Michael J. Worth 
Fundraising [EPUB ebook] 
Principles and Practice

Fundraising: Principles and Practice provides readers with a comprehensive introduction to fundraising. Taking a balanced perspective, bestselling author Michael J. Worth offers insights on the practical application of relevant theory. The text is designed to engage readers in thinking critically about issues in fundraising and philanthropy to prepare them for careers in the nonprofit sector. Worth explores donor motivations and fundraising techniques for annual giving programs, major gift programs, planned giving, and corporate and foundation giving and campaigns. Traditional methods, including direct mail and personal solicitations, are discussed as well as new tools and practices, including online fundraising, crowd-funding and social networks, analytics, and predictive modeling. Written specifically for nonprofit career-oriented individuals, this book helps readers become successful fundraisers.

Daftar Isi

Preface

Acknowledgments

About the Author

Introduction: From Chance to Choice

1 Overview of Fundraising and Philanthropy

Fundraising, Development, and Advancement

Philanthropy and Charity

Fundraising and Philanthropy

Fundraising Profession and Fundraising Professionals

History of American Philanthropy

Philanthropy’s Scale and Impact

Evolution of Fundraising as a Professional Field

State of the Art

Fundraising and Other Professional Fields

Proceeding With Pride

Chapter Summary

Key Terms and Concepts

CASE 1.1 THE METH PROJECT

CASE 1.2 NEW YORK CITY PARKS

Questions for Discussion

Suggestions for Further Reading

2 Understanding the Nonprofit Sector and Nonprofit Organizations

Characteristics of Nonprofits

Classifications of Nonprofits

Public Charities and Private Foundations

Nonprofit Revenue Sources

Nonprofit Financial Concepts

Explaining the Nonprofit Sector

Explaining Nonprofit Organizations

Chapter Summary

Key Terms and Concepts

CASE 2.1 THE SMITHSONIAN INSTITUTION AND THE CATHERINE B. REYNOLDS FOUNDATION

Questions for Discussion

Suggestions for Further Reading

Notes

3 Understanding Donors

Corporate Philanthropy

Foundation Giving

Characteristics of Individual Donors

Motivations of Individual Donors

Wealthy Donors

Typology of Donors

Women Philanthropists

Cultures of Giving

Generations of Donors

Donor-Centered Approach

Chapter Summary

Key Terms and Concepts

CASE 3.1 T. DENNY SANFORD

CASE 3.2 OSCEOLA MCCARTY

Questions for Discussion

Suggestions for Further Reading

Notes

4 Principles of Fundraising

Types of Gifts

Solicitation Programs

Matching Programs to Needs

Matching Prospects to Programs

Solicitation Methods

The Fundraising Pyramid

The Fundraising Process

Chapter Summary

Key Terms and Concepts

CASE 4.1 UNITED NATIONS FOUNDATION

CASE 4.2 MITCHELL FAMILY AND THE UNIVERSITY OF SOUTH ALABAMA

Questions for Discussion

Suggestions for Further Reading

Notes

5 Preparing for Successful Fundraising

Strategic Planning to Clarify Mission and Goals

Strategic Planning Process

Benefits of Strategic Planning

Developing a Fundraising Strategy and Plan

Developing the Case for Support

Creating a Culture of Philanthropy

Building the Fundraising Team

Identifying and Researching Prospects

Chapter Summary

Key Terms and Concepts

CASE 5.1 AMERICAN RED CROSS

Questions for Discussion

Suggestions for Further Reading

Notes

6 Annual-Giving Programs

Clarification of Terms

Applying Marketing Principles

Acquisition, Renewal, Upgrade

Solicitation Methods

Planning the Annual-Giving Campaign

Chapter Summary

Key Terms and Concepts

CASE 6.1 #GIVINGTUESDAY

Questions for Discussion

Suggestions for Further Reading

Notes

7 Major-Gifts Programs

Definition and Characteristics of Major Gifts

Major-Gifts Cycle

Cultivating Major-Gifts Prospects

Cultivation Strategies

Managing the Major-Gifts Program

Developing Donor Relationships

Visits and Purposes

The Ask

Anatomy of the Solicitation Visit

Follow Up, Negotiation, and Gift Agreements

Maintaining Clarity of Purpose

Chapter Summary

Key Terms and Concepts

CASE 7.1 DON R. N. BLITZER

CASE 7.2 PHILLIS N. THROPIST

CASE 7.3 MARTHA AND FRED GENEROUS

CASE 7.4 ELLEN ENTREPRENEUR

Questions for Discussion

Suggestions for Further Reading

Notes

8 Planned Giving

Definitions and Key Points

Overview of Tax Law and Implications for Giving

Types of Planned Gifts

Overview of Planned-Giving Vehicles

Characteristics and Motivations of Planned-Gift Donors

Planned-Giving Program

Recognizing Planned-Gift Donors

Working With Planned-Gift Donors

Chapter Summary

Key Terms and Concepts

CASE 8.1 MARY

CASE 8.2 TOM AND BARBARA

CASE 8.3 MILDRED AND SUE

CASE 8.4 HARRY AND BETH

CASE 8.5 NICK

CASE 8.6 ANN

CASE 8.7 EDUARDO

Questions for Discussion

Suggestions for Further Reading

Notes

9 Corporate Support

Definitions and Concepts

Historical Overview

Corporate Philanthropy

Nonprofit-Corporate Commercial Partnerships

Comprehensive Relationships

Benefits and Risks

Developing and Sustaining Successful Partnerships

Redefining Value

Chapter Summary

Key Terms and Concepts

CASE 9.1 SUSAN G. KOMEN FOR THE CURE AND KFC

CASE 9.2 NO KID HUNGRY AND DENNY’S

CASE 9.3 WWF AND AVON

CASE 9.4 LOS ANGELES PLAZA DE CULTURA Y ARTES AND

CASE 9.5 NESTLÉ AND READING IS FUNDAMENTAL

CASE 9.6 DAWN AND THE GULF OIL SPILL

Question for Discussion

Suggestions for Further Reading

Note

10 Foundation Support

Overview of Foundations

Historical Background

Issues and Impact

Overview of Foundation Giving

Seeking Foundation Support

Chapter Summary

Key Terms and Concepts

CASE 10.1 PEW CHARITABLE TRUSTS

CASE 10.2 NORTHWEST AREA FOUNDATION

Questions for Discussion

Suggestions for Further Reading

Note

11 Campaigns

Types of Campaigns

Campaign Defining Characteristics

Phases of the Campaign

Gift Table

Strategic Decisions

Campaign Pros and Cons

Twenty-First-Century Campaigns

Chapter Summary

Key Terms and Concepts

CASE 11.1 KEEPING OUR PROMISE: 40TH ANNIVERSARY CAPITAL CAMPAIGN FOR N STREET VILLAGE

CASE 11.2 OUR TRANSFORMATION: THE CAMPAIGN FOR THE NORTH CAROLINA MUSEUM OF ART

CASE 11.3 WHITE PLAINS HOSPITAL: THE TIME IS NOW CAMPAIGN

CASE 11.4 HOWARD UNIVERSITY: BRIDGING THE GAP STUDENT AID CAMPAIGN

Questions for Discussion

Suggestions for Further Reading

Notes

12 Managing Fundraising Programs

Investing in Fundraising

Evaluating Programs

Allocating Resources to Effective Programs

Benchmarking

Building a Fundraising Program

Development Operations/Advancement Services

Fundraising Policies

Chapter Summary

Key Terms and Concepts

CASE 12.1 DISABLED VETERANS NATIONAL FOUNDATION

Questions for Discussion

Suggestions for Further Reading

Note

13 Organizing and Managing Fundraising Staff

Organizing the Development Office

Understanding Motivation

Applying Theory to Fundraising Management

Compensating Fundraisers

Improving Staff Performance

Recruiting and Developing Fundraising Professionals

Chapter Summary

Key Terms and Concepts

CASE 13.1 GETTA GRANT

CASE 13.2 SUE SOCIAL

CASE 13.3 MOVIN’ BILL

Questions for Discussion

Suggestions for Further Reading

14 Legal and Ethical Considerations

State Registration Requirements

State Disclosure Requirements

Gift Substantiation Requirements

Other Governmental Influences

Ethical Codes, Standards, and Guidelines

Considering Ethical Dilemmas in Fundraising

Assuring Legal and Ethical Organizations

Chapter Summary

Key Terms and Concepts

SCENARIOS 1–12

Questions for Discussion

Suggestions for Further Reading

15 International Fundraising and Philanthropy

A Shrinking Planet

Definition and Scope of Organizations

Governing and Managing International and Global Organizations

INGO Fundraising Strategies

International Philanthropy

Global Fundraising

Fundraising as a Global Profession

Chapter Summary

Key Terms and Concepts

CASE 15.1 HAITIAN EARTHQUAKE RELIEF

CASE 15.2 THE ONE FOUNDATION AND CHINA’S SOCIAL SECTOR

Questions for Discussion

Suggestions for Further Reading

Note

Conclusion: From Technician to Leader: Reflections on the Development Officer′s Role

Roles of the Development Officer

Calls for Leadership

A Fulfilling Career

Suggestions for Further Reading

Note

References

Index

Tentang Penulis

Michael J. Worth is professor of nonprofit management in the Trachtenberg School of Public Policy and Public Administration at the George Washington University in Washington, DC. He teaches graduate courses related to the governanceand management of nonprofit organizations and to philanthropy and fundraising.Dr. Worth served as vice president for development and alumni affairs at the George Washington University andpreviously as director of development at the University of Maryland. Earlier in his career, he was assistant to the presidentat Wilkes University and director of development at De Sales University. As vice president at the George Washington University, he planned and directed two major campaigns and provided support to the board of trustees.In addition to articles and monographs, Dr. Worth has written or edited various books and textbooks, including sixprevious editions of Nonprofit Management: Principles and Practice. Other recent works include Fundraising: Principles and Practice (2016), Leading the Campaign (2nd edition, 2017), Advancing Higher Education: New Strategies for Fundraising, Philanthropy, and Engagement (co-edited with Matthew T. Lambert, 2019), and Comprehensive Fundraising Campaigns:New Directions for Colleges and Universities (2022).Among other voluntary services, Dr. Worth has been a member of the board of directors of Miriam’s Kitchen, anorganization working to eliminate homelessness in Washington, DC, and a member of the advisory board of the Young Nonprofit Professionals Network, Washington, DC, chapter. Dr. Worth consults on governance, management, and fundraisingwith colleges and universities, national associations and institutions, and nonprofit organizations in various fieldsand sectors.He holds a BA from Wilkes University, an MA in economics from American University, and a Ph D in higher educationfrom the University of Maryland.