The complete guide to fundraising management / Stanley Weinstein.

Format:

Book

Author/Creator:

Weinstein, Stanley, 1943-

Contributor:

Harry E. Humphreys Book Fund.

Series:

AFP 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:

xxiii, 360 pages : illustrations ; 24 cm

Edition:

Third edition.

Place of Publication:

Hoboken, N.J. : John Wiley & Sons, [2009]

Summary:

A practical how-to book tailored specifically to the needs of professional and volunteer fundraisers, The Complete Guide to Fundraising Management, Third Edition moves beyond theory to address the day-to-day problems faced in nonprofit organizations, offering sound advice and proven solutions.

Filled with step-by-step guidance and practical advice on planning, self-assessment, cost-effective fundraising strategies, and much more, this new edition is your user-friendly road map for fundraising success in a highly competitive philanthropic environment. The book and accompanying Web site include all the tools, tips, and techniques you need to make your non-profit stronger and find the resources you need.

Inside you will find:

The five principles of fundraising

Best practices for fundraising on the Internet

Updated statistics on voluntarism, fundraising data, and the philanthropic sector

Resource development strategies

Information management techniques

Tips on market research and prospect identification

Guidelines for running major gift programs

Sections on fundraising by mail, by telephone, and through special events

Capital and endowment campaign key success factors

Whether you need a detailed tour of the entire fundraising process or just a little help here and there-The Complete Guide to Fundraising Management, Third Edition is for you, with savvy guidance on how to promote your cause, research potential donors, organize events, and utilize the latest technology.

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 Nonprofit World 7

An Overview of the Sector-Broad Range of Services 7

Opportunities and Challenges 9

Working Together 10

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 50

Ethics 55

Evaluation 58

Chapter 4 The Case for Support and Fundraising Materials 61

The Case Statement 61

The Comprehensive Formal Case Statement 62

The Case Statement Process 64

Market-and Situation-Specific Case Statements 65

Presentations and Presentation Materials 65

Chapter 5 Managing Information 73

Record Keeping 74

Supporting Fundraising Strategies 74

Acknowledgments 75

Reports 76

Targeted Communications 82

The System 85

Establishing the Information System 86

Chapter 6 Prospect Identification, Research, and Segmentation 93

The Best Prospects 94

Prospect Research 97

Prospect Ratings and Evaluations 99

Know the Prospective Donor as a Person 110

Chapter 7 Nurturing Relationships 113

Friendraising Activities 113

Relationship-Building Activities Must Be Scheduled and Monitored 120

Moves Management-Cultivating Real Relationships 120

Donor Acknowledgment 121

Four Parts of an Acknowledgment Program 126

Chapter 8 Major Gift Programs 131

When Major Gift Strategies Are Appropriate 132

Preparing for a Major Gifts Initiative 133

The Solicitation Interview (How to Ask for a Major Gift) 144

After the Solicitation 153

Solicitation Training and Role Playing 153

Chapter 9 Mail and Email Fundraising 157

Acquisition Mailings 157

Renew and Upgrade 161

Lapsed Donors 163

Public Relations and Information 164

Frequency 164

Ensuring Success 166

Elements of the Appeal Package 167

Mail Lists 174

Mail Preparation: What to Do In-House; What to Do with a Mail House 177

Post Office 180

Newsletters as Part of the Direct Mail Program 180

Email and Websites 181

Chapter 10 Telephone Solicitations 185

Volunteer Telephone Solicitations 186

Professional Telephone Solicitation Campaigns 197

Chapter 11 Special Event Fundraisers 201

Choosing a Special Event 202

Implementing the Event 204

Cause-Related Marketing 207

Chapter 12 Grantsmanship 213

What Is a Grant? 214

Government Grants and Contracts 214

Foundations 215

Foundation Research 217

Project Development 221

The Application 224

Acknowledgment and Reporting Requirements 228

Chapter 13 Planned Giving 231

Defining Planned Giving 231

Importance of Planned Giving 231

Charitable Gift Instruments-Ways of Giving 232

Donor Education and the Planned-Giving Program 240

Endowment Fund 250

Sample Marketing Plan for Charitable Gift Annuities 251

Planned-Giving Societies 257

Chapter 14 Capital and Endowment Campaigns 259

Requirements for a Successful Campaign 259

Chronological Steps for Success 264

Building Endowments 279

Institutional Differences 281

Campaign Organization and Structure 286

Chapter 15 Human Resources 291

The Board of Directors 291

The Resource Development Staff 313

Volunteers 320

Working with Consultants 323

Chapter 16 Evaluation 333.

Notes:

"The AFP fund development series"--P. v.

Includes index.

Local Notes:

Acquired for the Penn Libraries with assistance from the Harry E. Humphreys Book Fund.

ISBN:

9780470375068

047037506X

OCLC:

209788618