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Foreword | |
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Preface | |
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Acknowledgments | |
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About the Author | |
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Five Major Fundraising Principles | |
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People Give to People to Help People | |
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People Give Relative to Their Means | |
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Those Closest Must Set the Pace | |
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Successful Fundraising | |
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The 80/20 Rule Is Becoming the 90/10 Rule | |
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The Need for Balance | |
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Your Organization and the Nonprofit World | |
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An Overview of the Sector-Broad Range of Services | |
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Opportunities and Challenges | |
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Working Together | |
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Importance of Strategic Management | |
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Be Sure Your Institution Is Worthy of Support | |
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Managing the Resource Development Function | |
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Analysis and Planning | |
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Effectiveness: Doing the Right Things | |
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Efficiency: Doing Things Right | |
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Budgets and Financial Resources | |
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Fundraising Modes | |
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Special Issues Related to Small and Large Operations | |
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Ethics | |
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Evaluation | |
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The Case for Support and Fundraising Materials | |
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The Case Statement | |
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The Comprehensive Formal Case Statement | |
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The Case Statement Process | |
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Market-and Situation-Specific Case Statements | |
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Presentations and Presentation Materials | |
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Managing Information | |
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Record Keeping | |
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Supporting Fundraising Strategies | |
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Acknowledgments | |
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Reports | |
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Targeted Communications | |
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The System | |
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Establishing the Information System | |
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Prospect Identification, Research, and Segmentation | |
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The Best Prospects | |
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Prospect Research | |
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Prospect Ratings and Evaluations | |
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Know the Prospective Donor as a Person | |
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Nurturing Relationships | |
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Friendraising Activities | |
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Relationship-Building Activities Must Be Scheduled and Monitored | |
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Moves Management-Cultivating Real Relationships | |
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Donor Acknowledgment | |
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Four Parts of an Acknowledgment Program | |
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Major Gift Programs | |
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When Major Gift Strategies Are Appropriate | |
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Preparing for a Major Gifts Initiative | |
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The Solicitation Interview (How to Ask for a Major Gift) | |
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After the Solicitation | |
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Solicitation Training and Role Playing | |
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Mail and Email Fundraising | |
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Acquisition Mailings | |
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Renew and Upgrade | |
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Lapsed Donors | |
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Public Relations and Information | |
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Frequency | |
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Ensuring Success | |
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Elements of the Appeal Package | |
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Mail Lists | |
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Mail Preparation: What to Do In-House; What to Do with a Mail House | |
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Post Office | |
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Newsletters as Part of the Direct Mail Program | |
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Email and Websites | |
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Telephone Solicitations | |
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Volunteer Telephone Solicitations | |
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Professional Telephone Solicitation Campaigns | |
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Special Event Fundraisers | |
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Choosing a Special Event | |
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Implementing the Event | |
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Cause-Related Marketing | |
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Grantsmanship | |
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What Is a Grant? | |
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Government Grants and Contracts | |
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Foundations | |
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Foundation Research | |
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Project Development | |
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The Application | |
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Acknowledgment and Reporting Requirements | |
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Planned Giving | |
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Defining Planned Giving | |
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Importance of Planned Giving | |
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Charitable Gift Instruments-Ways of Giving | |
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Donor Education and the Planned-Giving Program | |
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Endowment Fund | |
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Sample Marketing Plan for Charitable Gift Annuities | |
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Planned-Giving Societies | |
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Capital and Endowment Campaigns | |
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Requirements for a Successful Campaign | |
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Chronological Steps for Success | |
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Building Endowments | |
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Institutional Differences | |
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Campaign Organization and Structure | |
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Human Resources | |
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The Board of Directors | |
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The Resource Development Staff | |
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Volunteers | |
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Working with Consultants | |
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Evaluation | |
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Code of Ethics | |
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A Donor Bill of Rights | |
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Index | |