The Complete Guide to Fundraising Management, 3rd Edition (The AFP/Wiley Fund Development Series) / Edition 3

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To survive and thrive in today's highly competitive philanthropic environment, your nonprofit needs to make the most of its monetary and staffing resources. But doing so is a complicated business that demands the right approach. The Complete Guide to Fundraising Management, Third Edition offers an accessible and time-tested plan for fundraising success.

Part of the AFP Fund Development Series, this newly revised and expanded Third Edition presents incisive explanations of basic fundraising principles and practices and thoroughly covers the fundamentals of strategic management. It provides all the tools and techniques you need to oversee a comprehensive resource development program that focuses on planning, self-assessment, and continual improvement. In addition, this indispensable resource includes a companion Web site containing checklists, grids, and sample forms to help fundraising professionals manage the complexities of a development office.

Featuring helpful suggestions on board development, institutional advancement, and volunteer involvement, the Third Edition covers all the bases, including:

  • A new chapter on Internet fundraising as well as updated statistics on voluntarism, fundraising data, and the philanthropic sector
  • How to manage the resource development function—analysis and planning, setting goals, and monitoring the budget
  • How to determine the "ideal" volunteer solicitor, the capacity to give, and the request amount
  • Grantsmanship—government contracts, foundations, project development, and foundation research
  • Capital and endowment campaigns—chronological steps for success, including pre-study, advancement, intermediate, and public phases

Concentrating on high-payoff, cost-effective fundraising strategies, this practical how-to book presents straightforward guidelines and step-by-step instructions for strengthening your nonprofit and obtaining the resources needed to carry out its mission. Packed with all the essentials of good nonprofit management, The Complete Guide to Fundraising Management, Third Edition is the ultimate road map to fundraising success.

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Product Details

  • ISBN-13: 9780470375068
  • Publisher: Wiley
  • Publication date: 3/30/2009
  • Series: AFP/Wiley Fund Development Series, #186
  • Edition description: New Edition
  • Edition number: 3
  • Pages: 384
  • Sales rank: 202,344
  • Product dimensions: 6.30 (w) x 9.00 (h) x 1.40 (d)

Meet the Author

Stanley Weinstein, ACFRE, EMBA, is President of Stanley Weinstein & Co., specializing in the fundraising, management, and marketing needs of philanthropic organizations nationwide. With more than forty-two years of experience in the nonprofit world, he has distinguished himself as a consultant, teacher, and author. As a consultant specializing in organizational development, strategic planning, fundraising, annual, endowment, and capital campaigns, he has had the opportunity to work closely with board and staff leaders from more than 300 nonprofit organizations nationwide. His campaigns have resulted in numerous major gifts ranging from $50,000 to $50 million. In 2006, he was named "Outstanding Fundraising Professional."

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Table of Contents



Chapter 1. Five Major Fundraising Principles.

People Give to People . . . to Help People.

People Give Relative to Their Means.

Those Closest Must Set the Pace.

Successful Fundraising.

The 80/20 Rule Is Becoming the 90/10 Rule.

The Need for Balance.

Chapter 2. Your Organization and the World.

An Overview of the Sector— Broad Range of Services.

Opportunities and Challenges.

Working Together.

The Importance of Strategic Management.

Be Sure Your Institution Is Worthy of Support.

Chapter 3. Managing The Resource Development Function.

Analysis and Planning.

Effectiveness: Doing the Right Things.

Efficiency: Doing Things Right.

Budgets and Financial Resources.

Fundraising Modes.

Special Issues Related to Small and Large Operations.



Chapter 4. The Case For Support And Fundraising Materials.

The Case Statement.

The Comprehensive Formal Case Statement.

The Case Statement Process.

Market and Situation-Specific Case Statements.

Presentations and Presentation Materials.

Chapter 5. Managing Information.

Record Keeping.

Supporting Fundraising Strategies.



Targeted Communications.

The System.

Establishing the Information System.

Chapter 6. Prospect Identification, Research, and Segmentation.

The Best Prospects.

Prospect Research.

Prospect Ratings and Evaluations.

Know the Prospective Donor as a Person.

Chapter 7. Nurturing Relationships.

Friend-Raising Activities.

Relationship-Building Activities Must Be Scheduled and Monitored.

“Moves” Management—Cultivating Real Relationships.

Donor Acknowledgment.

Four Parts to an Acknowledgment Program.

Chapter 8. Major Gift Programs.

When Major Gift Strategies Are Appropriate.

Preparing for a Major Gifts Initiative.

The Solicitation Interview (How to Ask for a Major Gift).

After the Solicitation.

Solicitation Training and Role Playing.

Chapter 9. Mail and Email Fundraising.

Acquisition Mailings.

Renew and Upgrade.

Lapsed Donors.

Public Relations and Information.


Ensuring Success.

Elements of the Appeal Package.

Mail Lists.

Mail Preparation: What to Do In-House, What to Do with a Mail House.

Post Office.

Newsletters as Part of the Direct Mail Program.

Email and Websites.

Chapter 10. Telephone Solicitations.

Volunteer Telephone Solicitations.

Professional Telephone Solicitation Campaigns.

Chapter 11. Special Event Fundraisers.

Choosing a Special Event.

Implementing the Event.

Cause-Related Marketing.

Chapter 12. Grantsmanship.

What Is a Grant?

Government Grants and Contracts.


Foundation Research.

Project Development.

The Application.

Acknowledgment and Reporting Requirements.

Chapter 13. Planned Giving.

Defining Planned Giving.

The Importance of Planned Giving Charitable Gift Instruments—Ways of Giving.

Donor Education and the Planned Giving Program.

Endowment Fund.

Sample Marketing Plan for Charitable Gift Annuities.

Planned-Giving Societies.

Chapter 14. Capital and Endowment Campaigns.

Requirements for a Successful Campaign.

Chronological Steps for Success.

Building Endowments.

Institutional Differences.

Campaign Organization and Structure.

Chapter 15. Human Resources.

The Board of Directors.

The Resource Development Staff.

Volunteers Working with Consultants.

Chapter 16. Evaluation.

About The Website.


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