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
