Acknowledgments.

The Author.

Introduction.

PART ONE: Fundraising Framework.

1 Philanthropy in America.

2 Principles of Fundraising.

3 Matching Fundraising Strategies with Financial Needs.

4 Creating a Case Statement.

5 The Board of Directors.

PART TWO: Strategies for Acquiring and Keeping Donors.

6 Getting Comfortable with Asking for Money.

7 The Logistics of Personal Solicitation.

8 Understanding Special Events.

9 Making the Most of Special Events.

10 Using Direct Mail.

11 The Logistics of Direct Mail.

12 Fundraising by Telephone.

13 Using the Internet.

14 Establishing Voluntary Fees for Service.

15 Door-to-Door Canvassing.

16 Opportunistic Fundraising.

17 Writing Thank You Notes.

PART THREE: Strategies for Upgrading Donors.

18 Building Major Gifts Programs.

19 Setting Up and Maintaining Pledge Programs.

20 Segmenting Donor Lists to Build Loyalty.

21 Considering Legacy Giving.

22 Setting Up an Endowment.

PART FOUR: Fundraising Campaigns.

23 Launching Major Gifts Campaigns.

24 Understanding Capital Campaigns.

25 Developing Endowment Campaigns.

26 Conducting Feasibility Studies.

PART FIVE: Fundraising Management.

27 The Fundraising Office.

28 Managing Your Information.

29 Managing Your Time.

30 Keeping Records.

31 Managing Volunteers.

PART SIX: You, the Fundraiser.

32 Hiring a Development Director.

33 Hiring a Consultant, Coach, Mentor, or Trainer.

34 Making Fundraising Your Career.

35 Dealing with Anxiety.

36 Working with Your Executive Director.

37 The Ethics of Fundraising.

PART SEVEN: Budgeting and Planning.

38 Developing a Budget.

39 Creating a Fundraising Plan.

40 What to Do in Case of Financial Trouble.

PART EIGHT: Special Circumstances.

41 Raising Money in Rural Communities.

42 Fundraising for a Coalition.

43 When Everyone Is a Volunteer.

44 Being Brand New and Starting Out Right.

45 The Perennial Question of Clean and Dirty Money.

RESOURCES.

A. A Potpourri of Special Events.

B. Variations on the Mail Appeal Package.

C. Donor Bill of Rights.

D. AFP Code of Ethical Principles and Standards of Professional Practice.

E. For Further Information.

F. Foundation Center Cooperating Collections Network.

Index.