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Beyond Fundraising: New Strategies for Nonprofit Innovation and Investment / Edition 2

Beyond Fundraising: New Strategies for Nonprofit Innovation and Investment / Edition 2

by Kay Sprinkel Grace
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Do you or your volunteers fear rejection or feel like a beggar when fundraising? Do you worry about soliciting donors too often? Are you tired of the relentless cycle of fundraising activities necessary to generate revenues for your programs?

Beyond Fundraising: New Strategies for Nonprofit Innovation and Investment, Second Edition dispels these concerns and helps you:

  • Learn how to position your organization in the community as a constructive, vital, and successful social investment
  • Develop an investor relationship with donors and engage their values-based commitment capacity to make a difference in their communities

In this revised and updated Second Edition, fundraising expert Kay Sprinkel Grace presents her internationally field-tested core beliefs, principles, and strategies for developing long-term relationships with donor-investors and volunteers. Share in the wisdom and experience that have helped countless nonprofit organizations grow their base of support and go beyond fundraising into true donor and fund development.

Product Details

ISBN-13: 9781118573556
Publisher: Wiley
Publication date: 05/02/2005
Series: AFP/Wiley Fund Development Series
Edition description: 2nd Revised ed.
Pages: 264
Sales rank: 337,686
Product dimensions: 7.00(w) x 10.00(h) x 0.60(d)

About the Author

Kay Sprinkel Grace, CFRE, (San Francisco CA) is an internationally acclaimed independent consultant, speaker, facilitator, and writer. She has also been a core faculty member of the Fund Raising School since 1980. After successful careers in journalism and education, she became a development professional in 1979, working in several organizations before starting her own consulting firm in 1987. Since then, she has worked as trainer or consultant with thousands of nonprofit volunteers and professionals in the areas of board and staff leadership, planning, and capital and annual fundraising. Over years as a volunteer—principally for Stanford University, where she received her BA and MA degrees and where she has been honored for her fundraising leadership—add perspective to this book. She is the author of Beyond Fund-Raising (Wiley) and the coauthor of High-Impact Philanthropy (Wiley).

Table of Contents

Preface to the Second Edition x

Introduction to the Second Edition xvii

Chapter 1 Values:The Context for Philanthropy, Development, and F undraising 1

Philanthropy Defined 1

The Role of Values in the Nonprof it Sector 2

Developing a Values-Based Approach 3

A Model of Values-Based Philanthropy, Development, and Fundraising 5

Understanding the Model 5

A Paradigm Shift: Integrating Philanthropy, Development, and Fundraising 14

Chapter 2 Putting Away the Tin Cup: Changed Attitude, Changed Practices 17

Why the Tin Cup Attitude Persists: Asker, Funder, and Institutional Reasons 17

Why Individuals and Institutions Must Change 24

A New View of Funders: Donor-Investors 24

The Investor Relationship 25

Conveying a New Attitude:Whose Needs Are You Presenting? 28

Chapter 3 Preventing Mission Drift: The Leadership Imperative 31

Maintaining a Strong Organization and a Strong Mission 31

Defining Mission Drift 31

Avoiding Mission Drift 32

Practices of Able Nonprof it Leaders 33

Special Challenges to Nonprof it Leaders: Balancing the Demands of Mission Fulf illment and Organizational Requirements 35

The Role of Leaders in Maintaining Effective Systems 39

Leadership in Times of Change 40

Chapter 4 Successful Development: Partnership and Process 47

Partnerships for Development and Fundraising 47

Creating Development Partnerships 48

Structuring a Successful Development Partnership 50

The Development Process: A Partnership for Donor and Resource Development 55

Summary 75

Chapter 5 Inviting Investment 77

Defining Donor-Investor 78

Building a Base of Donor-Investors 78

Challenges to Implementing an Investment Attitude 79

Asking for Investment 79

Inviting Investment:The Solicitation Steps 80

Shedding Old Attitudes 90

Overcoming Objections 97

Increasing Organizational Involvement in the Invitation to Invest 99

We Have Learned to Love the New Approach 100

Chapter 6 Capitalizing on the Community's Investment
Part One: Annual Campaigns 103

Annual and Capital Campaigns 103

Annual Campaigns 105

Annual Campaigns: Development as Well as Fundraising 105

Presenting Multiple Gift Opportunities to Donors 120

Elements of a Successful Annual Campaign 121

Chapter 7 Capitalizing on the Community's Investment
Part Two: Capital Campaigns 127

Rationale for Capital Campaigns 128

Need to Capitalize Nonprof its 129

Attracting Donors to Capital Campaigns 129

What to Consider Before Undertaking a Capital Campaign 134

Determining Whether to Go Ahead with a Campaign 135

Summary 140

Chapter 8 Stewardship: The Heart of the Development Process 141

Why Practice Stewardship? 141

What Stewardship Means 142

Giving and Stewardship 143

Stewardship and Belonging 143

Getting Donors and Prospects into the Kitchen 144

Putting Priority on Stewardship 145

Principles for Creating a Stewardship Program 145

Implementing a Stewardship Program 150

Creating a Culture of Philanthropy through Stewardship 155

Twenty-f irst-Century Tools for Stewardship 155

Chapter 9 Maximizing Board Development and Participation 159

Board Development:The Key to Fund Development 159

Replace Your Nominating Committee with a Committee on Trustees or Board Development Committee 160

Recruitment 162

Enlistment 168

Board Retention and Involvement 172

Board or Bored? Making the Most of Meetings 174

Board Retention and Rotation 183

Chapter 10 The Power of Planning 187

Why Organizations Need to Plan 188

Organizational and Development Plans 190

Preplanning Analysis 196

Putting the Ingredients Together: TRI-POD Planning Process 198

Chapter 11 Beyond Fundraising: Implementing the Principles 209

Implementing the Principles of This Book in Your Organization 209

Five Behaviors Required to Move Beyond Fundraising 210

Three Resources Required to Go Beyond Fundraising 214

Preparing to Take an Organization Beyond Fundraising 215

10 Steps to Take an Organization Beyond Fundraising 216

Two Case Studies: Going Beyond Fundraising 221

Trends to Anticipate in Nonprof it Development and Fundraising 228

Summary 232

Chapter 12 Afterword 233

Social Entrepreneurship 234

What We Face,What We Must Do 235

What Donor-Investors Must Do 237

What Communities Must Do 238

The Last Word 239

Index 241

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