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| Preface | |
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| Leadership Concepts Essence, Enigma, Energy, and Effect | |
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| Introduction | |
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| Essence of Personal Leadership | |
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| Necessary Elements and Ingredients | |
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| Self-Awareness | |
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| Perspective of Strengths and Weaknesses | |
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| Sense of Reality | |
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| See Through Objective Lenses | |
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| Courage to Change | |
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| Create Ideas and Take Risks | |
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| Compassion and Passion | |
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| Persistence to Make Things Right | |
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| Ethical Conscience | |
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| Pursuit of Fairness, Integrity, and Honor | |
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| Enigma of Positional Leadership | |
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| Pressures of Being at the Top | |
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| Vision | |
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| Dream is Meaningful and Achievable | |
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| Values | |
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| Mandate for Organizational Success | |
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| Principles | |
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| Assumptions Guide Decision Making | |
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| Partnerships | |
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| Teamwork that Fits the Situation | |
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| Relationships | |
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| Perceptiveness of Boundaries and Obligations | |
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| Energy of Fundraising Leadership | |
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| Differences Between Good and Bad | |
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| Positive Energy | |
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| Energy that Inspires and Stimulates | |
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| Negative Energy | |
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| Energy that Deters and Contaminates | |
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| Effect of Organizational Stages | |
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| Various Stages Will Alter Strategy | |
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| Infancy | |
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| Vision and Values Create Impetus | |
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| Adolescence | |
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| Infrastructure Demands Are Paramount | |
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| Early Maturity | |
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| Expertise and Expansion Are Evident | |
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| Seniority | |
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| Transformation Needed for Sustainability | |
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| Summary | |
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| References | |
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| Philanthropy Concepts Principles, Motivations, IMPACT, and Culture | |
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| Introduction | |
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| Principles of Organized Philanthropy | |
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| Spiritual and Democratic Ideology | |
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| Tradition | |
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| Way of Life that Advances Communities | |
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| Spirit | |
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| Can-Do Approach of Generosity and Gratitude | |
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| Sector | |
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| Designated for Inspiration, Ideas, and Ideals | |
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| Process | |
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| Connecting Donors and Recipients | |
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| Motivations of Personal Philanthropy | |
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| Discovery of Complexity and Complications | |
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| Demographics | |
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| Conditions that Predict Probability | |
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| Psychographics | |
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| Values and Attitudes that Predict Inclination | |
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| Impact of Community Philanthropy | |
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| Measurable Economic and Social Benefits | |
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| Social | |
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| Engagement of People in Community Building | |
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| Financial | |
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| Monetary Impact to the Global Economy | |
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| Culture of Organizational Philanthropy | |
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| Foundation for Successful Fundraising | |
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| Attitude | |
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| Perception Influences Opinions | |
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| Advocacy | |
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| Communications Shape Cultures | |
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| Action | |
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| Aligning Cultural Ideas and Ideals | |
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| Summary | |
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| References | |
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| Development Concepts Profession, Professionals, Program, and Plan | |
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| Introduction | |
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| Profession of Fund Development | |
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| From Begging, to Selling, to Marketing | |
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| Pioneers (1641 to 1904) | |
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| Moral Imperative to Collect Contributions | |
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| Campaigners (1905 to 1960) | |
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| Consultants Who Codified Campaign Theory | |
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| Technocrats and Innovators (1960 to 1990) | |
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| Merged a Calling Into a Career | |
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| Reflectors and Correctors (1990 to 2005) | |
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| Shifted to a Donor-Focused Culture | |
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| Responders (2005 and Beyond) | |
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| Faced Expansion, Retraction, and Globalization | |
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| Professionals in Fund Development | |
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| Characteristics, Credentials, and Compensation | |
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| Characteristics | |
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| Expertise, Competencies, and Conscience | |
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| Credentials | |
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| Education, Experience, and Certification | |
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| Compensation | |
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| Equitable and Competitive Salaries | |
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| Job Description | |
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| Roles, Responsibilities, and Expectations | |
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| Program for Fund Development | |
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| An Integrated Seemless System | |
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| Strategies | |
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| An Integrated Development Program | |
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| Resources | |
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| Adequate Infrastructure and Systems | |
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| Teamwork | |
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| Key to Unleashing Energy and Talent | |
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| Plan for Fund Development Program | |
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| Articulation of Metrics and Methods | |
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| Components of the Plan | |
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| The Individual Parts, Assembled, and Linked | |
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| Evaluation of Plan | |
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| Measures to Reduce Risk and Increase Effectiveness | |
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| Summary | |
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| References | |
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| Relationship Concepts Social Exchange, Alignment, Cultivation, and Management | |
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| Introduction | |
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| Social Exchange in Relationships | |
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| Move From Transactions to Transformations | |
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| Marketing | |
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| Social Exchange Based on Shared Values | |
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| Motivations | |
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| Evaluation of Constituency Profile | |
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| Constituents | |
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| Focus on High Potential Prospects | |
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| Alignment of Relationships | |
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| Constituency Analysis Uncovers Patterns | |
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| Research | |
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| Identify Donors with Linkage and Interests | |
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| Segmentation | |
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| Organize Similar Donors Into Groups | |
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| Targeting | |
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| Rate, Rank, and Match Donors with Cases | |
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| Cultivation in Relationships | |
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| Strategies To Build Long-Term Relationships | |
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| Donor Pyramid | |
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| Donor Movement and Monetary Distribution | |
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| Cultivation Cycle | |
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| Process to Engage Donors Toward Mission Affinity | |
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| Moves Management | |
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| Relationship System Involving Multiple Contacts | |
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| Management of Relationships | |
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| Techniques To Expand the Donor Base | |
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| Acquisition | |
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| Identify and Invite Donors to Give | |
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| Renewal | |
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| Encourage Donors to Repeat Behavior | |
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| Upgrade | |
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| Building Donor Loyalty and Attachment | |
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| Over-Above | |
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| The Final Step in Donor Management | |
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| Summary | |
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| References | |
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| Solicitation Concepts Case, Campaigns, Communications, and Goals | |
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| Introduction | |
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| Case to Solict Gifts | |
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| Critical Elements of a Case for Support | |
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| Mission | |
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| Relevance and Achievability of Vision | |
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| Leadership | |
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| Marketplace Position in the Community | |
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| Stability | |
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| Structurally Sound and Financially Responsible | |
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| Readiness | |
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| Institutional Assessment of Worthiness | |
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| Case for Support | |
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| Compelling, Urgent, and Realistic Goal | |
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| Campaigns to Solicit Gifts | |
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| Integration of Fundraising Methods | |
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| Annual | |
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| Program for Repeat, Loyal Giving | |
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| Major | |
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| Program for Inspired, Impactful Gifts | |
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| Capital | |
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| Program for Mega, Named Donors | |
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| Legacy | |
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| Program for Donors' Last Gifts | |
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| Communications to Solicit Gifts | |
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| Motivational Elicitors to Generate a Response | |
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| Donor Focused | |
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| Creation of a Social Exchange | |
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| Methods | |
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| Solicitation Effectiveness and Efficiency | |
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| Stewardship | |
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| Accountability for Donors and Dollars | |
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| Goals to Solicit Gift | |
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| Budgetary Approach to Match Needs and Interests | |
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| Summary | |
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| References | |
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| About the Author | |
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| Index | |