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Foreword | |
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Susan Earl Hosbach | |
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Jon M. Wagner | |
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Andrea McManus | |
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Preface | |
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Acknowledgments | |
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Introduction | |
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Hesitating to Ask for Money | |
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What Fears May Prevent or Postpone the Ask? | |
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Knowing the Prospect Well Before Making the Ask | |
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Giving Is the Greatest Gift of All | |
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Every Organization Has Its Own Sparkle and Is Deserving of a Gift | |
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Knowing the Organization Inside and Out | |
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Asking Must Be Done in Person | |
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Saying No to the Gift Is Not Saying No to You | |
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Conclusion | |
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Looking Ahead | |
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Judging the Prospect's Readiness for the Ask | |
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Avoiding Common Pitfalls When Judging Readiness | |
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The Readiness Profile | |
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The Readiness Formula | |
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The Match | |
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The Pre-Ask Conversation | |
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Unrestricted Gifts Are Our Friends | |
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Asking for Money on the First Visit | |
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Conclusion | |
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Looking Ahead | |
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Selecting the Right Person or Team to Do the Ask | |
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Determining Your Pool of Potential Askers | |
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Characteristics of a Good Asker | |
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Determining When One Asker Can Conduct an Ask | |
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Using the Team Approach | |
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Conclusion | |
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Looking Ahead | |
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Preparing for the Ask | |
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The Right Tone for the Ask | |
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The Review Prior to the Ask | |
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The Script for Each Ask | |
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Conclusion | |
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Looking Ahead | |
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Asking for Special Event or Community Project Gifts and Increased Annual Gifts | |
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The Ask for a Special Event or Community Project | |
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The Ask for the Enhanced Annual Gift | |
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Conclusion | |
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Looking Ahead | |
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Asking for Major Gifts | |
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Defining a Major Gift | |
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Defining Major Gift Prospects | |
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Essentials of Any Major Gifts Program | |
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Major Gift Asks | |
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Conclusion | |
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Looking Ahead | |
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Asking for Planned Gifts | |
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The Importance of Planned Gifts for the Organization | |
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The Importance of Planned Gifts for Donors | |
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Planned Giving Donor Profiles | |
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The Planned Giver Prospect Pool | |
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Planned Giving Program Prerequisites | |
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Coordinating the Planned Giving Program with All Fundraising Programs | |
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Building a Planned Giving Program | |
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Marketing a Planned Giving Program | |
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Asking for Planned Gifts | |
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Conclusion | |
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Looking Ahead | |
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Asking for Complex and Challenging Capital Campaign Gifts | |
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Defining the Capital Campaign | |
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Phases of the Campaign | |
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Defining Campaign Gifts and Prospects | |
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Preparing Campaign Materials to Use During the Ask | |
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Asking for Campaign Gifts | |
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Conclusion | |
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Looking Ahead | |
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Addressing the Prospect's Response to the Ask | |
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Preparing for the Prospect's Response | |
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Responding to the Prospect's Concerns | |
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Analyzing the Responses to the Prospect's Concerns | |
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Conclusion | |
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Looking Ahead | |
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Following Through with Each Ask | |
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The Next Steps After Each Ask | |
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How to Juggle and Balance Time After Each Ask | |
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The Ten Guiding Principles for Any Ask | |
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Sources for Fundraising Software | |
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Prospect Research Providers and Web Sites | |
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AFP Code of Ethical Principles and Standards of Professional Practice | |
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Thank-You Letter After the Ask | |
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Notification of Bequest | |
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Sample Prospect Materials for a Charitable Gift Annuity | |
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Sample Prospect Materials for a Charitable Remainder Unitrust | |
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Sample Capital Campaign Marketing Materials | |
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References | |
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The Author | |