Achieving Excellence in Fundraising

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 nation's 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 xvForeword xixPreface xxiiiAcknowledgments xxixThe Editors xxxiiiAuthor Bios xxxviiPart One: Philanthropic Concepts For Fundraising 11 Developing a Personal Philosophy of Fundraising 3Eugene R. Tempel and Sarah K. Nathan2 A Commitment to Ethical Fundraising 13Anne Bergeron and Eugene R. Tempel3 Legal Aspects of Fundraising 23Philip M. Purcell4 Theory in Fundraising 35Ruth K. Hansen5 The Joy of Giving 45Sara KonrathPart Two: Contemporary Dynamics Of Fundraising 576 The Philanthropic Context for Fundraising 59Pat Danahey Janin and Dwight F. Burlingame7 Fundraising in Challenging Times: Crisis, Survival, and Transformation 69Amir Pasic8 Fundraising across Nonprofit Subsectors 79Anna Pruitt9 Global Philanthropy and Cross-Cultural Fundraising 91Charles Sellen and Lilya Wagner10 Fundraising for Advocacy and Social Change 103Shariq Siddiqui and Katherine BadertscherPart Three: An Organizational Foundation For Fundraising 11311 Preparing the Organization for Fundraising 115Jane Chu12 Building a Comprehensive Fundraising Program 127Jeri Patricia Gabbert and Paula J. Jenkins13 Articulating a Case for Support 141Timothy L. Seiler14 Identifying and Qualifying Potential Donors 153Catherine Brown and LaKoya S. Gardner15 Budgeting and Evaluation in Fundraising 167Erik J. Daubert16 Marketing for Strategic Fundraising 183Aja May Pirtle and Margaret M. Maxwell17 Integrating Principles of Donor Relations 195Patrick C. Dwyer and Susan B. PerryPart Four: The Fundraising Team 20518 Fundraisers: Stewards of Philanthropy 207Genevieve G. Shaker and Sarah K. Nathan19 Fundraising Planning, Management, and Leadership 217Bill Stanczykiewicz20 Engaging the Board for Fundraising 229M. Gasby Brown21 Working with Volunteer Fundraisers 243Tyrone McKinley Freeman and Beth BreezePart Five: Building And Supporting The Donor Base 25522 The Annual Giving Program 257Sarah K. Nathan23 Crafting Compelling Appeals 269Heather A. O’Connor24 Developing Digital Fundraising Strategies 279Nathan Hand and Yannan Li25 Planning Events with Purpose 293Roberta L. Donahue and Caitlin Deranek StewartPart Six: Engaging The Diversity Of Individual Donors 30526 Understanding Individual Donors 307Pamala Wiepking27 The Role of Religion in Giving 319David P. King and Rafia Khader28 Women and Philanthropy 329Jeannie Infante Sager and Debra J. Mesch29 Philanthropy among Communities of Color 337Una Osili and Sarah King Bhetaria30 LGBTQ Philanthropy 347Elizabeth J. Dale31 Differentiating Generations and Their Giving 357Patricia Snell Herzog32 High Net Worth Household Giving Insights 367Patrick Rooney, Kidist Yasin, and Lijun HePart Seven: Strategies For Major Donors And Institutional Funders 37933 Co-Creating Major Gifts 381Maarten Bout and James M. Hodge34 The Invitation to Give 393Genevieve G. Shaker35 Campaign Essentials 405Aaron Conley36 Planned Giving Principles 419Russell N. James III37 Donor-Advised Fund (DAF) Basics 429Danielle Vance-McMullen and H. Daniel Heist38 Overview of Grantmaking Foundations 441Pat Danahey Janin and Angela Logan39 Business Sector Fundraising 453Dwight F. Burlingame and Bill StanczykiewiczReferences 465Index 513