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Boards That Love Fundraising: A How-to Guide for Your Board

ISBN: 978-0-7879-6812-0
128 pages
February 2004, Jossey-Bass
Boards That Love Fundraising: A How-to Guide for Your Board (0787968129) cover image


Written by Robert Zimmerman and Ann Lehman--leading experts in the field of fundraising and board development--Boards That Love Fundraising not only shows that all board members (no matter the level of experience) can learn to raise funds but also provides effective tips to the more experienced fundraisers. This workbook explains your fundraising responsibility as a board member while it:
  • Provides information on board structure and its impact on raising money
  • Outlines the concepts that will empower you to ask for money effectively and fearlessly
  • Describes the wide variety of methods nonprofits use to raise money and  the board's role in each area
  • Shows how to recruit board members who can help with fundraising
  • Explores the vital issues of fundraising, planning, staffing, evaluation, and working with consultants

"The book provides tips to help board members overcome the fear of rejection and feel more comfortable asking for support."
-- The Chronicle of Philanthropy, May 27, 2004

[The authors exploration of] " ..topics such as how to ask for a substantial gift and motivations for giving are especially effective."
-- September 22, 2004, The Foundation Center, Philanthropy News Digest

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Table of Contents

About the Authors.


1. What Every Board Member Needs to Know to Start Fundraising.

The Five Responsibilities of a Nonprofit Board.

Specific Board Fundraising Responsibilities.

A Healthy Board.

Advisory Boards.


2. Fundraising Rules Underlying Successful Appeals.

Programming Determines Funding.

Getting People to Ask.

People Love to Give Away Money.

People Give Money to People.

Fundraising from the Perspective of the Donor, Not the Applicant.

People Give to Strength, Not Crisis.

Specificity is Next to Godliness.

Successful Fundraising Depends on Careful Record Keeping.

Ten Percent of the People Give 90 Percent of the Money.

Donors’ Gifts Must Be Recognized Immediately.

Good Fundraising is Opportunistic.

3. The Board’s Role in Specific Fundraising Activities.

Individual Contributions.

Contributions from Businesses.


4. Effective Board Recruitment.

Whom to Recruit.

How to Recruit.

5. Primed for Fundraising.

Creating a Development Plan.

What the Board Needs to Understand About Fundraising Staff.

What Development Staff Can and Cannot Do.

Specific Fundraising Roles.

Fundraising Costs.

Working with Consultants.

Evaluating Your Fundraising Effort.


Resource A: Major Donor Solicitation: Asking for the Gift.

Resource B: Major Donor Solicitation Scripts.


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Author Information

Robert M. Zimmerman is a fundraising specialist and president of Zimmerman Lehman. He has more than thirty years experience in the areas of fundraising, board and volunteer training and development, and executive search.
Ann W. Lehman is a lawyer, planning specialist, executive coach, trainer, and policy expert. She has worked in the public interest arena for more than twenty-five years.
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"There are many fine books on fundraising, but few delineate the board member's role with such clarity." (Stage Directions, 12/1/2004)

"The book is a user-friendly soft-cover workbook providing information on how to more effectively raise money." (Contra Costa Times, 4/2/2004)

"Zimmerman and Lehman have more than two decades of hands-on experience helping board members know how to do their job. This workbook distills their knowledge into helpful and easy exercises and tips that everyone in the nonprofit can use to raise more money."
—Kim Klein, publisher, Grassroots Fundraising Journal

"The wisdom in Boards That Love Fundraising helped me and our board of directors deal with some of our most challenging issues. In this day and age, fundraising by board members is critical to the success of any nonprofit organization?including ours. Zimmerman and Lehman will help your board get there, too."
—Janet Knipe, executive director, California Youth Correction

"Bob and Ann?s book is so readable yet filled with knowledge and wonderful exercises. It is sure to be a hit with any current or future board member."
—Marcie Storch, director of development, Legal Aid Society of San Mateo County, California

"With step-by-step guidelines, this book is a ?must have? for those engaged in fundraising."
—Allyson Hewitt, executive director/directrice general, Safe Kids Canada

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