Developing Your Case for Support / Edition 1

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Learn step by step how to craft a winning case statement!

This tool in the Excellence in Fund Raising WorkbookSeries offers you a practical, hands-on guide to creating thecornerstone of any successful fund raising program—an effectivecase for support. Written by Tim Seiler—a leader in the field offund raising and a disciple of master fund raiser HankRosso—Developing Your Case for Support provides you with acomplete framework for bringing together all the reasons nonprofitsknow they are worthy of support, and shows you how to develop acase that makes those reasons concrete and real for donors. Filledwith helpful worksheets and examples, the workbook features astep-by-step methodology for gathering, organizing, and using theinformation essential for developing a compelling casestatement.

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Editorial Reviews

From the Publisher
"I can heartily recommend this book." (,January 17, 2003)
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Product Details

  • ISBN-13: 9780787952457
  • Publisher: Wiley
  • Publication date: 8/16/2001
  • Series: J-B Fund Raising School Series , #6
  • Edition description: 1 ED
  • Edition number: 1
  • Pages: 192
  • Sales rank: 821,687
  • Product dimensions: 8.52 (w) x 11.20 (h) x 0.63 (d)

Meet the Author

Timothy L. Seiler is director of Public Service and The Fund Raising School and assistant professor of philanthropic studies at the Center on Philanthropy at Indiana University. Formerly, he was vice president of Indiana University Foundation. He is the editor-in-chief of the Excellence in Fund Raising Workbook Series from Jossey-Bass and coeditor of New Directions for Philanthropic Fundraising.

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Table of Contents

Exercises and Worksheets xiii
Preface xv
The Author xix
Part 1 Introducing the Case for Support 1
1. Key Terms 3
The Case and the Cause 3
Case Statement 4
Case Expression 4
Case Resources 5
External and Internal Cases 5
Mission, Goals, and Objectives 5
2. The Case and the Fund Raising Cycle 7
The Fund Raising Cycle 7
Examine the Case in Step 1 8
Make the Case the Cycle Bedrock 9
Determine Who Develops and Reviews the Case 10
Part 2 Case Components 17
3. Mission Statement 21
Examples of Mission Statements 21
Identifying Organizational Values 24
Reviewing Your Mission Statement 27
4. Goals 31
Examples of Goals 31
Goals Compared to Mission 31
Program-Related Goals 32
Fund Raising Goals 32
Writing and Reviewing Goals 33
5. Objectives 37
Examples of Objectives 37
Objectives Compared to Goals 38
Examples of Goals with Objectives 38
Writing and Reviewing Objectives 39
6. Programs and Services 43
Using Stories 43
Identifying Who Benefits 43
Collecting Testimonials 44
Enhancing and Reviewing Program Descriptions 45
7. Finances 49
Showing the Costs of Mission Fulfillment 49
Presenting the Information 50
Justifying the Need 50
Examples of Financial Presentations 50
Preparing and Reviewing Presentations 54
8. Governance 59
Selection of Board Members 59
Board Representation 60
Board Member Strengths 60
Board Functioning and Structure 61
Board Evaluation 62
Information About Members and Advisers 63
Reviewing Governance Information 64
9. Staffing 67
Credentials and Qualifications 67
The Organization Chart 68
Identifying and Reviewing Staffing Information 68
10. Service Delivery 71
Providing Basic Access 71
Offering Superior Service 72
Describing and Reviewing Service Delivery 72
11. Planning and Evaluation 75
Short-Term Fund Raising Plans 75
Long-Term Fund Raising Plans 76
Evaluation 76
Reviewing Fund Raising Plans and Evaluation Processes 77
12. History 81
The Place of History in the Case 81
A Focus on People 81
Writing and Reviewing a History 82
13. Component Checklist 85
Part 3 Putting the Case to Work 89
14. Testing the Completed Case 91
From Internal Case to External Case 91
Case Qualities That Stimulate Donors 93
Matching Case Expressions to Donors 94
Reviewing Your Case Expressions 95
15. Annual Review of the Case 99
Answering Critical Questions Every Year 99
Identifying Why Donors Should Give 102
Conducting an Annual Review 104
16. Moving Forward with the Case 107
Leading the Effort 107
Assembling the Case Resources File 108
Developing and Testing the Case 109
Recognizing All the Case Functions 109
Reviewing and Revalidating the Case 110
Part 4 Resources 113
Sample Case File 115
Our Neighborhood Development Corporation 116
Sample Case Expressions 123
The Case for Renovating the Abbey Church 124
Letter Sent to "Insiders" During Renovation 139
Text of Regional Benefactors Dinner Talk 141
Newsletter Article Detailing Renovation Plans 145
Appeal Letter Sent to Summer Session Alumni 150
Appeal Letter Sent to Friends 151
Brochure Included with Appeal Letters 153
Press Release Announcing a Large Gift by an Individual 157
Appeal Letter to Donor Recognition Group 159
Mailing Describing Changes in Donor Recognition Group 161
Honor Roll of Donors 166
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