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Achieving Excellence in Fundraising, 4th Edition

ISBN: 978-1-118-85382-5
608 pages
January 2016, Jossey-Bass
Achieving Excellence in Fundraising, 4th Edition (1118853822) cover image

Description

Achieving Excellence in Fundraising is the go-to reference for fundraising principles, concepts, and techniques. With comprehensive guidance toward the fundraising role, this book reflects the latest advances in fundraising knowledge. Coverage includes evolving technologies, the importance of high net worth donors, global fundraising perspectives, results analysis and performance evaluation, accountability, and credentialing, with contributions from noted experts in the field. You'll gain essential insight into the practice of fundraising and the fundraising cycle, reinforced by ancillary discussion questions, case studies, and additional readings. With contributions from members of The Fund Raising School and the faculty of Indiana University's Lilly Family School of Philanthropy, this new edition includes detailed guidance on nonprofit accounting practices as defined by the Financial Accounting Standards Board and the American Institute of Certified Public Accountants, rounding out the complete, thorough coverage of the fundraising profession.

Designed to provide both theory and practical knowledge, this book is an all-in-one resource for anyone who performs fundraising duties.

  • Understand donor dynamics and craft an institutional development plan
  • Explore essential marketing and solicitation techniques
  • Learn effective volunteer recruitment, retention, and management strategies

Fundraising merges a variety of fields including psychology, business management, accounting, and marketing, making it a unique role that requires a uniquely well rounded yet focused skillset. Amidst economic uncertainty and a widening wealth gap the world over, it's more important than ever for fundraisers to have a firm grasp on the tools at their disposal. Achieving Excellence in Fundraising is the ultimate guide to succeeding in this critical role.

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Table of Contents

List of Tables, Figures, and Exhibits xv

Foreword xix

Preface xxiii

Acknowledgements xxvii

The Editors xxxi

Author Bios xxxv

PART ONE: A PHILANTHROPIC CONTEXT FOR FUNDRAISING 1

1 A Philosophy of Fundraising 3
Henry A. Rosso

2 The Joy of Giving 11
Sara Konrath

3 Plan to Succeed 27
Timothy L. Seiler

4 Developing and Articulating a Case for Support 37
Timothy L. Seiler

5 Individuals as a Constituency for Fundraising 49
Timothy L. Seiler

PART II: CONSTITUENTS: WHAT DONORS VALUE 59

6 Contemporary Dynamics of Philanthropy 61
Dwight F. Burlingame and Pat Danahey Janin

7 Prospective Donor and Donor Research and Database Management 71
Katie Prine and Elisabeth Lesem

8 Corporate Giving and Fundraising 85
Dwight F. Burlingame and Sean Dunlavy

9 Foundation Fundraising 101
Sarah K. Nathan and Elisabeth Lesem

10 Gender and Philanthropy 113
Debra J. Mesch and Andrea Pactor

11 Inclusive Philanthropy: Giving in the LGBT Community 127
Elizabeth J. Dale

12 Faith and Giving 141
David P. King

13 Ethnic Diversity and Giving 153
Una Osili and Sarah King

14 Generational Differences in Giving 169
Amy N. Thayer and Derrick Feldmann

15 Understanding High Net Worth Donors 185
Patrick Rooney and Una Osili

16 Global and Cross-Cultural Fundraising 201
Lilya Wagner

PART THREE: STRUCTURING YOUR FUNDRAISING 213

17 The Total Development Plan Built on the Annual Giving Program 215
Timothy L. Seiler

18 Major Gifts 225
James M. Hodge

19 Capital Campaigns 243
Aaron Conley

20 Establishing a Planned Giving Program 259
Dean Regenovich

PART FOUR: MANAGING THE FUNDRAISING PROCESS 291

21 Management and Leadership in Fundraising 293
Elizabeth A. Elkas

22 Organizational Development for Fundraising 307
Eugene R. Tempel and Lehn Benjamin

23 Budgeting for and Evaluating Fundraising Performance 321
James M. Greenfield and Melissa S. Brown

24 Marketing and Communications for Fundraising 337
Margaret M. Maxwell and Sean Dunlavy

25 Selecting and Working with Fundraising Consultants 351
Margaret M. Maxwell

PART FIVE: THE ART OF SOLICITATION 361

26 Personal Solicitation 363
Genevieve G. Shaker

27 Direct Response 375
Deborah L. Eschenbacher

28 Telephone Solicitation and Stewardship 387
Sarah K. Nathan

29 Digital Fundraising 401
Jeff Stanger

30 Special Events 417
Roberta L. Donahue and Caitlin Deranek Stewart

PART SIX: INVOLVING VOLUNTEERS 429

31 Stewardship and Accountability 431
Eugene R. Tempel and Timothy L. Seiler

32 Engaging the Board in Fundraising 439
Eugene R. Tempel and Timothy L. Seiler

33 Volunteer Management 451
Tyrone McKinley Freeman and Elena Hermanson

PART SEVEN: ETHICS AND ACCOUNTABILITY 465

34 Ethics and Accountability 467
Eugene R. Tempel

35 The Law and Fundraising 487
Philip M. Purcell

PART EIGHT: YOUR CAREER IN FUNDRAISING 501

36 Fundraising as a Profession 503
Eva E. Aldrich

37 Resources for Strengthening Fundraising 517
Frances Huehls

References 529

Index 549

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Author Information

EUGENE R. TEMPEL is Founding Dean Emeritus of the Indiana University Lilly Family School of Philanthropy and a Professor of Philanthropic Studies.

TIMOTHY L. SEILER is the inaugural Rosso Fellow in Philanthropic Fundraising and Clinical Professor of Philanthropic Studies at the Lilly Family School of Philanthropy.

DWIGHT F. BURLINGAME is Professor of Philanthropic Studies and holds the Glenn Family Chair in Philanthropy at the Indiana University Lilly Family School of Philanthropy.

All three editors are recipients of the Henry A. Rosso Medal for Lifetime Achievement in Ethical Fundraising.

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New to This Edition

  • Reorganized chapter order/content for improved cohesion and flow including consolidation of some chapters and expansion of others
  • Updated chapters to reflect the latest advances in fundraising knowledge and practices
  • Expanded resources on evolving technologies, such social media and multi-channel marketing for fundraising
  • Additional emphasis on major gifts, to reflect the growing importance of high net worth donors to philanthropy as the worldwide wealth gap widens
  • New material to improve the instructional uses of the book, including discussion questions for chapters, case studies, a list of additional readings by topic, etc.
  • Enhanced coverage of global fundraising perspectives, issues and opportunities
  • Addition of results analysis and performance evaluation to address how results should be tracked and evaluated for efficiency and effectiveness based on identified success factors in the industry
  • Accountability to be its own chapter in order to address the importance of public reporting, open and full disclosure, outcomes measurement, meeting community benefit tests, and more
  • Addition of nonprofit accounting practices as defined by the Financial Accounting Standards Board and American Institute of Certified Public Accountants
  • Career pathways will include the supportive avenues available including academic and trade group education and training that can instruct board, volunteers and staff on all aspects of fundraising practices and program management
  • Updated credentialing to include findings from most up to date job analysis study
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