- A
- Accommodation, meaning, 59
- Accomplishments, identification, 26–27
- Accountability, 46–47
- Accounting errors, 323–324
- Acey, Katherine, 197
- Acquisition
- cost, 133
- donor acquisition, 133
- results, 134–135
- strategies, 63, 113–114
- AIDS Coalition to Unleash Power (ACT UP), 432
- Aleck, Nancy, 36
- Alinsky, Saul, 361
- All‐volunteer organizations
- American Civil Liberties Union (ACLU), Lesbian and Gay Rights Project, 443–444
- Annual donors, capital campaign contribution, 280
- Annual fund (annual drive/annual fund drive), 57
- Annual funding, usage, 269
- Annual fundraising efforts, plans (creation), 343
- Annual gifts, source, 62
- Annual individual donor plan, creation, 318–319
- Annual needs, 57–60
- Annual reports
- sending, personal note (attachment), 229–230
- writing, 342
- Anxiety, handling, 361
- Appeals. See Mass appeals
- coordination, 342
- direct mail
- comparison, 132
- package, 138–147
- e‐appeals
- psychology, understanding, 125–126
- responses, handling, 128
- results, tracking, 126–127
- sending, timing, 149–150
- testing/evaluation, 126–127
- Asian AIDS Project (AAP), 438
- Asian American Recovery Services (AARS), 438
- Asian Americans and Pacific Islanders (AAPIs)
- HIV/AIDS information, obtaining (complication), 436–437
- Asian and Pacific Islander (A&PI) Wellness Center, formation, 439
- Asian & Pacific Islander Coalition on HIV/AIDS (APICHA), 439
- Asset sale, DAF money source, 11
- Association of Fundraising Professionals, 346
- Attention spans, shortness, 125
- Attorney, legacy giving consultation, 251
- Authority, delegation, 361–362
- B
- Baez, Joan, 448
- Beliefs, qualification, 23–25
- Beneficiary designations, 247
- Bequests
- language, 250
- wills/living trusts, usage, 246–247
- Bernabe, Tony, 451
- Bernstein, Celia, 290
- Black/Out (magazine), 440
- Board of directors
- accountability, absence, 46
- decision making
- avoidance, 44–45
- implementation, failure, 45
- diversity, 43
- expectations, 43–44
- fundraising
- giving, 81
- group/committee/task force/advisory board formations, 50–51
- importance, 37
- investment committee, creation, 265–266
- joining, invitation, 80–81
- members
- orientation, 50
- recruitment, 354
- responsibilities, understanding, 354
- work, excess, 44
- principles, 44
- problems
- consultant/mediator, usage, 47–50
- solutions, 43–46
- purpose, 38
- recruitment, 48–49
- structure/support, 81
- training, 81
- Braley, Doug, 434
- Bridge loan, debt service, 282
- Brochure, usage, 147
- Brown, Rory E., 20
- Bryant, Cheri, 364, 434
- Budgeting/planning, 301–302
- Budgets
- analysis, 344
- development, 303
- examples, 311–313
- expenses, estimation, 304–305
- columns, representation, 304
- expenses, projections
- income projections, matching up, 311
- sample, 305–307
- income, estimation, 304–309
- income, projection, 307–308
- columns, 308
- expense projections, matching, 311
- sample, 309
- meeting/comparison/negotiation, 310–314
- ongoing monitoring, 314
- preparation (special events), 190–191
- preparation methods, 303
- Business reply envelopes (BREs), usage, 145
- Busyness, complaints (avoidance), 337
- C
- Calendars, usages, 337–339
- Campaigns
- capital campaign gift range chart, 272
- commonalities, 271
- goals, setting, 271–272
- ongoing programs, contrast, 271
- prospects list, compilation/organization, 274–276
- results, 117
- solicitation team, formation, 273–274
- solicitors, usage, 273–274
- steps, 271–280
- strong case, creation, 276–277
- structure, 233–234
- timeline, creation, 272–273
- top down, inside out rule, 274
- usage, 269
- Campion, Angela, 86
- Canvassers
- petition, usage, 211
- problems, perception, 212
- usage, 210
- materials, development, 210–211
- workday, 211–212
- Canvassing. See Door‐to‐door canvassing; Street canvassing
- advantages/disadvantages, 206
- canvass director, role, 210
- demographics, study, 208–209
- donor retention, 212–213
- field manager, role, 210
- running, elements, 207–208
- setup, 208–211
- staff
- hiring, 209–210
- quality, importance, 212
- state/local laws/ordinances, 208
- success, 205
- support person, role, 210
- suspension, COVID lockdown (impact), 205
- usage, 77, 113
- Capital
- expense, defining, 60
- funding, usage, 269–270
- gifts, 60, 62
- money, raising, 279
- needs, 57
- Capital campaign
- accounting systems, 282
- annual donor contributions, 280
- bridge loan, debt service, 282
- budget, determination (factors), 281–282
- case statement, preparation, 283
- conditional gifts, 288
- costs, estimation, 281–282
- donor recognition, 282
- endowment campaign, contrast, 293
- final approval, 284
- financial goal, 279
- fundraising materials, 281
- furnishings, 282
- gift range chart, 272
- gifts, solicitation, 286
- initiation, 280–281
- launch phase, 284–285, 287
- lead gifts, 285–286
- lead prospects, approach, 286
- major gift campaign, contrast, 276
- moves management, 287
- naming opportunities/policy, 283
- phases, 284–288
- pledge agreement, sample, 287
- post‐campaign efforts, 288–289
- project, building, 282
- prospects, 279–280
- prospectus, 284
- public phase, 285, 287–288
- quiet phase, 284, 285–286
- staff time, cost, 282
- timing, 284
- volunteers, consultation, 281
- wind‐up phase (topping off phase), 285, 288
- Carrier (outside) envelope
- design, 138–139
- size, variation, 139
- Casa de Maryland, 452–453
- Case statement, 21
- capital campaign preparation, 283
- content, 21–28
- development, 29
- history, absence, 26
- internal document, 294–295
- Cash flow
- bind, 183
- problems, 321–322
- steadiness, advantage, 237
- CauseVox, 165
- Charitable remainder trust (CRT), 248
- Chávez, César, 361–362, 388, 448–450
- Churches, fundraising methods, 13–14
- Civil society organization (CSO), term (usage), 3
- Clean money, question, 327
- Click & Pledge, 157–158
- Closing paragraph, 142
- Coach
- Coalition, components, 411–412
- Coalition for Humane Immigrant Rights of Los Angeles (CHIRLA), 450–452
- Coalition for the Medical Rights of Women, 328–329
- Coalition, fundraising, 411
- example, 414–416
- inability, excuses, 413
- problem, examination, 412–413
- solutions, 413–414
- Cold lists, 125
- Coles, Matt, 443
- Colindres, Aurora, 451
- Colonias, money, 402–403
- Communications
- control, 334–335
- plan, creation, 354
- program, 115
- reading, 112
- Community benefit organization (CBO), 3
- Conditional gifts, 288
- Conferences, attendance, 337–338
- Consultant. See also Fundraising consultant
- beliefs, agreement, 356
- compatibility, 356
- confidence, 356
- interaction, 353
- limitation, 357–358
- payment, 357
- recommendations, request, 355–356
- selection process, 355–356
- track record, examination, 355
- usage, 351, 352
- Contacts
- list, quality, 123–125
- loss, 101
- notes, 92
- obtaining, 88–90
- Contingent gift, making, 251
- Cost of living, accounting, 9
- Council of the Advancement and Support of Education, 346
- COVID lockdown
- canvassing, suspension, 205
- food pantry giving, 18
- impact, 1
- Internet usage, 153–154
- virtual events, 181, 195
- volunteer jobs, nonavailability, 6
- Credit card donations, acceptance (ability), 238
- CRM database
- data maintenance, 369
- phrase, usage, 370
- Cross‐marketing, 116
- Crowdfunding, 153, 165
- Crowdsource funding, 9
- Culture, examination, 97–98
- D
- Database
- CRM database, data maintenance, 369
- donor list, maintenance, 373–374
- functions, 371
- information sources, 372
- maintenance, 334
- organization, 375
- setup, 354
- Daughters of Bilitis (DOB), 431
- Davis, Masen, 442
- Death
- discussion, legacy gift hurdle, 246
- realization, estate planning, 253–254
- Debit card donations, acceptance, 238
- Decision making, board avoidance, 44–45
- Deductions, itemization, 8
- Deferred Action for Childhood Arrivals (DACA), 451
- Deficit spending, 322–323
- Demographics, study, 208–209
- Descriptive materials, 228
- Development director
- commissions payment, avoidance, 345–346
- definition, 341–342
- executive direction, interaction, 377
- first‐time development directors, hiring, 366
- fundraising structure, establishment, 343
- hiring, 341
- location process, 347–348
- payment, 345–347
- role, 342–343
- tasks, 343–344
- Digital platforms, 40
- Direct mail, 131
- acquisition, results, 134–135
- appeal, 116–117, 133
- comparison, 132
- package, 138–147
- timing, adjustment, 150
- benefits program, 148–149
- campaigns, designing/conducting, 354
- carrier (outside) envelope, design, 138–139
- donor acquisition, 133
- email appeals, 126
- envelope size, variation, 139
- expense, reduction, 132
- form, 132
- letter
- contents, reading order/amount, 140–143
- design, 139–140
- list, quality, 123–125
- package
- assembly, 147–148
- construction, 137–138
- type/color contrast, 148
- typographical errors, 147
- premiums, 148, 149
- principles, 133
- reply device, 143–147
- response rate, 121
- retention, 134
- self‐addressed envelopes, 145
- simplicity, 132
- story, reader involvement, 140–141
- usage, 113–114
- Dirty money, question, 327
- Diversification, importance, 31–32
- Diversity, 32
- Donations, 117
- amount, 127
- income, increase, 116
- increase, request (timing), 233
- monthly donations, collection, 242
- repetition, 134
- request, response, 84–85
- specification, 251
- suggested donation board, 202
- voluntary donations, 201
- Donor Advised Funds (DAFs), 11–12
- Donors. See also Major donors
- access, 88–89
- acquisition, 133, 135
- retention, canvass, 212–213
- annual individual donor plan, creation, 318–319
- assets, identification, 275
- attracting, 60
- availability, limitations, 400–401
- base
- capital campaign recognition, 282
- categories, 108–111
- categories, creation, 225
- relationships, strengthening, 107
- contact, continuation, 111–112
- decrease, 110
- direct mail
- acquisition, 135
- average net income, 137
- donations, repetition, 134
- email list segmentation, 155
- episodic donors, 110, 128
- fatigue, 129
- finding, 36
- first‐gift retention rate, 316
- form letter, usage, 73
- frequency, 108–109
- gifts
- increase, invitation, 221
- renewal, request, 135
- giving
- initiation, 109
- organizational need, matching, 63
- phases, 57–58
- goals, 62
- habitual donors, 58, 316
- handwritten thank‐you notes, 72–73
- identification, 7–9, 109
- information
- database, setup, 354
- maintenance, 342
- internal anxiety, 97–98
- lapsed donors, 110
- legacy gifts, making, 253–256
- list, example, 426
- loyalty, 237
- major donor programs, building, 223
- management system, 370–372
- master list, 65
- meetings, 98, 102–103
- money
- amount, determination, 108
- raising, 128
- request, 78–85
- motivation, list, 89
- new donor retention rate, 121–122
- number, 126
- strategies, matching, 317
- older people, 183
- pattern, repetition, 60–61
- power, 429
- premiums, 149
- records
- importance, 372–373
- updating, 373–374
- recruitment, online strategies, 154–155
- recurring donors
- programs, setup/maintenance, 237
- tracking/thanking, 242–243
- rejection, 82–83
- renewal rate, 316
- request
- frequency, 128–129
- process, 97
- responses, percentage, 126
- retention
- increase, advantage, 237
- rate, 316
- segmenting, usage, 107
- segments
- addition, 109–110
- number, calculation, 111
- special donor requests, responses, 371
- strategies, 63–64
- thanking, 128
- efficiency/promptness, 69–70
- frequency, 60
- thank‐you calls, 74
- thank‐you notes
- receiving/inclusiveness, 75
- usage, 67–70
- thoughtful donor, 58
- trajectory, 221–222
- understanding/knowledge, 91
- Do Not Call Act, 169
- Door‐to‐door canvassing, 205
- canvassers, usages, 210
- example, 212–213
- issues, explanation, 207
- street canvassing, comparison, 206
- Due diligence, 38
- E
- E‐appeals
- first appeal, 163
- second appeal, 164
- subject lines, examples, 162–164
- third appeal, 164
- usage, 161–164
- words/pictures, combination, 161–162
- Echoing Green, 441
- Electronic calendar, 337
- Electronic filing system, organization, 374–375
- Ella Baker Center for Human Rights, 96
- Email list (e‐list)
- building, 156–160
- quality, 123–125
- segmentation, 155
- Emails
- direct mail, contrast, 126
- response rate, 121
- sample, 99–100
- sending (major donors), 231
- signature, 256
- sign‐up sheets, 159–160
- staff signature, 218
- thanking, 74
- thank‐you emails, 116
- time sink, 335–336
- usage, 98–100, 113, 117
- Embezzlement, 323–324
- Enclosures, typographical errors, 147
- Endowment
- benefits, 260
- consideration, 261–267
- creation, authorization, 263
- defining, 259–260
- disadvantages, 260–261
- financial security, 260
- funding
- fund, legacy gift income, 250
- gift acceptance policy, 264–265
- invasion policy, 263–264
- investment
- mix, 259–260
- policies, 265–266
- launch, considerations, 291
- permanence, meaning, 262
- philosophical concerns, 261
- principal, usage, 260
- readiness, checklist, 266
- security, false sense, 261
- setup, 259
- use policy, 263
- Endowment campaign, 291
- avoidance/caution, 293
- capital campaign, contrast, 293
- goals, setting, 292–293
- launching, tasks, 291
- major gift campaign, contrast, 276
- seeding approach, problem, 292–293
- solicitation team, 293–294
- support, clarity, 294–295
- E‐newsletter, 160
- E‐news, 117
- Envelopes
- business reply envelopes (BREs), 145
- donor identification, 144
- replay device usage, 143–147
- return envelope, reply form (inclusion), 178
- return envelopes, 145
- wallet‐flap style, 144
- Episodic donors, 110, 128
- Estate gifts
- donation intentions, 245
- percentage, giving, 251
- promotion, requirements, 246
- Estate planning, 253–255
- Ethical dilemmas, 391
- behaviors, meaning, 392–393
- conditions, 393
- endings
- difficulty, 396
- happiness, 394–396
- examples, 392–393
- gut check, 393
- tools, 393–394
- truth, telling, 392
- Evergreen missions, 248
- Executive director
- coworkers, relationship, 378
- development director threat, perception, 379
- enthusiasm, decrease, 378–379
- fundraising priority, absence, 379
- interaction, 377
- relationship, development, 378–381
- successes, impact, 378
- work, excess, 379
- External forces, control (absence), 363
- External stimuli, impact, 24–25
- F
- Facebook, 155
- Face‐to‐face contact, 206
- Face‐to‐face solicitation, 344, 407
- Fact sheet, design, 147
- Feasibility studies
- conducting, 297, 354
- consultant, 297–298
- modification, 298
- results, interpretation, 299–300
- survey, 297–298
- usage
- circumstances, 299
- decision, 298–299
- Filing system, organization, 374–375
- Financial illiteracy, effect, 79
- Financial needs, fundraising strategies (composition), 57
- Financial reporting software, interface, 371
- Financial statement, 28
- Financial trouble, 321
- First‐time mailing, cost recovery, 136
- Fiscal sponsor, finding, 427
- Flores, Juana, 454–455
- Form letter, 73
- Founders, money (tracking/raising), 426
- Franklin, Benjamin, 274
- Free‐meal program, voluntary fee example, 202
- Fulfillment, consideration, 159
- Funding sources, relationships (building), 63–64
- Fundraiser, role, 365–366
- dilemmas, 391
- mistakes, 90–91
- Fundraising
- activities, evaluations, 369
- board of directors
- assistance, member recruitment, 48–49
- leadership role, 39–43
- capital campaign materials, 281
- consulting practice, example, 119–120
- coordination, 346
- culture, 55, 81
- event, selection, 184–188
- formal approach, 98–102
- friend request, negative effect, 83
- giving, request process (learning), 34–35
- goals, 57, 369
- information, importance, 369
- large‐scale fundraising strategies, 270
- leadership, finding, 49
- letter, function, 139
- management, 331–332
- message, consistency, 240
- methods, 5
- mission, impact, 139
- money, request (fear), 78–85
- multichannel fundraising, 113, 115–118
- online fundraising, 153
- opportunistic fundraising, 215
- opportunities, 216–218
- paid staff, role, 42
- participation invitation, 384–385
- peer‐to‐peer fundraising, 153, 165–166
- philosophy, creation, 17
- problems, analysis, 344–345
- program, 115
- volunteer orientation, 386–387
- rejection, 82–83
- requests
- frequency, 128–129
- process, 97
- regularity, 58–59
- response rates, disappointment, 122
- silos, 117
- staff, enthusiasm, 90
- strategies, 63–64, 159
- evaluation, 343
- financial needs, relationship, 57
- planning, 65
- volunteer selection, 387
- understanding, 31
- volunteers, 51
- Fundraising consultant
- activities, not expected, 355
- interaction, 353–354
- tasks, 354
- Fundraising infrastructure, 333
- Fundraising plan, 22, 27–28
- annual individual donor plan, creation, 318–319
- creation, 315
- diversification, 40–41
- donor numbers, strategies (matching), 317
- goal, setting, 315
- income strategy, details, 315–316
- money raising plan, plotting, 316–317, 319
- tasks, completion, 317
- timeline, creation, 317
- year‐to‐date review, 335
- Funds
- commingling, ethics/legal problem, 322
- mismanagement, 323–324
- G
- GAPA Community HIV Project (GCHP), 437
- Garay, Dolores, 52
- Gavaldón, Miguel, 235
- Gay Asian Pacific Alliance (GAPA), 437
- Generation X, direct mail, 132
- Gerald, Gilberto, 278, 440–441
- Gift Range Chart, 226, 227
- Gifts
- conditional gifts, 288
- contingent gift, making, 251
- donor renewal, request, 135
- endowment acceptance policy, 264–265
- first‐gift retention rate, 316
- lead gifts, 285–286
- legacy gifts (planned gifts/estate gifts), 245
- major donor gifts, renewal, 231–233
- major gifts, 223
- number/types, 126
- prospect donation, 105
- quantity/size, decisions, 226–227
- renewal gifts (seeking), direct mail, 150–151
- request, willingness, 224
- size
- impact, 87–88
- qualification/determination, 224
- solicitation, 286
- Give in May, 165
- “Give Out Day,” 442
- GiveOUT, 165
- Givers
- appeal, 33–35
- identification, 10
- Giving, 84
- amount, determination, 90–91
- data, collection methods, 7–8
- legacy giving, 245
- patterns, US economy, 9–10
- phases, 57–58
- platforms, number, 165
- reasons, 33–34
- request process, learning, 34–35
- Giving Tuesday, 165–166, 442, 452
- Giving USA report, 6, 10
- Goals, 22
- conceptualization, 117–118
- defining, 25–26
- objectives, contrast, 25–26
- setting (endowment campaign), 292–293
- GoFundMe, 165
- Golden Gate Business Association (GGBA), 433
- Gomez, Monica, 451
- Google Doc, 176
- Google Forms, 297
- Google Tasks, 337
- Go or no‐go dates, establishment (special events), 191–192
- Governance, 38
- Government‐recognized nonprofits, regulation, 5
- Grace, Kay Sprinkel, 34
- Grassroots organizations, 58, 119
- budget development expertise, absence, 303
- first‐time development directors, hiring, 366
- gifts, acceptance, 265
- mismanagement, 323
- telephones, 179
- template, 317–319
- volunteers, 384
- Great Recession, impact, 63–64
- H
- Habitual donors, 58, 316
- Handwritten notes, importance, 68
- Handwritten thank‐you notes, 72–73
- Hefner, Hugh, 328
- Hidden Gold (McKinnon), 237
- Hincapié, Marielena, 456–457
- HIV/AIDS, 432
- Asian Pacific American community fundraising, 436–439
- Holiday cards, sending, 229
- Homophobia, confrontation, 445
- Horizons Foundation, 433–435, 445
- Hot lists, 123
- House parties, 188
- Human Rights Campaign (HRC), 440–441
- Hung, Priscilla, 367
- I
- Immigrant rights
- fight, 429–430
- political power, building, 447
- Trump, attack, 451
- Immigration Reform and Control Act (IRCA), passage, 450
- Impulse gift, 42, 58
- Income inequality, increase, 9–10, 225
- Income strategy, details (fundraising plan), 315–316
- Income to expense, ratio, 127
- Indiegogo, 165
- Individual retirement accounts (IRAs) Charitable Rollover (Qualified Charitable Distribution), 247
- Information
- access, ability, 369
- confidentiality, 373
- importance, 369
- recording decisions, 372–373
- Inheritances
- DAF money source, 11
- giving, decision, 62
- In‐person meetings, support, 444
- Instagram, 155
- Interest income, generation (requirements), 292
- Internal memorandum, 146
- Internal Revenue Service,
- 501(c)(3) tax status, 38, 427
- 501(c)(4) organization audit, 351
- Internet surfing, avoidance, 335
- Invasion policy (endowments), 263–264
- Investment policies (endowments), 265–266
- K
- Kaplan‐Perkins, Jackie, 30
- Kickstarter, 165
- Kim, Helen S., 389
- Knowledge/information, importance, 369
- Kunishima, Jill, 349
- L
- Ladder, The (publication support), 431
- Lande, Caleb, 409
- Lapsed donors, 110
- Large‐scale fundraising strategies, 270
- Lead gifts, 285–286
- Lead prospects, capital campaign approach, 286
- Leaving money on the table, 215–216
- Legacy gifts
- acceptance policies, 250
- donation intentions, 245
- donors, making (encouragement), 253–256
- hurdles, 246
- intention, response, 257
- maturation, 257–258
- organizational promotion, decision, 248–249
- remembrance, 249
- revocation, ability, 252–253
- securing, 254
- thank‐you letters, usage, 257
- types, 246–248
- understanding, 245–248
- Legacy giving, 245
- amount/asset, donation (specification), 251
- attorney, consultation, 251
- case for support, 250
- email signature, 256
- estate, percentage (giving), 251
- policies, 249–250
- pro bono advisers, 253
- program, foundations, 249–253
- promotion, newsletters, 256
- reply devices, 256
- thank‐you letters, 256
- web page, 252, 256
- Legacy society, establishment, 252–253
- Legal Aid Foundation, 455
- Legal Services Corporation (LSC), 455
- Le Guin, Ursula K., 80
- Lesbian and Gay Rights Project (ACLU), 443–444
- Lesbian Rights Project, 435
- Letter
- closing paragraph, 142
- design, 139–140
- examples, 140, 141
- opening paragraph, importance, 140–142
- postscript (P.S.), 140
- reading, order/amount, 140–143
- renewal letter, format, 150
- reply device, 143–147
- signer, identification, 143
- text, crafting, 142–143
- typographical errors, elimination, 147
- white space, usage, 140
- Lew, Steve, 15, 437
- LGBTQ+ equality/justice, 429–430
- LGBTQ+ groups, corporate funding, 436
- LGBTQ+ needs, nonprofit focus, 432
- LGBTQ+ organizations, donations, 441
- LGBTQ+ people, Trump attack, 445
- Life income gifts, 247–248
- Lift note, 145–146
- LinkedIn, 155
- Living trusts, usage, 246–247
- Living Well Project (LWP), 437
- López, Natalia, 359
- Lugay, Mario, 325
- Lynette, Ash, 96
- M
- Mail
- appeal, 170–171
- examination, 138–139
- reduction, 131
- voice mail, 218–220
- Mailing lists
- Major donors
- accomplishments, noting, 230
- annual report (sending), personal note (attachment), 229–230
- donation increase, request (timing), 233
- emails, sending, 231
- general mailing inclusion, 230
- gift range chart, 226, 227
- gifts, renewal, 231–233
- holiday card, sending, 229
- number/proportion, 225
- personal emails (sending), website link (inclusion), 229–230
- personal notes, inclusion, 230
- programs
- building, 223
- campaign structure, 233–234
- recruitment, difficulties, 234
- request, numbers (determination), 227
- successes, report, 230
- Major gifts, 223, 316
- campaign, capital/endowment campaigns (contrast), 276
- goals
- organizational avoidance, 226
- setting, 225–226
- program, decisions, 224
- quantity/size, decisions, 226–227
- solicitation
- accomplishment, campaign structure, 233–234
- materials, 228
- Manzon‐Santos, John, 439
- Marina Mote, Tanya, 382
- Mass appeals
- commitment, 122
- commonality, 121
- Master Prospect List, example, 93
- Master task list, creation (special events), 189–190
- Mathews, Peggy, 119
- Mattachine Society, 431
- McKinnon, Harvey, 237
- Meetings
- etiquette, 103–104
- in‐person meetings, support, 444
- overscheduling, avoidance, 338
- purpose, 102–103
- solicitation, 98, 102–106
- virtual meetings, reliance, 87–88
- Mentor
- Middle class, erosion, 9–10
- MightyCause, 165
- Millennials, direct mail, 132
- Mismanagement, impact, 323
- Mission statement, 21, 22
- Money
- acceptance
- appearance, 329
- questions, 328
- source, controversy, 330
- amount, determination, 108
- asking, fears, 78–85
- collection, voluntary system, 204
- dirty/clean money, discussion, 327
- discussion, taboo, 78
- donation amount, 127
- poverty, contrast, 78
- purpose, clarity, 21
- request
- anxieties, 85
- fear, 78–81
- formal approach, 98–102
- process, 97
- solicitation, legal information, 208
- time, contrast, 41–42
- Monthly donations, collection, 242
- Moves management, 287
- M+R annual benchmarks report, 155
- Mujeres Unidas y Activas (MUA), 66–67, 453–455
- fundraising strategies, 454
- members, training, 454–455
- Multichannel fundraising, 113, 115–118, 131, 211
- N
- Naming opportunities/policy (capital campaigns), 283
- National Asian and Pacific Islander HIV/AIDS Awareness Day, 439
- National Association of Hospital Developers, 346
- National Center for Lesbian Rights (NCLR), 435–436, 441
- National Coalition of Black Lesbians and Gays, 440–441
- National Immigration Law Center (NILC), 455–458
- Network for Good, 157
- New donor retention rate, 121–122
- Newsletters
- e‐newsletter, 111–112, 115, 160
- paper newsletters, 160–161
- and legacy giving, 256
- Non‐governmental organization (NGO)
- creation, 3
- digital divide awareness, 154
- dirty money, discussion, 327
- discovery, 33
- donation, acceptance, 264
- money, raising, 397
- recognition, 37–38
- Nonprofits
- budgets, balancing, 3
- DAF grant, receiving, 12
- donations, regularity, 33
- fundraising, 1
- history, absence, 26
- income, public sector funding, 5–6
- mandatory fees, market rate charges, 200
- money
- origin, 5–12
- purpose, clarity, 21
- payment, absence, 417
- sector, size/scope, 3, 4–5
- support, 18
- term, 3–4
- Nonprofit Technology Network (NTEN), 155
- Nuvamsa, Monica, 167
- O
- Objectives, 22
- defining, 25–26
- goals, contrast, 25–26
- Olivares, Luis, 450
- Onboarding process, development/maintenance, 344
- ONE Magazine, 431
- Online events, 188
- Online fundraising, 153
- email list, building, 156–158
- research, 155–156
- strategy, design/management, 354
- usage, 114
- website
- attractiveness, 155
- focus, 156–158
- Online petitions, signing, 117
- Online solicitation, 206
- Online strategies, usefulness, 154–155
- Opening paragraph, design, 140–142
- Opportunistic fundraising, 215
- Outcome‐based evaluation, 25
- Outcomes, 25
- P
- Paid staff
- focus, 387
- fundraising role, 42
- Paper newsletters, 160–161
- Payment, absence, 417
- PayPal, 157
- Peer‐to‐peer fundraising, 153, 165–166, 183
- Personal emails (sending), website link (inclusion), 229–230
- Personal letters, importance, 60
- Personal notes, importance, 72
- Personal solicitation, 97
- augmentation, 121
- effort, 275–276
- strategy, difficulty, 77–78
- usage, 87
- Petition, 211
- Philanthropic giving, focus, 9
- Philanthropy, term, 4
- Phone bank
- caller record, example, 172
- calls (results), recording method (creation), 171–172
- date, setting, 172
- floater, role, 177
- list, preparation, 171
- physical location, discovery, 175–176
- preparation, 171–177
- publicity, 178–179
- responses, preparation, 174–175
- script, writing, 172–174
- spreadsheet, creation, 171
- supplies, 176
- technique, 170–171
- virtual creation, 175–176
- volunteers, 175–177
- Phone banking, 169
- Phone calls. See Telephone calls
- Physical filing system, organization, 374–375
- Planned gifts, See Legacy Giving
- Pledge agreement, sample, 287
- Political power, building, 447
- Premiums, impact, 148, 149
- Priorities, clarity (maintenance), 362
- Private funding, 18
- Private sector giving, 6–7
- Pro bono advisers, for legacy giving, 253
- Prospecting calls, 169–170
- Prospects
- access, 88–89
- affinity, importance, 88, 89–90
- capital campaign prospects, 279–280
- contact notes, 92
- determination, 87–88
- formal approach, 98–102
- gifting, ability, 88, 90–91
- identification, common sense, 275
- information
- collection, 94–95
- maintenance, 342
- lead prospects, capital campaign approach, 286
- list
- compilation/organization, 274–276
- creation, steps, 91–95
- master list, 91–92
- Master Prospect List, example, 93
- meetings, 98, 102–106
- phone call contact, 102
- qualifications, 88
- record, sample, 94
- requests, 87
- research, 342
- responses, 104–106
- rural communities, 404–405
- satisfaction/closing, 104
- Prospectus, capital campaign usage, 284
- Public funding, 18
- Public/private partnerships, 17
- Public sector, funding, 5–6
- Q
- Qualified Charitable Distribution, 247
- QuickBooks, 314
- R
- Rayfield, Beth, 450, 458
- Reagan, Ronald
- AIDS discussion, absence, 432
- government funding cutbacks, 5–6
- Reboyoso, Lourdes, 66
- Records, updating, 373–374
- Recurring donor programs
- actions, avoidance, 243
- advantages, 237
- creation, 238
- email examples, 239–241
- fundraising message, consistency, 240
- launching, 238–241
- monthly donations, collection, 242
- multichannel approach, 238–239
- ongoing promotion, 242
- setup/maintenance, 237
- Recurring donors
- thanking, promptness, 242–243
- tracking, 242
- Referrals, 124
- Relationships, strengthening, 107
- Religion, charitable giving, 12–14
- Remember the Milk, 337
- Renewal
- appeals, donor responses (absence), 151
- gifts (seeking), direct mail, 150–151
- letter, format, 150
- notices, multiple sending, 150
- Reply device, 143–147
- brochure, 147
- design, 144–145
- enclosures, 145
- fact sheet, design, 147
- internal memorandum, 146
- lift note, 145–146
- psychology, 143–144
- return envelope, design, 145
- Reserve fund
- consideration, 261–267
- funding source, 57, 61
- Resource mobilization, theory, 87–88
- Retention rates, 316
- analysis, 316–317
- first‐gift retention rate, 316
- increase, 117
- new donor retention rate, 121–122
- Retention strategies, 63–64, 113–114
- Return envelopes, 145, 146, 151, 152, 153, 157, 158, 159
- reply form, inclusion, 178
- Rosso, Henry, 22
- Rural communities
- actions, completion (time length), 400
- cell service/wi‐fi, problems/absence, 401
- cultural/economic forces, changes, 402
- dinner dance, usage (example), 406
- donor availability, limitations, 400–401
- expenses, example, 406–407
- fundraising costs, elevation, 401
- marketing/advertising, word‐of‐mouth process, 406
- money, raising, 399, 402–404
- outdoor work, necessities, 400–401
- personal solicitation, 407–408
- prospects, 404–405
- relationships, complications, 401–402
- retirement communities, presence, 399
- special events, 405–407
- types, 399–402
- virtual events, 407
- S
- Salsa, payment network, 157
- Santana, Carlos, 448
- Script (phone bank), creation, 172–174
- Search engines, website registration, 159
- Segmenting, usage, 107
- Segments
- addition, 109–110
- number, determination, 111
- Self‐addressed envelopes, 145
- Service income stream, voluntary fee (creation), 200
- Service provision, phone/email, 204
- Services and Advocacy for GLBT Elders (SAGE), 442
- Services, cost, 203
- Service, voluntary fees, 200–204
- Sign‐up sheets, 159–160
- Social activism, engagement, 429–430
- Social change fundraising, perspective, 80
- Social media
- assistance, 342
- marketing method, 167
- presence, 155–156
- response rate, 121
- time sink, 336
- usage, 113, 131
- Social movements
- Solicitation
- benefit, absence, 84
- direct mail, 131
- endowment campaign team, 293–294
- face‐to‐face solicitation, 344, 407
- major gift solicitation, materials, 228
- meetings, 98, 102–103
- online solicitation, 206
- personal solicitation
- augmentation, 121
- rural community, 407–408
- strategy, difficulty, 77–78
- usage, 87
- phone calls, 98–102
- prospect list, 93
- team, formation, 273–274
- Solicitors, donations, 95
- Special events, 181
- appropriateness, 185
- assistance, 342
- attendees, types, 183–184
- budget, preparation, 190–191
- cause, attendee belief, 184
- evaluation, 193
- event committee
- oversight, 188–189
- tasks, 189–192
- example, 187–188
- front money, requirement, 186
- go or no‐go dates, establishment, 191–192
- house parties, 188
- items, requirement (checklist), 192–193
- location, 187
- logistics, 188–192
- master task list, creation, 189–190
- misunderstanding/misuse, 181–182
- money, raising (secondary goal), 183
- organization, 354
- attendee appreciation, 184
- image, 185
- repeatability, 186
- rural communities, 405–407
- social gatherings, 181
- staff/volunteer energy, 186
- strategic use, 444
- timeline, development, 191
- timing, 186–187
- usage, 113
- virtual events, 181, 188, 194–196
- Spending
- deficit spending, 322–323
- freeze, 322
- Staff
- email signature, 218
- energy (special events), 186
- enthusiasm, 90
- hiring (canvassing), 209–210
- hiring (fundraising management), 342
- paid staff
- focus, 387
- fundraising role, 42
- payment, absence, 417–418
- time, cost, 127, 282
- turnover, problem, 332
- volunteers, tension, 387–388
- Stanford University, alumni phone‐a‐thon (cessation), 169
- Stock splits, DAF money source, 11
- Stories
- reader involvement, 141–142
- responses, 125–126
- Strategic plan, creation, 28–29
- Strategic thinking, 28–29
- Street canvassing, 205
- canvassers, usage, 210
- demographics, study, 209
- door‐to‐door canvassing, comparison, 206
- focus, 207
- issues, explanation, 207
- Survey Monkey, 297
- Survey Sparrow, 297
- “Sustainer Circle,” joining (consideration), 61
- T
- Tax reporting/deductions, understanding, 8
- Teaser copy, 139
- Telephone fundraising, 113
- caller record, example, 172
- difficulty, 101
- Do Not Call list, impact, 169
- list, quality, 123–125
- phone bank, technique, 170–171
- prospects
- recording method, creation, 171–172
- response rate, 121
- results, 170
- time sink, 336
- usage, 98–100
- Texting
- list, quality, 123–125
- response rate, 121
- Thanking
- efficiency/promptness, 69–70
- email, 74
- names, addressing, 74–75
- usage questions, 74–75
- Thank‐you calls, 74
- Thank‐you emails, 116, 177–178
- Thank‐you letters, 256, 257
- Thank‐you notes
- computer‐generated thank you notes, 71–72
- handwritten thank‐you notes, importance, 72–73
- importance, 67–70
- inclusiveness, 75
- personal note, addition, 72
- sending, 334, 342
- Theory of resource mobilization, 87–88
- Thoughtful donor, 58
- Timeline, development (special events), 191
- Time management
- actions/steps, tracking, 338–339
- busyness, complaints, 337
- calendars, 337–339
- communication, control, 334–335
- conferences, attendance (control), 337–338
- database, maintenance, 334
- guidelines, 333–335
- importance, 333
- interruption, avoidance, 333–334
- meetings, overscheduling, 338
- thank‐you notes, sending (ensuring), 334
- to‐do lists, creation/updating, 334
- Time, money (contrast), 41–42
- Time sinks
- avoidance, 335–336
- emails, 335–336
- Internet surfing, 335
- social media, 336
- telephone, 336
- To‐do lists, creation/updating, 334
- Top down, inside out rule, 274
- Torres, Gustavo, 452–453
- Trainer
- Transgender Law Center (TLC), 441–443
- Trump Bump, 18, 128, 310
- Twitter, usage, 117, 155
- U
- Ulibarri, Sonya, 376
- United Auto Workers (UAW), 449
- United Farm Workers (UFW), 388, 448–450
- Unrelated business income tax (UBIT), 201, 405
- Upgrading strategies, 64
- User experience (UX), 157
- User interface (UI), 157
- V
- Values
- connections/motivation, 89–90
- surrender, avoidance, 59
- Vazquez, Luna, 424
- Virtual events, 181, 188, 194–196
- disadvantages, 195
- rural communities, 407
- Virtual files, clutter, 374
- Virtual meetings, reliance, 87–88
- Visibility, increase, 116
- Vision statement, 21, 22
- Vo, Vy Tuong, 428
- Voice mail, 218–219
- Voluntary fee‐for‐service program, 200
- Voluntary fees
- charges, 201
- charging, legality, 201–202
- collection process, 204
- creation, 200
- establishment, 199
- legal obligations, 201–202
- setting, 202–203
- system, effectiveness, 203
- Volunteers
- appreciation, display, 388
- capital campaign consultation, 281
- examples, 385–386, 421–423
- fundraising
- participation, invitation, 385
- strategy, volunteer selection, 387
- interaction, 383
- location, 420
- orientation, 386–387
- payment, absence, 417–418
- perfection, attainment, 387
- phone bank usage, 175–178
- recruitment/authority delegation, 361–362
- special events, 186–189
- time off, 388
- turnover, 419
- W
- Warm lists, 123–124
- Wealth inequality
- Web address (URL), 158
- Web designer, hiring, 156
- Web host, selection, 157
- Websites
- attractiveness, 155
- considerations, 158
- e‐newsletter link, 204
- focus, 156–158
- linking, 159
- planning, 157
- fulfillment, consideration, 159
- problems, 115
- programming/content support, 157
- recurring giving programs, examination, 238
- search engine registration, 159
- text/photos, 157
- traffic, driving, 158–163
- usage, 113
- user experience (UX), 157
- user interface (UI), 157
- visiting, emails, 159
- WhatsApp, 155
- Wills
- online will‐writing service, 251
- usage, 246–247
- Workflowy, 337
- Workforce, nonprofit sector (percentage), 4
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