Achieving Excellence in Fundraising

✍ Scribed by Genevieve G. Shaker (editor), Eugene R. Tempel (editor), Sarah K. Nathan (editor), Bill Stanczykiewicz (editor)

• Publisher: Wiley
• Year: 2022
• Tongue: English
• Leaves: 942
• Edition: 5
• Category: Library

✦ Synopsis

Strategies and concepts for mission-based fundraising

From the world’s first school of philanthropy, Achieving Excellence in Fundraising is the leading fundraising textbook based on research and steeped in practical expertise. It has long been the go-to reference for fundraising principles, concepts, and techniques. Topics include donor motivations and behaviors, engaging donors at all levels, inclusive and ethical fundraising, and more, with contributions from noted experts in the field. You'll gain insight into the practice of fundraising and the fundraising cycle, reinforced by discussion questions, application exercises, and research-based recommendations.

This 5th edition of Achieving Excellence in Fundraising is reimagined to meet the needs of today’s fundraisers, their nonprofit employers, and the causes they serve, while maintaining key concepts that stand the test of time. Compelling and timely topics new to this edition include donor-advised funds, crowdfunding, raising money in challenging times, fundraising for social advocacy, and more. The needs of fundraising educators are also a central consideration in the book's organization and contents. Discover why Achieving Excellence in Fundraising is the leading textbook and reference in the field!

• Learn the key principles and techniques of philanthropic fundraising, from the experts at the Indiana University Lilly Family School of Philanthropy
• Consider today's most pressing issues in fundraising―using research and data to inform practice, engaging a diversity of donors, expressing gratitude effectively, and much more
• Utilize research-based fundraising strategies to enhance the success of your organization’s efforts and to achieve your professional goals

Chapters are written by faculty, alumni, and associates of the prestigious Lilly Family School of Philanthropy. The newest edition of this trusted work is an essential source of information for anyone in the fundraising space.

✦ Table of Contents

TITLE PAGE
COPYRIGHT
LIST OF TABLES, FIGURES, AND EXHIBITS
Tables
Figures
Exhibits
FOREWORD
PREFACE
A Strong Tradition
A New Era
The New Edition
A Contribution to Philanthropy
ACKNOWLEDGMENTS
THE EDITORS
AUTHOR BIOS
PART ONE: PHILANTHROPIC CONCEPTS FOR FUNDRAISING
CHAPTER ONE: DEVELOPING A PERSONAL PHILOSOPHY OF FUNDRAISING
Why a Philosophy of Fundraising?
Personal Experiences and Philanthropy
Philanthropy in Society
Core Fundraising Tenants within Organizations
Conclusion
Discussion Questions
Application Exercises
CHAPTER TWO: A COMMITMENT TO ETHICAL FUNDRAISING
A Foundation of Trust
Philosophy of Ethics
Professional Ethics
Ethical Behavior
Applying Ethics
Ethics and Social Justice
Conclusion
Discussion Questions
Application Exercises
CHAPTER THREE: LEGAL ASPECTS OF FUNDRAISING
Background
Governance
State Law Considerations
Federal Law Considerations
Tax Benefits for Charitable Giving
Conclusion
Discussion Questions
Application Exercises
CHAPTER FOUR: THEORY IN FUNDRAISING
Theory's Role in Fundraising Practice
Theoretical Approaches
Conclusion
Discussion Questions
Application Exercises
CHAPTER FIVE: THE JOY OF GIVING
Psychological Outcomes
Social Outcomes
Physical Outcomes
The Joy of Giving around the World
The Joy of Giving across the Lifespan
The Joy of Giving during Difficult Times
The Limits of Giving
More Joyful Giving
Conclusion
Discussion Questions
Application Exercises
PART TWO: CONTEMPORARY DYNAMICS OF FUNDRAISING
CHAPTER SIX: THE PHILANTHROPIC CONTEXT FOR FUNDRAISING
Defining Philanthropy
The Contemporary Challenges Philanthropy Faces
Size and Scope
Technological and Educational Advances in Philanthropy Infrastructure
Fundraising and the Economic, Social, and Political Climate
Opportunities for Philanthropy
Conclusion
Discussion Questions
Application Exercises
CHAPTER SEVEN: FUNDRAISING IN CHALLENGING TIMES: CRISIS, SURVIVAL, AND TRANSFORMATION
Fundraising Is Never Far from a Crisis
Leadership Habits in Crisis Fundraising: Purpose, Power, and Perspective
The Demand for Perspective: The Mindful Work of Fundraising
Conclusion
Discussion Questions
Application Exercises
CHAPTER EIGHT: FUNDRAISING ACROSS NONPROFIT SUBSECTORS
Religion
Education
Human Services
Foundations
Public‐Society Benefit
Health
International Affairs
Arts, Culture, and Humanities
Environment and Animals
Conclusion
Discussion Questions
Application Exercises
CHAPTER NINE: GLOBAL PHILANTHROPY AND CROSS‐CULTURAL FUNDRAISING
Global Perspectives on Philanthropy
Global Development of Fundraising
Cultural Influences and Fundraising in the United States
Implementing Fundraising Principles across Cultures
Conclusion
Discussion Questions
Application Exercises
CHAPTER TEN: FUNDRAISING FOR ADVOCACY AND SOCIAL CHANGE
Amplifying Social Movements
Fundraising Trends during COVID‐19 and the Racial Justice Movement
Fundraising Resulting from Advocacy for Social Change
Conclusion
Discussion Questions
Application Exercises
PART THREE: AN ORGANIZATIONAL FOUNDATION FOR FUNDRAISING
CHAPTER ELEVEN: PREPARING THE ORGANIZATION FOR FUNDRAISING
Capable Human Resources
Comprehensive Planning
A Commitment to Evaluation
Fundraising Operational Requirements
Connecting with the External Environment
Conclusion
Discussion Questions
Application Exercise
CHAPTER TWELVE: BUILDING A COMPREHENSIVE FUNDRAISING PROGRAM
Development Planning and Communications
The Fundraising Cycle
The Four‐Legged Stool of Fundraising
Donor Pyramid of Fundraising Strategies
Conclusion
Discussion Questions
Application Exercises
CHAPTER THIRTEEN: ARTICULATING A CASE FOR SUPPORT
Defining Case for Support and Case Statement
Preparing the Case for Support
Key Information Components of a Case for Support
Case Statements
Tailored to the Audience and Supporting the Mission
Conclusion
Discussion Questions
Application Exercises
CHAPTER FOURTEEN: IDENTIFYING AND QUALIFYING POTENTIAL DONORS
Introduction
The Rosso Constituency Model
The LAI Principle
Qualifying Donors
LIA, the Other Principle
Prospective Donor Research
Ethical Considerations
Conclusion
Discussion Questions
Application Exercises
CHAPTER FIFTEEN: BUDGETING AND EVALUATION IN FUNDRAISING
Constructing the Fundraising Budget
Creating the Fundraising Budget
Evaluating Fundraising Programs with Measurement and Evaluation Tools
Understanding Employee Time and the Fundraising Budget
Conclusion
Discussion Questions
Application Exercises
CHAPTER SIXTEEN: MARKETING FOR STRATEGIC FUNDRAISING
Marketing as the Linchpin
A Quick Guide to Branding
Gathering Information to Build Relationships
Incorporating Market Research
Storytelling: Making Authentic, Long‐Term Connections
Conclusion
Discussion Questions
Application Exercises
CHAPTER SEVENTEEN: INTEGRATING PRINCIPLES OF DONOR RELATIONS
What Is Donor Relations?
Gift Acknowledgment
Expressing Gratitude
Stewardship and Donor Relations
Transparency, Accountability, and Trust
Donor Relations in Times of Crisis
Diversity, Equity, and Inclusion (DEI)
Conclusion
Discussion Questions
Application Exercises
PART FOUR: THE FUNDRAISING TEAM
CHAPTER EIGHTEEN: FUNDRAISERS: STEWARDS OF PHILANTHROPY
The Formalization of Fundraising
Fundraisers and Their Work
Fundraising as Art, Science, or Both?
The Field's Challenges and Opportunities
Conclusion
Discussion Questions
Application Exercises
CHAPTER NINETEEN: FUNDRAISING PLANNING, MANAGEMENT, AND LEADERSHIP
Management
Leadership
Power
Fundraising Leadership during Times of Crisis
Conclusion
Discussion Questions
Application Exercises
CHAPTER TWENTY: ENGAGING THE BOARD FOR FUNDRAISING
Recruiting Board Members
Retaining Board Members
Requesting Support from Board Members
Conclusion
Discussion Questions
Application Exercises
CHAPTER TWENTY‐ONE: WORKING WITH VOLUNTEER FUNDRAISERS
Strategic Role and Value of Volunteer Fundraisers
Volunteer Trends
Volunteer Motivations
Six Steps for Successful Volunteer Fundraiser Involvement
Conclusion
Discussion Questions
Application Exercises
PART FIVE: BUILDING AND SUPPORTING THE DONOR BASE
CHAPTER TWENTY‐TWO: THE ANNUAL GIVING PROGRAM
All Gifts Matter
Annual Giving
Tools for Annual Fund Planning
Annual Fund Concerns
Conclusion
Discussion Questions
Application Exercises
CHAPTER TWENTY‐THREE: CRAFTING COMPELLING APPEALS
What Is a Compelling Appeal?
Differentiating Appeals for Distinct Audiences
Research‐Informed Strategies for Developing the Message
Planning the Call to Action
Deploying Effective Appeals
Writing Ethical Appeals
Conclusion
Discussion Questions
Application Exercises
CHAPTER TWENTY‐FOUR: DEVELOPING DIGITAL FUNDRAISING STRATEGIES
Managing Digital
Content Strategy
Crowdfunding Basics
Digital Tools and Considerations
Acceleration of Digital Adoption in a Pandemic
Conclusion
Discussion Questions
Application Exercises
CHAPTER TWENTY‐FIVE: PLANNING EVENTS WITH PURPOSE
Differentiating Events by Purpose
Critical Factors for Event Success
Considering Internal Event Dynamics
Conclusion
Discussion Questions
Application Exercises
PART SIX: ENGAGING THE DIVERSITY OF INDIVIDUAL DONORS
CHAPTER TWENTY‐SIX: UNDERSTANDING INDIVIDUAL DONORS
Resources for Giving
How Socio‐demographic Characteristics Relate to Giving
The Complex Dynamics of Individual Giving Behavior
Implications for Practice: Assessing Donor Motivations
Conclusion
Discussion Questions
Application Exercises
CHAPTER TWENTY‐SEVEN: THE ROLE OF RELIGION IN GIVING
The Landscape of Religious Giving
Religious Giving Motivations and Perspectives
Fundraising within a Religious Context
Faith and Fundraising
Conclusion
Discussion Questions
Application Exercises
CHAPTER TWENTY‐EIGHT: WOMEN AND PHILANTHROPY
The Potential of Women as Donors
Challenging Assumptions
Identifying How and Why Women Give
Conclusion: A New Era in Women's Philanthropy
Discussion Questions
Application Exercises
CHAPTER TWENTY‐NINE: PHILANTHROPY AMONG COMMUNITIES OF COLOR
The Context of U.S. Racial/Ethnic Diversity
Examining Philanthropy in Communities of Color
Research about Philanthropy in Communities of Color
Toward Inclusive Philanthropy
Conclusion
Discussion Questions
Application Exercises
CHAPTER THIRTY: LGBTQ PHILANTHROPY
Expanding LGBTQ Rights: An Evolving Movement
LGBTQ Patterns of Giving
LGBTQ Motivations for Giving
Household Financial Management and LGBTQ Giving
Recommendations for Equitable and Inclusive Fundraising
Conclusion
Discussion Questions
Application Exercises
CHAPTER THIRTY‐ONE: DIFFERENTIATING GENERATIONS AND THEIR GIVING
Generational Changes
Life Course Development
Organizational Engagement and Social Capital
Giving across Generations Data
Conclusion
Discussion Questions
Application Exercise
CHAPTER THIRTY‐TWO: HIGH NET WORTH HOUSEHOLD GIVING INSIGHTS
Context and Patterns of Charitable Behavior
Giving Motivations and Decision‐Making
Policy Issues
Implications for Fundraisers
Conclusion
Discussion Questions
Application Exercises
PART SEVEN: PART SEVENSTRATEGIES FOR MAJOR DONORS AND INSTITUTIONAL FUNDERS
CHAPTER THIRTY‐THREE: CO‐CREATING MAJOR GIFTS
The Major Giving Paradigm
The Major Gift Cycle
Strategies for Managing the Unmeasurable
Conclusion – Let's Take a Long Walk Together
Discussion Questions
Application Exercises
CHAPTER THIRTY‐FOUR: THE INVITATION TO GIVE
Preparing Personally to Invite Gifts
Advancing toward the Invitation
Strategizing for the Giving Invitation
Making the Invitation to Give
Conclusion
Discussion Questions
Application Exercises
CHAPTER THIRTY‐FIVE: CAMPAIGN ESSENTIALS
Campaign Types
Fundamental Structure of a Campaign
Conclusion
Discussion Questions
Application Exercises
CHAPTER THIRTY‐SIX: PLANNED GIVING PRINCIPLES
The Justification: Why Planned Giving?
The Tools: What Can You Do with It?
The Messages: How Should You Say It?
The Audience: Where Should You Focus?
Conclusion
Discussion Questions
Application Exercises
CHAPTER THIRTY‐SEVEN: DONOR‐ADVISED FUND (DAF) BASICS
Overview of Donor‐Advised Funds
DAF Giving Process
Fundraising Approaches for DAF Donors
Limitations on DAF Giving
Critiques of DAFs
Conclusion
Discussion Questions
Application Exercises
CHAPTER THIRTY‐EIGHT: OVERVIEW OF GRANTMAKING FOUNDATIONS
A Short History of Grantmaking Foundations
Foundation Practices and Types
Factors Influencing Foundation Giving
Organizing for Foundation Fundraising
Six Elements of Approaching Grantmaking Foundations
Trends and Tensions
Conclusion
Discussion Questions
Application Exercises
CHAPTER THIRTY‐NINE: BUSINESS SECTOR FUNDRAISING
Background and Current Conditions of Corporate Giving
Types of Corporate Support
Models of Company Giving
Organizing for Corporate Fundraising
Conclusion
Discussion Questions
Application Exercises
REFERENCES
INDEX
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