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Hidden Assets: Revolutionize Your Development Program with a Volunteer-Driven Approach

ISBN: 978-0-7879-5351-5
128 pages
February 2001, Jossey-Bass
Hidden Assets: Revolutionize Your Development Program with a Volunteer-Driven Approach (0787953512) cover image


While many nonprofits have significant volunteer resources, few know how to direct those resources strategically and systematically into their all-important development programs. Written by two fundraising experts, Hidden Assets shows you how, introducing a unique, proven formula for volunteer development that aims at enhancing fundraising, public relations, and marketing results through the strategic use of volunteers. Volunteers play a key role in a powerful new technique--affinity fundraising--that teaches step-by-step how to cultivate the donors who have the greatest affinity for an organization's work and mission. Brimming with real-life examples of how organizations have incorporated volunteers into their development programs, this hands-on guide comes with a wealth of worksheets, sample dialogues with donors, and practical tips on recruiting, retaining, and motivating volunteers.
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Table of Contents

Tables, Figures, Exhibits, and Worksheets.



The Authors.


How Volunteers Can Strengthen Donor Relationships.

Assessing Your Organization's Level of Affinity.


Reaping Results Through Staff and Volunteer Collaboration.

Identifying High-Affinity Prospects and Volunteers.

Helping Volunteers Conduct Donor Interviews.

Understanding and Responding to Donors.


Campaigns and Special Projects.

The Annual Fund.

Adapting the Model to Fit Your Organization.

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Author Information

DIANE HODIAK is a consultant and trainer to nonprofits in marketing, fund development, planning, and public relations. She has more than twenty years of experience in the field. JOHN S. RYAN former vice president and director of planned giving for the University of Minnesota Foundation, has been a professional fundraiser since 1960. He is the founder of Major Gifts, Inc.
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"The authors' unique process has a direct effect on donors. They come to the table having thought about objectives for themselves and their heirs, and their charitable dreams. This provides a wonderful foundation for later technical implementation by advisors like me." (Clinton A. Schroeder, president, American Council on Gift Annuities)

"Hodiak and Ryan have developed a structured listening process that helps donors relate their giving to their values, resulting in more frequent and larger gifts. After using this process with hundreds of donors over several years, I recommend it." (James A. Jenson, executive director, Luther Seminary Foundation)

"Affinity fundraising helps unlock the giving potential of often overlooked and undervalued friends. It allows us to help them create their very own legacy. This message is needed, wanted, and it works." (Lynette Brooks, director of resources, Mexico Division, The Nature Conservancy)
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