraising Objection Responses	228	(4)
Special Event Invitation and Patron Letter	232	(1)
Special Event Invitation	233	(1)
APPENDIX L. Capital Campaign Materials	234	(11)
Endowment Campaign Brochure	234	(1)
Naming Opportunities and Privileges	235	(5)
Letter of Intent	240	(1)
Named Gift Reservation	241	(1)
Campaign Update Newsletter	242	(2)
Event Invitations	244	(1)
APPENDIX M. Teaching Ideas for Arts Administration Students	245	(6)
Index	251