Nonprofit Development Companion

BRYDON M. DeWITT is President of DeWitt & Associates, Inc., and has been a development professional for more than thirty-five years. In addition to consulting, Mr. DeWitt has made presentations and conducted seminars/workshops for conferees and governing boards.

• Foreword xiiiPreface xvAcknowledgments xviiChapter 1 How Does Development Mean? 1Development is Marketing 2Development is Holistic 3Development Includes Fundraising 4The Development Team 5The Components of Successful Development Programs 6Chapter 2 A Clear and Compelling Mission 9Creating/Re-Creating Your Mission Statement 10Using the Mission Statement 11The Good, the Bad, and the Ugly 12In Summary 14Chapter 3 Building Ownership through Planning 15Elements of Successful Planning 16Establishing the Strategic Planning Committee 16Conducting the Strategic Planning Committee Meetings 18Managing the Plan and Achieving Your Objectives 19Planning for a Capital Campaign 19In Summary 21Chapter 4 Creating the Case for Support 25The Internal Case Statement—Basic Development Tool 26What the Internal Case Statement Includes 28The Process of Creating the Internal Case Statement 30Tips for the Writer 31Preparing Presentational Case Statement Materials 31In Summary 32Chapter 5 Telling Your Organization’s Story 33The Definition and Purpose of Marketing 33What’s in a Name? 35Get to Know Your Target Audiences 37Getting the Word Out 38Using Your Available Human Resources 40Writing the Marketing and Communications Action 41Internal Marketing and Communications 43Being Prepared for Crisis Management 44In Summary 45Chapter 6 The Fundraising Program 51Planning to Succeed 51The Annual Fund—Acquiring, Keeping, and Growing Donors 55Raising Major Gifts 62Planned Giving—Another Way to Raise Major Gifts 73Capital Campaigns 77The Role of Special Events in Development 85Keeping the Friends You Have Made 87In Summary 90Chapter 7 Research and Recordkeeping 109‘‘Make the Juice Worth the Squeeze’’ 109Where Am I, and What Do I Do? 111The Continuing Process of Evaluating and Planning 112General Principles of Prospect Identification, Research, and Rating 113In Summary 114Chapter 8 The Organization and Use of Volunteers 127Why Do We Volunteer? 128What Volunteers Bring to Your Organization 128Methods for Developing Volunteer Involvement and Leadership 130Selecting the Right Person for the Job 132Extending the Invitation 132Recognizing and Thanking Volunteers 133Dealing with Recalcitrance 134In Summary 135Chapter 9 Building and Keeping an Effective Governing Board 137The Principal Functions of the Board 139Beginning to Build a Strong Board 141Creating and Guiding the Process—the ‘‘Committee on Board Wellness’’ 143The CEO and the Board—Who’s in Charge Here? 147Keeping It in the Family—Thoughts on Board Relations 148The Special Character of Foundation Boards 148In Summary 150Chapter 10 Your Organization’s Real Chief Development Officer 163‘‘Trickle Down Development’’ 164The CEO and the Components of Development 165The CEO and the Major Gifts Program 166Providing Leadership in Stewardship 167In Summary 170Chapter 11 The Development Professional 173If Development Professionals Are So Important, Why Aren’t They Appreciated? 175The Development Chief and the CEO 176How to Find Your Ideal Development Professional 177In Summary 179About the Author 185AFP Code of Ethics 187A Donor Bill of Rights 189Index 191