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The third edition of this acclaimed resource, Achieving Excellence in Fundraising, explains the fundraising profession's major principles, concepts, and techniques. With contributions from noted experts in the field, and filled with illustrative examples, this book demonstrates why fundraising is a strategic management discipline and clearly defines each step in the fundraising cycle.
Praise for the Third Edition of Achieving Excellence in Fundraising
"Achieving Excellence in Fundraising brings together the voices of leaders in the field with the research expertise of the Center on Philanthropy at Indiana University. This winning combination makes the updated third edition an excellent resource for everyone engaged in nonprofit fundraising." John Lippincott, president, Council for Advancement and Support of Education (CASE)
"This book is the best road map coupled with creative approaches to the practice of fund development you will find. The sections addressing donor interest and stewardship alone are worth the price. Take time to enhance your fundraising skills, and, most importantly,increase your fundraising results.Tempel, Seiler, and Aldrich have collaborated on apublication worthy of serious study." William C. McGinly, president and CEO, Association for Healthcare Philanthropy
"The third edition of this seminal piece of literature, Achieving Excellence in Fundraising, is a wonderful continuation of a legacy that provides the nonprofit sector with a thoughtful, comprehensive, and well-organized approach to contemporary and ethical fundraising practices. The legacy lives on!" Denny Smith, president and CEO, CFRE International
"One of the most significant challenges that the grantee organizations of foundations face is building sustainable resources. Achieving Excellence in Fundraising will help them build the fundraising program they need to do so." Steve Gunderson, president and CEO, Council on Foundations
"Today's donors seek new philanthropic experiences. Achieving Excellence in Fundraising couples the importance of good stewardship and relationships with innovation, engagement, and long-term results. This third edition takes a critical new look at a classic sector must-read." Brian Gallagher, president and CEO, United Way Worldwide
Contents
List of Tables, Figures, and Exhibits xiii
Foreword xvi Paulette Maehara
Preface xix
Acknowledgments xxv
The Editors xxvii
The
1 A Philosophy of Fundraising 3 Henry A. Rosso, Introduction by Eugene R. Tempel
2 Plan to Succeed 10 Timothy L. Seiler
3 Developing a Constituency for Fundraising 18 Timothy L. Seiler
4 Developing and Articulating a Case for Support 27 Timothy L. Seiler and Eva E. Aldrich
PART TWO: STRUCTURING YOUR FUNDRAISING 39
5 The Total Development Plan 41 Timothy L. Seiler
6 The Annual Fund 51 Henry A. Rosso, Updates by Meg Gammage-Tucker
7 Major Gifts 64 James M. Hodge
8 Capital Campaigns 81 Robert Pierpont
9 Establishing a Planned Giving Program 92 Dean Regenovich
PART THREE: DISCOVERING WHAT DONORS VALUE 115
10 Contemporary Dynamics of Philanthropy 117 Patrick M. Rooney and Sarah K. Nathan
11 Prospect Research 125 Vicky Martin
12 Corporate Giving and Fundraising 138 Dwight F. Burlingame
13 Foundation Fundraising 150 Gwendolyn Perry Davis
14 Women as Donors 162 Debra J. Mesch and Andrea Pactor
15 High-Net-Worth Donors 172 Marti K. S. Heil and Sandra Bate
16 Ethnicity and Giving 183 Lilya Wagner, Introduction by Una Okonkwo Osili
17 Giving Differences Among the Generations 199 Melissa S. Brown
18 Personal Solicitation 213 Kim Gattle
19 Direct Mail Marketing 223 Mal Warwick
20 E-Mail and Internet Solicitation 235 Jeff Stanger
21 Special Events 247 Roberta L. Donahue
22 Telephone Solicitation 256 Jonathan D. Purvis
23 The Practice of Stewardship 268 William G. Enright
24 The Trustee s Role in Fundraising 275 Ted R. Grossnickle
25 Volunteer Management 285 Tyrone M. Freeman
26 Using Social Media to Energize and Mobilize Your Volunteers 295 Jay B. Love
PART SIX: MANAGING THE FUNDRAISING PROCESS 305
27 Managing the Fundraising Program 307 Elizabeth A. Elkas
28 Leadership and Team Building 318 Lilya Wagner
29 Organizational Strengths and Vulnerabilities 329 Eugene R. Tempel
30 Donor Database Management and Segmentation 340 Jeffrey A. Lindauer
31 Budgeting for Fundraising and Evaluating Performance 349 James M. Greenfield
32 Marketing and Communications for Fundraising 362 Sandra Bate
33 Selecting and Working with Fundraising Consultants 375 Margaret M. Maxwell
34 Fundraising for Grassroots Nonprofits 383 Kim Klein
PART SEVEN: ETHICS AND ACCOUNTABILITY 393
35 Ethical Frameworks for Fundraising 395 Eugene R. Tempel
36 The Law and Fundraising 413 Philip as a Profession 427 Eva E. Aldrich
38 Fundraising Credentialing 434 Eva E. Aldrich
39 Preparing for the CFRE Exam 437 Eva E. Aldrich
40 International Perspectives on Fundraising 441 Sharilyn Hale
41 Resources for Strengthening Fundraising 453 Frances Huehls
Glossary of Fundraising Terms 463
References 479
Index 489
