Fundraising the SMART Way™: Predictable, Consistent Income Growth for Your Charity -- Contents -- Preface -- Acknowledgments -- Introduction: Why We Need a Fundraising Revolution -- Fundraising the SMART Way™ -- How It Works -- Results from the Leaky Bucket Study -- Statistics from the Leaky Bucket Assessment -- The Four Laws of Performance Management -- Target: Consistent, Predictable Income Growth -- Effective Fundraising as Competitive Advantage -- Adopting the SMART Way Model -- Part One: Which Funders Are "Right" for You? -- Chapter 1: The Context for Fund Development -- What Should It Cost to Achieve Your Mission? -- Increase the Income, Don't Cut the Budget -- Analyzing the True Cost of Your Mission -- Your Opportunity Risk Factor: The Real Value of Your Time -- What Makes Your Best Funders "Best"? -- Characteristics of Your Favorite Funders -- Your Unique Value Proposition: The Value in Value-Added -- SWOT Analysis with a Twist -- The Twist: Strengths the Competition Can't Touch -- What We Covered -- What You Can Do -- Chapter 2: Funder Selection Strategies -- Why Your Best Funders Support You -- Discovering Value-Sought -- What Happens after the Interviews -- The Exchange of Value -- Applying the Exchange of Value -- What We Covered -- What You Can Do -- Chapter 3: Building Your SMART Way Prospect Scorecard -- Nine Scorecard Principles -- Principle 1: Many Minds Make Light Work -- Principle 2: Analyze Past Successful Relationships First -- Principle 3: Seek Answers, Not Questions -- Principle 4: Choose a Few Vital Indicators -- Principle 5: Create Once, Use Often -- Principle 6: One Benchmark for All Solicitors -- Principle 7: All Statements Required -- Principle 8: Pay Attention to Rank and Score -- Principle 9: When to Scorecard, When Not to Bother -- Crafting Scorecard Statements -- Value Statements -- Danger Signs.

Scoring the Prospect -- The Prospect Scale -- Scorecard as Management Control -- What We Covered -- What You Can Do -- Chapter 4: The Scorecard as a Management Control Device -- Using the Scorecard to Manage the Fundraising Process -- Validating the Scorecard -- The Scorecard Sanity Check -- The Suggested Probing Questions -- Three Simple Questions that Establish Donor Trust -- Reframing Your Agency's Value -- Developing Your Questions -- Question 1: The Success Question, to Elicit the Donor's Positive Motivators -- Question 2: The "Avoid" Question, to Elicit the Donor's Negative Motivators -- Question 3: The "Right-Charity" Question, to Elicit Donor Expectations about Service and Recognition -- Field-Test the Scorecard -- Fine-Tuning Your Scorecards -- The Control Part -- What We Covered -- What You Can Do -- Part Two: Defining the Fund Development Process -- Chapter 5: The Fund Development Pipeline -- Pipeline Basics -- The SMART Way Pipeline Revolution -- Process Management for Nonprofits: A Primer -- Moves Management versus the SMART Way -- Eliminate Process Boundaries or Add Them? -- Boundaries in Fundraising? -- Activities Are Not Results -- The Donor Moves -- Move Zero -- Development Drivers -- Do I Know What's Expected of Me? -- What We Covered -- What You Can Do -- Chapter 6: Setting Performance Targets -- Everything You Ever Wanted to Know about Continuous Improvement -- Leading Indicators -- Trailing Indicators -- Assigning Targets -- Assigning Donor Moves Targets -- The Vital Few Indicators -- The Art of Measurement -- Good Targets, Bad Targets -- Move Zero Targets -- Age Diversity -- Who's Right for Move Zero? -- Pick the Low-Hanging Fruit -- Performance Targets and the SMART Way Scorecard -- Reviewing Performance -- Less Is More When It Comes to the Pipeline -- Targets for Development Drivers -- Choosing the Drivers Worth Tracking.

What We Covered -- What You Can Do -- Part Three: Implementing Fundraising the SMART Way -- Chapter 7: Reporting and Leading for Better Results -- Leadership 101 -- First, There is a Mountain . . . -- "Vertical" versus "Horizontal" Reporting -- Good Reporting and the Emotionally Neutral Zone -- SMART Way Reports -- Enlightened Leadership Practices -- Managing the Review Meeting -- Where to Start -- Reviewing Performance the Right Way -- Tracking Donor Move Targets -- Misunderstanding Donor Moves -- Adding More Targets -- Reading the Story the Numbers Tell You -- What We Covered -- What You Can Do -- Chapter 8: The Breakthrough: Continuous Improvement -- The Plan-Do-Check-Act Cycle -- Root-Cause Analysis Done Right -- Another Leaky Bucket Insight -- Input Categories and Subcategories -- Category 1: Fundraising Skills and Behaviors -- Category 2: Operational Considerations -- Category 3: External Market Conditions -- The Value of Resistance -- Reporting "Up" -- What We Covered -- What You Can Do -- Chapter 9: Applying SMART Way Methods to Mass-Market Fundraising -- Selling to Major Accounts versus Transactional Selling -- The Majors versus the Minors -- Growing Your Own Ideal Donors -- To Find Donors, Stop Looking -- Inbound Marketing -- Reciprocal and Interdependent -- Doing the Work -- The "Go-to-Market" Strategy -- Mass-Market and Target-Market Fundraising -- SMART Way Management Controls -- Embracing the Next Generation(s) -- What We Covered -- What You Can Do -- Chapter 10: Radical Thinking about the Fundraising Revolution -- Fundraising and the Russian Revolution -- Overthrowing the Status Quo -- Adopting the Mind-set of Potential -- Revolutionizing the Way We Manage Performance -- Leading the Revolution -- Implications for Information Technology -- Implications for the Governing Board -- Parting Remarks -- About the Author.

About the Companion website -- Index.