图书简介

Preface \\ Acknowledgments \\ About the Author \\ Introduction: From Chance to Choice \\ 1 Overview of Fundraising and Philanthropy \\ Fundraising, Development, and Advancement \\ Philanthropy and Charity \\ Fundraising and Philanthropy \\ Fundraising Profession and Fundraising Professionals \\ History of American Philanthropy \\ Philanthropy’s Scale and Impact \\ Evolution of Fundraising as a Professional Field \\ State of the Art \\ Fundraising and Other Professional Fields \\ Proceeding With Pride \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 1.1 THE METH PROJECT \\ CASE 1.2 NEW YORK CITY PARKS \\ Questions for Discussion \\ Suggestions for Further Reading \\ 2 Understanding the Nonprofit Sector and Nonprofit Organizations \\ Characteristics of Nonprofits \\ Classifications of Nonprofits \\ Public Charities and Private Foundations \\ Nonprofit Revenue Sources \\ Nonprofit Financial Concepts \\ Explaining the Nonprofit Sector \\ Explaining Nonprofit Organizations \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 2.1 THE SMITHSONIAN INSTITUTION AND THE CATHERINE B. REYNOLDS FOUNDATION \\ Questions for Discussion \\ Suggestions for Further Reading \\ Notes \\ 3 Understanding Donors \\ Corporate Philanthropy \\ Foundation Giving \\ Characteristics of Individual Donors \\ Motivations of Individual Donors \\ Wealthy Donors \\ Typology of Donors \\ Women Philanthropists \\ Cultures of Giving \\ Generations of Donors \\ Donor-Centered Approach \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 3.1 T. DENNY SANFORD \\ CASE 3.2 OSCEOLA MCCARTY \\ Questions for Discussion \\ Suggestions for Further Reading \\ Notes \\ 4 Principles of Fundraising \\ Types of Gifts \\ Solicitation Programs \\ Matching Programs to Needs \\ Matching Prospects to Programs \\ Solicitation Methods \\ The Fundraising Pyramid \\ The Fundraising Process \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 4.1 UNITED NATIONS FOUNDATION \\ CASE 4.2 MITCHELL FAMILY AND THE UNIVERSITY OF SOUTH ALABAMA \\ Questions for Discussion \\ Suggestions for Further Reading \\ Notes \\ 5 Preparing for Successful Fundraising \\ Strategic Planning to Clarify Mission and Goals \\ Strategic Planning Process \\ Benefits of Strategic Planning \\ Developing a Fundraising Strategy and Plan \\ Developing the Case for Support \\ Creating a Culture of Philanthropy \\ Building the Fundraising Team \\ Identifying and Researching Prospects \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 5.1 AMERICAN RED CROSS \\ Questions for Discussion \\ Suggestions for Further Reading \\ Notes \\ 6 Annual-Giving Programs \\ Clarification of Terms \\ Applying Marketing Principles \\ Acquisition, Renewal, Upgrade \\ Solicitation Methods \\ Planning the Annual-Giving Campaign \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 6.1 #GIVINGTUESDAY \\ Questions for Discussion \\ Suggestions for Further Reading \\ Notes \\ 7 Major-Gifts Programs \\ Definition and Characteristics of Major Gifts \\ Major-Gifts Cycle \\ Cultivating Major-Gifts Prospects \\ Cultivation Strategies \\ Managing the Major-Gifts Program \\ Developing Donor Relationships \\ Visits and Purposes \\ The Ask \\ Anatomy of the Solicitation Visit \\ Follow Up, Negotiation, and Gift Agreements \\ Maintaining Clarity of Purpose \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 7.1 DON R. N. BLITZER \\ CASE 7.2 PHILLIS N. THROPIST \\ CASE 7.3 MARTHA AND FRED GENEROUS \\ CASE 7.4 ELLEN ENTREPRENEUR \\ Questions for Discussion \\ Suggestions for Further Reading \\ Notes \\ 8 Planned Giving \\ Definitions and Key Points \\ Overview of Tax Law and Implications for Giving \\ Types of Planned Gifts \\ Overview of Planned-Giving Vehicles \\ Characteristics and Motivations of Planned-Gift Donors \\ Planned-Giving Program \\ Recognizing Planned-Gift Donors \\ Working With Planned-Gift Donors \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 8.1 MARY \\ CASE 8.2 TOM AND BARBARA \\ CASE 8.3 MILDRED AND SUE \\ CASE 8.4 HARRY AND BETH \\ CASE 8.5 NICK \\ CASE 8.6 ANN \\ CASE 8.7 EDUARDO \\ Questions for Discussion \\ Suggestions for Further Reading \\ Notes \\ 9 Corporate Support \\ Definitions and Concepts \\ Historical Overview \\ Corporate Philanthropy \\ Nonprofit-Corporate Commercial Partnerships \\ Comprehensive Relationships \\ Benefits and Risks \\ Developing and Sustaining Successful Partnerships \\ Redefining Value \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 9.1 SUSAN G. KOMEN FOR THE CURE AND KFC \\ CASE 9.2 NO KID HUNGRY AND DENNY’S \\ CASE 9.3 WWF AND AVON \\ CASE 9.4 LOS ANGELES PLAZA DE CULTURA Y ARTES AND \\ CASE 9.5 NESTLÉ AND READING IS FUNDAMENTAL \\ CASE 9.6 DAWN AND THE GULF OIL SPILL \\ Question for Discussion \\ Suggestions for Further Reading \\ Note \\ 10 Foundation Support \\ Overview of Foundations \\ Historical Background \\ Issues and Impact \\ Overview of Foundation Giving \\ Seeking Foundation Support \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 10.1 PEW CHARITABLE TRUSTS \\ CASE 10.2 NORTHWEST AREA FOUNDATION \\ Questions for Discussion \\ Suggestions for Further Reading \\ Note \\ 11 Campaigns \\ Types of Campaigns \\ Campaign Defining Characteristics \\ Phases of the Campaign \\ Gift Table \\ Strategic Decisions \\ Campaign Pros and Cons \\ Twenty-First-Century Campaigns \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 11.1 KEEPING OUR PROMISE: 40TH ANNIVERSARY CAPITAL CAMPAIGN FOR N STREET VILLAGE \\ CASE 11.2 OUR TRANSFORMATION: THE CAMPAIGN FOR THE NORTH CAROLINA MUSEUM OF ART \\ CASE 11.3 WHITE PLAINS HOSPITAL: THE TIME IS NOW CAMPAIGN \\ CASE 11.4 HOWARD UNIVERSITY: BRIDGING THE GAP STUDENT AID CAMPAIGN \\ Questions for Discussion \\ Suggestions for Further Reading \\ Notes \\ 12 Managing Fundraising Programs \\ Investing in Fundraising \\ Evaluating Programs \\ Allocating Resources to Effective Programs \\ Benchmarking \\ Building a Fundraising Program \\ Development Operations/Advancement Services \\ Fundraising Policies \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 12.1 DISABLED VETERANS NATIONAL FOUNDATION \\ Questions for Discussion \\ Suggestions for Further Reading \\ Note \\ 13 Organizing and Managing Fundraising Staff \\ Organizing the Development Office \\ Understanding Motivation \\ Applying Theory to Fundraising Management \\ Compensating Fundraisers \\ Improving Staff Performance \\ Recruiting and Developing Fundraising Professionals \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 13.1 GETTA GRANT \\ CASE 13.2 SUE SOCIAL \\ CASE 13.3 MOVIN’ BILL \\ Questions for Discussion \\ Suggestions for Further Reading \\ 14 Legal and Ethical Considerations \\ State Registration Requirements \\ State Disclosure Requirements \\ Gift Substantiation Requirements \\ Other Governmental Influences \\ Ethical Codes, Standards, and Guidelines \\ Considering Ethical Dilemmas in Fundraising \\ Assuring Legal and Ethical Organizations \\ Chapter Summary \\ Key Terms and Concepts \\ SCENARIOS 1–12 \\ Questions for Discussion \\ Suggestions for Further Reading \\ 15 International Fundraising and Philanthropy \\ A Shrinking Planet \\ Definition and Scope of Organizations \\ Governing and Managing International and Global Organizations \\ INGO Fundraising Strategies \\ International Philanthropy \\ Global Fundraising \\ Fundraising as a Global Profession \\ Chapter Summary \\ Key Terms and Concepts \\ CASE 15.1 HAITIAN EARTHQUAKE RELIEF \\ CASE 15.2 THE ONE FOUNDATION AND CHINA’S SOCIAL SECTOR \\ Questions for Discussion \\ Suggestions for Further Reading \\ Note \\ Conclusion: From Technician to Leader: Reflections on the Development Officer’s Role \\ Roles of the Development Officer \\ Calls for Leadership \\ A Fulfilling Career \\ Suggestions for Further Reading \\ Note \\ References \\ Index

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