Achieving Excellence in Fundraising / Edition 3

Hardcover (Print)
Rent from
(Save 67%)
Est. Return Date: 06/24/2015
Buy Used
Buy Used from
(Save 41%)
Item is in good condition but packaging may have signs of shelf wear/aging or torn packaging.
Condition: Used – Good details
Used and New from Other Sellers
Used and New from Other Sellers
from $30.62
Usually ships in 1-2 business days
(Save 54%)
Other sellers (Hardcover)
  • All (23) from $30.62   
  • New (12) from $40.31   
  • Used (11) from $30.84   


Hank Rosso's Achieving Excellence in Fund Raising, 3rd Edition, explains the fund raising profession's major principles, concepts and techniques. A host of respected authors demonstrate why fund raising is a strategic management discipline, and elucidate each step in the fund raising cycle: assessing human and societal needs, setting goals, selecting gift markets and fund raising techniques, soliciting new gifts, and encouraging renewals. This book provides a conceptual foundation for the fund raising profession, thoroughly examining its principles, strategies and methods. Using practical examples, the authors explain the reasoning behind the planning and selection of strategies for all fund raising activities.

Read More Show Less

Product Details

Meet the Author

Eugene R. Tempel is president of Indiana University Foundation and professor of philanthropic studies and of higher education at Indiana University. He is a nationally recognized expert in the study and practice of philanthropy and nonprofi t management, and his career includes more than two decades in higher education administration, fundraising, and teaching. For eleven of those years, he directed the Center on Philanthropy at Indiana University, a leading national resource for nonprofit education, research, training, and public service programs. Dr. Tempel is a member of several boards, past chair of the Indiana Commission on Community Service and Volunteerism, the first elected president of the Nonprofi t Academic Centers Council, and a member of Independent Sector's Expert Advisory Panel that created national guidelines for nonprofi t governance and ethical behavior. He is the author and coauthor of several works in the fi eld and has won numerous awards. He earned his bachelor's degree from St. Benedict College and his M.A. and Ed.D. from Indiana University. He also holds the Certifi ed Fund Raising Executive (CFRE) professional certifi cation from CFRE International.

Timothy L. Seiler is director of The Fund Raising School at the Center on Philanthropy at Indiana University and is also assistant professor of philanthropic studies at Indiana University. Dr. Seiler, an alumnus of The Fund Raising School, has been a faculty member since 1986 and its director since 1994. He was also involved with the establishment of the Center on Philanthropy through service  on the Policy Advisory Committee. He is an author and editor of fundraising publications and was editor-in-chief of the Excellence in Fund Raising Workbook Series and author of the workbook Developing Your Case for Support. Dr. Seiler serves the nonprofi t sector not only as a fundraiser, author, and teacher, but also as a board member and campaign committee member for several nonprofi ts and serves as a mentor to young professional fundraisers. He earned a B.A. degree in English from Saint Joseph's College, Rensselaer, Indiana, and M.A. and Ph.D. degrees in English from Indiana University. He also holds the Certifi ed Fund Raising Executive (CFRE) professional certifi cation from CFRE International.

Eva E. Aldrich is associate director of The Fund Raising School at the Center on Philanthropy at Indiana University, where her work centers on the development and revision of The Fund Raising School's curriculum. Prior to joining the Center on Philanthropy, she was a member of Johnson, Grossnickle and Associates, an institutional strategy and advancement consulting fi rm. Ms. Aldrich serves the fundraising profession as a member of CFRE International's Exam Committee and was a member of CFRE International's 2009 Job Analysis Task Force. In addition, she has taught fundraising professionals around the globe, conducting courses in Austria, China, India, and New Zealand. She earned her B.A. summa cum laude from Manchester College, North Manchester, Indiana, and her M.A. from Indiana University; she is currently pursuing a Ph.D. in philanthropic studies from Indiana University. She also holds the Certifi ed Fund Raising Executive (CFRE) professional certifi cation from CFRE International.

Read More Show Less

Table of Contents

List of Tables, Figures, and Exhibits xiii

Foreword xvi
Paulette Maehara

Preface xix

Acknowledgments xxv

The Editors xxvii

The Authors xxix


1 A Philosophy of Fundraising 3
Henry A. Rosso, Introduction by Eugene R. Tempel

2 Plan to Succeed 10
Timothy L. Seiler

3 Developing a Constituency for Fundraising 18
Timothy L. Seiler

4 Developing and Articulating a Case for Support 27
Timothy L. Seiler and Eva E. Aldrich


5 The Total Development Plan 41
Timothy L. Seiler

6 The Annual Fund 51
Henry A. Rosso, Updates by Meg Gammage-Tucker

7 Major Gifts 64
James M. Hodge

8 Capital Campaigns 81
Robert Pierpont

9 Establishing a Planned Giving Program 92
Dean Regenovich


10 Contemporary Dynamics of Philanthropy 117
Patrick M. Rooney and Sarah K. Nathan

11 Prospect Research 125
Vicky Martin

12 Corporate Giving and Fundraising 138
Dwight F. Burlingame

13 Foundation Fundraising 150
Gwendolyn Perry Davis

14 Women as Donors 162
Debra J. Mesch and Andrea Pactor

15 High-Net-Worth Donors 172
Marti K. S. Heil and Sandra Bate

16 Ethnicity and Giving 183
Lilya Wagner, Introduction by Una Okonkwo Osili

17 Giving Differences Among the Generations 199
Melissa S. Brown with Xiaonan Kou


18 Personal Solicitation 213
Kim Gattle

19 Direct Mail Marketing 223
Mal Warwick

20 E-Mail and Internet Solicitation 235
Jeff Stanger

21 Special Events 247
Roberta L. Donahue

22 Telephone Solicitation 256
Jonathan D. Purvis

23 The Practice of Stewardship 268
William G. Enright and Timothy L. Seiler


24 The Trustee’s Role in Fundraising 275
Ted R. Grossnickle

25 Volunteer Management 285
Tyrone M. Freeman

26 Using Social Media to Energize and Mobilize Your Volunteers 295
Jay B. Love


27 Managing the Fundraising Program 307
Elizabeth A. Elkas

28 Leadership and Team Building 318
Lilya Wagner

29 Organizational Strengths and Vulnerabilities 329
Eugene R. Tempel

30 Donor Database Management and Segmentation 340
Jeffrey A. Lindauer

31 Budgeting for Fundraising and Evaluating Performance 349
James M. Greenfield

32 Marketing and Communications for Fundraising 362
Sandra Bate

33 Selecting and Working with Fundraising Consultants 375
Margaret M. Maxwell

34 Fundraising for Grassroots Nonprofits 383
Kim Klein


35 Ethical Frameworks for Fundraising 395
Eugene R. Tempel

36 The Law and Fundraising 413
Philip M. Purcell


37 Fundraising as a Profession 427
Eva E. Aldrich

38 Fundraising Credentialing 434
Eva E. Aldrich

39 Preparing for the CFRE Exam 437
Eva E. Aldrich

40 International Perspectives on Fundraising 441
Sharilyn Hale

41 Resources for Strengthening Fundraising 453
Frances Huehls

Glossary of Fundraising Terms 463

References 479

Index 489

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)