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Conducting a Successful Development Services Program

ISBN: 978-0-7879-5624-0
640 pages
December 2001, Jossey-Bass
Conducting a Successful Development Services Program (0787956244) cover image


Nonprofits' behind-the-scenes fundraising functions--information systems, development technologies, research, managing prospects, and stewardship--not only support an organizations' overall development efforts but also are key to long-term success.

A first-of-its-kind resource, Conducting a Successful Development Services Program draws together in one book a tremendous body of knowledge on planning and managing an innovative and effective development services program. Written by master fundraiser Kent Dove, the book guides you through the process of identifying, researching, and managing prospects; creating, storing, and using data and information; and, properly administering gifts and showing appreciation to donors. An extensive resource section offers you a wealth of examples from real-life organizations.
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Table of Contents



About the Authors.


Selecting and Building the Best Information Management Systems.

Selecting and Building Your Donor Database.

Choosing Technologies to Support Communication.

Learning More About Your Donors.

Establishing Your Research Infrastructure.

Conducting Prospect Research.

Managing Prospects Systematically.

Sustaining the Gift.

Stewarding Gifts: Mary M. Bonk, Kent E. Dove.

Stewarding Donors: Sarah C. Beggs, Kent E. Dove.


Financial Report Forms.

Data Elements and Codes.

Information Services Project Log.

APRA Skills Sets: Basic, Advanced.

Positions Descriptions.

Research Request Forms.

Research Orientation Materials.

Vision and Mission Statements.

Research Department Procedures.

Statement of Ethics: APRA, CASE, NSFRE.

CASE Educational Partners Vendor List.

Estimating Net Worth.

Web-based Research.

Research Profile Formats.

Wall Street Terminology You Need To Know.

Corporate Filings.

Corporate Research Resources.

Nonprofit Key Word Search.

Useful Bookmarks for Doing On-line Research.

Prospect Management Protocols General Policy Moves Management Tracking Practices, Policies and Forms.

Rules Regarding Charitable Tax Deductions.

IRS Publications and Forms: IRS Form 8283, IRS Form 8282, IRS Form 8233, IRS Form 1099-Misc, IRS Form 1042, and Form 1042-S.

Gift Agreement Templates.

Gift Receipt Samples.

Corporate Matching Gift Company Listing.

Corporate Matching Gift Form.

Acknowledgement Letters.

Forty-seven Ways to Steward Donors.

Forms of Donor Recognition: Donor Wall, Donor Plaque, Named Facility, Named Natural Space, Seat Plate, Book Plate, Donor Tree, Donor Medallion, Personal Items, Donor Certificate.


Media Coverage.

Honor Roll of Donors.

Event Calendar.

Special Event Invitations.

Donor Survey.
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Author Information

Kent E. Dove, one of America's most successful and respected fundraisers, is Senior Adviser and Executive Director, Campaign Planning, for the Indiana University Foundation. He has served on the educational fundraising committee of the Council for Advancement and Support of Education (CASE) as well as on the board of directors of the Association of Fundraising Professionals (AFP). Dove is the author of several books on fundraising, including Conducting a Successful Annual Giving Program and Conducting a Successful Fundraising Program, both from Jossey-Bass.

Vicky Martin is director of research management and information services at the Indiana University Foundation.

Kathy Wilson is the former director of the office of development services at the Indiana University Foundation.

Mary M. Bonk is executive director of information and technology services at the Indiana University Foundation.

Sarah C. Beggs is coordinator of special projects at the Indiana University Foundation.
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"This is a must-have book for every nonprofit organization in America. For the first time, small- and mid-sized nonprofits as well as the larger ones have an all-in-one resource that will enable them to handle donors and gifts in ways that ensure both donor satisfaction and the growing body of rules and regulations that govern all nonprofits."
— M. Scott Mitte, executive director, The Roy F. and Joann Cole Mittee Foundation
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Conducting a Successful Development Services Program (US $70.00)

-and- Relationship Fundraising: A Donor-Based Approach to the Business of Raising Money, 2nd Edition (US $57.00)

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