Foreword xiii
Preface xv
Acknowledgments xvii
Chapter 1 How Does Development Mean? 1
Development is Marketing 2
Development is Holistic 3
Development Includes Fundraising 4
The Development Team 5
The Components of Successful Development Programs 6
Chapter 2 A Clear and Compelling Mission 9
Creating/Re-Creating Your Mission Statement 10
Using the Mission Statement 11
The Good, the Bad, and the Ugly 12
In Summary 14
Chapter 3 Building Ownership through Planning 15
Elements of Successful Planning 16
Establishing the Strategic Planning Committee 16
Conducting the Strategic Planning Committee Meetings 18
Managing the Plan and Achieving Your Objectives 19
Planning for a Capital Campaign 19
In Summary 21
Chapter 4 Creating the Case for Support 25
The Internal Case Statement-Basic Development Tool 26
What the Internal Case Statement Includes 28
The Process of Creating the Internal Case Statement 30
Tips for the Writer 31
Preparing Presentational Case Statement Materials 31
In Summary 32
Chapter 5 Telling Your Organization's Story 33
The Definition and Purpose of Marketing 33
What's in a Name? 35
Get to Know Your Target Audiences 37
Getting the Word Out 38
Using Your Available Human Resources 40
Writing the Marketing and Communications Action 41
Internal Marketing and Communications 43
Being Prepared for Crisis Management 44
In Summary 45
Chapter 6 The Fundraising Program 51
Planning to Succeed 51
The Annual Fund-Acquiring, Keeping, and Growing Donors 55
Raising Major Gifts 62
Planned Giving-Another Way to Raise Major Gifts 73
Capital Campaigns 77
The Role of Special Events in Development 85
Keeping the Friends You Have Made 87
In Summary 90
Chapter 7 Research and Recordkeeping 109
''Make the Juice Worth the Squeeze'' 109
Where Am I, and What Do I Do? 111
The Continuing Process of Evaluating and Planning 112
General Principles of Prospect Identification, Research, and Rating 113
In Summary 114
Chapter 8 The Organization and Use of Volunteers 127
Why Do We Volunteer? 128
What Volunteers Bring to Your Organization 128
Methods for Developing Volunteer Involvement and Leadership 130
Selecting the Right Person for the Job 132
Extending the Invitation 132
Recognizing and Thanking Volunteers 133
Dealing with Recalcitrance 134
In Summary 135
Chapter 9 Building and Keeping an Effective Governing Board 137
The Principal Functions of the Board 139
Beginning to Build a Strong Board 141
Creating and Guiding the Process-the ''Committee on Board Wellness'' 143
The CEO and the Board-Who's in Charge Here? 147
Keeping It in the Family-Thoughts on Board Relations 148
The Special Character of Foundation Boards 148
In Summary 150
Chapter 10 Your Organization's Real Chief Development Officer 163
''Trickle Down Development'' 164
The CEO and the Components of Development 165
The CEO and the Major Gifts Program 166
Providing Leadership in Stewardship 167
In Summary 170
Chapter 11 The Development Professional 173
If Development Professionals Are So Important, Why Aren't They Appreciated? 175
The Development Chief and the CEO 176
How to Find Your Ideal Development Professional 177
In Summary 179
About the Author 185
AFP Code of Ethics 187
A Donor Bill of Rights 189
Index 191
