Contents -- Introduction -- Chapter 1 Finding and Securing a Position -- Searching for a Position -- Online Search Engines -- Sites Oriented to the Nonprofit and Fundraising World -- The Chronicle of Philanthropy -- Association of Fundraising Professionals -- Foundation Center -- Idealist.org -- HigherEdJobs.com -- Personal Contacts -- Making a Good Impression on Paper or Online -- Interviewing for a Position -- Interview Formats -- Chapter 2 The Annual Fund -- What Is the Annual Fund? -- Where Do Annual Fund Directors Come From? -- Opportunities Abound -- Determining Your Annual Fund Needs -- Unrestricted Funds -- Restricted Funds -- In-Kind Contributions -- Greater Benefits from an Annual Fund -- Making Your Donors More Than a Source of Income -- Increasing Volunteer Opportunities and Involvement -- Laying the Groundwork for Major Gifts, Capital Campaign, and Planned Giving -- Planning Your Annual Fund -- Creating a Timeline for Seeking Gifts -- Avoid Overwhelming Your Donors -- Structuring Donor Levels -- Finding and Working with Volunteers -- Board Members -- Colleges and Universities -- Schools -- Social Service Organizations -- Healthcare -- Mechanics of Solicitations -- Business Reply Mail -- Nonprofit Bulk Mail Permits -- Alliance of Nonprofit Mailers -- Credit Card Capability -- The United Way and the Combined Federal Campaign (CFC) -- Corporate Matching Funds -- Web Fundraising -- E-Mail Solicitations -- Social Networking -- Writing Letter Appeals -- Develop a Library of Appeal Samples -- Crafting Your Appeals -- Author's Voice -- Audience -- Drafting the Letter -- Segmenting Your Appeal -- Phone-a-Thons and Telethons -- Volunteer versus Professional -- Where to Hold Your Phone-a-Thon -- Phone-a-Thon Scripting -- Part I: Introduction and Initial Solicitation -- Part II: Scenarios -- Preparing Your Volunteer Callers.

Coordinating Written Communication with Your Phone-a-Thon -- Acknowledging and Substantiating Gifts -- Acknowledgement Timing -- Information You Should Include in the Acknowledgement -- Anonymous Gifts -- Your Professional Action Plan -- Develop Your Continuing Education Program -- Develop a Mentoring Plan -- 90-Day Annual Fund Checklist -- Chapter 3 Special Events -- What Are Special Events? -- The Role of Special Events in Fundraising Efforts -- Special Events in Large Organizations -- Special Events in Smaller Organizations -- Special Qualities Needed for Special Events -- Reporting Structure in Special Events -- Special Events and Capital Campaigns -- Costing Out a Special Event -- Hotel Contracts and Hidden Costs -- Insurance and Liability Issues -- ADA Compliance -- Banquet-Room Fees and Setup Charges -- Audio-Visual Fees -- Hotel Taxes and Recovery Fees -- Known Expenses -- Cancellation and Rebooking Fees -- Force Majeure -- Housekeeping and Resort Fees -- Food and Beverage Requirements and Minimums -- Cash Bars Aren't Free -- Attrition Clauses -- Mitigation Clauses -- Cancellation Charges -- Resolving Disputes -- Strategies for Negotiating a Hotel Contract -- Rule #1: Get Everything in Writing -- Always Look for Hidden Fees and Read Your Contract Thoroughly -- Consider Using Your Own Contract -- Don't Forget to Ask for a Handout -- Don't Be a Pain -- Types of Special Events -- Galas and Other Meal/Entertainment Events -- Competitions and Races -- Grand Openings -- Antique Shows -- Bingo Nights -- Raffles -- Concerts -- Celebrity Events -- Book Signings -- Silent Auctions -- Volunteers -- Colleges and Universities -- Primary and Secondary Schools -- Social Service Organizations -- Healthcare -- Churches and Religious Institutions -- Cause-Related Marketing -- American Express -- Susan G. Komen for the Cure -- Project Red -- Livestrong.

GoodShop.com -- Some Issues with Cause-Related Marketing -- Special Events with Tax Implications -- Raffles, Lotteries, and Auctions -- Galas, Dinners, and Other Food-Based Events -- Trinkets -- Unrelated Business Income Tax (UBIT) -- Develop Your Continuing Education Program -- Develop a Mentoring Plan -- 90-Day Special Events Checklist -- Chapter 4 Foundation Relations -- What Is Meant by Foundation Relations? -- Identifying Your Organization's Needs -- Restricted and Unrestricted Funds -- New Program Development -- Matching Foundations' Priorities and Interests with Your Needs -- Build Your Knowledge Base -- Identify Foundations That Fit Your Organization in Terms of Eligibility and Interest -- Categorizing Potential Sources of Foundation Support -- National Foundations -- Regional and Local Foundations -- Family Foundations -- Foundation Challenge Grants -- Non-Grant-Giving Foundations -- Undertaking Foundation Research -- Finding and Analyzing IRS Form 990s -- Internal Foundation Publications -- Reference Resources on Foundations -- Manage the Results of Your Foundation Research -- Involving Others in Your Efforts -- Staff Involvement -- Volunteer Involvement -- Cultivating Prospective Foundation Donors -- Communicating by Letter and Phone -- Visiting Foundation Prospects -- Hosting Foundation Prospects -- Using Query Letters -- Determining the Query Letter Author and Recipient -- Elements of a Query Letter -- Potential Next Steps -- Using Concept Papers -- When and When Not to Use a Concept Paper -- Writing Grant Proposals -- Writing a One-Page Proposal Letter -- Writing a Longer Proposal -- Cover Letter -- Executive Summary -- Introduction/Background -- Statement of Need -- Project Description -- Goals and Objectives -- Plan of Operation/Implementation -- Sustainability -- Dissemination -- Evaluation -- Budget and Budget Summary.

Post-Award Tasks -- Grant Acknowledgement Letters -- Press Releases -- Grant Reports -- Your Professional Action Plan -- Create a Proposal Log -- Develop Your Continuing Education Program -- Develop a Mentoring Plan -- 90-Day Foundation Relations Checklist -- Chapter 5 Corporate Relations -- What Is Meant by Corporate Relations? -- Methodology -- Understanding How Corporate Philanthropy Works -- Matching Corporate Priorities and Interests with Your Needs -- Building Your Knowledge Base -- Identifying Corporations That Fit Your Organization in Terms of Eligibility and Interest -- Study Your Competition for Potential Corporate Supporters -- Categorizing Potential Sources of Corporate Support -- Public Corporations of National Significance -- Regional and Local Companies -- Privately Held Companies -- Small Businesses -- Corporate Giving Research -- Corporate Foundations -- Corporate Grants or Giving Programs -- Reference Resources on Corporate Giving -- Managing the Results of Your Corporate Research -- Involving Others in Your Efforts -- Staff Involvement -- Volunteer Involvement -- Corporate Advisory Groups -- Getting to Know Your New Corporate Advisory Group -- Forming a New Corporate Advisory Group -- The Solicitation Process -- Before You Submit a Proposal -- Proposal Submission -- Post-Award Responsibilities -- Your Professional Action Plan -- Creating Your Proposal Log -- Developing Your Continuing Education Program -- Develop a Mentoring Plan -- 90-Day Corporate Relations Checklist -- Chapter 6 Major Gifts, Planned Giving, and Endowment -- What Are Major Gifts? -- Major Gifts Are Important to Donors and to Nonprofits -- How Big Is a Major Gift? -- What Do Major Gifts Support? -- Who Makes Major Gifts? -- Training in Major Gifts -- What Are Planned Gifts? -- Wills and Bequests -- Gift Annuities, Trusts, and Other Planned Gifts.

Training in Planned Giving -- Determining Your Major Gift Needs -- Knowing Your Institution and Its People -- Determining and Articulating Major Gift Needs -- Planning Your Major Gift Program -- Creating and Managing Your Portfolio of Prospects -- Identifying Prospective Major Donors -- Managing Prospect Research -- Working with Staff and Volunteers -- Board Members and Other Friends -- Staff -- Cultivating Major Donors -- Managing Your Contacts -- Methodology of Cultivation -- Soliciting Major Gifts -- Encouraging Planned Gifts -- Encouraging Endowment Gifts -- Encouraging Gifts of Stock -- Acknowledgement and Stewardship of Major Gifts -- Major Gift Acknowledgement and Recognition -- Major Gift Stewardship -- Positions in Major Gifts Abound -- 90-Day Major Checklist -- Chapter 7 Capital Campaigns -- What Is a Capital Campaign? -- When Does an Organization Undertake a Capital Campaign? -- Phases of a Capital Campaign -- What Is Involved in a Capital Campaign -- Gearing Up for a Capital Campaign -- Planning the Capital Campaign -- Increased Fundraising Resources and Budget -- Fundraising Counsel -- Feasibility Study -- The Case Statement -- Teamwork Involved in a Capital Campaign -- Role of the Board -- Role of Volunteers -- Role of Staff -- Identifying and Rating Prospective Donors -- Timeline -- Managing Capital Campaign Pledges -- Donor Recognition -- 90-Day Capital Campaign Checklist -- Chapter 8 Fundraising Software -- Essential Software -- Customer Relationship Management (CRM) Software -- Reasons to Consider CRM -- Fundraising-Specific Software -- Automating Tasks with Fundraising and CRM Software -- A Centralized Contact Database -- Automated Correspondence -- Activity Tracking -- Gift Tracking -- Notes -- Reporting -- Microsoft Dynamics CRM and Microsoft Dynamics CRM Online -- Pros -- Cons -- Product Overview -- Key Features -- ACT! by Sage.

Pros.