Table of Contents

List of Tables, Figures, and Exhibits xv Foreword xix Preface xxiii Acknowledgements xxvii The Editors xxxi Author Bios xxxv PART ONE: A PHILANTHROPIC CONTEXT FOR FUNDRAISING 1 1 A Philosophy of Fundraising 3 Henry A. Rosso 2 The Joy of Giving 11 Sara Konrath 3 Plan to Succeed 27 Timothy L. Seiler 4 Developing and Articulating a Case for Support 37 Timothy L. Seiler 5 Individuals as a Constituency for Fundraising 49 Timothy L. Seiler PART II: CONSTITUENTS: WHAT DONORS VALUE 59 6 Contemporary Dynamics of Philanthropy 61 Dwight F. Burlingame and Pat Danahey Janin 7 Prospective Donor and Donor Research and Database Management 71 Katie Prine and Elisabeth Lesem 8 Corporate Giving and Fundraising 85 Dwight F. Burlingame and Sean Dunlavy 9 Foundation Fundraising 101 Sarah K. Nathan and Elisabeth Lesem 10 Gender and Philanthropy 113 Debra J. Mesch and Andrea Pactor 11 Inclusive Philanthropy: Giving in the LGBT Community 127 Elizabeth J. Dale 12 Faith and Giving 141 David P. King 13 Ethnic Diversity and Giving 153 Una Osili and Sarah King 14 Generational Differences in Giving 169 Amy N. Thayer and Derrick Feldmann 15 Understanding High Net Worth Donors 185 Patrick Rooney and Una Osili 16 Global and Cross-Cultural Fundraising 201 Lilya Wagner PART THREE: STRUCTURING YOUR FUNDRAISING 213 17 The Total Development Plan Built on the Annual Giving Program 215 Timothy L. Seiler 18 Major Gifts 225 James M. Hodge 19 Capital Campaigns 243 Aaron Conley 20 Establishing a Planned Giving Program 259 Dean Regenovich PART FOUR: MANAGING THE FUNDRAISING PROCESS 291 21 Management and Leadership in Fundraising 293 Elizabeth A. Elkas 22 Organizational Development for Fundraising 307 Eugene R. Tempel and Lehn Benjamin 23 Budgeting for and Evaluating Fundraising Performance 321 James M. Greenfield and Melissa S. Brown 24 Marketing and Communications for Fundraising 337 Margaret M. Maxwell and Sean Dunlavy 25 Selecting and Working with Fundraising Consultants 351 Margaret M. Maxwell PART FIVE: THE ART OF SOLICITATION 361 26 Personal Solicitation 363 Genevieve G. Shaker 27 Direct Response 375 Deborah L. Eschenbacher 28 Telephone Solicitation and Stewardship 387 Sarah K. Nathan 29 Digital Fundraising 401 Jeff Stanger 30 Special Events 417 Roberta L. Donahue and Caitlin Deranek Stewart PART SIX: INVOLVING VOLUNTEERS 429 31 Stewardship and Accountability 431 Eugene R. Tempel and Timothy L. Seiler 32 Engaging the Board in Fundraising 439 Eugene R. Tempel and Timothy L. Seiler 33 Volunteer Management 451 Tyrone McKinley Freeman and Elena Hermanson PART SEVEN: ETHICS AND ACCOUNTABILITY 465 34 Ethics and Accountability 467 Eugene R. Tempel 35 The Law and Fundraising 487 Philip M. Purcell PART EIGHT: YOUR CAREER IN FUNDRAISING 501 36 Fundraising as a Profession 503 Eva E. Aldrich 37 Resources for Strengthening Fundraising 517 Frances Huehls References 529 Index 549

About the Author

EUGENE R. TEMPEL is Founding Dean Emeritus of the Indiana University Lilly Family School of Philanthropy and a Professor of Philanthropic Studies. TIMOTHY L. SEILER is the inaugural Rosso Fellow in Philanthropic Fundraising and Clinical Professor of Philanthropic Studies at the Lilly Family School of Philanthropy. DWIGHT F. BURLINGAME is Professor of Philanthropic Studies and holds the Glenn Family Chair in Philanthropy at the Indiana University Lilly Family School of Philanthropy. All three editors are recipients of the Henry A. Rosso Medal for Lifetime Achievement in Ethical Fundraising.