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

by Russ Alan Prince, Karen Maru File

Overview

Available for the first time in paperback, Seven Faces of Philanthropy introduces to you the Seven Faces approach—a powerful tool that enables development professionals to maximize their effectiveness when approaching major donors for gifts. The authors identify and profile seven types of major donors and offer you detailed strategies on how to approach them. Both novice and expert fundraisers will find this framework a valuable supplement to existing strategies and techniques.

Product Details

ISBN-13:	9780787960575
Publisher:	Wiley
Publication date:	11/30/2001
Series:	Nonprofit and Public Management Series
Edition description:	With A New Introduction
Pages:	240
Product dimensions:	5.92(w) x 8.96(h) x 0.72(d)

About the Author

Russ Alan Prince is president of Prince & Associates, a leading consultancy in the private wealth field. Prince & Associates works with nonprofits, private banks, insurance companies, and investment management firms on strategic issues involving the private wealth markets. Prince is columnist for leading financial industry magazines and author of fifteen books in these interrelated fields, several coauthored with Karen Maru File.

Karen Maru File is associate professor of marketing at the University of Connecticut at Stamford. Her long-term research interests include global wealth, professional services marketing and philanthropy, interests which lead to her collaboration with Russ Alan Prince and Prince & Associates.

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

What People are Saying About This

From the Publisher

"Prince and File provide the keys to unlock the planned givingmarket. They show us how to target prospective donors with laserprecision and how to cultivate them based on a new understanding ofdonor motives, needs, and expectations."
— Peter M. Weisbaum, Esq., vice president, advanced businessand estate planning, National Life Insurance Company

"Not only provides a thorough analysis of the many factors thatinfluence funders, but also valuable insights into how one developsstrategic approaches toward building long-term relationships withsignificant funders."
— William H. Meadows III, director, Centennial Campaign,Sierra Club

"Expands the reader's knowledge of why people give and how theycan be approached and enfolded into an ongoing donor constituency.This book is a vital addition to the concepts and practice of majorgift fund raising."
— Joseph R. Mixer, Ph.D., author of Principles ofProfessional Fundraising

"An information-packed text that will help practitioners tounderstand the different needs, different wants, and differentresponse mechanisms of their gift markets. An essential guide tomarket behavior patterns."
— Henry A. Rosso, CFRE (Ret.) author of AchievingExcellence in Fund Raising

"Fund raisers, legal advisors, and financial advisors mustcommunicate value in terms most appropriate to the individualphilanthropic personality. . . . required reading because itenables the reader to meet that challenge."
— F. Lewis Carlisle, manager, philanthropic services,Kidder, Peabody & Co., Inc.

Editorial Reviews

"...both valuable insights and practical, focused advice..." (Third Sector, July 2006)

From the Publisher