Strategies and concepts for mission-based fundraising

From the worlds first school of philanthropy,Achieving Excellence in Fundraising is the leading fundraising textbook based on research and steeped in practical expertise. It has long been the go-to reference for fundraising principles, concepts, and techniques. Topics include donor motivations and behaviors, engaging donors at all levels, inclusive and ethical fundraising, and more, with contributions from noted experts in the field. You'll gain insight into the practice of fundraising and the fundraising cycle, reinforced by discussion questions, application exercises, and research-based recommendations.

This 5th edition ofAchieving Excellence in Fundraising is reimagined to meet the needs of todays fundraisers, their nonprofit employers, and the causes they serve, while maintaining key concepts that stand the test of time. Compelling and timely topics new to this edition include donor-advised funds, crowdfunding, raising money in challenging times, fundraising for social advocacy, and more. The needs of fundraising educators are also a central consideration in the book's organization and contents. Discover whyAchieving Excellence in Fundraising is the leading textbook and reference in the field!

Chapters are written by faculty, alumni, and associates of the prestigious Lilly Family School of Philanthropy. The newest edition of this trusted work is an essential source of information for anyone in the fundraising space.

GENEVIEVE G. SHAKER is Associate Professor of Philanthropic Studies at the Indiana University Lilly Family School of Philanthropy, a frequent contributor to The Fund Raising School, and a former fundraiser with twenty years of experience.

EUGENE R. TEMPEL is Professor and Founding Dean Emeritus of the Indiana University Lilly Family School of Philanthropy, and is one of the nations foremost thought leaders on fundraising and philanthropy. He is also President Emeritus of the Indiana University Foundation.

SARAH K. NATHAN served five years as the Associate Director of The Fund Raising School where she specialized in developing research-based and applied learning experiences for fundraisers. She currently leads the Middletown Community Foundation in Ohio.

BILL STANCZYKIEWICZ is Director of The Fund Raising School, Clinical Associate Professor, and Senior Assistant Dean of the Indiana University Lilly Family School of Philanthropy. His 25-year career includes serving as CEO of a statewide nonprofit.

List of Tables, Figures, and Exhibits xv

Foreword xix

Preface xxiii

Acknowledgments xxix

The Editors xxxiii

Author Bios xxxvii

Part One: Philanthropic Concepts For Fundraising 1

1 Developing a Personal Philosophy of Fundraising 3Eugene R. Tempel and Sarah K. Nathan

2 A Commitment to Ethical Fundraising 13Anne Bergeron and Eugene R. Tempel

3 Legal Aspects of Fundraising 23Philip M. Purcell

4 Theory in Fundraising 35Ruth K. Hansen

5 The Joy of Giving 45Sara Konrath

Part Two: Contemporary Dynamics Of Fundraising 57

6 The Philanthropic Context for Fundraising 59Pat Danahey Janin and Dwight F. Burlingame

7 Fundraising in Challenging Times: Crisis, Survival, and Transformation 69Amir Pasic

8 Fundraising across Nonprofit Subsectors 79Anna Pruitt

9 Global Philanthropy and Cross-Cultural Fundraising 91Charles Sellen and Lilya Wagner

10 Fundraising for Advocacy and Social Change 103Shariq Siddiqui and Katherine Badertscher

Part Three: An Organizational Foundation For Fundraising 113

11 Preparing the Organization for Fundraising 115Jane Chu

12 Building a Comprehensive Fundraising Program 127Jeri Patricia Gabbert and Paula J. Jenkins

13 Articulating a Case for Support 141Timothy L. Seiler

14 Identifying and Qualifying Potential Donors 153Catherine Brown and LaKoya S. Gardner

15 Budgeting and Evaluation in Fundraising 167Erik J. Daubert

16 Marketing for Strategic Fundraising 183Aja May Pirtle and Margaret M. Maxwell

17 Integrating Principles of Donor Relations 195Patrick C. Dwyer and Susan B. Perry

Part Four: The Fundraising Team 205

18 Fundraisers: Stewards of Philanthropy 207Genevieve G. Shaker and Sarah K. Nathan

19 Fundraising Planning, Management, and Leadership 217Bill Stanczykiewicz

20 Engaging the Board for Fundraising 229M. Gasby Brown

21 Working with Volunteer Fundraisers 243Tyrone McKinley Freeman and Beth Breeze

Part Five: Building And Supporting The Donor Base 255

22 The Annual Giving Program 257Sarah K. Nathan

23 Crafting Compelling Appeals 269Heather A. OConnor

24 Developing Digital Fundraising Strategies 279Nathan Hand and Yannan Li

25 Planning Events with Purpose 293Roberta L. Donahue and Caitlin Deranek Stewart

Part Six: Engaging The Diversity Of Individual Donors 305

26 Understanding Individual Donors 307Pamala Wiepking

27 The Role of Religion in Giving 319David P. King and Rafia Khader

28 Women and Philanthropy 329Jeannie Infante Sager and Debra J. Mesch

29 Philanthropy among Communities of Color 337Una Osili and Sarah King Bhetaria

30 LGBTQ Philanthropy 347Elizabeth J. Dale

31 Differentiating Generations and Their Giving 357Patricia Snell Herzog

32 High Net Worth Household Giving Insights 367Patrick Rooney, Kidist Yasin, and Lijun He

Part Seven: Strategies For Major Donors And Institutional Funders 379

33 Co-Creating Major Gifts 381Maarten Bout and James M. Hodge

34 The Invitation to Give 393Genevieve G. Shaker

35 Campaign Essentials 405Aaron Conley

36 Planned Giving Principles 419Russell N. James III

37 Donor-Advised Fund (DAF) Basics 429Danielle Vance-McMullen and H. Daniel Heist

38 Overview of Grantmaking Foundations 441Pat Danahey Janin and Angela Logan

39 Business Sector Fundraising 453Dwight F. Burlingame and Bill Stanczykiewicz

References 465

Index 513