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| Developing Annual Gift Support by Raising Friends and Building Relationships | |
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| The Philanthropic Process | |
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| Philanthropic Practice | |
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| The Independent Sector and the Nature of Charitable Organizations | |
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| The Role of Fund Development | |
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| The Role of Annual Giving | |
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| What to Use in Making Annual Gifts | |
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| Asking for Money: Begin with Testing by Mail | |
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| Acquisition: The Everlasting Search | |
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| Finding Likely First-Time Donors | |
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| Testing, Testing, Testing | |
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| Letter Texts: Write Love Letters! | |
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| Direct Mail Acquisition: Constituency Building | |
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| Meeting Changing Needs | |
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| The Case for Annual Gift Support: Goals and Potential | |
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| Goal Setting for Annual Giving Solicitation | |
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| These Are Donors, Not Numbers | |
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| The Annual Fund--Master Schedule | |
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| Making and Following Plans: The Frequency of Appeals | |
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| Plan to Be Flexible | |
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| Where Pledges Fit in Annual Giving | |
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| Acquisition through Mail Appeals | |
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| Why Use the Mail? | |
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| Multiple Acquisition Methods | |
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| Multiple Mailings | |
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| When to Mail and How Often | |
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| Improved Results with Multimedia Appeals | |
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| Other Options for Acquisition Mailings | |
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| Donor Renewal: A Communications Art | |
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| Communications Opportunities | |
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| Involvement Opportunities | |
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| Methods of Donor Renewal, Revival, and Reward | |
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| Performance Analysis | |
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| Donor Relations | |
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| Membership and Membership Associations | |
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| Legal and Tax-Exempt Status | |
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| Membership Options | |
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| Basic Design | |
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| Annual Dues and Gifts | |
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| Benefits and Privileges | |
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| The Value of a Gift Membership | |
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| Management of Membership Associations | |
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| Annual Giving Opportunities for Members | |
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| Annual Membership Campaigns | |
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| Operating Costs for Membership Programs | |
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| Telephone and Telemarketing Techniques | |
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| Preparing for Telephone Solicitation | |
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| The Volunteer Calling Program: Planning Is the Key to Success | |
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| Developing a Telemarketing Program | |
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| Should You Hire a Professional Telemarketing Firm? | |
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| Budgeting for Telephone Solicitation | |
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| Other Uses of the Telephone | |
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| Groups, Guilds, and Support Organizations | |
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| The Auxiliary | |
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| The Guild | |
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| Donor Clubs: The Benefits of Organizing Donors | |
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| Support Group Organizations | |
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| Management of Groups, Guilds, and Support Organizations | |
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| Soliciting Annual Gifts from Corporations and Foundations | |
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| Securing Annual Corporate Gifts | |
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| Tax Deductions as a Motivation | |
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| The Roles of Research, Relationships, and Requests | |
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| The United Way Corporate Connection | |
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| Corporate Matching Gifts: Untapped Gold? | |
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| Cause-Related Marketing: Yes, It's Money But It Is Not Philanthropy | |
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| Securing Annual Foundation Gifts | |
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| Research, Relationships, and Requests | |
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| Donor Recognition for Corporations and Foundations | |
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| Internet Solicitation | |
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| Artful Uses of the Internet for Annual Giving | |
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| Cyberspace Law: Online Fundraising Rules and Regulations | |
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| Working with Application Service Providers | |
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| Ethics Codes and Standards of Professional Practice | |
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| Intellectual Property, Copyright, Privacy, and Security | |
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| The Future of Internet Solicitation | |
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| Activities, Benefits, and Special Events | |
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| Volunteer Development | |
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| Recruitment | |
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| Definitions and Differences | |
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| Activities | |
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| Benefits | |
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| Special Events | |
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| Management and Performance Measurement | |
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| The Volunteer-Led, Personal Solicitation Annual Giving Campaign | |
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| Developing Qualified Donors | |
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| Recruiting and Training Volunteer Solicitors | |
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| Campaign Leadership: The Key to Success | |
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| Management of the Annual Giving Campaign | |
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| Recognition and Reward | |
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| Other Ways to Raise Money Every Year | |
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| Advertising and Coupons | |
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| Commemorative and Tribute Giving | |
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| Commercial Sales, Cause-Related Marketing, and Affinity Cards | |
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| Door-to-Door and On-Street Solicitation | |
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| Federated Campaigns | |
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| Gambling and Games of Chance | |
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| Multimedia Options | |
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| Premiums | |
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| Television and Telethon Solicitation | |
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| Various Other Annual Giving Ideas of Merit | |
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| Scams and Con Artist Fraud and Abuse | |
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| Managing the Comprehensive Annual Giving Program | |
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| Balanced Participation: A Key to Success | |
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| Managing Annual Giving Programs | |
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| Board, CEO, and Employee Relations | |
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| Management of Changing Annual Priorities | |
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| Gift Reports | |
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| Budget Preparation and Management | |
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| Cost-Benefit Standards and Guidelines | |
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| Program Performance Measurement | |
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| Office Functions, Operating Procedures, and Computer Support | |
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| Training for All Staff Members | |
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| Financial Accounting and Reporting | |
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| Donor Relations | |
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| Issues and Challenges for the Future of Annual Giving | |
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| Concluding Thoughts | |
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| Appendices | |
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| Operating Rules and Procedures for a Support Group Organization | |
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| Master Checklist for Activities, Benefits, and Special Events | |
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| Glossary of Internet Terms | |
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| Notes | |
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| Selected References | |
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| Index | |