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Fundraising for Social Change, 8th Edition
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Fundraising for Social Change, 8th Edition
by Kim Klein, Stan Yogi
Fundraising for Social Change, 8th Edition
COVER
SERIES PAGE
TITLE PAGE
COPYRIGHT
DEDICATION
ONLINE CONTENT
ACKNOWLEDGMENTS
INTRODUCTION TO THE 8TH EDITION
ABOUT THE AUTHORS
PART ONE: Nonprofits and the Money They Raise
PART TWO: Ask Them, Thank Them, Ask Them Again
PART THREE: Strategies for Acquisition and Retention
PART FOUR: Inviting Current Donors to Make Bigger Gifts
PART FIVE: Using Campaigns to Raise Large Amounts of Money
PART SIX: Budgeting and Planning
PART SEVEN: Fundraising Management
PART EIGHT: You the Fundraiser
PART NINE: Special Circumstances
PART TEN: The Power of Individual Donors in Two Social Movements
INDEX
END USER LICENSE AGREEMENT
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COVER
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SERIES PAGE
Table of Contents
COVER
SERIES PAGE
TITLE PAGE
COPYRIGHT
DEDICATION
ONLINE CONTENT
ACKNOWLEDGMENTS
KIM KLEIN
STAN YOGI
INTRODUCTION TO THE 8TH EDITION
ABOUT THE AUTHORS
PART ONE: Nonprofits and the Money They Raise
chapter ONE: The Size and Scope of the Nonprofit Sector
THE SIZE AND SCOPE OF THE SECTOR
WHERE MONEY FOR NONPROFITS COMES FROM
WHAT TYPES OF ORGANIZATIONS RECEIVE DONATIONS?
chapter TWO: Creating a Fundraising Philosophy
chapter THREE: Be Clear About What the Money Will Do
WHAT IS IN THE CASE STATEMENT?
CREATING A STRATEGIC PLAN
chapter FOUR: What You Have to Understand to Begin Fundraising
APPEAL TO PEOPLE WHO GIVE
chapter FIVE: The Importance of a Good Board of Directors
THE BOARD AND FUNDRAISING
COMMON BOARD PROBLEMS AND SUGGESTED SOLUTIONS
MOVING PAST BOARD PROBLEMS
OTHER FORMATIONS THAT CAN HELP A BOARD
USING OTHER VOLUNTEERS FOR FUNDRAISING
PART TWO: Ask Them, Thank Them, Ask Them Again
chapter SIX: Financial Needs and Fundraising Strategies
ANNUAL NEEDS
CAPITAL NEEDS
ENDOWMENT AND RESERVE FUNDS
THREE GOALS FOR EVERY DONOR
THREE TYPES OF STRATEGIES
PLANNING IS TIME WELL SPENT
chapter SEVEN: The Very Human Need for Appreciation
PEOPLE NEED TO BE APPRECIATED
DON'T DO AS I SAY
DO IT NOW
LOGISTICS AND CONTENT
COMMON QUESTIONS
chapter EIGHT: Getting Comfortable with Asking
WHY WE ARE AFRAID TO ASK FOR MONEY
SPECIFIC FEARS
chapter NINE: Ask Real Prospects
ACCESS
AFFINITY
ABILITY
STEPS IN CREATING A PROSPECT LIST
chapter TEN: How to Ask
THE MOST FORMAL APPROACH
THE MEETING
chapter ELEVEN: Strengthening Relationships by Creating Categories of Donors
CATEGORIES
STAYING IN TOUCH WITH DONORS
PART THREE: Strategies for Acquisition and Retention
chapter TWELVE: Multichannel Fundraising
chapter THIRTEEN: What Successful Mass Appeals Have in Common
A GOOD LIST
UNDERSTANDING THE PSYCHOLOGY OF AN APPEAL
TEST AND EVALUATE
HANDLING RESPONSES TO YOUR APPEALS
ASK DONORS SEVERAL TIMES A YEAR
chapter FOURTEEN: Direct Mail
ACQUISITION: GET SOMEONE TO GIVE FOR THE FIRST TIME
RETENTION: GET DONORS TO REPEAT THEIR DONATIONS
UPGRADE: ASK DONORS TO RENEW THEIR GIFTS
USING DIRECT MAIL ON A SMALLER SCALE
CONSTRUCTING A DIRECT MAIL PACKAGE
THE DIRECT MAIL APPEAL PACKAGE
PUTTING THE PACKAGE TOGETHER
BENEFITS AND PREMIUMS
WHEN TO SEND AN APPEAL
USING DIRECT MAIL TO SEEK RENEWAL GIFTS
chapter FIFTEEN: Online Fundraising
FOLLOW THE RESEARCH
FOCUS ON YOUR WEBSITE AND BUILDING YOUR EMAIL LIST
DRIVING TRAFFIC TO YOUR SITE
CROWDFUNDING
PEER‐TO‐PEER FUNDRAISING
chapter SIXTEEN: Phone Banking
BASIC TECHNIQUE OF THE PHONE BANK
PREPARATION
THE NIGHT OF THE PHONE BANK
AFTER THE PHONE BANK
GETTING PUBLICITY FOR YOUR PHONE BANK
chapter SEVENTEEN: Special Events
ASSESS WHERE YOU NEED TO BE MORE VISIBLE
RAISING MONEY IS A SECONDARY GOAL
TYPES OF PEOPLE WHO ATTEND SPECIAL EVENTS
CHOOSING A FUNDRAISING EVENT
THE LOGISTICS OF A SPECIAL EVENT
WHAT NOT TO FORGET
THE EVALUATION
VIRTUAL EVENTS
chapter EIGHTEEN: Establishing Voluntary Fees for Service
WHAT TO CHARGE FOR
VOLUNTARY FEES
STAYING LEGAL
SETTING THE FEES
INTRODUCING THE PROCESS OF COLLECTING FEES
WHEN SERVICE IS PROVIDED BY PHONE OR EMAIL
chapter NINETEEN: Door‐to‐Door and Street Canvassing
ADVANTAGES AND DISADVANTAGES
ELEMENTS NEEDED TO RUN A CANVASS
SETTING UP A CANVASS
THE CANVASSERS' WORKDAY
RETAINING DONORS ACQUIRED THROUGH A CANVASS
chapter TWENTY: Opportunistic Fundraising
TWO WEEKS OF FUNDRAISING OPPORTUNITIES
FIND YOUR OWN OPPORTUNITIES
PART FOUR: Inviting Current Donors to Make Bigger Gifts
chapter TWENTY-ONE: Building Major Donor Programs
SETTING A GOAL
DECIDING HOW MANY GIFTS AND WHAT SIZE
HOW MANY PEOPLE TO ASK
MATERIALS FOR MAJOR GIFT SOLICITATION
KEEPING IN TOUCH WITH MAJOR DONORS
RENEWING MAJOR DONOR GIFTS
WHEN TO ASK FOR MORE
STRUCTURING YOUR PROGRAM AS A CAMPAIGN
THE HARDEST YEAR
chapter TWENTY-TWO: Setting Up and Maintaining Recurring Donor Programs
CREATING A RECURRING DONOR PROGRAM
LAUNCHING YOUR RECURRING DONOR PROGRAM
ONGOING PROMOTION
COLLECTING MONTHLY DONATIONS
KEEPING TRACK OF RECURRING DONORS
THANK THE DONOR PROMPTLY
TWO DON'TS OF RECURRING DONOR PROGRAMS
chapter TWENTY-THREE: Legacy Giving
UNDERSTANDING BASIC LEGACY GIFTS
SHOULD YOUR ORGANIZATION PROMOTE LEGACY GIFTS?
FOUNDATIONS OF A LEGACY GIVING PROGRAM
ENCOURAGING YOUR DONORS TO MAKE A LEGACY GIFT
WHEN SOMEONE INFORMS YOU OF A LEGACY GIFT INTENTION
WHEN A GIFT MATURES
chapter TWENTY-FOUR: Setting Up an Endowment
ENDOWMENT DEFINED
BENEFITS OF ENDOWMENTS
DISADVANTAGES OF ENDOWMENTS
CONSIDERING AN ENDOWMENT OR RESERVE FUND
PART FIVE: Using Campaigns to Raise Large Amounts of Money
chapter TWENTY-FIVE: What All Large Campaigns Have in Common
STEP 1: SET A GOAL AND CREATE A GIFT RANGE CHART
STEP 2: CREATE THE TIMELINE
STEP 3: FORM A SOLICITATION TEAM
STEP 4: COMPILE AND ORGANIZE THE LIST OF PROSPECTS
STEP 5: HAVE A STRONG CASE
chapter TWENTY-SIX: Raising Money for Capital
BEST PROSPECTS FOR CAPITAL CAMPAIGNS
BEGINNING A CAPITAL CAMPAIGN
ESTIMATING COSTS
For the Building Project Itself
PREPARING A CASE STATEMENT
TIMING
FINAL APPROVAL
THE PROSPECTUS
FOUR PHASES OF THE CAMPAIGN
POST-CAMPAIGN
chapter TWENTY-SEVEN: Endowment Campaigns
SETTING A GOAL
THE SOLICITATION TEAM
A CLEAR CASE FOR SUPPORT
chapter TWENTY-EIGHT: Conducting Feasibility Studies
WHO CONDUCTS THE FEASIBILITY STUDY
WHETHER TO DO A STUDY
WHAT FEASIBILITY STUDIES TELL YOU
PART SIX: Budgeting and Planning
chapter TWENTY-NINE: Developing a Budget
STEP 1: ESTIMATE EXPENSES AND INCOME SEPARATELY
STEP 2: MEET, COMPARE, NEGOTIATE
ONGOING MONITORING
chapter THIRTY: Creating a Fundraising Plan
STEP 1: SET A GOAL
STEP 2: SPELL OUT THE DETAILS OF EACH INCOME STRATEGY
STEP 3: PLOT OUT YOUR PLANS FOR RAISING MONEY FROM INDIVIDUALS
STEP 4: DECIDE ON NUMBERS OF DONORS AND MATCH THEM TO STRATEGIES
STEP 5: PUT THE PLAN ONTO A TIMELINE AND FILL OUT THE TASKS
RAISE, DON'T CUT
chapter THIRTY-ONE: What to Do in Case of Financial Trouble
CASH FLOW PROBLEMS
DEFICIT SPENDING
SERIOUS ACCOUNTING ERRORS, MISMANAGEMENT OF FUNDS, OR EMBEZZLEMENT
chapter THIRTY-TWO: The Perennial Question of Clean and Dirty Money
PART SEVEN: Fundraising Management
chapter THIRTY-THREE: Infrastructure for Fundraising
GUIDELINES
WATCH FOR TIME SINKS
CALENDARS
chapter THIRTY-FOUR: Hiring a Development Director
THE ROLE OF A DEVELOPMENT DIRECTOR
THE TASKS OF THE DEVELOPMENT DIRECTOR
SOLVING YOUR PROBLEMS
PAYING THE DEVELOPMENT DIRECTOR
HOW TO FIND A CAPABLE DEVELOPMENT DIRECTOR
chapter THIRTY-FIVE: Using a Consultant, Coach, Mentor, or Trainer
CONSULTANT
TRAINER
MENTOR
COACH
WORKING WITH A FUNDRAISING CONSULTANT
WHAT FUNDRAISING CONSULTANTS CAN DO
WHAT FUNDRAISING CONSULTANTS GENERALLY DON'T DO
HOW TO CHOOSE A CONSULTANT
PAYING CONSULTANTS
NO MIRACLE WORKERS
chapter THIRTY-SIX: Dealing with Anxiety
RECRUIT VOLUNTEERS AND DELEGATE
KEEP YOUR PRIORITIES CLEAR
DETACH FROM THE RESULTS OF YOUR WORK
RECOGNIZE THAT THERE ARE EXTERNAL FORCES BEYOND YOUR CONTROL
TAKE CARE OF YOURSELF
PART EIGHT: You the Fundraiser
chapter THIRTY-SEVEN: Know What You Need to Know
A GOOD DONOR MANAGEMENT SYSTEM
THE IMPORTANCE OF DONOR RECORDS
KEEPING YOUR LIST IN SHAPE
YOUR FILING SYSTEM
STICKING WITH IT
chapter THIRTY-EIGHT: Working with Your Executive Director
DEVELOPING A GOOD RELATIONSHIP
chapter THIRTY-NINE: Working with Volunteers
INVITE PEOPLE TO PARTICIPATE IN FUNDRAISING
TAKE THE TIME NECESSARY TO ORIENT VOLUNTEERS TO YOUR FUNDRAISING PROGRAM
HELP EVERY VOLUNTEER CHOOSE THE FUNDRAISING STRATEGIES THEY WILL FEEL MOST COMFORTABLE USING
REMEMBER THAT GOOD ENOUGH IS GOOD ENOUGH
SHOW GENUINE AND FREQUENT APPRECIATION
GIVE VOLUNTEERS TIME OFF
chapter FORTY: When You Encounter Ethical Dilemmas
THREE DILEMMAS
THREE TOOLS
GOOD ENDINGS
MORE DIFFICULT ENDINGS
PART NINE: Special Circumstances
chapter FORTY-ONE: Raising Money in Rural Communities
THE MANY KINDS OF RURAL
RAISING THE MONEY YOU NEED IN A RURAL COMMUNITY
PROSPECTS
SPECIAL EVENTS
VIRTUAL EVENTS
PERSONAL SOLICITATION
CONCLUSION
chapter FORTY-TWO: Fundraising for a Coalition
EXAMINE THE PROBLEM
SOME SOLUTIONS
chapter FORTY-THREE: When No One Is Paid
EFFECTIVE ORIENTATION OF NEW VOLUNTEERS
FINDING VOLUNTEERS
chapter FORTY-FOUR: When You Are Just Starting Out
PART TEN: The Power of Individual Donors in Two Social Movements
chapter FORTY-FIVE: Fundraising for LGBTQ+ Equality and Justice
HORIZONS FOUNDATION
NATIONAL CENTER FOR LESBIAN RIGHTS
FUNDRAISING FOR ASIAN PACIFIC AMERICAN COMMUNITY RESPONSES TO HIV/AIDS
NATIONAL COALITION OF BLACK LESBIANS AND GAYS
TRANSGENDER LAW CENTER
chapter FORTY-SIX: Building Political Power for Immigrants' Rights
UNITED FARM WORKERS
CHIRLA
CASA DE MARYLAND
MUJERAS UNIDAS Y ACTIVAS
NILC
INDEX
END USER LICENSE AGREEMENT
Guide
Cover
Table of Contents
Series Page
Title Page
Copyright
Dedication
Online Content
Acknowledgments
Introduction to the 8th Edition
About the Authors
Begin Reading
Index
End User License Agreement
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