Preface.

Acknowledgments.

MANAGING FUND DEVELOPMENT.

Fund-raising Overview (J. Schwartz).

Strategic Planning for Fund Raising (K. Hawkins).

Marketing Strategies in Development (B. McLeish).

Budgeting for Fund Raising (J. Connell).

ROPES: A Model of the Fund-raising Process (K. Kelly).

Fund-raising Assessment (J. Greenfield & J. Dreves).

Accountability: Delivering Community Benefits (J. Greenfield).

The Balanced Scorecard: A Performance Measurement Tool for Not-for-Profit Organizations (J. Crawford).

ETHICS AND GOVERNANCE.

A Not-for-Profit Ethics Program (A. Anderson).

Professionalism, Ethics, and Certification (T. Bayley).

Good Governance: Requisites for Successful Philanthropy (G. Maynard, et al.).

The Board Chair, Chief Executive Officer, and Development Officer (G. Warden & R. Smiley).

The Board's Role in Fund Raising (F. Howe).

Leadership Reengineering: The Not-for-Profit Board for Tomorrow (A. Napoli).

ENVIRONMENTAL AND INSTITUTIONAL READINESS.

Demographics: Our Changing World and How It Affects Raising Money (J. Nichols).

Why Do People Donate to Charity? (D. White).

Women as Philanthropists: A New Approach and a New Voice in Major Gifts (A. Kaminski).

Leading Learning Communities: Implications of the New Science for Not-for-Profit Organizations (S. Smith).

Philanthropy in the New Economy: The Quantum Civics Paradigm of Leadership (R. Cheshire).

Accountability for Leadership Volunteers (P. Guzman).

ANNUAL GIVING PROGRAMS.

Overview of Annual Giving (N. Doty & B. Cox).

Direct Mail (K. Lautman).

Benefit Event Fundamentals (S. Allen).

Benefit Event Enhancements (S. Ulin).

Fund Raising on the Net (M. Johnston).

New Media and Direct-Response Fund Raising (J. Potts).

Telemarketing (W. Freyd & D. Carlson).

Volunteer-led Solicitations (W. Pidgeon).

MAJOR GIVING PROGAMS.

Overview of Major Giving (M. Williams).

The Corporate Support Marketplace (L. Picker).

Corporate Fund Raising (D. Burlingame).

Cause-related Marketing and Sponsorship (S. Allen).

The Grant-seeking Process (S. Golden).

Grants from the Government (C. New).

Prospect Development--An Art (B. Strand).

Major Gifts from Individuals (G. Brakeley).

Capital Fund Appeals (C. Lawson).

Planned Giving: Gift Vehicles (L. Moerschbaecher & E. Dryburgh).

Marketing: Printed Materials and Publications for Donors and Prospects (R. Jordan & K. Quynn).

A Natural Alliance: Financial Planners and Fund Raisers (D. Turse).

SELECT AUDIENCES AND ENVIRONMENTS.

Raising Funds for a Religious Community (B. O'Hare & A. Roach).

Fund Development in the Salvation Army (R. Gregg).

Grass-roots Fund Raising (J. Hicks).

International Fund Raising (T. Harris).

Fund Raising in Japan: Tips from Experience (D. Fullerton & D. Woodruff).

SUPPORT INGREDIENTS.

Fund-raising Consultants (H. Goldstein).

Donor Recognition and Relations (J. Linzy).

Technology Applications (T. Gaffny).

Accounting for Contributions (R. Larkin).

Reading Internal Revenue Service Form 990 (P. Swords).

Federal Regulation of Fund Raising (B. Hopkins).

State Regulation of Fund Raising (S. Perlman).

The Internet and the Regulation of the Not-for-Profit Sector (M. Johnston).

The Self-Renewing Organization (T. Connors).