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Fundraising the SMART Way, + Website: Predictable, Consistent Income Growth for Your Charity / Edition 1

Fundraising the SMART Way, + Website: Predictable, Consistent Income Growth for Your Charity / Edition 1

by Ellen Bristol
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Product Details

ISBN-13: 9781118640180
Publisher: Wiley
Publication date: 03/24/2014
Series: AFP/Wiley Fund Development Series
Pages: 272
Product dimensions: 6.20(w) x 9.10(h) x 1.10(d)

About the Author

ELLEN BRISTOL came into the nonprofit sector after more than twenty years of experience in the corporate world where she specialized in major-account sales of information technology equipment. Since 1995, the year she launched Bristol Strategy Group, she has developed a solid track record as a consultant and author in the fund development arena.

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Table of Contents

Preface xi

Acknowledgments xv

Introduction Why We Need a Fundraising Revolution 1

Fundraising the SMART WayTM 4

How It Works 5

Results from the Leaky Bucket Study 6

Statistics from the Leaky Bucket Assessment 8

The Four Laws of Performance Management 11

Target: Consistent, Predictable Income Growth 14

Effective Fundraising as Competitive Advantage 16

Adopting the SMART Way Model 19

PART ONE Which Funders Are “Right” for You-21

CHAPTER 1 The Context for Fund Development 25

What Should It Cost to Achieve Your Mission? 26

Analyzing the True Cost of Your Mission 30

Your Opportunity Risk Factor: The Real Value of Your Time 31

What Makes Your Best Funders “Best”? 34

Your Unique Value Proposition: The Value in Value-Added 36

What We Covered 42

What You Can Do 42

CHAPTER 2 Funder Selection Strategies 45

Why Your Best Funders Support You 47

The Exchange of Value 55

Applying the Exchange of Value 59

What We Covered 60

What You Can Do 61

CHAPTER 3 Building Your SMART Way Prospect Scorecard63

Nine Scorecard Principles 66

Crafting Scorecard Statements 72

Scoring the Prospect 80

Scorecard as Management Control 82

What We Covered 84

What You Can Do 85

CHAPTER 4 The Scorecard as a Management Control Device87

Using the Scorecard to Manage the Fundraising Process 88

Validating the Scorecard 89

The Suggested Probing Questions 92

Developing Your Questions 96

Field-Test the Scorecard 101

The Control Part 105

What We Covered 106

What You Can Do 106

PART TWO Defining the Fund Development Process 109

CHAPTER 5 The Fund Development Pipeline 113

Pipeline Basics 114

The SMART Way Pipeline Revolution 116

Process Management for Nonprofits: A Primer 117

Moves Management versus the SMART Way 118

Eliminate Process Boundaries or Add Them? 120

Development Drivers 127

What We Covered 129

What You Can Do 129

CHAPTER 6 Setting Performance Targets 131

Everything You Ever Wanted to Know about Continuous Improvement132

Assigning Targets 135

Good Targets, Bad Targets 139

Move Zero Targets 141

Performance Targets and the SMART Way Scorecard 145

Targets for Development Drivers 149

What We Covered 150

What You Can Do 151

PART THREE Implementing Fundraising the SMART Way 153

CHAPTER 7 Reporting and Leading for Better Results157

Leadership 101 158

First, There is a Mountain . . . 159

“Vertical” versus “Horizontal” Reporting159

SMART Way Reports 163

Enlightened Leadership Practices 166

Tracking Donor Move Targets 171

Reading the Story the Numbers Tell You 173

What We Covered 174

What You Can Do 174

CHAPTER 8 The Breakthrough: Continuous Improvement177

The Plan-Do-Check-Act Cycle 178

Root-Cause Analysis Done Right 179

What We Covered 200

What You Can Do 201

CHAPTER 9 Applying SMART Way Methods to Mass-MarketFundraising 203

Selling to Major Accounts versus Transactional Selling 204

The Majors versus the Minors 206

To Find Donors, Stop Looking 208

Mass-Market and Target-Market Fundraising 214

SMART Way Management Controls 216

What We Covered 218

What You Can Do 218

CHAPTER 10 Radical Thinking about the Fundraising Revolution221

Fundraising and the Russian Revolution 225

Adopting the Mind-set of Potential 228

Revolutionizing the Way We Manage Performance 229

Implications for Information Technology 235

Implications for the Governing Board 237

Parting Remarks 241

About the Author 243

About the Companion website 245

Index 247

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