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