Successful Corporate Fundraising: Effective Strategies for Today's Nonprofits Book

	Introduction	xv
Section 1	The Background	1
	Overview	1
Chapter 1	Introduction to Corporate Giving	3
	The Corporate Giving Structure	5
	Direct Corporate Giving	6
	Corporate Foundations	6
	Other Types of Corporate Support	8
	Conclusion	8
Chapter 2	The Philosophy of Corporate Giving	11
	Overview	11
	Corporate America	11
	Good Corporate Citizen	12
	Proactive Corporate Philanthropy	12
	Company's Corporate Value System Impacts Charitable Giving	14
	Nonprofit's Attitude Towards Corporate Giving	14
	Working Together	15
	Conclusion	15
Section 2	Types of Support	17
	Overview	17
Chapter 3	Direct Cash Support	19
	Who Receives Support?	19
	Sources of Corporate Funding	20
	Grants	21
	Employee Matching Gift Programs	21
	Cause-Related Marketing	23
	Sponsorships	26
	Research and Development Funds	26
	Senior Management Discretionary Funds	27
	Conclusion	27
Chapter 4	In-Kind Support	29
	Growth in In-Kind Support	29
	Company Product Donations	30
	Corporate Tax Benefits	31
	Other In-Kind Corporate Support	31
	General Office Supplies	31
	Diversity of In-Kind Support	31
	Costs of Accepting In-Kind Gifts	32
	Environmental Costs a Concern	33
	Reporting and Accounting Issues	33
	Gift-in-Kind Reporting Form	34
	Timing Issues for Non-Cash Gifts	34
	Conclusion	35
Chapter 5	Corporate Volunteerism	37
	Xerox: An Early Supporter of Corporate Volunteerism	37
	Volunteerism Viewed as a Productive Activity	38
	Match Agency Needs with Company Interests	39
	Conclusion	40
Section 3	The Process	41
	Overview	41
Chapter 6	Researching Corporate Giving Programs	43
	Sources of Research Information on Corporate Charity	44
	State and Local Resources	48
	General Business Information	48
	The Internet	49
	Corporate and Nonprofit Annual Reports	49
	Check Information for Accuracy	51
	Prospect Research Data Collection	51
	Prospect Research Rating	51
	Conclusion	54
Chapter 7	Cultivation	55
	Building Relationships	55
	Advisory Boards	56
	The Rising Star Theory	56
	Corporate Consultants	57
	Corporate Fact-Finding Visit	57
	On-Site Visits	57
	Contact Report	58
	The Moves Principle	59
	Conclusion	60
Chapter 8	Solicitation	63
	The Proposal	63
	The Proposal Itself	66
	Additional Documents	67
	Filing System	68
	The Ask	68
	Conclusion	70
Chapter 9	Evaluation	73
Type 1	Solicitation Evaluation	73
	Examining the Solicitation	76
	Creating a More Effective Solicitation Process	76
Type 2	Project Evaluation	77
Type 3	Fund-Raising Evaluation	81
	Conclusion	82
Chapter 10	Recognition and Stewardship	85
	Recognition	85
	Stewardship	86
	Conclusion	87
Section 4	The People	89
	Overview	89
Chapter 11	The Decision Makers	91
	Points of Entry	91
	Corporate Foundations	92
	Direct Corporate Giving	93
	The CEO	93
	Employee Contributions Committees	94
	Decentralized Decision Process	94
	Investigate Local Committees	94
	Target Your Appeal	95
	Personal Empowerment	95
	Corporate Giving Consultants	95
	Professional Groups of Corporate Donors	96
	Other Decision Makers	97
	A Final Word on the Judicial System	98
	Conclusion	98
Section 5	The Strategy	101
	Overview	101
Chapter 12	Creating and Implementing an Effective and Sustainable Corporate Fund-Raising Strategy	103
	Goal Setting	104
	Create and Implement Strategy	105
	Monitor and Review Progress	107
	Redirect Resources	107
	Year-End Reporting and Analysis	107
	Conclusion	108
Chapter 13	Matching Gifts: A Case Study	109
	Engaging the Strategy	109
	State the Goal	110
	Set Realistic Goals	110
Step 1	Research	110
Step 2	Cultivation	114
Step 3	Solicitation	115
	Matching Gifts Provide Giving Incentive	115
	Acknowledgement Letter Reminder	117
	Prepaid Reply Postcard	117
	Step Four: Evaluation	118
	Step Five: Recognition and Stewardship	119
	Reviewing the Strategy	119
	Additional Matching Gift Issues	120
	Conclusion	123
Chapter 14	Issues, Trends, and Technology	125
	Timing Issues	125
	Trends	128
	Technology	131
	Conclusion	135
	Appendices	137
A	Sample Corporate Proposal	139
B	Sample On-Line Grant Proposal Form	167
C	Matching Gift Fulfillment via Phone	175
D	Intel Matching Form for Educational Institutions	177
E	Matching Gift Information for the American Express Company	179
	Resource Bibliography	181
	Index	185