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Fund Raising Basics : A Complete Guide - Barbara Kushnber Ciconte

Fund Raising Basics

A Complete Guide

Paperback Published: 1st April 2001
ISBN: 9780834218901
Number Of Pages: 460

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The second edition of this essential book on the basics of fundraising provides new, up-to-date, and valuable information that every beginning fundraiser needs to know.

Forewordp. xiii
Prefacep. xv
Acknowledgmentsp. xvii
Philanthropy--An American Traditionp. 1
The Nonprofit Sectorp. 1
Definition of Philanthropyp. 1
History of Philanthropy in Americap. 2
A Tradition of Volunteerismp. 2
The Relationship between Volunteering and Charitable Contributionsp. 3
How Generous We Are as a Nationp. 3
Profile of a Donorp. 4
Indicators That Affect Giving and Volunteeringp. 5
How To Create a Philanthropic Environmentp. 5
A Donor Bill of Rightsp. 7
The Many Roles of Board, Staff, and Volunteers in Fundraisingp. 8
Selection of Volunteersp. 8
Knowing Who You Need on Your Boardp. 10
Adding Diversity to the Boardp. 11
What To Look for When Recruiting Board Membersp. 11
Job Descriptions for Board Membersp. 11
Setting Clear Goals and Expectations for the Boardp. 16
Working with an Existing Boardp. 16
Techniques To Motivate the Board into Actionp. 17
Board Training and Developmentp. 17
Advisory Committees to Boards for Fundraisingp. 18
Evaluating Board Members' Effectivenessp. 19
How To Retire a Board Memberp. 19
Role of Staff in Fundraisingp. 21
Communications between Board and Staffp. 21
Staff Expectations for Board Membersp. 22
Board Members' Expectations for Staffp. 22
Points of Light Foundation--State Offices of Volunteerismp. 23
State Volunteer Service Commissionsp. 24
The Development Officep. 30
The Need for a Development Officep. 30
Major Functions of the Development Office and Staff and Resources Neededp. 31
The Basic Requirements for Setting Up a Development Officep. 32
The Development Office Budgetp. 36
Various Models for a Development Officep. 36
Knowing When To Move from the One-Person Shop to a Larger Operationp. 40
Expectations for the Development Officep. 41
Organizations That Help Provide Used Computers to Charitiesp. 43
Companies That Provide Fundraising Softwarep. 45
Using Technology in Fundraisingp. 49
The Future of Fundraisingp. 49
The Need for a Technology Planp. 50
Assessing Your Needsp. 50
A Comprehensive Fundraising Data Management Systemp. 51
Evaluating Fundraising Softwarep. 51
Using a Service Bureau (Outsourcing)p. 56
Working with a Technology Consultantp. 57
Information at Your Fingertipsp. 57
An Organization's Home Page or Web Sitep. 59
E-Mail, Listservs, and Newsgroupsp. 60
Making Gifts Electronically--Electronic Funds Transferp. 61
E-Philanthropy--Fundraising On-Linep. 61
Where To Find Information about Software Packagesp. 64
Organizations in Cyberspacep. 65
Benedictine Nuns on Maryland's Eastern Shore Go "High Tech" To Raise Funds for Children with Disabilities: A Case Studyp. 67
Developing and Evaluating Your Fundraising Planp. 69
The Critical Need for Planningp. 69
Determining Organizational Goalsp. 69
The Development Auditp. 70
Setting Realistic Goals for Your Fundraising Programp. 70
Involving Board Members and Volunteersp. 79
Preparing a Budgetp. 79
Stages of a Development Programp. 80
Cost-Benefit Guidelines--Return on Investmentp. 80
The Evaluation Processp. 80
Building Relationships for Your Organization through Annual Givingp. 86
The Role of Annual Givingp. 86
Defining the Case for Supportp. 86
Solicitation Methods Used in Annual Givingp. 88
Recruiting Volunteer Leadersp. 88
Working with the Steering Committeep. 89
Training and Managing Volunteersp. 89
Using Gift Clubs To Motivate Increased Givingp. 90
The Annual Campaign Calendarp. 91
Effective Techniques To Increase Your Annual Campaignp. 91
Evaluating the Campaignp. 92
Annual Giving for Associationsp. 92
Using Direct Mail and Telemarketing To Build a Donor Basep. 94
Using Direct Mailp. 94
The Donor Acquisition Program--An Investment for the Futurep. 96
Testing and Analyzing Direct Mail Packagesp. 97
Types of Direct Mail Donorsp. 97
Donor Renewal Programsp. 98
Upgrading Donorsp. 98
Reinstating Lapsed Donorsp. 100
Saying Thank Youp. 100
Trends in Direct Mail Fundraisingp. 101
Using Telemarketing in Fundraisingp. 101
Direct Mail and Telemarketing--A Winning Combinationp. 106
Working with a Telemarketing Companyp. 107
Working with Direct Mail and Telemarketing Consultantsp. 108
Case Study: Direct Mail Acquisitionp. 109
Building an Effective Renewal Program: A Case Studyp. 115
Challenge Fund Letterp. 117
An IDC Phase I Test PHONE/MAIL Program Case Studyp. 119
Prospect Researchp. 121
Why Research Is Importantp. 121
How To Identify Prospectsp. 122
The Prospect Profilep. 122
Staffing and Organization of the Research Effortp. 123
Sources of Informationp. 124
Using Volunteer Screening Committeesp. 124
Public Informationp. 125
Using the Internetp. 126
Electronic Screeningp. 127
The Role of the Development Officerp. 128
Other Benefits of Prospect Research for an Organizationp. 128
Ethical Issues and Confidentialityp. 128
Reference Collections Operated by the Foundation Centerp. 133
Researching Government Grantsp. 134
The Shakespeare Theatre: A Case Studyp. 136
APRA Mission Statementp. 139
The Use of Personal Solicitation in Major Gift Fundraisingp. 141
The Importance of a Major Gifts Programp. 141
Elements of a Major Gifts Programp. 143
In-Depth Evaluation of Prospectsp. 143
How To Get Startedp. 143
Managing the Solicitation Processp. 145
Why Major Donors Givep. 145
Getting Involved--What Motivates the New Philanthropistsp. 147
An Investment Model of Givingp. 147
Venture Philanthropyp. 147
Ways To Involve and Cultivate Relationships with Prospectsp. 148
The Successful Solicitation--Overcoming the Fear of Askingp. 148
The Successful Solicitation Visitp. 149
How To Say Thank Youp. 152
Ways To Recognize Major Donorsp. 152
Stewardship--The Practice That Ensures Future Major Giftsp. 153
Case Study: Businessman Finds It's Better To Give Backp. 155
Corporate Fundraisingp. 157
The History of Corporate Philanthropyp. 157
How and Why Corporations Givep. 162
Corporate-Private Foundation Partnershipsp. 164
Research--Selecting the Right Corporation for Supportp. 164
Resources for Corporate Grant Informationp. 169
Writing the Corporate Proposalp. 169
Submitting the Proposalp. 171
Requests to International Corporationsp. 171
Waiting for the Decisionp. 172
Thanking the Corporate Donorp. 173
Evaluating the Projectp. 173
Reporting to Corporations on Use of Fundsp. 173
Corporate Matching Giftsp. 174
Cause-Related Marketing--Doing Well by Doing Goodp. 174
Corporate Sponsorshipsp. 176
Noncash Assistance from Corporationsp. 179
Other Forms of Corporate Supportp. 179
Declining Corporate Support because of Mergers and Acquisitionsp. 180
The Future of Corporate Givingp. 180
Resources for Researching Prospective Corporate Donorsp. 182
Sample Notice of Matching Gift Programp. 184
Massachusetts Bar Association Policy for Member Benefit Programsp. 185
Resources for Nonprofit Groups Seeking Donated Productsp. 192
Case Study: Raising Corporate Dollars for the First Timep. 194
Raising Money from Foundationsp. 197
Definition of a Foundationp. 197
Types of Foundationsp. 198
Planning an Effective Foundation Relations Programp. 198
The Solicitation Processp. 198
The Proposal Processp. 203
The Proposal Is Acceptedp. 205
The Proposal Is Rejectedp. 206
Trends in Foundation Fundraisingp. 206
Sample Letter of Inquiryp. 208
Delaware Valley Grantmakers Common Grant Application and Reporting Guidelinesp. 210
Sample Proposalp. 218
Brief Proposal Letterp. 223
Special Events--The Fun in Fundraisingp. 225
The Fun in Fundraisingp. 225
The Role of Special Events in Fundraisingp. 227
Cost versus Time of Special Eventsp. 228
The Role of Volunteersp. 228
The Role of Staffp. 228
Donated Services and Goodsp. 229
How To Select the Best Locationp. 230
How To Budget for a Special Event and Then Manage Itp. 230
Planning the Perfect Eventp. 232
What Must Be Done after the Event Is Overp. 237
Contracting with Outside Vendorsp. 237
Using an Event Management Groupp. 237
IRS Regulations Regarding Special Eventsp. 241
Sample "Hold the Date" Cardp. 243
Case Studiesp. 244
Charitable Contributions--Substantiation and Disclosure Requirementsp. 250
Fundraising Publicationsp. 253
The Need for Publications in Developmentp. 253
Publications Represent the Organizationp. 257
How To Produce Low-Cost, High-Quality Piecesp. 257
Use of Consultants in Writing Publicationsp. 258
Coordinated Efforts among Departmentsp. 261
Sample Fundraising Brochurep. 262
Sample Capital Campaign Question-and-Answer Brochurep. 281
Sample Capital Campaign Pledge Formp. 284
Samples of Special Event Invitation and Reply Cards Providing Specific Informationp. 285
Sample Annual Appeal Response Cardp. 290
Capital Campaignsp. 291
What Is a Capital Campaign?p. 291
Rules for Capital Campaignsp. 292
The Relationship between Capital Campaigns and Annual Campaignsp. 292
Campaign Readinessp. 293
The Feasibility Studyp. 295
Developing a Case Statementp. 296
Campaign Structure and Timetablep. 298
Methods of Giving to a Campaignp. 301
Using Commemorative Opportunities To Encourage Gifts and Recognize Donorsp. 302
Campaign Materialsp. 302
Setting up Internal Systemsp. 305
Maintaining Relationships with Leadership Donorsp. 306
What To Do When Campaign Momentum Wanesp. 306
Campaign Evaluationp. 307
Case Study: Getting Ready When You Are Not Readyp. 309
Capital Campaign Phasesp. 311
Campaign Activities Timetablep. 312
Donor Gift Recognition Opportunities Guidep. 314
The Basics of Planned Givingp. 319
Definition of Planned Givingp. 319
The Steps To Establish a Successful Planned Giving Programp. 319
Identifying the Best Prospectsp. 321
Marketing Your Planned Giving Programp. 321
The Role of Volunteersp. 327
The Bequest Society: The Simplest Way To Beginp. 327
How Planned Giving Fits into a Major Gifts Programp. 329
Case Study: The Development of a Planned Giving Programp. 331
Gift Acceptance Policies and Proceduresp. 333
Association Foundation Fundraisingp. 336
Overview of Association and Foundation Structuresp. 336
The Foundation's Relationship with Its "Parent" Associationp. 337
Trends in Accountabilityp. 338
Board Integrationp. 339
Foundation Staffingp. 339
Core Funding for the Foundationp. 339
Overview of Financial Resourcesp. 339
Fundraising Integration with the Associationp. 341
Types of Fundraising Available to Association Foundationsp. 341
Promotion and Marketingp. 349
Forging a Future Togetherp. 349
Association Foundation Group 1999 Membership Surveyp. 351
Case Study: Should an Association's Dues Increase Take Precedence over the Foundation's Annual Appeal?p. 356
Sample of an Association's Dues Notice with a Voluntary Contribution Checkoff To Support the Association's Foundationp. 358
Sample Association Annual Appeal Brochurep. 359
Sample Sponsorship Opportunities Packagep. 362
Working with Consultants: Hiring and Using Consultants in Your Fundraising Programsp. 370
Determining the Need for a Consultantp. 370
What Consultants Can Offer to a Development Operationp. 371
How To Convince Your Board and Staff To Use a Consultantp. 371
What To Expect from a Consultantp. 371
How To Find a Consultant Who Can Work with Youp. 371
How To Hire a Consultantp. 372
How To Develop Trust with a Consultantp. 373
Determining the Amount To Pay Consultantsp. 373
The Contractp. 374
Fees and Expensesp. 376
Evaluating the Work of a Consultantp. 376
Employee or Consultant According to the IRSp. 377
When To Use a Consultantp. 378
Criteria for Retaining Fundraising Counselp. 379
Sample Contract between a Consultant and an Associationp. 380
Fundraising as a Careerp. 382
The Characteristics of a Successful Fundraiserp. 382
Career Mappingp. 382
Career Questions for All Disciplinesp. 384
Ethics in Fundraisingp. 385
The Fundraiser as a Donor Stewardp. 386
Growing Career Opportunitiesp. 387
Conducting a Job Searchp. 387
The Importance of Networkingp. 388
Certificationp. 389
Educationp. 391
College and University Centers Specializing in the Study of Philanthropyp. 392
Fundraising and the Lawp. 395
Roles and Responsibilities of Development Professionalsp. 399
Philanthropic-Related Organizationsp. 405
Glossaryp. 408
Bibliographyp. 419
Indexp. 425
About the Authorsp. 437
Table of Contents provided by Syndetics. All Rights Reserved.

ISBN: 9780834218901
ISBN-10: 0834218909
Series: Aspen's Fund Raising Series for the 21st Century
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 460
Published: 1st April 2001
Publisher: Aspen Publishers Inc.,U.S.
Country of Publication: US
Dimensions (cm): 27.8 x 21.5  x 2.5
Weight (kg): 1.0
Edition Number: 2

Earn 246 Qantas Points
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