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.
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PrefaceAcknowledgments
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
Mengenai Pengarang
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.Beli ebook ini dan dapatkan 1 lagi PERCUMA!
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