Essential Principles for Fundraising Success

Essential Principles for Fundraising Success is a single-source, easy-access guide that offers answers to the most commonly asked questions posed by professional fundraisers and volunteers. Organized in a clear, easy-to-use question and answer format, Essential Principles for Fundraising Success takes on the challenges that arise daily in the ongoing, high-pressured business of raising money. In this book, G. Douglass Alexander and Kristina Carlson (the founders of the successful Internet-based, fundraising consulting firm FundraisingINFO) offer insight from their combined forty-six years of experience working with thousands of nonprofit organizations. Based on the enduring principles of fundraising, this important resource shows how to master the three mainstays of fundraising—developing a case statement, creating a campaign strategy, and securing big gifts. Essential Principles for Fundraising Success also offers creative, out-of-the-box solutions for convincing reluctant board members and other stakeholders to follow proven, effective fundraising strategies

G. Douglass Alexander is chairman of Alexander Haas Martin & Partners, Inc., one of the nation's leading fundraising consulting firms, and chairman of FundraisingINFO.com. Alexander is also the chairman of MaGIC (Major Gifts Identification and Consulting), a database research firm that provides computerized screening.

Kristina J. Carlson, CFRE, is president of FundraisingINFO.com, an Internet-based fundraising consulting company.

Figures, Tables, & Exhibits vii

Preface ix

Acknowledgments xi

Introduction: Purpose and Observations 1

1 Principles of Fundraising: Time-Tested Truths 5

2 Essential Fundraising Tools: Focusing Your Work 10

3 The Board: Where Fundraising Begins 19

4 Research: Working Smarter 29

5 Annual Campaigns: The Basis for the Future 39

6 Direct Mail: How to Build Your Donor Base 54

7 Special Events: Making Friends, Raising Funds, and Having Fun 66

8 Major Gifts: Getting to the Big Gifts 84

9 Capital Campaigns: Building Success 96

10 Planned Giving: You Can Do It 116

11 Foundation Grants: Writing and Other Keys to Success 131

12 Corporate Dollars: Sponsorship, Marketing, and More 143

13 Technology: Embrace It 154

14 Stewardship: Saying Thanks Pays Dividends 164

15 Putting It All Together 180

References 183

The Authors 185

Index 187

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Essential Principles for Fundraising Success An Answer Manual for the Everyday Challenges of Raising Money

Summary

Author Biography

Table of Contents

Supplemental Materials