Cover -- Title Page -- Copyright -- Contents -- List of Tables, Figures, and Exhibits -- Foreword -- Preface -- Acknowledgments -- The Editors -- The Authors -- Part One: Fundraising: The Art of Relationship Building -- Chapter 1: A Philosophy of Fundraising -- A Philosophy of Fundraising -- Chapter 2: Plan to Succeed -- Chapter 3: Developing a Constituency for Fundraising -- Identifying the Constituency -- A Constituency Model -- Identifying and Attracting Likely Donors -- Roles and Responsibilities That Influence Giving -- Conclusion -- Chapter 4: Developing and Articulating a Case for Support -- Where to Start? With Case Resources -- Internal Case, External Case, and the Difference Between Them -- Putting Pen to Paper: Strategies for Case Statement Development -- Conclusion -- Part Two: Structuring Your Fundraising -- Chapter 5: The Total Development Plan -- Planning, Communication, and Fundraising -- Types of Gifts -- Prerequisites for Implementing the Integrated Development Plan -- Essential Support -- Conclusion -- Chapter 6: The Annual Fund -- Constituents and the Annual Fund -- Benefits of the Annual Fund -- The Annual Fund Team -- Setting and Achieving the Annual Fund Goal -- Understanding and Using the Donor Base -- Annual Fund Solicitation Methods -- The Annual Fund Plan and Calendar -- Conclusion -- Chapter 7: Major Gifts -- What Works in Major Gift Fundraising -- Inquiring and Inspiring -- Questions of Values -- Building an Ownership Position -- The Request or Invitation -- Stewardship and Recognition -- Managing the Major Gift Process -- The Philanthropic Road Ahead -- Conclusion -- Chapter 8: Capital Campaigns -- Conclusion -- Chapter 9: Establishing a Planned Giving Program -- Institutional Readiness -- The Planned Gift Options -- Marketing Planned Gifts -- Identification of Prospective Donors -- Conclusion.

Part Three: Discovering What Donors Value -- Chapter 10: Contemporary Dynamics of Philanthropy -- Size and Scope -- Fundraising and the Economic Climate -- Opportunities for Philanthropy -- Conclusion -- Chapter 11: Prospect Research -- Conducting Prospect Research -- Ethics in Prospect Research -- Conclusion -- Chapter 12: Corporate Giving and Fundraising -- History -- Models of Corporate Giving -- Conclusion -- Chapter 13: Foundation Fundraising -- Types of Foundations -- Growth of Foundations in the United States -- Trends in Foundation Support -- Types of Support -- Conclusion -- Chapter 14: Women as Donors -- Indicators of Philanthropic Behavior -- Fundraising Implications -- Conclusion -- Chapter 15: High-Net-Worth Donors -- Defining High-Net-Worth Donors -- Understanding High-Net-Worth Donors -- Motivating High-Net-Worth Donors -- Measuring Success -- Conclusion -- Chapter 16: Ethnicity and Giving -- Embracing Diversity in Fundraising -- Defining Diversity -- Problems and Challenges of Diverse Populations and Fundraising -- Cautious Generalizations for Diverse Population Groups and Philanthropy -- Responsiveness to Diversity and Differences: Steps to Take in Shaping a Fundraising Program -- Conclusion -- Chapter 17: Giving Differences Among the Generations -- What Are the Generations, and How Do They Give? -- Giving Profiles by Generation -- Implications for Engaging the Next Generations of Donors -- Conclusion -- Part Four: The Art of Solicitation and Stewardship -- Chapter 18: Personal Solicitation -- The Role of the Fundraising Professional in Solicitation -- Strategic Cultivation -- The Invitation to Make a Gift -- Beyond Solicitation: The Fundraiser's Role Rightly Defined -- Conclusion -- Chapter 19: Direct Mail Marketing -- Direct Mail at All Levels -- Donor Acquisition and Donor Development -- Strategies for Direct Mail.

Elements of a Direct Mail Package -- Benchmarks for Evaluation -- Ten Keys to Success -- Conclusion -- Chapter 20: E-Mail and Internet Solicitation -- Continued Growth -- By the Numbers -- Internet-Based Fundraising Tools -- Conclusion -- Chapter 21: Special Events -- Cultivation Events -- Solicitation Events -- Stewardship Events -- Integrated Events -- Conclusion -- Chapter 22: Telephone Solicitation -- Campaign Planning -- Anatomy of the Call -- Campaign Management -- Leveraging the Full Capacity of a Phone Program -- Conclusion -- Chapter 23: The Practice of Stewardship -- Conclusion -- Part Five: Involving Volunteers in Fundraising -- Chapter 24: The Trustee's Role in Fundraising -- Understanding the Context for Fundraising -- Acting as a Sounding Board for Fundraising Strategy -- Owning Fundraising Decisions -- Working with Donors -- Acting as Organizational Advocates and Leading by Example -- Conclusion -- Chapter 25: Volunteer Management -- The Strategic Value and Role of Volunteers -- Steps for Successful Volunteer Involvement -- Volunteer Retention -- Staff-Driven Versus Volunteer-Driven Fundraising Programs -- Conclusion -- Chapter 26: Using Social Media to Energize and Mobilize Your Volunteers -- Most Common Social Media Platforms -- Conclusion -- Part Six: Managing the Fundraising Process -- Chapter 27: Managing the Fundraising Program -- Fundraising Managers and Their Responsibilities -- Meeting the Challenge Through Basic Management Functions -- Fundraising Staffing -- Policies and Procedures -- Conclusion -- Chapter 28: Leadership and Team Building -- Overview of Leadership Literature -- Applying Leadership Principles for Fundraisers -- Conclusion -- Chapter 29: Organizational Strengths and Vulnerabilities -- Strengths and Vulnerabilities -- Organizational Readiness -- Human Resources -- Sources of Support -- Fundraising Vehicles.

Management -- Accountability -- Conclusion -- Chapter 30: Donor Database Management and Segmentation -- Sample Data Elements -- Leveraging the Power of Data -- Conclusion -- Chapter 31: Budgeting for Fundraising and Evaluating Performance -- Budget Preparations -- Budget Summary -- Performance Evaluation -- Gift Reports -- Conclusion -- Chapter 32: Marketing and Communications for Fundraising -- Toward an Understanding of Marketing -- The Role of Market Research in Fundraising -- Communication: Building Awareness and Motivating Action -- Trust and Responsibility: An Ethical Framework -- Conclusion -- Chapter 33: Selecting and Working with Fundraising Consultants -- Institutional Readiness -- Campaign Planning -- Program Implementation -- Finding and Engaging Consultants -- Good Working Relationships -- Conclusion -- Chapter 34: Fundraising for Grassroots Nonprofits -- What Defines Grassroots Fundraising? -- Grassroots Fundraising Strategies -- Conclusion -- Part Seven: Ethics and Accountability -- Chapter 35: Ethical Frameworks for Fundraising -- Issues of Trust -- Ethics and Professionalism -- Approaches to Ethics -- Ethical Dilemmas -- Applying Ethics in Fundraising -- Conclusion -- Chapter 36: The Law and Fundraising -- Governance -- State Law Considerations -- Federal Law Considerations -- Conclusion -- Part Eight: Your Career in Fundraising -- Chapter 37: Fundraising as a Profession -- Milestones in the Professionalization of Fundraising -- Issues of Fundraising as an Emerging Profession -- The Future of Fundraising as a Profession -- Conclusion -- Chapter 38: Fundraising Credentialing -- Chapter 39: Preparing for the CFRE Exam -- Chapter 40: International Perspectives on Fundraising -- CFRE Job Analysis Methodology and Respondents -- A Snapshot of Job Analysis Survey Respondents -- Findings from the CFRE Job Analysis.

Evolution of the Fundraising Profession -- Conclusion -- Chapter 41: Resources for Strengthening Fundraising -- Association Resources -- Options for Formal Education -- Published Resources -- Conclusion -- Glossary of Fundraising Terms -- References -- Index.