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| Preface to the Sixth Edition | |
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| Acknowledgments | |
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| The Author | |
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| Introduction | |
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| Fundraising Framework | |
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| The Landscape of the Nonprofit Sector | |
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| Key Principles of Fundraising | |
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| Matching Fundraising Strategies with Financial Needs | |
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| Creating a Case Statement | |
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| The Board of Directors | |
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| Strategies for Acquiring and Keeping Donors | |
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| Getting Comfortable with Asking for Money | |
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| The Logistics of Personal Solicitation | |
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| Using Special Events Correctly | |
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| How to Plan a Special Event | |
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| Details of Two Prototypical Events | |
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| Using Direct Mail | |
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| The Logistics of Direct Mail | |
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| Fundraising by Telephone | |
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| Creating an Online Fundraising Program | |
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| Establishing Voluntary Fees for Service | |
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| Canvassing | |
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| Opportunistic Fundraising | |
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| The Thank You Note | |
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| Strategies for Upgrading Donors | |
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| Segmenting Donors | |
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| Setting Up and Maintaining Monthly Donor Pledge Programs | |
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| Building Major Gifts Programs | |
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| Legacy Giving | |
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| Launching Major Gifts Campaigns | |
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| Large-Scale Fundraising | |
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| Setting Up an Endowment | |
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| Endowment Campaigns | |
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| Capital Campaigns | |
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| Conducting Feasibility Studies | |
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| Fundraising Management | |
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| The Fundraising Office | |
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| Managing Your Information | |
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| Managing Your Time | |
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| Managing Donor Data | |
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| Working with Volunteers | |
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| You the Fundraiser | |
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| Hiring a Development Director | |
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| Using a Consultant, Coach, Mentor, or Trainer | |
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| Dealing with Anxiety | |
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| Working with Your Executive Director | |
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| Ethical Dilemmas Common to Fundraising | |
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| Budgeting and Planning | |
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| Developing a Budget | |
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| Creating a Fundraising Plan | |
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| What to Do in Case of Financial Trouble | |
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| Special Circumstances | |
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| Raising Money in Rural Communities | |
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| Fundraising for a Coalition | |
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| When Everyone Is a Volunteer | |
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| Starting Out Right | |
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| The Perennial Question of Clean and Dirty Money | |
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| Index | |