A Fundraising Guide for Nonprofit Board Members

Praise for A Fundraising Guide for Nonprofit Board Members

"Julia Walker′s book is loaded with useful and practical fundraising advice for nonprofit board members and CEOs who face fundraising challenges in today′s economic climate. She touches all the important bases on how to mobilize board and staff in successful fundraising campaigns. Julia Walker′s book is indispensible reading for executive directors and all board members."
Gordon H. "Nick" Mueller, PhD President and CEO, The National WWII Museum, New Orleans, Louisiana

"A must read a comprehensive toolkit for board members, CEOs, and CAOs. Julia′s book not only prepares prospective board members for their roles but also informs current board members of their duties and responsibilities to the organizations they serve."
John Scarpucci, President, Forum for Fundraising, Fundraising Online Seminar Resource

"With this book, Julia Walker makes it possible for nonprofit organizations to invent their future rather than struggle in a debilitating state of constant scarcity. Those boards that recommit to their dreams will want the practical advice on fundraising in this book advice presented in an easy–to–use format with insights gleaned from real–world examples developed by an author who has lived it."
Martha W. Gilliland, PhD Vice President, Research Corporation for Science Advancementformer chancellor, University of Missouri–Kansas City

"Julia Walker brings a wealth of professional fundraising experience to her work, and she writes it in a way that is easy and practical for those of us who are in board leadership positions. This book will be a great help to others like us who have a great vision and need guidance with fundraising efforts."
Keith M. Little, Navajo Code Talker, USMC 4th Marine Division WWIIPresident, Navajo Code Talkers Foundation

"Julia Walker offers the kind of unique insight and practical advice that is derived from years of hands–on board training and fundraising success. This book should be included in every nonprofit board member′s orientation!"
K. Marianne Berner, Director of Development, Smithsonian Institution Traveling Exhibition Service (SITES)

"Julia′s years of practical experience with boards, coupled with a good sense of humor, make this a good read, and more importantly, a satisfying read. Each chapter builds on the prior ones, and the whole book comes together as a complete guide to training a board in fundraising. Julia′s book is certainly beyond the basics."
David F. Edwards, gift and estate tax attorney and charitable trustee

Acknowledgments xxi

About the Author xxiii

1 Board Leadership in Fundraising 1

A Challenging Economic Environment 1

The Board s Leadership Role in Fundraising 2

Building a Fundraising Board 8

The Fiduciary Role of the Nonprofit Board 12

Summary 19

2 Setting the Pace with Board Giving 21

Giving and Asking at the Board Level 21

Develop a Plan for Board Giving 28

Prepare for Your Fundraising Role 33

Summary 42

3 Getting Ready to Fundraise 43

Define Organizational Needs 43

Strategic Planning and the Board 45

Fundraising for Current Operations 48

Planning for Comprehensive Campaigns 52

Getting Organized for Fundraising 56

Training Board Members to Fundraise 62

Summary 68

4 Building the Team 69

Who Is on the Team? 69

How to Hire: What to Look for in a Chief Advancement Officer 78

Standards for Staffing and Cost per Dollar Raised 87

Fundraising Consultants 89

Summary 96

5 The Annual Fund 99

Raising Money for Operations 99

Annual Fund: Setting the Goal 100

Annual Fund: The Moving Parts 103

Making the Case for the Annual Fund 110

Galas and Fundraising Events 114

Leadership Annual Fund Programs 114

Summary 128

6 Major Gifts and Mega–Gifts 131

An Introduction to Major Gifts 131

Who Are Our Prospects? 136

Major Gift Prospects: What to Look For 139

Cultivation 144

Transformational Gifts: Giving at the Top 148

Summary 159

7 How to Ask for and Close a Gift 161

Preparing for a Successful Call 161

The Five Elements of the Successful Ask 165

Common Issues in Negotiating and Closing Gifts 172

Summary 182

8 Getting Ready for a Fundraising Campaign 183

An Introduction to Fundraising Campaigns 183

Setting Realistic Goals 192

Campaign Structure: Phases, Timetables, and Gift Tables 198

Summary 208

9 Fundraising Campaigns 209

Campaign Leadership Roles 209

Board Leadership in a Campaign 215

Campaign Volunteer Structure 218

Making the Case 226

Campaign Recognition and Pricing 229

Summary 239

10 Additional Sources of Giving 241

Giving from Foundations 242

Corporate Philanthropy 248

Planned Giving: Add to Your Fundraising Toolbox 251

Stewardship Programs 263

Summary 267

Appendix 269

Materials for a Board Retreat on Fundraising 269

Materials for a Board Training Exercise on Fundraising 289

Glossary of Basic Fundraising Terms 297

Index 303

Julia Ingraham Walker has been active in fundraising in New Orleans and the surrounding region for over twenty–five years. She served as vice president for advancement at Tulane University, where she directed a successful $250 million campaign. For the past twelve years, Julia has worked as an independent fundraising consultant on a regional and national basis. While her specialty has been consulting on capital campaigns, she became very active in a variety of rebuilding efforts in the calamitous post–Katrina period in New Orleans. Her clients include a diverse array of local, regional, and national nonprofits, including independent schools, charter schools, animal welfare organizations, museums, parks, and arts and cultural organizations. She was named New Orleans Outstanding Fundraising Executive by the Association of Fundraising Professionals for her work at Tulane and is the author of three other books published by Wiley. Julia′s ongoing work with numerous nonprofit boards inspired her to write this guide for board members.