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| Preface | |
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| Acknowledgments | |
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| Managing Fund Development | |
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| Fund-raising Overview | |
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| Strategic Planning for Fund Raising | |
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| Marketing Strategies in Development | |
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| Budgeting for Fund Raising | |
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| ROPES: A Model of the Fund-raising Process | |
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| Fund-raising Assessment | |
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| Accountability: Delivering Community Benefits | |
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| The Balanced Scorecard: A Performance Measurement Tool for Not-for-Profit Organizations | |
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| Ethics and Governance | |
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| A Not-for-Profit Ethics Program | |
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| Professionalism, Ethics, and Certification | |
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| Good Governance: Requisites for Successful Philanthropy | |
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| The Board Chair, Chief Executive Officer, and Development Officer | |
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| The Board's Role in Fund Raising | |
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| Leadership Reengineering: The Not-for-Profit Board for Tomorrow | |
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| Environmental and Institutional Readiness | |
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| Demographics: Our Changing World and How It Affects Raising Money | |
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| Why Do People Donate to Charity? | |
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| Women as Philanthropists: A New Approach and a New Voice in Major Gifts | |
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| Leading Learning Communities: Implications of the New Science for Not-for-Profit Organizations | |
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| Philanthropy in the New Economy: The Quantum Civics Paradigm of Leadership | |
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| Accountability for Leadership Volunteers | |
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| Annual Giving Programs | |
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| Overview of Annual Giving | |
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| Direct Mail | |
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| Benefit Event Fundamentals | |
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| Benefit Event Enhancements | |
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| Fund Raising on the Net | |
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| New Media and Direct-Response Fund Raising | |
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| Telemarketing | |
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| Volunteer-led Solicitations | |
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| Major Giving Progams | |
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| Overview of Major Giving | |
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| The Corporate Support Marketplace | |
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| Corporate Fund Raising | |
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| Cause-related Marketing and Sponsorship | |
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| The Grant-seeking Process | |
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| Grants from the Government | |
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| Prospect Development-An Art | |
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| Major Gifts from Individuals | |
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| Capital Fund Appeals | |
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| Planned Giving: Gift Vehicles | |
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| Marketing: Printed Materials and Publications for Donors and Prospects | |
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| A Natural Alliance: Financial Planners and Fund Raisers | |
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| Select Audiences and Environments | |
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| Raising Funds for a Religious Community | |
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| Fund Development in the Salvation Army | |
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| Grass-roots Fund Raising | |
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| International Fund Raising | |
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| Fund Raising in Japan: Tips from Experience | |
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| Support Ingredients | |
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| Fund-raising Consultants | |
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| Donor Recognition and Relations | |
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| Technology Applications | |
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| Accounting for Contributions | |
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| Reading Internal Revenue Service Form 990 | |
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| Federal Regulation of Fund Raising | |
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| State Regulation of Fund Raising | |
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| The Internet and the Regulation of the Not-for-Profit Sector | |
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| The Self-Renewing Organization | |
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