Fundraising fundamentals: a guide to annual giving for professionals and volunteers
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York
Wiley
2002
|
| Ausgabe: | 2. ed. |
| Schriftenreihe: | The AFP/Wiley fund development series
|
| Schlagworte: | |
| Online-Zugang: | Contributor biographical information Publisher description Table of contents Inhaltsverzeichnis |
| Beschreibung: | Rev. ed. of: Fund-raising fundamentals. c1994. Includes bibliographical references and index |
| Beschreibung: | xxii, 578 S. 24 cm |
| ISBN: | 0471209872 |
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Contents chapter 1 Developing Annual Gift Support by Raising Friends and
Building Relationships 1
The Philanthropic Process 5
Philanthropic Practice 7
The Independent Sector and the Nature
of Charitable Organizations 9
The Role of Fund Development 12
The Role of Annual Giving 17
What to Use in Making Annual Gifts 18
chapter 2 Asking for Money: Begin with Testing by Mail 27
Acquisition: The Everlasting Search 28
Finding Likely First Time Donors 38
Testing, Testing, Testing 43
Letter Texts: Write Love Letters! 50
chapter 53 Direct Mail Acquisition: Constituency Building 63
Meeting Changing Needs 66
The Case for Annual Gift Support: Goals and Potential 69
Goal Setting for Annual Giving Solicitation 73
These Are Donors, Not Numbers 76
The Annual Fund—Master Schedule 80
Making and Following Plans: The Frequency
of Appeals 82
Plan to Be Flexible 84
Where Pledges Fit in Annual Giving 86
Acquisition through Mail Appeals 93
Why Use the Mail? 96
Multiple Acquisition Methods 98
Multiple Mailings 99
When to Mail and How Often 100
XVI CONTENTS
Improved Results with Multimedia Appeals 104
Other Options for Acquisition Mailings 105
chapter 4 Donor Renewal: A Communications Art 117
Communications Opportunities 119
Involvement Opportunities 131
Methods of Donor Renewal, Revival, and Reward 137
Performance Analysis 141
Donor Relations 148
chapter 5 Membership and Membership Associations 161
Legal and Tax Exempt Status 163
Membership Options 165
Basic Design 168
Annual Dues and Gifts 169
Benefits and Privileges 171
The Value of a Gift Membership 173
Management of Membership Associations 182
Annual Giving Opportunities for Members 189
Annual Membership Campaigns 194
Operating Costs for Membership Programs 200
chapter 6 Telephone and Telemarketing Techniques 211
Preparing for Telephone Solicitation 214
The Volunteer Calling Program: Planning Is the Key
to Success 217
Developing a Telemarketing Program 219
Should You Hire a Professional Telemarketing Firm? 227
Budgeting for Telephone Solicitation 231
Other Uses of the Telephone 234
chapter 7 Groups, Guilds, and Support Organizations 243
The Auxiliary 247
The Guild 251
Donor Clubs: The Benefits of Organizing Donors 252
Support Group Organizations 260
Management of Groups, Guilds, and
Support Organizations 268
chapter 8 Soliciting Annual Gifts from Corporations
and Foundations 277
Securing Annual Corporate Gifts 278
Tax Deductions as a Motivation 283
The Roles of Research, Relationships, and Requests 287
The United Way Corporate Connection 295
Corporate Matching Gifts: Untapped Gold? 297
CONTENTS XVII
Cause Related Marketing: Yes, It s Money But
It Is Not Philanthropy 301
Securing Annual Foundation Gifts 304
Research, Relationships, and Requests 306
Donor Recognition for Corporations and Foundations 314
chapter 9 Internet Solicitation 317
Artful Uses of the Internet for Annual Giving 324
Cyberspace Law: Online Fundraising Rules
and Regulations 332
Working with Application Service Providers 334
Ethics Codes and Standards of Professional Practice 338
Intellectual Property, Copyright, Privacy, and Security 343
The Future of Internet Solicitation 347
chapter 1O Activities, Benefits, and Special Events 351
Volunteer Development 354
Recruitment 358
Definitions and Differences 369
Activities 370
Benefits 379
Special Events 395
Management and Performance Measurement 400
chapter 11 The Volunteer Led, Personal Solicitation Annual
Giving Campaign 413
Developing Qualified Donors 415
Recruiting and Training Votunteer Solicitors 417
Campaign Leadership: The Key to Success 428
Management of the Annual Giving Campaign 433
Recognition and Reward 439
chapter 12 Other Ways to Raise Money Every Year 449
Advertising and Coupons 452
Commemorative and Tribute Giving 454
Commercial Sales, Cause Related Marketing, and
Affinity Cards 457
Door to Door and On Street Solicitation 460
Federated Campaigns 462
Gambling and Games of Chance 463
Multimedia Options 467
Premiums 468
Television and Telethon Solicitation 471
Various Other Annual Giving Ideas of Merit 473
Scams and Con Artist Fraud and Abuse 474
XVIII CONTENTS
chapter 13 Managing the Comprehensive Annual Giving Program 481
Balanced Participation: A Key to Success 482
Managing Annual Giving Programs 488
Board, CEO, and Employee Relations 492
Management of Changing Annual Priorities 493
Gift Reports 493
Budget Preparation and Management 494
Cost Benefit Standards and Guidelines 498
Program Performance Measurement 499
Office Functions, Operating Procedures, and
Computer Support 501
Training for All Staff Members 504
Financial Accounting and Reporting 505
Donor Relations 505
Issues and Challenges for the Future of Annual Giving 507
Concluding Thoughts 523
APPENDICES
A Operating Rules and Procedures for
a Support Group Organization 527
B Master Checklist for Activities, Benefits, and
Special Events 539
C Glossary of Internet Terms 545
NOTES 551
SELECTED REFERENCES 561
INDEX 571
I
List of Exhibits 1 1 National Annual Giving Data: Total Philanthropy
in the United States (in billions) 11
1 2 The Pyramid of Giving 13
1 3 Framework for Determining Why People Give 16
1 4 Gift Report on Sources of Gifts Received 22
1 5 Gift Report on Purposes or Uses of Gifts Received 23
1 6 Gift Report of Solicitation Activities and Results (by Program) 24
1 7 Gift Report of Solicitation Activities with Gift Income Measured
Against Budget and Actual Expenses (by Program) 25
2 1 Measurement of Coordination of Marketing, Communications,
and Fund Development Activities 41
2 2 Likely Candidates for First Time Donors 42
2 3 Components and Options in the Direct Mail Package 45
2 4 First Time Acquisition Direct Mail: Letter A 57
2 5 First Time Acquisition Direct Mail: Letter B 59
2 6 Test Results: Acquisition Letter A and Acquisition Letter B 61
3 1 The Nine Point Performance Index 68
3 2 Essential Features of a Case Statement 71
3 3 The Goal Setting Process for Annual Giving 74
3 4 Assessment Criteria for Acquisitions Mailings 79
3 5 Scorecard for Types of Annual Gift Pledges 88
3 6 Letter B: Final Text with Circle of Champions Added 111
3 7 Sample Response Form 113
3 8 Results of Letter B: Roll Out Mailing with
Circle of Champions Offer 113
3 9 Standard Thank You Text for First Gift 114
3 10 Charter Membership Thank You Letter 115
XX LIST OF EXHIBITS
4 1 Communications Opportunities in Donor Annual Activity Cycle 125
4 2 Steps in Processing, Recording, and Reporting Gifts 129
4 3 What Volunteers Can Do 132
4 4 Donor Recognition Programs for Annual Donors 149
4 5 Letter C: Follow Up Mailing to Every Fifth Household 151
4 6 Letter D: Renewal and Upgrade Solicitation 153
4 7 Circle of Champions Membership Information Card 154
4 8 Results of Roll Out, Letter B and Letter C 156
4 9 Results of Letter D: First Renewal Request 157
4 10 Nine Point Performance Index Analysis of Direct Mail Program 158
4 11 Thank You Letter to New Circle of Champions Donor 159
4 12 Sample News Release in Support of an Early Mailing 160
5 1 Qualities and Characteristics of Membership Programs 162
5 2 Examples of Membership Organizations 164
5 3 Cleveland Zoological Society Membership Benefits Program 170
5 4 Example of Professional Association Membership Categories (AFP) 172
5 5 Annual Membership Levels with Benefits and Privileges 174
5 6 Suggestions for New Member Orientation 176
5 7 Guidelines for Management of Membership Associations 189
5 8 Supplemental Income Options for Membership Associations 191
5 9 Planning Schedule for Annual Membership Campaign 196
5 10 Guidelines for Training Volunteers to Be Solicitors 197
5 11 Gift Report on Total Mailing Program Results 205
5 12 Progress Report Letter to Current Donors 205
5 13 Letter E: Second Charter Membership Offer 208
5 14 Letter F: Offer of Charter Membership in Circle of Champions
to Prior Direct Mail Donors 209
5 15 Telephone Script, Circle of Champions Renewal Follow Up 210
6 1 Why Telemarketing Is Effective in Fundraising 214
6 2 Comparison Criteria Between Volunteers and Professional
Firms to Conduct a Telephone Solicitation Campaign 216
6 3 Telephone Success is the Result of Careful Planning 217
6 4 Steps Involving in Developing a Telemarketing Program 219
6 5 Statistics Checklist 222
6 6 Considerations in Selecting an Outside Vendor
for Telemarketing Services 229
6 7 Estimated Budgets for Telephone Solicitation (3,000 Calls) 232
6 8 Annual Giving Donor Renewal Using Direct Mail Compared
with Telephone Solicitation 234
6 9 Sample Letter Notice of Scheduled Volunteer Telephone Call 238
LIST OF EXHIBITS XXI
6 10 Sample Script for a Volunteer Calling a Prior Donor 239
6 11 Sample Telephone Pledge Thank You Receipt and Pledge Notice 240
6 12 Gift Results: Telephone Tests for Cleveland Chapter 241
7 1 Common Names for Supportive Organizations 245
7 2 Common Program Features for Supportive Organizations 246
7 3 Donor Club Annual Giving Benefits and Privileges 254
7 4 Sample Donor Honors and Recognition Policy 257
7 5 Sample Support Group Organization Chart 262
7 6 Gift Report 2, Cumulative Program Results 274
8 1 Why Do Corporations Give? 279
8 2 Four Paradigms for Corporate Support to Nonprofit Organizations 281
8 3 Budget Sources for Corporate Gift Support 283
8 4 Example of a Corporate Contributions Program Description 284
8 5 Largest Corporate Foundations by Total Giving 286
8 6 Examples of Corporate Contributions Program Descriptions 289
8 7 Corporate Employee Hospital Use Statistics 292
8 8 Guidelines for Preparing Corporate Proposals 293
8 9 Tips for Success in Corporate Solicitations 294
8 10 Selection of Outcome Measurement Activity Reports 298
8 11 Guidelines for Choosing and Evaluating a Cause Related
Marketing Program 303
8 12 Top U.S. Foundations by Asset Size 306
8 13 Largest Foundations by Total Giving 309
8 14 Sample Grant Award Letter 312
8 15 Activity Report on Corporation and Foundation Solicitations 316
9 1 Tne Rules of Philanthropy Every Nonprofit Should Know 322
9 2 Sage Advice on Online Auctions 335
9 3 Guidelines for Selecting an Application Service Provider 337
9 4 Guidelines for Working with Application Service Providers 339
9 5 A Donor Bill of Rights
9 6 ePhilanthropy Code of Ethical Online Philanthropic Practices 341
10 1 Primary Purposes for Activities, Benefits, and Special Events 352
10 2 Steps in Volunteer and Leadership Development 355
10 3 Model List of Deadlines for Master Schedule 363
10 4 Sample Organization Chart for Volunteer Led Committee
to Prepare an Activity, Benefit, or Special Event 365
10 5 Policies and Guidelines for Activities, Benefits, and
Special Events 377
10 6 Thirteen Rules to Guarantee Success with Benefits 381
XXII LIST OF EXHIBITS
10 7 Benefit Event Budget Worksheet 386
10 8 Council of Better Business Bureaus (CBBB) Guidelines
for Sponsorship Involving Charities and Companies 388
10 9 Selected Fundraising Benefits that Need Volunteers 390
10 10 Sample Proposal Form for Goals and Objectives for
Volunteer Led Activity, Benefit, or Special Event Committee 402
10 11 Budget Worksheet for the First Annual Meeting and
Gala Benefit Evening 408
10 12 Preliminary Program Agenda for First Annual Meeting
and Gala Benefit Evening 409
10 13 Spring Appeal Letter G: Package Plan Offer for First
Annual Meeting and Gala Benefit Evening 410
11 1 Letter of Appointment to Volunteer Led Personal Solicitiation
Annual Giving Campaign Committee 418
11 2 Sample Agenda for One Hour Training and Orientation Session 420
11 3 Sample Prospect Assignment Card and Contact Report Summary 423
11 4 Contents of a Volunteer Solicitor s Information Kit 424
11 5 Organization Chart for Volunteer Led Annual Giving
Campaign Committee 429
11 6 Evaluation Form for Volunteer Led Personal Solicitation
Annual Giving Campaign Performance for Donors
at or More 432
11 7 Staff Schedule for Annual Giving Campaign 434
11 8 Tracking System for Volunteer Solicitation Teams 435
11 9 Sample Gift Report for Solicitation Teams in Personal
Solicitation Annual Giving Campaign 437
11 10 Gala Benefit Evening Critique Report 444
11 11 Two Year Totals and Cumulative Gift Summary 446
12 1 From Bingo to Tipboards: Common Charitable Gambling Games 465
13 1 Beginning Service Cycle of a Volunteer: Preparation, Training,
Experience, Promotion, and Recognition 486
13 2 Report on Overall Rate of Growth in Giving Using Nine Point
Performance Index 491
13 3 Reasonable Cost Guidelines for Solicitation Activities 499
13 4 Areas for Annual Giving Program Assessment 500
13 5 Basic Functions of the Fund Development Office 503
13 6 Issues that Affect Annual Giving 508
13 7 Characteristics of a Pure Public Charity 512
|
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| indexdate | 2024-07-09T20:08:24Z |
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| spelling | Greenfield, James M. Verfasser aut Fundraising fundamentals a guide to annual giving for professionals and volunteers James M. Greenfield Fund-raising fundamentals 2. ed. New York Wiley 2002 xxii, 578 S. 24 cm txt rdacontent n rdamedia nc rdacarrier The AFP/Wiley fund development series Rev. ed. of: Fund-raising fundamentals. c1994. Includes bibliographical references and index Fondsenverwerving gtt Niet-commerciële organisaties gtt aFund raising aNonprofit organizations xFinance http://www.loc.gov/catdir/bios/wiley044/2002280335.html Contributor biographical information http://www.loc.gov/catdir/description/wiley036/2002280335.html Publisher description http://www.loc.gov/catdir/toc/wiley022/2002280335.html Table of contents HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=013210162&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Greenfield, James M. Fundraising fundamentals a guide to annual giving for professionals and volunteers Fondsenverwerving gtt Niet-commerciële organisaties gtt aFund raising aNonprofit organizations xFinance |
| title | Fundraising fundamentals a guide to annual giving for professionals and volunteers |
| title_alt | Fund-raising fundamentals |
| title_auth | Fundraising fundamentals a guide to annual giving for professionals and volunteers |
| title_exact_search | Fundraising fundamentals a guide to annual giving for professionals and volunteers |
| title_full | Fundraising fundamentals a guide to annual giving for professionals and volunteers James M. Greenfield |
| title_fullStr | Fundraising fundamentals a guide to annual giving for professionals and volunteers James M. Greenfield |
| title_full_unstemmed | Fundraising fundamentals a guide to annual giving for professionals and volunteers James M. Greenfield |
| title_short | Fundraising fundamentals |
| title_sort | fundraising fundamentals a guide to annual giving for professionals and volunteers |
| title_sub | a guide to annual giving for professionals and volunteers |
| topic | Fondsenverwerving gtt Niet-commerciële organisaties gtt aFund raising aNonprofit organizations xFinance |
| topic_facet | Fondsenverwerving Niet-commerciële organisaties aFund raising aNonprofit organizations xFinance |
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