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| Foreword | |
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| Preface | |
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| Acknowledgments | |
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| How Does Development Mean? | |
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| Development is Marketing | |
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| Development is Holistic | |
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| Development Includes Fundraising | |
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| The Development Team | |
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| The Components of Successful Development Programs | |
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| A Clear and Compelling Mission | |
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| Creating/Re-Creating Your Mission Statement | |
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| Using the Mission Statement | |
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| The Good, the Bad, and the Ugly | |
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| In Summary | |
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| Building Ownership through Planning | |
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| Elements of Successful Planning | |
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| Establishing the Strategic Planning Committee | |
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| Conducting the Strategic Planning Committee Meetings | |
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| Managing the Plan and Achieving Your Objectives | |
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| Planning for a Capital Campaign | |
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| In Summary | |
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| Creating the Case for Support | |
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| The Internal Case Statement-Basic Development Tool | |
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| What the Internal Case Statement Includes | |
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| The Process of Creating the Internal Case Statement | |
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| Tips for the Writer | |
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| Preparing Presentational Case Statement Materials | |
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| In Summary | |
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| Telling Your Organization's Story | |
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| The Definition and Purpose of Marketing | |
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| What's in a Name? | |
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| Get to Know Your Target Audiences | |
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| Getting the Word Out | |
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| Using Your Available Human Resources | |
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| Writing the Marketing and Communications Action | |
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| Internal Marketing and Communications | |
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| Being Prepared for Crisis Management | |
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| In Summary | |
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| The Fundraising Program | |
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| Planning to Succeed | |
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| The Annual Fund-Acquiring, Keeping, and Growing Donors | |
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| Raising Major Gifts | |
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| Planned Giving-Another Way to Raise Major Gifts | |
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| Capital Campaigns | |
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| The Role of Special Events in Development | |
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| Keeping the Friends You Have Made | |
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| In Summary | |
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| Research and Recordkeeping | |
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| "Make the Juice Worth the Squeeze" | |
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| Where Am I, and What Do I Do? | |
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| The Continuing Process of Evaluating and Planning | |
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| General Principles of Prospect Identification, Research, and Rating | |
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| In Summary | |
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| The Organization and Use of Volunteers | |
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| Why Do We Volunteer? | |
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| What Volunteers Bring to Your Organization | |
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| Methods for Developing Volunteer Involvement and Leadership | |
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| Selecting the Right Person for the Job | |
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| Extending the Invitation | |
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| Recognizing and Thanking Volunteers | |
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| Dealing with Recalcitrance | |
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| In Summary | |
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| Building and Keeping an Effective Governing Board | |
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| The Principal Functions of the Board | |
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| Beginning to Build a Strong Board | |
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| Creating and Guiding the Process-the "Committee on Board Wellness" | |
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| The CEO and the Board-Who's in Charge Here? | |
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| Keeping It in the Family-Thoughts on Board Relations | |
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| The Special Character of Foundation Boards | |
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| In Summary | |
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| Your Organization's Real Chief Development Officer | |
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| "Trickle Down Development" | |
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| The CEO and the Components of Development | |
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| The CEO and the Major Gifts Program | |
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| Providing Leadership in Stewardship | |
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| In Summary | |
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| The Development Professional | |
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| If Development Professionals Are So Important, Why Aren't They Appreciated? | |
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| The Development Chief and the CEO | |
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| How to Find Your Ideal Development Professional | |
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| In Summary | |
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| About the Author | |
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| AFP Code of Ethics | |
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| A Donor Bill of Rights | |
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| Index | |