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.

PrefaceAcknowledgmentsAbout the AuthorIntroduction: From Chance to Choice1 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 Reading2 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 Notes3 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 Notes4 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 Notes5 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 Notes6 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 Notes7 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 Notes8 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 Notes9 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 Note10 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 Note11 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 Notes12 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 Note13 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 Reading14 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 Reading15 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 NoteConclusion: 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 NoteReferencesIndex