Beyond Fundraising

Kay Sprinkel Grace, CFRE, (San Francisco CA)?is an internationally acclaimed independent consultant, speaker, facilitator, and writer. She has also been a core faculty member of the Fund Raising School since 1980. After successful careers in journalism and education, she became a development professional in 1979, working in several organizations before starting her own consulting firm in 1987. Since then, she has worked as trainer or consultant with thousands of nonprofit volunteers and professionals in the areas of board and staff leadership, planning, and capital and annual fundraising. Over?40 years as a volunteer--principally for Stanford University, where she received her BA and MA degrees and where she has been honored for her fundraising leadership--add perspective to this book. She is the author of Beyond Fund-Raising (Wiley) and the coauthor of High-Impact Philanthropy (Wiley).

• Preface to the Second Edition xIntroduction to the Second Edition xviiChapter 1 Values:The Context for Philanthropy, Development, and F undraising 1Philanthropy Defined 1The Role of Values in the Nonprof it Sector 2Developing a Values-Based Approach 3A Model of Values-Based Philanthropy, Development, and Fundraising 5Understanding the Model 5A Paradigm Shift: Integrating Philanthropy, Development, and Fundraising 14Chapter 2 Putting Away the Tin Cup: Changed Attitude, Changed Practices 17Why the Tin Cup Attitude Persists: Asker, Funder, and Institutional Reasons 17Why Individuals and Institutions Must Change 24A New View of Funders: Donor-Investors 24The Investor Relationship 25Conveying a New Attitude:Whose Needs Are You Presenting? 28Chapter 3 Preventing Mission Drift: The Leadership Imperative 31Maintaining a Strong Organization and a Strong Mission 31Defining Mission Drift 31Avoiding Mission Drift 32Practices of Able Nonprof it Leaders 33Special Challenges to Nonprof it Leaders: Balancing the Demands of Mission Fulf illment and Organizational Requirements 35The Role of Leaders in Maintaining Effective Systems 39Leadership in Times of Change 40Chapter 4 Successful Development: Partnership and Process 47Partnerships for Development and Fundraising 47Creating Development Partnerships 48Structuring a Successful Development Partnership 50The Development Process: A Partnership for Donor and Resource Development 55Summary 75Chapter 5 Inviting Investment 77Defining Donor-Investor 78Building a Base of Donor-Investors 78Challenges to Implementing an Investment Attitude 79Asking for Investment 79Inviting Investment:The Solicitation Steps 80Shedding Old Attitudes 90Overcoming Objections 97Increasing Organizational Involvement in the Invitation to Invest 99We Have Learned to Love the New Approach 100Chapter 6 Capitalizing on the Community's InvestmentPart One: Annual Campaigns 103Annual and Capital Campaigns 103Annual Campaigns 105Annual Campaigns: Development as Well as Fundraising 105Presenting Multiple Gift Opportunities to Donors 120Elements of a Successful Annual Campaign 121Chapter 7 Capitalizing on the Community's InvestmentPart Two: Capital Campaigns 127Rationale for Capital Campaigns 128Need to Capitalize Nonprof its 129Attracting Donors to Capital Campaigns 129What to Consider Before Undertaking a Capital Campaign 134Determining Whether to Go Ahead with a Campaign 135Summary 140Chapter 8 Stewardship: The Heart of the Development Process 141Why Practice Stewardship? 141What Stewardship Means 142Giving and Stewardship 143Stewardship and Belonging 143Getting Donors and Prospects into the Kitchen 144Putting Priority on Stewardship 145Principles for Creating a Stewardship Program 145Implementing a Stewardship Program 150Creating a Culture of Philanthropy through Stewardship 155Twenty-f irst-Century Tools for Stewardship 155Chapter 9 Maximizing Board Development and Participation 159Board Development:The Key to Fund Development 159Replace Your Nominating Committee with a Committee on Trustees or Board Development Committee 160Recruitment 162Enlistment 168Board Retention and Involvement 172Board or Bored? Making the Most of Meetings 174Board Retention and Rotation 183Chapter 10 The Power of Planning 187Why Organizations Need to Plan 188Organizational and Development Plans 190Preplanning Analysis 196Putting the Ingredients Together: TRI-POD Planning Process 198Chapter 11 Beyond Fundraising: Implementing the Principles 209Implementing the Principles of This Book in Your Organization 209Five Behaviors Required to Move Beyond Fundraising 210Three Resources Required to Go Beyond Fundraising 214Preparing to Take an Organization Beyond Fundraising 21510 Steps to Take an Organization Beyond Fundraising 216Two Case Studies: Going Beyond Fundraising 221Trends to Anticipate in Nonprof it Development and Fundraising 228Summary 232Chapter 12 Afterword 233Social Entrepreneurship 234What We Face,What We Must Do 235What Donor-Investors Must Do 237What Communities Must Do 238The Last Word 239Index 241