The Complete Guide to Fundraising Management

THE WIDELY POPULAR GUIDE TO SUSTAINABLE NONPROFIT FUNDING UPDATED AND EXPANDED

The Complete Guide to Fundraising Management has been a cornerstone resource for executive directors, board members, staff, and volunteers at nonprofits for nearly two decades, and now this extensively updated new edition continues the tradition with the complete, authoritative information you expect on today′s most successful practices.

Whether you′re just entering the industry or need to refresh and expand your unique approach to fundraising, this comprehensive road map to repeatedly drawing higher contributions from a growing donor base goes beyond theory to present a tangible framework of high–payoff strategies for planning, assessing, and continually improving. Complete with a companion website featuring downloadable materials you can customize for real–world use, this Fourth Edition taps the leading practitioners in the field to give you:

Best practices for effectively optimizing your fundraising strategies with social media campaigning, Internet fundraising, and crowdsourcing Ready–to–use checklists, up–to–date sample reports and budget information, and a variety of other tools for quickly selecting and implementing the most cost–effective fundraising strategies to reach your goals Big–picture guidance for establishing and developing a fundraising program, including timelines, action steps, and advice for nailing down a compelling case for support

Gaining donor support has never been more competitive, and The Complete Guide to Fundraising Management gives you everything you need to draw the ongoing funding your organization needs to accomplish its mission.

Foreword

Foreword to the 4th Edition

Foreword to the 3rd Edition

Preface

A Note About the Website

Chapter 1 Five Major Fundraising Principles

Chapter 2 Your Organization and the Nonprofit World

An Overview of the Sector Broad Range of Services

Opportunities and Challenges

Working Together

Importance of Strategic Management

Be Sure Your Institution is Worthy of Support

Chapter 3 Managing the Resource Development Function

Analysis and Planning

Effectiveness: Doing the Right Things

Efficiency: Doing Things Right

Budgets and Financial Resources

Setting Fundraising Goals

Fundraising Modes

Special Issues Related to Small and Large Operations

Ethics

Evaluation

Chapter 4 The Case for Support and Fundraising Materials

The Case Statement

The Comprehensive Formal Case Statement

The Case Statement Process

Market– and Situation–Specific Case Statements

Presentations and Presentation Materials

Chapter 5 Managing Information

Record Keeping

Supporting Fundraising Strategies

Acknowledgments

Reports

Targeted Communications

The System

Establishing the Information System

File Systems and Procedures

Chapter 6 Prospect Identification, Research, and Segmentation

The Best Prospects

Prospect Research

Prospect Ratings and Evaluations

Know the Prospective Donor as a Person

Chapter 7 Nurturing Relationships

Friend–raising Activities

Moves Management Cultivating Real Relationships

Donor Acknowledgment

Four Parts of an Acknowledgment Program

Chapter 8 Major Gift Fundraising

When Major Gift Strategies Are Appropriate

Preparing for a Major Gifts Initiative

The Solicitation Interview (How to Ask for a Major Gift)

After the Solicitation

Solicitation Training and Role Playing

Chapter 9 Direct Response: Mail and Online

Acquisition Mailings

Renew and Upgrade

Lapsed Donors

Public Relations and Information

Frequency

Ensuring Success

Elements of the Appeal Package

Mail Lists

Mail Preparation: What to Do In–House; What to Do with a Mail House

Social Media and Text–to–Give

Newsletters Print and Electronic as Part of the Direct Response Program

Websites

Chapter 10 Telemarketing as a Relationship Building Tool

The Law and Telephone Solicitation

Volunteer Phone–a–thon

Volunteer Phone–a–Thon Overview

Volunteer Recruitment

Orientation

Managing the Process

Phone and Mail Campaign Coordination

Ad–Hoc Volunteer Call

Professional Telephone Solicitation Campaigns

Chapter 11 Special Event Fundraising, Cause–Related Marketing and Crowdfunding

Special Events: Choosing the Event

Implementing the Event

Cause–Related Marketing

Crowdfunding

Chapter 12 Grants

What Is a Grant?

Government Grants and Contracts

Foundations

Foundation Research

Project Development

The Application

Acknowledgment and Reporting Requirements

Donor–Advised Funds

Chapter 13 Planned Giving

Defining Planned Giving

Importance of Planned Giving

Charitable Gift Instruments Ways of Giving

Donor Education and the Planned Giving Program

Planned Giving Committee

Seminars

Sample Marketing Plan for Charitable Gift Annuities

Chapter 14 Capital and Endowment Campaigns

Requirements for a Successful Campaign

Chronological Steps for Success

Building Endowments

Institutional Differences

Campaign Organization and Structure

Chapter 15 Human Resources

The Board of Directors

The Resource Development Staff

Volunteers

Working with Consultants

Chapter 16 Successful Fundraising in Large and Small Nonprofits

What Every Fundraiser Should Monitor

Decision–Making

Small Shop Fundraising

The Job and the Joy of Fundraising

About the Authors

Acknowledgements

STANLEY WEINSTEIN, ACFRE, EMBA, retired as president of Stanley Weinstein & Co. Over forty–five years, he distinguished himself as a consultant, teacher, and author. He is founding director of Best Chance, a nonprofit organization assisting people released from prison.

PAMELA BARDEN, DBA, CFRE, is a distinguished instructor for UCLA Extension, adjunct professor at University of La Verne, a monthly contributor to npENGAGE, and a weekly columnist for NonprofitPRO.