Table of Contents
List of Tables, Figures, and Exhibits xv
Foreword xix
Preface xxiii
Acknowledgements xxvii
The Editors xxxi
Author Bios xxxv
Part One: A Philanthropic Context For Fundraising 1
1 A Philosophy of Fundraising 3Henry A. Rosso
2 The Joy of Giving 11Sara Konrath
3 Plan to Succeed 27Timothy L. Seiler
4 Developing and Articulating a Case for Support 37Timothy L. Seiler
5 Individuals as a Constituency for Fundraising 49Timothy L. Seiler
Part II: Constituents: What Donors Value 59
6 Contemporary Dynamics of Philanthropy 61Dwight F. Burlingame and Pat Danahey Janin
7 Prospective Donor and Donor Research and Database Management 71Katie Prine and Elisabeth Lesem
8 Corporate Giving and Fundraising 85Dwight F. Burlingame and Sean Dunlavy
9 Foundation Fundraising 101Sarah K. Nathan and Elisabeth Lesem
10 Gender and Philanthropy 113Debra J. Mesch and Andrea Pactor
11 Inclusive Philanthropy: Giving in the LGBT Community 127Elizabeth J. Dale
12 Faith and Giving 141David P. King
13 Ethnic Diversity and Giving 153Una Osili and Sarah King
14 Generational Differences in Giving 169Amy N. Thayer and Derrick Feldmann
15 Understanding High Net Worth Donors 185Patrick Rooney and Una Osili
16 Global and Cross-Cultural Fundraising 201Lilya Wagner
Part Three: Structuring Your Fundraising 213
17 The Total Development Plan Built on the Annual Giving Program 215Timothy L. Seiler
18 Major Gifts 225James M. Hodge
19 Capital Campaigns 243Aaron Conley
20 Establishing a Planned Giving Program 259Dean Regenovich
Part Four: Managing the Fundraising Process 291
21 Management and Leadership in Fundraising 293Elizabeth A. Elkas
22 Organizational Development for Fundraising 307Eugene R. Tempel and Lehn Benjamin
23 Budgeting for and Evaluating Fundraising Performance 321James M. Greenfield and Melissa S. Brown
24 Marketing and Communications for Fundraising 337Margaret M. Maxwell and Sean Dunlavy
25 Selecting and Working with Fundraising Consultants 351Margaret M. Maxwell
Part Five: The Art of Solicitation 361
26 Personal Solicitation 363Genevieve G. Shaker
27 Direct Response 375Deborah L. Eschenbacher
28 Telephone Solicitation and Stewardship 387Sarah K. Nathan
29 Digital Fundraising 401Jeff Stanger
30 Special Events 417Roberta L. Donahue and Caitlin Deranek Stewart
Part Six: Involving Volunteers 429
31 Stewardship and Accountability 431Eugene R. Tempel and Timothy L. Seiler
32 Engaging the Board in Fundraising 439Eugene R. Tempel and Timothy L. Seiler
33 Volunteer Management 451Tyrone McKinley Freeman and Elena Hermanson
Part Seven: Ethics and Accountability 465
34 Ethics and Accountability 467Eugene R. Tempel
35 The Law and Fundraising 487Philip M. Purcell
Part Eight: Your Career In Fundraising 501
36 Fundraising as a Profession 503Eva E. Aldrich
37 Resources for Strengthening Fundraising 517Frances Huehls
References 529
Index 549