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| Exercises and Worksheets | |
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| Preface | |
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| The Author | |
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| Introducing the Case for Support | |
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| Key Terms | |
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| The Case and the Cause | |
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| Case Statement | |
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| Case Expression | |
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| Case Resources | |
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| External and Internal Cases | |
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| Mission, Goals, and Objectives | |
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| The Case and the Fund Raising Cycle | |
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| The Fund Raising Cycle | |
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| Examine the Case in Step 1 | |
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| Make the Case the Cycle Bedrock | |
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| Determine Who Develops and Reviews the Case | |
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| Case Components | |
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| Mission Statement | |
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| Examples of Mission Statements | |
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| Identifying Organizational Values | |
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| Reviewing Your Mission Statement | |
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| Goals | |
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| Examples of Goals | |
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| Goals Compared to Mission | |
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| Program-Related Goals | |
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| Fund Raising Goals | |
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| Writing and Reviewing Goals | |
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| Objectives | |
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| Examples of Objectives | |
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| Objectives Compared to Goals | |
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| Examples of Goals with Objectives | |
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| Writing and Reviewing Objectives | |
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| Programs and Services | |
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| Using Stories | |
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| Identifying Who Benefits | |
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| Collecting Testimonials | |
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| Enhancing and Reviewing Program Descriptions | |
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| Finances | |
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| Showing the Costs of Mission Fulfillment | |
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| Presenting the Information | |
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| Justifying the Need | |
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| Examples of Financial Presentations | |
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| Preparing and Reviewing Presentations | |
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| Governance | |
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| Selection of Board Members | |
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| Board Representation | |
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| Board Member Strengths | |
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| Board Functioning and Structure | |
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| Board Evaluation | |
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| Information About Members and Advisers | |
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| Reviewing Governance Information | |
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| Staffing | |
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| Credentials and Qualifications | |
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| The Organization Chart | |
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| Identifying and Reviewing Staffing Information | |
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| Service Delivery | |
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| Providing Basic Access | |
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| Offering Superior Service | |
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| Describing and Reviewing Service Delivery | |
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| Planning and Evaluation | |
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| Short-Term Fund Raising Plans | |
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| Long-Term Fund Raising Plans | |
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| Evaluation | |
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| Reviewing Fund Raising Plans and Evaluation Processes | |
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| History | |
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| The Place of History in the Case | |
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| A Focus on People | |
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| Writing and Reviewing a History | |
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| Component Checklist | |
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| Putting the Case to Work | |
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| Testing the Completed Case | |
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| From Internal Case to External Case | |
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| Case Qualities That Stimulate Donors | |
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| Matching Case Expressions to Donors | |
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| Reviewing Your Case Expressions | |
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| Annual Review of the Case | |
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| Answering Critical Questions Every Year | |
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| Identifying Why Donors Should Give | |
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| Conducting an Annual Review | |
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| Moving Forward with the Case | |
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| Leading the Effort | |
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| Assembling the Case Resources File | |
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| Developing and Testing the Case | |
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| Recognizing All the Case Functions | |
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| Reviewing and Revalidating the Case | |
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| Resources | |
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| Sample Case File | |
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| Our Neighborhood Development Corporation | |
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| Sample Case Expressions | |
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| The Case for Renovating the Abbey Church | |
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| Letter Sent to "Insiders" During Renovation | |
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| Text of Regional Benefactors Dinner Talk | |
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| Newsletter Article Detailing Renovation Plans | |
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| Appeal Letter Sent to Summer Session Alumni | |
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| Appeal Letter Sent to Friends | |
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| Brochure Included with Appeal Letters | |
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| Press Release Announcing a Large Gift by an Individual | |
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| Appeal Letter to Donor Recognition Group | |
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| Mailing Describing Changes in Donor Recognition Group | |
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| Honor Roll of Donors | |