The Nonprofit Development Companion A Workbook for Fundraising Success

Foreword.

Preface.

Acknowledgments.

Chapter One How Does Development Mean?

Development is Marketing.

Development is Holistic.

Development Includes Fundraising.

The Development Team.

The Components of Successful Development Programs.

Chapter Two A Clear and Compelling Mission.

Creating/Re-creating Your Mission Statement.

Using the Mission Statement.

The Good, the Bad, and Ugly.

In Summary.

Chapter Three Building Ownership through Planning.

Elements of Successful Planning.

Establishing the Strategic Planning Committee.

Conducting the Strategic Planning Committee Meetings.

Managing the Plan and Achieving Your Objectives.

Planning for a Capital Campaign.

In Summary.

Chapter Four Creating the Case for Support.

The Internal Case -- Basic Development Tool.

What the Internal Case Includes.

The Process of Creating the Internal Case Statement.

Tips for the Writer.

Preparing Presentational Case Materials.

In Summary.

Chapter Five Telling Your Organization’s Story.

The Definition and Purpose of Marketing.

What's in a Name?

Get to Know Your Target Audiences.

Getting the Word Out.

Using Your Available Human Resources.

Writing the Marketing and Communications Action Plan.

Internal Marketing and Communications.

Being Prepared for Crisis Management.

In Summary.

Chapter Six The Fundraising Program.

Planning to Succeed.

The Annual Fund -- Acquiring, Keeping, and Growing Donors.

Raising Major Gifts.

Planned Giving -- Another Way to Raise Major Gifts.

Capital Campaigns.

The Role of Special Events in Development.

Keeping the Friends You Have Made.

In Summary.

Chapter Seven Research and Recordkeeping.

“Make the Juice Worth the Squeeze”.

Where Am I, and What Do I Do?

The Continuing Process of Evaluating and Planning.

General Principles of Prospect Identification, Research, and Rating.

In Summary.

Chapter Eight The Organization and Use of Volunteers.

Why Do We Volunteer?

What Volunteers Bring to Your Organization.

Methods for Developing Volunteer Involvement and Leadership.

Selecting the Right Person for the Job.

Extending the Invitation.

Recognizing and Thanking Volunteers.

Dealing with Recalcitrance.

In Summary.

Chapter Nine Building and Keeping an Effective Governing Board.

The Principal Functions of the Board.

Beginning to Build a Strong Board.

Creating and Guiding the Process -- the “Committee on Board Wellness”.

The CEO and the Board -- Who's in Charge Here?

Keeping It in the Family -- Thoughts on Board Relations.

The Special Character of Foundation Boards.

In Summary.

Chapter Ten Your Organization's REAL Chief Development Officer.

“Trickle Down Development”.

The CEO and the Components of Development.

The CEO and the Major Gifts Program.

Providing Leadership in Stewardship.

In Summary.

Chapter Eleven The Development Professional.

If Development Professionals Are So Important, Why Aren't They Appreciated?

The Development Chief and the CEO.

How to Find Your Ideal Development Professional.

In Summary.

About the Author.

AFP Code of Ethics.

Donor Bill of Rights.

Index.