The Seven Faces of Philanthropy: A New Approach to Cultivating Major Donors / Edition 1

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In a major breakthrough for the field of fundraising, Russ Alan Prince and Karen Maru File provide development professionals with the Seven Faces approach—a powerful tool to enable them to maximize their effectiveness when approaching major donors for gifts. Using this framework, the authors identify and profile seven types of major donors and offer detailed strategies on how to approach them.
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Editorial Reviews

From the Publisher
"The Seven Faces of Philanthropy is an information-packed text that will help practitioners and students of philanthropy to understand the different needs, different wants and different response mechanisms of their gift markets. An essential guide to market behavior patterns." (Henry A. Rosso, author of Achieving Excellence in Fund Raising)
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Product Details

  • ISBN-13: 9780787900083
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 1/28/1994
  • Series: Josseynonprofit Sector Series
  • Edition description: 1st EDITION
  • Edition number: 1
  • Pages: 240
  • Product dimensions: 6.31 (w) x 9.32 (h) x 0.81 (d)

Meet the Author

RUSS ALAN PRINCE is president of Prince & Associates and one of the country's foremost experts on charitable giving. He is a pioneer in the study of the philanthropic motivations and behaviors of the affluent worldwide. He writes frequently for The Chronicle of Philanthropy and Trusts and Estates, and has authored numerous books on affluence and investing. KAREN MARU FILE is an associate professor of marketing in the Graduate School of Business at the University of Connecticut. Her principal areas of research are marketing for nonprofits, services marketing, and professional services marketing.
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Table of Contents

Preface ix

The Authors xiii

Introduction to the Paperback Edition xv

Introduction: A Powerful New Tool for Understanding Major Donors 1

Part 1 Profiling the Seven Faces of Philanthropy 13

1. The Communitarian: Doing Good Makes Sense 17

2. The Devout: Doing Good Is God's Will 31

3. The Investor: Doing Good Is Good Business 43

4. The Socialite: Doing Good Is Fun 56

5. The Altruist: Doing Good Feels Right 69

6. The Repayer: Doing Good in Return 81

7. The Dynast: Doing Good Is a Family Tradition 94

Part 2 Cultivating Major Donors with the Seven Faces Framework 107

8. Making Connections Through Charity Networks 111

9. Building Relationships with the Seven Philanthropic Personalities 128

10. Identifying Appropriate Giving Strategies 150

11. Sustaining Relationships Through Donor Centered Strategies 173

Conclusion: Applying the Seven Faces Framework 197

Appendix Research Methodology 203

References 207

Index 213

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  • Anonymous

    Posted August 5, 2002

    Very helpful

    I loved this book! The Seven Faces of Philanthropy offers a very helpful donor-centered approach to interacting with donors. <p>Although thoroughly researched, the authors' humility is also refreshing. Prince and File specifically say they are not offering a framework that supplements, not replaces, the strategies and techniques our offices are using. Later, they acknowledge the limits and constraints with this framework but affirm that the strength is in the process. <p>Throughout the book, actual comments from donors illustrate the points the authors are making. I could almost hear donors I know talking to us through those quotations! As I read The Seven Faces of Philanthropy, I found myself scribbling notes in the margins about how I could implement the framework in my daily work. <p>I was disappointed that this reprint merely had a new introduction. Part Two is laden with statistics and I found myself wondering how they have changed in the last ten years. Nevertheless, this book is well worth reading and implementing.

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  • Anonymous

    Posted August 25, 2009

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