The Fundraising Feasibility Study: Its Not About the Money

The Fundraising Feasibility Study
It′s Not About the Money
"This in–depth and accessible collection of essays by fundraising experts goes a long way in demystifying the capital campaign feasibility study. . . . It is a must read for administrators and trustees of any charitable organization considering embarking on a capital campaign."
—John Bloom, Director–Advisory Services
RSF Innovations in Social Finance
"At last, a book that tells all about a pre–campaign development planning study (aka feasibility study). From the role of the organization and its board to the role of the consultant and development staff, this book documents how readiness is the path to success . . . . If you′ve always wondered how conclusions are drawn, findings explained, and recommendations developed, read this book. It′s all here."
—James M. Greenfield, ACFRE, FHP,
author, Fund Raising: Evaluating and Managing the Fund Development Process and Fundraising Fundamentals and editor, The Nonprofit Handbook: Fund Raising, Third Edition
"The Fundraising Feasibility Study provides fundamental information on one of the most important, if little understood, elements of successful fundraising. Written by a cadre of the most experienced and knowledgeable professionals in the field, it offers insights and useful information that will be valuable to practitioners and scholars alike."
—James P. Gelatt, PHD,
Professor, Graduate School of Management & Technology
University of Maryland University College

Spis treści:
About the Editor.
About the Authors.
Preface.
Chapter 1 Stepping Up to the Challenge—Philanthropic Program Effectiveness (Martin L. Novom, CFRE).
Important Trends.
An Increase in Requests for Charitable Contributions.
Intensif ication of Public Scrutiny on the Nonprof it Sector.
Greater Attention by Donors on Improving Fundraising Effectiveness.
Increased Emphasis on Improving the Quality of Relationships with Donors.
How Nonprof it Organizations Are Responding to These Trends.
Increasing Philanthropic Program Budgets.
Renewed Emphasis on Ethics and Ethical Behavior.
Greater Focus on Strategic Thinking in Philanthropic Programs.
Increasing Sophistication of Trustees and Staf f.
Is This Enough?
Paying Attention to Risk.
Minimizing Risk and Maximizing Effectiveness.
Chapter 2 Looking in the Mirror—What Is a Precampaign Planning Study?(Elliot S. Oshry, CFRE).
Introduction.
Planning or Feasibility?
Benefits of a Well–Crafted Study.
Case for Support.
Gift Table.
Quality Control.
Educational Organizations.
Healthcare Organizations.
Areas of Inquiry.
Objectives and Deliverables.
Process.
Timing.
When to Do a Study.
Summary.
Chapter 3 Standing at the Threshold—It Takes More Than a Feasibility Study to Get Ready for a Capital Campaign (Betty Ann Copley Harris, FAHP).
Introduction.
Are You Ready to Undertake a Capital Campaign?
Why Conduct a Study?
Two Years before Starting a Campaign.
One Year before the Campaign.
Six Months before the Campaign.
Form a Precampaign Planning Committee.
You KnowYou’re Ready When.
What You Want from Your Feasibility Study.
Elements of Campaign Success.
Benefits of a Feasibility Study.
Gaining Internal Consensus.
Board Members Begin Thinking of Their Own Commitments.
The Urgency of the Case for Support Is Validated.
Top 10 Prospects Are Qualif ied.
Cultivation Value.
Donors Are Asked for Advice.
The Fundraising Acumen of Leaders and Staf f Is Tested.
Development Off ice Readiness Is Assessed.
Your Image in the Community Is Conf irmed.
The “Feasibility” of Your Campaign Goal Is Tested.
The Best Sources for Campaign Leadership Are Confirmed.
Timing for Your Campaign Is Indicated.
Other Impor tant Discoveries.
Benefits Beyond the Dollars Raised.
When a Feasibility Study Is Unnecessary.
Chapter 4 Development Assessment—Ready! Aim! Fire! (Anne Peyton, CFRE, CFP).
Rocket Science and Magic Bullets.
“We Want to Start a Campaign . . . ”.
Speak Truth in Love to Power.
What’s in a Development Assessment?
Audit or Assessment ?
Methodology.
Recommendations.
“You Can Start the Process”—Resources to Help You.
“What’s in It for Me? So What?”
A Governance Assessment?
Development Assessment and/or Precampaign Planning Study?
“Whew, That’s a Lot to Think About”.
Chapter 5 Ensuring Successful Outcomes—Assignment of the Tasks (Linda Lysakowski, ACFRE).
The Consultant.
The Steering Committee.
Chief Development Off icer.
Chief Executive Off icer.
Administrative Support Staf f.
The Board.
The Interviewees.
A Word about the Report.
Summary.
Chapter 6 Listening to the People—Selection of Interviewees (J.A. Tony Myers, CFRE ).
Introduction.
Choosing the Right Categories of People: Giving Voice to Constituents.
Whom Do We Choose? (Concerns about Stacking the Deck).
Listening Deeply.
Ensuring Those Who Can Make a Dif ference Are Heard.
Access to Wealth: How Money Is Created and Distributed in Our Culture.
Movers and Shakers and the Reputation of Your Organization.
Making Sure That Potential and Current Volunteer Leaders Are Given an Inside Seat.
Creating an Atmosphere and an Opportunity for Leading Contributors to Help in the Development of Potential Campaign Momentum.
Finding Room for Critics and Gadf lies.
Gadflies.
Fitting the Design of the Study to the Ethos and Culture of the Organization!
Authentic Leadership.
The Attractiveness of Developing Greater Distinctiveness.
Summary and Conclusions.
Chapter 7 Coming from Don ors—Conduct of the Interviews (Betty Ann Copley Harris, FAHP ).
Introduction.
Capturing the Interest of Donors to Participate inYour Study.
Letter of Invitation to Participate.
Scheduling the Interviews.
Anticipating Questions and Objections from Invitees.
Preparing for the Interview.
Conducting the Interview.
Chapter 8 Telling Our Story—Use of the Case for Giving (William L. Carlton, ACFRE ).
The Statement of Need.
Outgrowth of Strategic Plan.
Consensus of the “Family”.
Distinctiveness of the Document.
A Common Guide Outline.
Anticipating Concerns.
A First and Lasting Impression.
Chapter 9 Sifting and Sorting—Compiling of the Data (S. Sanae Tokumura, APR, ACFRE).
Garbage In, Garbage Out.
The Next Step.
Interpretation.
Aff inity.
Respect.
Case for Support.
Confidence.
Philanthropic Readiness.
Issues.
Chapter 10 Tell Me What I Say—Findings, Conclusions, and Recommendations (Eugene Scanlan, CFRE, PhD).
An End and a Beginning.
The Quality Report.
The Report Process—It’s More Than Paper.
The Report and Variations on a Theme.
Element 1: The Executive Summary.
Element 2: The Consulting Process.
Element 3: Findings.
Element 4: Analyses (or Conclusions).
Element 5: Recommendations.
Element 6: Attachments.
Other Considerations.
Conclusions.
Chapter 11 What Strengthens Our Institution—Integrating Results (Linda Lysakowski, ACFRE ).
Success Factors.
Typical Study Process Issues.
Public Relations.
Staf f ing.
Donors and Volunteers.
Overcoming the Obstacles.
The Campaign Plan.
Campaign Timeline.
Campaign Budget.
Scale of Gifts and Numbers of Prospects.
Organizational Chart and Position Descriptions for Campaign Cabinet.
Study Report Results.
Following Up on Recommendations.
Validity of the Study.
Extenuating Ci