Essential Texts for Nonprofit and Public Leadership and Management -- Contents -- List of Tables, Figures, and Exhibits -- Tables -- Figures -- Exhibits -- Foreword -- Preface -- Organization of the Fourth Edition -- Reflections on the Fourth Edition -- Acknowledgements -- The Editors -- Author Bios -- PART ONE: A Philanthropic Context for Fundraising -- 1 A Philosophy of Fundraising -- Introduction by Eugene R. Tempel -- A Philosophy of Fundraising -- Organizations and Their Reasons for Existing -- To Govern or Not to Govern -- Institutionalizing Fundraising -- Gift Making as Voluntary Exchange -- Substituting Pride for Apology -- Fundraising as a Servant to Philanthropy -- 2 The Joy of Giving -- Fundraisers are Givers, Not Takers -- Psychological Benefits of Giving -- Social Benefits of Giving -- Physical Benefits of Giving -- The Joy of Giving Across the Lifespan -- The joy of giving around the world -- The Importance of Motives -- Maximizing the joy of giving -- Why is giving good for people? -- Is there such thing as giving too much? -- A daily dose of "Vitamin G" -- Conclusion: A Recipe for Giving -- Discussion Questions -- Key References/Further Reading -- 3 Plan to Succeed -- Conclusion -- Discussion Questions -- 4 Developing and Articulating a Case for Support -- Where to Start with Case Resources? -- Mission Statement -- Goals -- Objectives -- Programs and Services -- Finances -- Governance -- Staffing -- Facilities and Service Delivery -- Planning and Evaluation -- History -- Internal Case and External Case and the Difference Between Them -- Putting the Case to Work: Creating Case Expressions -- Conclusion -- Discussion Questions -- 5 Individuals as a Constituency for Fundraisng -- Identifying the Individual Constituent -- A Constituency Model -- Identifying and Attracting Likely Donors.

Roles and Responsibilities that Influence Giving -- Conclusion -- Discussion Questions -- PART TWO: Constituents: What Donors Value -- 6 Contemporary Dynamics of Philanthropy -- Roles of Philanthropy -- History and Understanding of Philanthropy -- Size and Scope -- Fundraising and The Economic Climate -- Opportunities for Philanthropy -- Conclusion -- Discussion Questions -- 7 Prospective Donor and Donor Research and Database Management -- Database 101 -- Sample Data Elements -- The Basics -- Solicitation History -- Event and Activity Data -- Personal Interaction -- Prospective Donor Research 101 -- Looking from Within -- Tools for Prospective Donor Research -- Prospective Donor Management -- Ethics in Prospective Donor Research -- Conclusion -- Discussion Questions -- 8 Corporate Giving and Fundraising -- History -- Corporate Giving for Nonprofits -- Models of Corporate Giving -- Corporate Productivity Model -- Ethical or Altruistic Model -- Political Model -- Stakeholder Model -- Case Study -- Marketing, Sponsorships, and Partnerships -- Opportunities -- Challenges -- Conclusion -- Discussion Questions -- 9 Foundation Fundraising -- Size and Scope -- Types of Foundations -- Trends in Foundation Support -- Evaluation -- Collaboration -- Emphasis on Diversity -- Capacity Building -- Donor Advised Funds -- Types of Support -- Before Approaching a Foundation -- Making a Request -- The Proposal -- At the Foundation -- The Grant Decision -- Conclusion -- Discussion Questions -- 10 Gender and Philanthropy -- Context -- Demographics and data -- Organizational Culture and Leadership -- Potential is in the database -- Todays Female Donors -- Reaching the female donor -- Her story -- Womens Giving Across the Generations -- Conclusion -- Discussion Questions -- 11 Inclusive Philanthropy: Giving in the LGBT Community -- An Overview of LGBT Giving.

Giving and The LGBT Movement -- Donor Characteristics -- Motivations to Give -- Awareness and Sensitivity in LGBT Donor Stewardship -- Recommendations for Inclusive Fundraising -- Discussion Questions -- 12 Faith and Giving -- Making Sense of the Religious Giving Sector -- Expanding the Definition of Religious Giving -- From Institutions to Individuals -- Making Sense of Religious Motivations -- Other Motivations for Religious Giving -- Obstacles to Religious Giving -- Conclusion -- Discussion Questions -- 13 Ethnic Diversity and Giving -- Defining Diversity -- Census Data on U.S. Ethnic Diversity -- Research on Ethnic Diversity and Giving -- Related Studies -- Ethnic Diversitys Impact on Charitable Giving -- Informal Giving -- The Role of Immigration -- Immigration and Philanthropy -- Embracing Diversity in Fundraising -- Conclusion -- Discussion Questions -- 14 Generational Differences in Giving -- Generations and Giving Patterns -- Household Income and Generation -- The Effect of Cohort and Lifecycle Effects on Giving -- Giving Profiles by Generation -- Shared Giving Characteristics of All Generations -- Before Boomers -- Boomers -- Generation X -- Millennials -- Engaging the Next Generation of Donors -- Events: The First Fundraising Experience -- Millennials Engage with Causes to Help Others, Not Institutions -- Millennials Prefer Smaller Actions before Fully Committing to a Cause -- Millennials Treat Their Time, Money, and Assets as Having Equal Value -- The Workplace is an Influential Place -- Conclusion -- Discussion Questions -- 15 Understanding High Net Worth Donors -- Patterns of Giving -- Volunteering by High Net Worth Individuals -- Giving Vehicles -- Where High Net Worth Donors Give -- Donor Motivations and Constraints -- Constraints on Donors -- Policy Issues -- Implications for Fundraisers -- Discussion Questions.

16 Global and Cross-Cultural Fundraising -- Global Perspectives on Philanthropy and Fundraising -- Global Development of Fundraising -- Cultural Influences and Fundraising in the United States -- Implementing Fundraising Principles Across Cultures -- Conclusion -- Discussion Questions -- PART THREE: Structuring Your Fundraising -- 17 The Total Development Plan Built on the Annual Giving Program -- The Total Development Plan: Planning, Communication, and Fundraising -- Fundraising Programs -- The First Leg: The Annual Giving Program -- Conclusion -- Discussion Questions -- 18 MAJOR GIFTS -- Defining Major Gifts -- What Works in Major Gift Fundraising -- Inquiring and Inspiring -- Managing the Major Gift Process -- The Philanthropic Road Ahead -- Conclusion -- Discussion Questions -- 19 Capital Campaigns -- Defining Todays Campaign -- Fundamental Structure of a Campaign -- Pre-Campaign Planning -- Quiet Phase -- Campaign Kickoff and Public Phase -- Campaign Closing and Celebration -- Stewardship and Campaign Impact -- Campaign Case Study -- Institutional Background -- Discussion Questions -- 20 Establishing a Planned Giving Program -- Institutional Readiness -- The Organization and Staff -- Board Commitment -- The Planned Giving Professional -- Policies and Guidelines -- The Planned Gift Options -- Marketing Planned Gifts -- Print Materials -- Integration with Annual Appeals -- Stand-Alone Mailings -- Seminars -- Personal Visits -- Planned Giving Recognition Society -- Identification of Prospective Donors -- Current Planned Gift Donors -- Annual Fund Donors -- Board, Volunteers, and Staff -- Professional Financial Advisors -- Conclusion -- Discussion Questions -- PART FOUR: Managing the Fundraising Process -- 21 Management and Leadership in Fundraising -- Fundraising Managers and Their Responsibilities.

Meeting the Challenge Through Basic Management Functions -- Fundraising Staffing -- Leadership Principles for Fundraisers -- How Leadership Looks in the Organization -- Leading by Example -- Conclusion -- Discussion Questions -- 22 Organizational Development for Fundraising -- Essential Foundations for Philanthropy -- Institutional Readiness -- Human Resources -- Sources of Support -- Fundraising Vehicles -- Management -- Organizational Effectiveness and Accountability -- Conclusion -- Discussion Questions -- 23 Budgeting for and Evaluating Fundraising Performance -- The Budget is a Plan -- Program Budgeting -- Summary Budget Request with Estimated Net Revenue -- Fundraising Performance Evaluation -- Fundraising Goals and Objectives -- Benchmarks, Online Performance, and Fundraising Effectiveness -- Conclusion -- 24 Marketing and Communications for Fundraising -- Toward an Understanding of Marketing -- Historic Role of Marketing for Nonprofits -- The Marketing Cycle -- The Marketing Plan -- The Role of Market Research in Fundraising -- Market Research and Donor Data -- Setting Market Research Agendas -- Methods of Market Research -- Primary and Secondary Research -- Types of Market Research Tools for Fundraisers -- Sophistication of Market Research -- Communication: Building Awareness and Motivating Action -- Communicating Messages with a Purpose -- Planning a Communications Campaign -- Media Selection -- The Creative Work: Themes and Technique -- Trust and Responsibility: An Ethical Framework -- Conclusion -- Discussion Questions -- 25 Selecting and Working with Fundraising Consultants -- Institutional Readiness -- Campaign Planning -- Program Implementation -- Finding and Engaging Consultants -- Contracts as a Relationship-Building Tool -- Conclusion -- Discussion Questions -- PART FIVE: The Art of Solicitation -- 26 Personal Solicitation.

Knowing Yourself: The Psychology of Asking for Money and the Professionalism of Fundraising.