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| Acknowledgments | |
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| About the Author | |
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| Introduction | |
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| Fundraising: A Call to Alms, a Call to Action | |
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| America's Charitable Potential | |
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| Activating Philanthropy: The 92nd Street Y | |
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| Galvanizing Giving: The International Rescue Committee | |
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| Fundraising on Steroids: Lincoln Center | |
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| A Call to Alms, A Call to Action | |
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| Soliciting Individual Prospects | |
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| America's Astonishing Affluence | |
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| Trustee Engagement and Support | |
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| Volunteer Service: Beyond the Board | |
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| Engaging Volunteers: A Management Priority | |
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| A CEO's Modus Operandi | |
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| Attitude and Temperament | |
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| Overcoming Economic Bad News and Psychological Resistance | |
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| To Ask: Popping the Question | |
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| Qualities of Excellent Fundraisers | |
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| Ready, Set, Ask | |
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| Asking, Face to Face | |
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| Appointment Secured: Now What? | |
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| Please and Thank You | |
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| Donor Recognition: Here to Stay | |
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| Merit Matters: The Formal Written Request | |
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| The Lure of the Challenge Grant | |
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| The Generational Divide | |
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| Confessions of a CEO | |
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| The Written Proposal: A Prizewinning Example | |
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| Obstacles to Overcome | |
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| Individual Donor Checklist: Some Vital Questions | |
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| The Institutional Donor: Corporations and Foundations | |
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| The Corporation and the Small Business | |
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| The Parlance of Corporate Aid | |
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| Corporate Support Magnified | |
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| Small Business, Large Impact | |
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| The Corporation: Pathway to Affluent Donors | |
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| Winning Business Support | |
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| The Lincoln Center Experience | |
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| Take a Walk, Read Widely | |
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| The Foundation | |
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| Technique: Special Events and Direct Mail | |
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| Special Events | |
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| Direct Mail Fundraising | |
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| Tough Questions: Candid Answers | |
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| Emerging Nonprofits: Newer, Smaller | |
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| The Philanthropic Postmortem: Critiquing Performance | |
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| Fundraising In Stormy Weather | |
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| Fundraising: Who Is in Charge and When | |
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| Fundraising Myths and Realities | |
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| A CEO's Two Friends: The Watch and the List | |
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| Four Hall of Fame Fundraisers: My Nominees | |
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| Donations tha0t Can Cost Too Much | |
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| A Passport to Successful Fundraising: Lessons of a Lifetime | |
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| Diversify Funding Sources | |
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| Diversify Funding Methods | |
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| It's the Board of Directors, Stupid | |
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| Advice and Money: The Relationship | |
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| Fundraising: Anytime, Anywhere, Any Season | |
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| The Solicitor's Magic Words | |
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| The Right Way to Ask | |
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| Shoe Leather Trumps Mail | |
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| No Is Not an Answer | |
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| Baseball, Not a College Exam | |
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| Fundraising as Apple Pie | |
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| Fundraising Is a Team Effort | |
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| Practice, Practice | |
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| Philanthropy Is Biography | |
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| Speed and Agility Matter | |
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| The Corporate/Nonprofit Meeting Place | |
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| The School of Hard Knocks | |
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| Early Money: The Best Kind | |
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| Donors Crave Recognition | |
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| Philanthropists Need Help | |
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| Merit Matters | |
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| Reputation: Hard to Acquire, Easy to Squander | |
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| Communicate, Early and Often | |
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| Roles that Fundraisers Play | |
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| Plan and Prepare | |
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| Spread the Gospel | |
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| Fundraising Is All about Tomorrow | |
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| Leaving a Legacy | |
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| Humor and Fundraising | |
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| The Relentlessness of Fundraisers | |
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| The Elusiveness of Prospects | |
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| Fundraising Is Heavy Lifting | |
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| The Imperative of Donor Recognition | |
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| The Lore of Frank Bennack, Jr. | |
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| Politics Is Inexpensive | |
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| Major Prospects Enjoy Healthy Egos | |
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| Self-Deprecating Humor: It Wears Well | |
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| A Classic: Many Variations on a Theme | |
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| She Was One of a Kind: Beverly Sills-Part A | |
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| She Was One of a Kind: Beverly Sills-Part B | |
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| She Was One Of A Kind: Beverly Sills-Part C | |
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| An Excusable Lateness | |
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| Introducing a Gala Honoree | |
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| The Ask Reduced to Its Essentials | |
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| Intellectual Flight and an Empty Wall No More | |
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| The Philanthropic Marine Corps | |
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| Fundraising: Dimensions of the Future | |
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| The Board of Directors Transformed | |
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| Willie Sutton Goes Global | |
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| Philanthropic Converts Become Proselytizers | |
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| Underperforming Businesses | |
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| E-Philanthropy: Unrealized Potential | |
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| Think Big: It's a New Millennium | |
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| Quotations that Matter | |
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| Epilogue. The Great Recession: A Farewell to Alms? | |
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| Bibliography | |
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| Fundraising on Steroids: Lincoln Center | |
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| Nonprofit Board of Directors Size: A National Sampler and Lincoln Center | |
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| Governance at Lincoln Center: 2007 | |
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| Three Direct Mail Home Runs from the International Rescue Committee | |
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| Notes | |
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| Index | |