Beyond Fundraising: New Strategies for Nonprofit Innovation and Investment

Do you or your volunteers fear rejection or feel like a beggar when fundraising? Do you worry about soliciting donors too often? Are you tired of the relentless cycle of fundraising activities necessary to generate revenues for your programs? Beyond Fundraising: New Strategies for Nonprofit Innovation and Investment , Second Edition dispels these concerns and helps you: Learn how to position your organization in the community as a constructive, vital, and successful social investment Develop an investor relationship with donors and engage their values–based commitment capacity to make a difference in their communities In this revised and updated Second Edition, fundraising expert Kay Sprinkel Grace presents her internationally field–tested core beliefs, principles, and strategies for developing long–term relationships with donor–investors and volunteers. Share in the wisdom and experience that have helped countless nonprofit organizations grow their base of support and go beyond fundraising into true donor and fund development.

Preface to the Second Edition x Introduction to the Second Edition xvii Chapter 1 Values:The Context for Philanthropy, Development, and F undraising 1 Philanthropy Defined 1 The Role of Values in the Nonprof it Sector 2 Developing a Values–Based Approach 3 A Model of Values–Based Philanthropy, Development, and Fundraising 5 Understanding the Model 5 A Paradigm Shift: Integrating Philanthropy, Development, and Fundraising 14 Chapter 2 Putting Away the Tin Cup: Changed Attitude, Changed Practices 17 Why the Tin Cup Attitude Persists: Asker, Funder, and Institutional Reasons 17 Why Individuals and Institutions Must Change 24 A New View of Funders: Donor–Investors 24 The Investor Relationship 25 Conveying a New Attitude:Whose Needs Are You Presenting? 28 Chapter 3 Preventing Mission Drift: The Leadership Imperative 31 Maintaining a Strong Organization and a Strong Mission 31 Defining Mission Drift 31 Avoiding Mission Drift 32 Practices of Able Nonprof it Leaders 33 Special Challenges to Nonprof it Leaders: Balancing the Demands of Mission Fulf illment and Organizational Requirements 35 The Role of Leaders in Maintaining Effective Systems 39 Leadership in Times of Change 40 Chapter 4 Successful Development: Partnership and Process 47 Partnerships for Development and Fundraising 47 Creating Development Partnerships 48 Structuring a Successful Development Partnership 50 The Development Process: A Partnership for Donor and Resource Development 55 Summary 75 Chapter 5 Inviting Investment 77 Defining Donor–Investor 78 Building a Base of Donor–Investors 78 Challenges to Implementing an Investment Attitude 79 Asking for Investment 79 Inviting Investment:The Solicitation Steps 80 Shedding Old Attitudes 90 Overcoming Objections 97 Increasing Organizational Involvement in the Invitation to Invest 99 We Have Learned to Love the New Approach 100 Chapter 6 Capitalizing on the Community′s Investment Part One: Annual Campaigns 103 Annual and Capital Campaigns 103 Annual Campaigns 105 Annual Campaigns: Development as Well as Fundraising 105 Presenting Multiple Gift Opportunities to Donors 120 Elements of a Successful Annual Campaign 121 Chapter 7 Capitalizing on the Community′s Investment Part Two: Capital Campaigns 127 Rationale for Capital Campaigns 128 Need to Capitalize Nonprof its 129 Attracting Donors to Capital Campaigns 129 What to Consider Before Undertaking a Capital Campaign 134 Determining Whether to Go Ahead with a Campaign 135 Summary 140 Chapter 8 Stewardship: The Heart of the Development Process 141 Why Practice Stewardship? 141 What Stewardship Means 142 Giving and Stewardship 143 Stewardship and Belonging 143 Getting Donors and Prospects into the Kitchen 144 Putting Priority on Stewardship 145 Principles for Creating a Stewardship Program 145 Implementing a Stewardship Program 150 Creating a Culture of Philanthropy through Stewardship 155 Twenty–f irst–Century Tools for Stewardship 155 Chapter 9 Maximizing Board Development and Participation 159 Board Development:The Key to Fund Development 159 Replace Your Nominating Committee with a Committee on Trustees or Board Development Committee 160 Recruitment 162 Enlistment 168 Board Retention and Involvement 172 Board or Bored? Making the Most of Meetings 174 Board Retention and Rotation 183 Chapter 10 The Power of Planning 187 Why Organizations Need to Plan 188 Organizational and Development Plans 190 Preplanning Analysis 196 Putting the Ingredients Together: TRI–POD Planning Process 198 Chapter 11 Beyond Fundraising: Implementing the Principles 209 Implementing the Principles of This Book in Your Organization 209 Five Behaviors Required to Move Beyond Fundraising 210 Three Resources Required to Go Beyond Fundraising 214 Preparing to Take an Organization Beyond Fundraising 215 10 Steps to Take an Organization Beyond Fundraising 216 Two Case Studies: Going Beyond Fundraising 221 Trends to Anticipate in Nonprof it Development and Fundraising 228 Summary 232 Chapter 12 Afterword 233 Social Entrepreneurship 234 What We Face,What We Must Do 235 What Donor–Investors Must Do 237 What Communities Must Do 238 The Last Word 239 Index 241

KAY SPRINKEL GRACE , CFRE, is an internationally acclaimed independent consultant, speaker, facilitator, and writer. After successful careers in journalism and education, she became a development professional in 1979, working in several organizations before starting her own consulting firm in 1987. Since then, she has worked as trainer or consultant to thousands of nonprofit volunteers and professionals in the areas of board and staff leadership, planning, and capital and annual fundraising. She is the author of Beyond Fund–Raising and the coauthor of High–Impact Philanthropy (both published by Wiley), as well as the author of The Ultimate Board Member′s Book , Over Goal: What You Must Know to Excel at Fundraising Today, and Fundraising Mistakes That Bedevil All Boards (and Staff Too) .