Leading the Fundraising Charge: The Role of the Nonprofit Executive Book

Preface xix

CHAPTER 1 Leadership Concepts
Essence, Enigma, Energy, and Effect 1

Introduction 1

ESSENCE of Personal Leadership Necessary Elements and Ingredients 2

ENIGMA of Positional Leadership Pressures of Being at the Top 18

ENERGY of Fundraising Leadership Differences Between Good and Bad 27

EFFECT of Organizational Stages Various Stages Will Alter Strategy 33

INFANCY Vision and Values Create Impetus 36

CHAPTER 2 Philanthropy Concepts
Principles, Motivations, IMPACT, and Culture 49

Introduction 49

PRINCIPLES of Organized Philanthropy Spiritual and Democratic Ideology 50

MOTIVATIONS of Personal Philanthropy Discovery of Complexity and Complications 62

IMPACT of Community Philanthropy Measurable Economic and Social Benefits 72

CULTURE of Organizational Philanthropy Foundation for Successful Fundraising 81

ATTITUDE Perception Influences Opinions 82

ADVOCACY Communications Shape Cultures 84

ACTION Aligning Cultural Ideas and Ideals 87

CHAPTER 3 Development Concepts
Profession, Professionals, Program, and Plan 95

Introduction 95

PROFESSION of Fund Development From Begging, to Selling, to Marketing 96

PIONEERS (1641 to 1904)
Moral Imperative to Collect Contributions 98

CAMPAIGNERS (1905 to 1960)
Consultants Who Codified Campaign Theory 99

TECHNOCRATS and INNOVATORS (1960 to 1990)
Merged a Calling Into a Career 101

REFLECTORS and CORRECTORS (1990 to 2005)
Shifted to a Donor-Focused Culture 103

RESPONDERS (2005 and Beyond)
Faced Expansion, Retraction, and Globalization 104

PROFESSIONALS in Fund Development Characteristics, Credentials, and Compensation 107

CHARACTERISTICS Expertise, Competencies, and Conscience 108

CREDENTIALS Education, Experience, and Certification 112

COMPENSATION Equitable and Competitive Salaries 116

JOB DESCRIPTION Roles, Responsibilities, and Expectations 117

PROGRAM for Fund Development An Integrated Seemless System 121

STRATEGIES An Integrated Development Program 121

RESOURCES Adequate Infrastructure and Systems 124

TEAMWORK Key to Unleashing Energy and Talent 132

PLAN for Fund Development Program Articulation of Metrics and Methods 136

COMPONENTS of the Plan The Individual Parts, Assembled, and Linked 138

EVALUATION of Plan Measures to Reduce Risk and Increase Effectiveness 141

CHAPTER 4 Relationship Concepts
Social Exchange, Alignment, Cultivation, and Management 147

Introduction 147

SOCIAL EXCHANGE in Relationships Move From Transactions to Transformations 149

MARKETING Social Exchange Based on Shared Values 149

MOTIVATIONS Evaluation of Constituency Profile 153

CONSTITUENTS Focus on High Potential Prospects 156

ALIGNMENT of Relationships Constituency Analysis Uncovers Patterns 163

RESEARCH Identify Donors With Linkage and Interests 164

SEGMENTATION Organize Similar Donors Into Groups 170

TARGETING Rate, Rank, and Match Donors With Cases 172

CULTIVATION in Relationships Strategies To Build Long-Term Relationships 175

DONOR PYRAMID Donor Movement and Monetary Distribution 176

CULTIVATION CYCLE Process to Engage Donors Toward Mission Affinity 179

MOVES MANAGEMENT Relationship System Involving Multiple Contacts 182

MANAGEMENT of Relationships Techniques To Expand the Donor Base 184

ACQUISITION Identify and Invite Donors to Give 186

RENEWAL Encourage Donors to Repeat Behavior 190

UPGRADE Building Donor Loyalty and Attachment 193

OVER-ABOVE The Final Step in Donor Management 195

CHAPTER 5 Solicitation Concepts
Case, Campaigns, Communications, and Goals 199

Introduction 199

CASE to Solict Gifts Critical Elements of a Case for Support 200

MISSION Relevance and Achievability of Vision 201

LEADERSHIP Marketplace Position in the Community 202

STABILITY Structurally Sound and Financially Responsible 203

READINESS Institutional Assessment of Worthiness 204

CASE FOR SUPPORT Compelling, Urgent, and Realistic Goal 205

CAMPAIGNS to Solicit Gifts Integration of Fundraising Methods 207

ANNUAL Program for Repeat, Loyal Giving 210

MAJOR Program for Inspired, Impactful Gifts 213

CAPITAL Program for Mega, Named Donors 215

LEGACY Program for Donors' Last Gifts 218

COMMUNICATIONS to Solicit Gifts Motivational Elicitors to Generate a Response 221

DONOR FOCUSED Creation of a Social Exchange 222

METHODS Solicitation Effectiveness and Efficiency 229

STEWARDSHIP Accountability for Donors and Dollars 236

GOALS to Solicit Gift Budgetary Approach to Match Needs and Interests 240

Summary 243

References 243

About the Author 245

Index 247