Fundraising for Social Change

PRAISE FOR FUNDRAISING FOR SOCIAL CHANGE

"People love Kim′s fundraising wisdom and her keen ability to connect fund development with what matters in our communities. I always recommend Fundraising for Social Change to organizations in need of a book with ideas they can use right away as well as information about how to build a successful long–term fundraising program."
Steve Lew, senior projects director, CompassPoint Nonprofit Services

"I used Fundraising for Social Change as a textbook for my class for many years and often recommend it to grassroots organizations as a primer for developing a fundraising strategy. Kim′s years of experience and her own broad knowledge of the field give the book heft and credibility. Her pragmatism and sense of humor make it readable and engaging."
Maria Mottola, executive director, New York Foundation

"The information and inspiration we have received from Kim Klein′s books have been key to our grassroots fundraising efforts. Some people go back to Proust; I go back to her specifics about how to write a fundraising plan that actually works!"
Bob Fulkerson, state director, Progressive Leadership Alliance of Nevada (PLAN)

"Kim makes me a believer again whenever I am in her presence be it through her spoken or written word. While she provides the basics of raising money in an accessible form, what I truly value is the deep sense of purpose she reawakens in me as a fundraiser–activist."
Miguel Gavaldón, fundraising coach and trainer, Grassroots Institute for Fundraising Training

"Kim Klein′s Fundraising for Social Change was the first fundraising book I ever owned, many editions ago, and remains the most comprehensive, practical, and accessible resource for grassroots fundraisers. Reading this book is like having a smart, loyal friend whispering in your ear, ′Yes, you can do this. Here′s how.′"
Andy Robinson, author, Train Your Board (and Everyone Else) to Raise Money

Part One: What s New, What s Hot, What s Over, What s Not

Chapter one: Nonprofits and the Money They Raise

The Size and Scope of the Sector

Where Money for Nonprofits Comes From

Who Receives Charitable Giving

Chapter Two: Creating A Fundraising Philosophy

Chapter Three: Be Clear About What the Money Will Do

What is in the Case Statement

Why does your organization exist? What do you most believe?

What are your goals? What do you do?

What Have You Accomplished?

Who is involved in this organization and how does it run?

How much does it cost for your organization to function, and where do you get your money?

Creating a Strategic Plan

Developing the Case Statement

Chapter Four: What You Have to Understand to Begin Fundraising

Focus on Diversifying Donors

Appeal to People Who Give

Why People Give

Asking People to Give Is Easy to Learn

Chapter Five: The Importance of a Good Board of Directors

The Board and Fundraising

Time and Money

The Role of Paid Staff

Our Board Members Don t Have Any Money

Common Board Problems and Suggested Solutions

Too Much Is Expected of Board Members

Individual Board Members Feel Overworked

The Board Avoids Making Decisions

Decisions Are Made, Then Forgotten

There Is No Accountability.

Moving Past Board Problems

Recruiting Board Members Willing to Help with Fundraising

The Orientation

Advisory Boards

When to Form an Advisory Board

Forming the Advisory Board

Using Other Volunteers for Fundraising

Part Two: Ask Them, Thank Them, Ask Them Again

Chapter Six: Financial Needs and Fundraising Strategies

Annual Needs

Asking Several Times a Year

Attracting New Donors

Capital Needs

Endowment and Reserve Funds

Three Goals for Every Donor

Three Types of Strategies

You Can t Save Time

Chapter Seven: Thank Before You Bank

People Need to Be Appreciated

Don t Do As I Say

Do It Now

Logistics and Content

Sample Computer Generated Thank Yous

Thank You Calls

Common Questions

Chapter Eight: Getting Comfortable with Asking

Why We re Afraid to Ask for Money

Specific Fears

Chapter 9: Ask a Real Prospect

Ask a Prospect

Steps in Creating a Prospect List

Chapter 10: How to Ask

The Most Formal Approach

Sometimes You Only Need Step One or Step Two

The E–Mail or Letter

The Phone Call

The Meeting

Chapter 11: Strengthening Relationships by Creating Categories of Donors

Longevity

Size

Frequency

Donors Who Just Started Giving

Staying in Touch with Donors

Part Three: Strategies for Acquisition and Retention

Chapter 12: Multi–channel Fundraising

Chapter 13: What Successful Mass Appeals Have In Common

A Good List

An Understanding of the Psychology of an Appeal

Test and Evaluate

Chapter 14: Direct Mail

Acquisition: Get Someone to Give for the First Time

Retention: Get Donors to Repeat Their Gift

Upgrade: Ask Donors to Renew Their Gift

Using Direct Mail on a Smaller Scale

The Direct Mail Appeal Package

Benefits and Premiums

Using Direct Mail to Seek Renewal Gifts

Chapter 15: Internet

Follow the Research

Focus on your website and building your e–mail list

Driving Traffic to Your Site

E–Mail

Chapter 16: Using the Telephone

Basic Technique of the Phone–a–Thon

The Night of the Phone–a–Thon

After the Phone–a–Thon

Getting Publicity for Your Phone–a–Thon

Other Uses of the Phone–a–Thon

Chapter 17: Special Events

Types of People Who Attend Special Events

Choosing a Fundraising Event

The Logistics of a Special Event

Tasks of the Committee

Prepare a Budget

What Not to Forget

The Evaluation

Chapter 18: Establishing Voluntary Fees for Service

What to Charge For

Voluntary Fees

Introducing the Process of Collecting Fees

When Service Is Provided by Phone or E–Mail

Chapter 19: Door–to–Door and Street Canvassing

Advantages and Disadvantages

Elements Needed to Run a Canvass

Setting Up a Canvass

The Door to Door Canvasser s Work Day

Retaining Donors Acquired Through a Canvass

Chapter 20: Opportunistic Fundraising

Sunday

The Next Sunday

Tuesday.

Thursday.

Friday Night.

Find Your Own Opportunities

Part Four: Inviting Current Donors to Make Bigger Gifts

Chapter 21 : Building Major Donor Programs

Setting a Goal

Deciding How Many Gifts and What Size

How Many People to Ask

Materials for Major Gift Solicitation

Keeping in Touch with Major Donors

Renewing Major Donor Gifts

The Hardest Year

Chapter 22: Setting Up and Maintaining Recurring Donor Programs

Creating a Recurring Donor Program

Ongoing Promotion

Collecting Monthly Donations

Keeping Track of Recurring Donors

Chapter 23: Legacy Giving

Getting Ready for a Legacy Giving Program

Preparing to Talk About Legacy Giving

The Importance of a Will

Motivating Donors to Make a Will

The Bequest

How Someone Makes a Bequest

Gifts from Insurance and Retirement Funds

Introducing Your Legacy Giving Program

Chapter 24: Setting Up an Endowment

Endowment Defined

Benefits of Endowments

Disadvantages of Endowments

Considering an Endowment or Reserve Fund

The Authorization

Part Five: Using a Campaign Strategy for Raising Large Amounts of Money

Chapter 25: What All Large Campaigns Have in Common

Step 1: Set a Goal and Create A Gift Range Chart

Step 2: Create the Timeline

Step 3: Form a Solicitation Team

Step 4: Compile and Organize the List of Prospects

Step 5: Solicit the Gifts

Chapter 26: Raising Money for Capital

Best Use of Capital Campaigns

Beginning a Capital Campaign

Four Phases of the Campaign

Post–Campaign

Chapter 27: Endowment Campaigns

Setting a Goal

The Solicitation Team

A Clear Case For Support

Chapter 28: Conducting Feasibility Studies

Who Conducts the Feasibility Study

Whether to Do a Study

What Feasibility Studies Tell You

Achieving Success

Part Six: Budgeting and Planning

Chapter 29: Developing a Budget

Step 1: Estimate Expenses and Income Separately

Step 2: Meet, Compare, Negotiate

Ongoing Monitoring

Chapter 30: Creating a Fundraising Plan

Step 1. Set a Goal.

Step 2. Spell out the details of each income strategy.

Step 3. Plot Out Your Plans for Raising Money from Individuals.

Step 4. Decide on Numbers of Donors and Match Them to Strategies.

Step 5. Put the Plan onto a Timeline and Fill Out the Tasks.

Raise, Don t Cut

Chapter 31: The Perennial Question of Clean and Dirty Money

Chapter 32: What to Do in Case of Financial Trouble

Cash Flow Problems

Deficit Spending

Serious Accounting Errors, Mismanagement of Funds, or Embezzlement

Part Seven: Fundraising Management

Chapter 33: Infrastructure for Fundraising

Guidelines

Every Day:

Every Week

Watch for Time Sinks.

Action Plans

Chapter 34: Hiring a Development Director

The Role of a Fundraiser or Development Director

The Tasks of the Fundraiser

Solving Your Problems

Paying the Development Director

How to Find a Capable Development Director

Chapter 35: Using a Consultant, Coach, Mentor, or Trainer

Consultant

Trainer

Mentor

Coach

Working with a Consultant

What Fundraising Consultants Can Do

What Fundraising Consultants Generally Don t Do

How to Choose a Consultant

Paying Consultants

No Miracle Workers

Chapter 36: Dealing with Anxiety

Recruit Volunteers and Delegate.

Keep Your Priorities Clear.

Detach from the Results of Your Work.

Recognize That There Are External Forces Beyond Your Control.

Take Care of Yourself.

Part Eight: You the Fundraiser

Chapter 37: Know What You Need to Know

Information You Need for Fundraising

Get a Good Database

The Importance of Donor Records

Keeping Your List in Shape

Your Filing System

Sticking with It

Chapter 38: Working with Your Executive Director

On Defensiveness

Chapter 39: Working with Volunteers

Invite People to Participate in Fundraising.

Take the Time Necessary to Orient Volunteers to Your Fundraising Program.

Help Each Volunteer Choose the Fundraising Strategies He or She Will Feel Most Comfortable Doing.

Remember That Good Enough Is Good Enough.

Show Genuine and Frequent Appreciation.

Give Volunteers Time Off.

Chapter 40: When You Encounter Ethical Dilemmas

Three Moral Dilemmas

Three Tools

Part Nine: Special Circumstances

Chapter 41: Raising Money in Rural Communities

The Many Definitions of Rural

Raising the Money You Need in a Rural Community

Prospects

Strategies for Raising Money

Conclusion

Chapter 42: Fundraising for a Coalition

Examine the Problem

Some Solutions

Chapter 43: When No One Is Paid

Effective Orientation of New Volunteers

Finding Volunteers

Chapter 44: When You Are Just Starting Out

KIM KLEIN is an internationally known fundraising trainer and defining figure in the field of grassroots fundraising. A tireless supporter of organizations with small budgets working for social justice, she is the author of five books, including the award–winning Reliable Fundraising in Unreliable Times.