Leading the Fundraising Charge: The Role of the Nonprofit Executive -- Contents -- Preface -- CHAPTER 1: Leadership Concepts: Essence, Enigma, Energy, and Effect -- Introduction -- ESSENCE of Personal Leadership: Necessary Elements and Ingredients -- Self-Awareness: Perspective of Strengths and Weaknesses -- Sense of Reality: See Through Objective Lenses -- Courage to Change: Create Ideas and Take Risks -- Compassion and Passion: Persistence to Make Things Right -- Ethical Conscience: Pursuit of Fairness, Integrity, and Honor -- ENIGMA of Positional Leadership: Pressures of Being at the Top -- Vision: Dream is Meaningful and Achievable -- Values: Mandate for Organizational Success -- Principles: Assumptions Guide Decision Making -- Partnerships: Teamwork that Fits the Situation -- Relationships: Perceptiveness of Boundaries and Obligations -- ENERGY of Fundraising Leadership: Differences Between Good and Bad -- Positive Energy: Energy that Inspires and Stimulates -- Negative Energy Energy: that Deters and Contaminates -- EFFECT of Organizational Stages: Various Stages Will Alter Strategy -- INFANCY: Vision and Values Create Impetus -- Adolescence: Infrastructure Demands Are Paramount -- Early Maturity: Expertise and Expansion Are Evident -- Seniority: Transformation Needed for Sustainability -- Summary -- References -- CHAPTER 2: Philanthropy Concepts: Principles, Motivations, IMPACT, and Culture -- Introduction -- PRINCIPLES of Organized Philanthropy: Spiritual and Democratic Ideology -- Tradition: Way of Life that Advances Communities -- Spirit: Can-Do Approach of Generosity and Gratitude -- Sector: Designated for Inspiration, Ideas, and Ideals -- Process: Connecting Donors and Recipients -- MOTIVATIONS of Personal Philanthropy: Discovery of Complexity and Complications -- Demographics: Conditions that Predict Probability.

Psychographics: Values and Attitudes that Predict Inclination -- IMPACT of Community Philanthropy: Measurable Economic and Social Benefits -- Social: Engagement of People in Community Building -- Financial: Monetary Impact to the Global Economy -- CULTURE of Organizational Philanthropy: Foundation for Successful Fundraising -- ATTITUDE: Perception Influences Opinions -- ADVOCACY: Communications Shape Cultures -- ACTION: Aligning Cultural Ideas and Ideals -- Summary -- References -- CHAPTER 3: Development Concepts: Profession, Professionals, Program, and Plan -- Introduction -- PROFESSION of Fund Development: From Begging, to Selling, to Marketing -- PIONEERS (1641 to 1904): Moral Imperative to Collect Contributions -- CAMPAIGNERS (1905 to 1960): Consultants Who Codified Campaign Theory -- TECHNOCRATS and INNOVATORS (1960 to 1990): Merged a Calling Into a Career -- REFLECTORS and CORRECTORS (1990 to 2005): Shifted to a Donor-Focused Culture -- RESPONDERS (2005 and Beyond): Faced Expansion, Retraction, and Globalization -- PROFESSIONALS in Fund Development: Characteristics, Credentials, and Compensation -- CHARACTERISTICS: Expertise, Competencies, and Conscience -- CREDENTIALS: Education, Experience, and Certification -- COMPENSATION: Equitable and Competitive Salaries -- JOB DESCRIPTION: Roles, Responsibilities, and Expectations -- PROGRAM for Fund Development: An Integrated Seemless System -- STRATEGIES: An Integrated Development Program -- RESOURCES: Adequate Infrastructure and Systems -- TEAMWORK: Key to Unleashing Energy and Talent -- PLAN for Fund Development Program: Articulation of Metrics and Methods -- COMPONENTS of the Plan: The Individual Parts, Assembled, and Linked -- EVALUATION of Plan: Measures to Reduce Risk and Increase Effectiveness -- Summary -- References.

CHAPTER 4: Relationship Concepts: Social Exchange, Alignment, Cultivation, and Management -- Introduction -- SOCIAL EXCHANGE in Relationships: Move From Transactions to Transformations -- MARKETING: Social Exchange Based on Shared Values -- MOTIVATIONS: Evaluation of Constituency Profile -- CONSTITUENTS: Focus on High Potential Prospects -- ALIGNMENT: of Relationships Constituency Analysis Uncovers Patterns -- RESEARCH: Identify Donors With Linkage and Interests -- SEGMENTATION: Organize Similar Donors Into Groups -- TARGETING: Rate, Rank, and Match Donors With Cases -- CULTIVATION in Relationships: Strategies To Build Long-Term Relationships -- DONOR PYRAMID: Donor Movement and Monetary Distribution -- CULTIVATION CYCLE: Process to Engage Donors Toward Mission Affinity -- MOVES MANAGEMENT: Relationship System Involving Multiple Contacts -- MANAGEMENT of Relationships: Techniques To Expand the Donor Base -- ACQUISITION: Identify and Invite Donors to Give -- RENEWAL: Encourage Donors to Repeat Behavior -- UPGRADE: Building Donor Loyalty and Attachment -- OVER-ABOVE: The Final Step in Donor Management -- Summary -- References -- CHAPTER 5: Solicitation Concepts: Case, Campaigns, Communications, and Goals -- Introduction -- CASE to Solict Gifts: Critical Elements of a Case for Support -- MISSION: Relevance and Achievability of Vision -- LEADERSHIP: Marketplace Position in the Community -- STABILITY: Structurally Sound and Financially Responsible -- READINESS: Institutional Assessment of Worthiness -- CASE FOR SUPPORT: Compelling, Urgent, and Realistic Goal -- CAMPAIGNS to Solicit Gifts: Integration of Fundraising Methods -- ANNUAL: Program for Repeat, Loyal Giving -- MAJOR: Program for Inspired, Impactful Gifts -- CAPITAL: Program for Mega, Named Donors -- LEGACY: Program for Donors' Last Gifts.

COMMUNICATIONS to Solicit Gifts: Motivational Elicitors to Generate a Response -- DONOR FOCUSED: Creation of a Social Exchange -- METHODS: Solicitation Effectiveness and Efficiency -- STEWARDSHIP: Accountability for Donors and Dollars -- GOALS to Solicit Gift: Budgetary Approach to Match Needs and Interests -- Summary -- References -- About the Author -- Index.