The complete guide to fundraising management / Stanley Weinstein.

Format:

Book

Author/Creator:

Weinstein, Stanley, 1943-

Series:

AFP/Wiley fund development series

Language:

English

Subjects (All):

Fund raising--United States--Management.

Fund raising.

Nonprofit organizations--United States--Finance--Management.

Nonprofit organizations.

Finance.

Management.

United States.

Physical Description:

xxv, 350 pages : illustrations ; 24 cm + 1 CD-ROM (4 3/4 in.)

Edition:

Second edition.

Other Title:

Fundraising management

Place of Publication:

New York : J. Wiley, [2002]

System Details:

System requirements: IBM PC or compatible computer; CD-ROM drive; Windows 95 or later; Microsoft Word for Windows version 7.0 (including the Microsoft converter) or later or other word processing software capable of reading Microsoft Word for Windows 7.0 files.

text file

Summary:

If your nonprofit survives and thrives in today's highly competitive philanthropic environment, it will be because you made the most of your monetary and staffing resources. But doing so is a complicated business that demands the right approach. This practical how-to book offers an accessible and time-tested plan for fundraising success. Newly revised and expanded, The Complete Guide to Fundraising Management, Second Edition presents incisive explanations of basic fundraising principles and practices and thoroughly covers the fundamentals of strategic management. It provides all the tools and techniques you need to oversee a comprehensive resource development program that focuses on planning, self-assessment, and continual improvement. Concentrating on high-payoff, cost-effective fundraising strategies, the book presents straightforward guidelines and step-by-step instructions for strengthening your nonprofit and obtaining the resources needed to carry out its mission. This indispensable resource includes a CD-ROM containing innovative prospect rating, call report, prospect tracking, and various other essential forms; sample fundraising reports that focus on trends you should monitor; and time management and board nominating grids. Packed with all the essentials of good nonprofit management, The Complete Guide to Fundraising Management, Second Edition is the ultimate road map to fundraising success.

Contents:

Chapter 1 Five Major Fundraising Principles 1

People Give to People ... to Help People 1

People Give Relative to Their Means 2

Those Closest Must Set the Pace 4

Successful Fundraising 4

The 80/20 Rule Is Becoming the 90/10 Rule 5

The Need for Balance 6

Chapter 2 Your Organization and the Not-for-Profit World 7

An Overview of the Sector

Broad Range of Services 7

Opportunities and Challenges 8

Working Together 10

The Importance of Strategic Management 11

Be Sure Your Institution Is Worthy of Support 14

Chapter 3 Managing the Resource Development Function 19

Analysis and Planning 19

Effectiveness: Doing the Right Things 23

Efficiency: Doing Things Right 26

Budgets and Financial Resources 28

Fundraising Modes 44

Special Issues Related to Small and Large Operations 49

Ethics 55

Evaluation 58

Chapter 4 The Case for Support and Fundraising Materials 59

The Case Statement 59

The Comprehensive Formal Case Statement 60

The Case Statement Process 62

Market and Situation-Specific Case Statements 63

Presentations and Presentation Materials 63

Chapter 5 Managing Information 71

Record Keeping 72

Supporting Fundraising Strategies 72

Reports 74

Targeted Communications 79

The System 82

Establishing the Information System 83

Chapter 6 Prospect Identification, Research, and Segmentation 89

The Best Prospects 90

Prospect Research 93

Prospect Ratings and Evaluations 95

Know the Prospective Donor as a Person 106

Chapter 7 Nurturing Relationships 109

Friend-Raising Activities 109

Relationship-Building Activities Must Be Scheduled and Monitored 115

"Moves" Management

Cultivating Real Relationships 116

Donor Acknowledgment 116

Four Parts to an Acknowledgment Program 119

Chapter 8 Major Gift Programs 125

When Major Gift Strategies Are Appropriate 126

Preparing for a Major Gifts Initiative 127

The Solicitation Interview (How to Ask for a Major Gift) 139

After the Solicitation 147

Solicitation Training and Role Playing 147

Chapter 9 Direct and Select Mail Fundraising 151

Acquisition Mailings 151

Renew and Upgrade 155

Lapsed Donors 157

Public Relations and Information 158

Frequency 158

Ensuring Success 159

Elements of the Appeal Package 161

Mail Lists 168

Mail Preparation: What to Do In-House, What to Do with a Mail House 171

Post Office 173

Newsletters as Part of the Direct Mail Program 174

Chapter 10 Telephone Solicitations 175

Volunteer Telephone Solicitations 176

Professional Telephone Solicitation Campaigns 187

Chapter 11 Special Event Fundraisers 191

Choosing a Special Event 192

Implementing the Event 193

Cause-Related Marketing 197

Chapter 12 Grantsmanship 203

What Is a Grant? 203

Government Grants and Contracts 204

Foundations 205

Foundation Research 206

Project Development 210

The Application 214

Acknowledgment and Reporting Requirements 218

Chapter 13 Planned Giving 219

Defining Planned Giving 219

The Importance of Planned Giving 219

Charitable Gift Instruments

Ways of Giving 220

Donor Education and the Planned Giving Program 228

Endowment Fund 238

Sample Marketing Plan for Charitable Gift Annuities 239

Planned-Giving Societies 245

Chapter 14 Capital and Endowment Campaigns 247

Requirements for a Successful Campaign 247

Chronological Steps for Success 252

Building Endowments 266

Institutional Differences 269

Campaign Organization and Structure 273

Chapter 15 Human Resources 279

The Board of Directors 279

The Resource Development Staff 300

Volunteers 307

Working with Consultants 310

Chapter 16 Evaluation 319.

Notes:

Includes index.

ISBN:

0471200190

OCLC:

49681523