INDEX

  • 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
      • usage, 161–164
    • 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
      • absence, 37
      • role, 39–43
    • 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
    • ideas, 32
  • 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
      • criteria, 347–348
    • location process, 347–348
    • payment, 345–347
    • role, 342–343
    • tasks, 343–344
  • Digital platforms, 40
  • Direct mail, 131
    • acquisition, results, 134–135
      • reduction, 136–137
    • 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
      • scale, reduction, 136
  • 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
      • analysis, 316–317
      • building, 31, 56
      • loss, 60
    • 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
      • expectations, 380
    • 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
    • cold list, 211
  • 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
      • fostering, 343
    • 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
      • discovery, 218–220
    • 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
    • creation, 271–272
  • 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
      • materials, 228
  • 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
    • creation/maintenance, 24
  • 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
    • effectiveness, 170
  • 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
    • total (2020), 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
    • discussion, 429–430
  • Solicitation
    • benefit, absence, 84
    • direct mail, 131
    • endowment campaign team, 293–294
    • face‐to‐face solicitation, 344, 407
      • cold list, 211
    • 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
      • disadvantages, 195
  • 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
    • assessment, 182–183
  • Vision statement, 21, 22
    • creation/maintenance, 24
  • Vo, Vy Tuong, 428
  • Voice mail, 218–219
  • Voluntary fee‐for‐service program, 200
  • Voluntary fees
    • charges, 201
      • identification, 200–201
    • 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
      • effectiveness, 419–420
    • 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
    • impact, 10
    • increase, 225
  • 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
      • staff training, 157–158
    • 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
  • Y
  • Yilma, Zerihoun, 450
  • Z
  • ZipBooks, 314
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