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Conducting a Successful Fundraising Program: A Comprehensive Guide and Resource

ISBN: 978-0-7879-5352-2
992 pages
March 2001, Jossey-Bass
Conducting a Successful Fundraising Program: A Comprehensive Guide and Resource (0787953520) cover image


The complete resource for fundraisers in any nonprofit organization!

Conducting a Successful Fundraising Program outlines a unique approach to successful fundraising and features an exhaustive resource section that includes actual organization publications, direct mail samples, model case statements, telemarketing scripts, special events check-lists, and more. This all-in-one resource covers all the traditional elements of fundraising--including annual giving, major gifts and planned giving, corporate and foundation relations, prospect research and management, and fundraising literature and promotions--as well as current issues such as gift administration, technology, and the use of consultants and paid solicitors in the solicitation process. Dove identifies the ten prerequisites that predict success in fundraising and then leads the reader step-by-step through every phase of the fundraising process, and provides specific advice on the elements crucial to any program's success.

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Table of Contents



The Author

Part 1 Planning and Implementing Your Fundraising Program 1

Tables, Figures, and Exhibits in Part One 2

Introduction 5

1 Tracing Philanthropy's Origins and Defining Fundraising Basics 9

2 Choosing a Campaign Model 25

3 Building and Stating the Case for Support 42

4 Defining Roles of Leaders and Top Volunteers in Fundraising 56

5 Recruiting, Educating, and Motivating Volunteers 71

6 Coordinating the Campaign Structure and Solicitation Process 84

7 Establishing the Campaign Timeline 99

8 Constructing and Using the Standards-of-Giving Chart 118

9 Laying the Foundation: Building the Annual Fund 134

10 Identifying, Researching, and Rating Individuals as Major Gift Prospects 159

11 Cultivating and Soliciting Major Gift Prospects 183

12 Developing and Marketing a Planned Giving Program 199

13 Structuring Planned Gifts 210

14 Building Lasting Relationships and Developing Lead Gifts 242

15 Approaching Corporations and Foundations 255

16 Promoting the Campaign 269

17 Testing Fundraising Potential and Assessing Programs 280

18 Using Paid Solicitors and Consultants 293

19 Applying Technology to Fundraising 310

20 Providing Accountability and Expressing Appreciation 334

21 Concluding the Campaign and Building on the Momentum 356

Part 2 The Fundraising Resource Guide 365

Resource Guide Contents 365

1 Mission Statements 369

2 Strategic Plan 371

3 Strategic Plan Progress Report 387

4 Case Statements 411

5 Case Statement with Companion Pieces 437

6 Short-Form Case Statements 461

7 Market Survey Materials 477

8 Volunteer's Job Description 523

9 Annual Campaign Volunteer's Kit 529

10 Capital Campaign Volunteer's Kit 573

11 Annual Campaign Plan 635

12 Capital Campaign Plan 643

13 Direct-Mail Solicitation Letters: Sequential Annual Mailings 687

14 Direct-Mail Solicitation with Insert 691

15 Telemarketing Scripts 693

16 Membership Club, Donor Club, and Giving Society Brochures 699

17 Special-Events Planning Checklists 717

18 Nonprofit Key Word Search 739

19 Gift Agreement Templates 743

20 Rules Regarding Income Tax Charitable Deductions 761

21 Templates for Drafting Trusts 771

22 Letter Proposal 789

23 Full Proposal 791

24 Monthly Financial Report 805

25 Newsletters 813

26 Pledge Forms 821

27 Letterhead and Envelopes 825

28 Public Announcement Event Invitation and Program 827

29 Program Assessment 837

30 Gift Receipt Templates 851

31 Stewardship Program at the University of Florida 859

32 Post-Campaign Assessment - Annual Campaign 883

33 Post-Campaign Assessment - Capital Campaign 893

34 Final Report - Annual Campaign 907

35 Final Report - Capital Campaign 937

References 949

Index 955

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Author Information

Kent E. Dove, one of America's most successful and respected fundraisers, is vice president for development and executive director of capital campaigns for the Indiana University Foundation. He has served on the educational fund raising committee of the Council for Advancement and Support of Education (CASE) as well as on the board of directors of the National Society of Fund Raising Executives. Dove is the author of several books on fundraising, including Conducting a Successful Capital Campaign, 2nd Edition (Jossey-Bass, 2000).

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"The greatest strength of this book is that it demonstrates the underlying structure of a fundraising plan and reveals the necessary interrelationships among the many components of a comprehensive development operation. . . . The book provides a one-stop resource that emphasizes the best practices in nonprofit fundraising." --Cathlene Williams, CAE director of education and research programs, NSFRE
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Conducting a Successful Fundraising Program: A Comprehensive Guide and Resource (US $106.00)

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