Nonprofit Fundraising 101

About the Book xvii Acknowledgments xxv Foreword: Discovering What It Means to Be a Fundraiser xxvii Lynne Twist, author of The Soul of Money: Reclaiming the Wealth of Our Inner Resources PART 1: Planning for Success and Preparing Your Team 1 Chapter 1 Creating a Fundraising Plan 3 Interviewee: Andrea McManus, president of The Development Group Insets: Dispelling the Overhead Myth
 Sample Fundraising Plan Chapter 2 Hiring and Training Development Staff 13 Interviewee: Missy Sherburne, cheif partnerships officer at DonorsChoose.org Inset: Get Your Executive Director to Love Fundraising with Brian Gougherty, director of major gifts at Worldreader Chapter 3 Engaging Your Board 25 Interviewee: Lisa Hoffman, fundraising and board development consultant Chapter 4 Volunteer Fundraising 37 Interviewee: Simon Tam, director of marketing at Oregon Environmental Council Case Study: APANO PART 2: Building Your Toolkit and Tracking Progress 45 Chapter 5 Prospecting and Donor Research 47 Interviewee: Helen Brown, co-author of Prospect Research for Fundraisers: The Essential Handbook and president of the Helen Brown Group Chapter 6 Donor Databases and CRM 57 Interviewees: Suzanne DiBianca, president and co-founder of Salesforce.com Foundation, and Peggy Duvette, director of social impact at NetSuite Chapter 7 Measuring Impact: Data, Stories, and Organizational Dashboards 65 Interviewee: Stever MacLaughlin, director of analytics at Blackbaud Inset: Outputs Versus Outcomes Case Study: charity: water with Kaitlyn Jankowski, supporter experience manager at charity: water PART 3: Individual Donors 77 Chapter 8 Grassroots Fundraising: Building Your Donor Pyramid 79 Interviewee: Kim Klein, author of Fundraising for Social Change and principal of Klein & Roth Consulting Inset: Don\'t Be Afraid to Dream Big Chapter 9 Major Donors: Building Relationships, Making the Ask, and Stewardship 87 Interviewee: Kay Sprinkel Grace, author of Beyond Fundraising and fundraising consultant Inset: Tracking Major Donors in Databases Chapter 10 Direct Mail: The Ins and Outs 99 Interviewee: Mal Warwick, author of Revolution in the Mailbox and founder and chairman of Mal Warwick | Donordigital Chapter 11 Year-End, Annual Appeals, and Membership Campaigns 107 Interviewee: Farra Trompeter, vice president at Big Duck and vice chair of the board at NTEN Inset: Sample Year-End Campaign Calendar Chapter 12 Event-Based Fundraising 117 Interviewees: Tracy Kosolcharoen, marketing manager at Eventbrite, Daniel Lurie, CEO and founder of Tipping Point Community, and Jen Pitts, managing director of communications, events, and development at Tipping Point Community Inset: Van Jones\' Live Ask Recipe with Van Jones, CNN correspondent and president and co-founder of Dream Corps Chapter 13 Runs, Walks, and Rides: Community-Based Fundraising 133 Interviewee: Jeff Shuck, founder and CEO of Plenty Case Study: Kyra Millich, volunteer fundraiser Chapter 14 Fundraising Across the Generations: Millennials, Baby Boomers, and More 143 Interviewees: Alia McKee, principal of Sea Change Strategies, and Derrick Feldmann, president and founder of Achieve Inset: The Generations: What Fundraisers Need to Know PART 4: Online Fundraising 153 Chapter 15 Maximizing Website Donations 155 Interviewee: Caryn Stein, vice president of communications and content at Network for Good, and editor of The Nonprofit Marketing blog Case Study: Mercy House, by CommitChange Chapter 16 Fundraising with Email 165 Interviewee: Kivi Leroux Miller, author of The Nonprofit Marketing Guide: High-Impact, Low-Cost Ways to Build Support for Your Good Cause and president of NonprofitMarketingGuide.com Inset: Email Cheat Sheet, by CommitChange Chapter 17 Social Media and Crowdfunding for Your Cause 175 Interviewees: Beth Kanter, author of The Networked Nonprofit and blogger, and John Haydon, author of Facebook Marketing for Dummies and founder of Inbound Zombie Inset: P.O.S.T. to Social Media Social Media Case Study: The ALS Ice Bucket Challenge with Lance Slaughter, chief chapter relations and development officer at the ALS Association Appendix Practical Tips for Key Social Media Platforms 189 Crowdfunding Case Study: RE-volv, with Andreas Karelas, founder and executive director at REV-volv Chapter 18 Mobile Fundraising 195 Interviewees: Heather Mansfield, author of Mobile for Good: A How-To Fundraising Guide for Nonprofits and principal blogger at Nonprofit Tech for Good, and Tanya Urschel, nonprofit vertical manager at PayPal Insets: Planning for Success: Th e Mobile Matrix (TM) by Sparrow: Mobile for All
 Text-to-Give PART 5: Foundations 205 Chapter 19 Research, Getting in the Door, and Securing an Invitation to Apply 207 Interviewees: Tori O\'Neal McElrath, author of Winning Grants Step by Step and founder of O\'Neal Consulting Services, and Leeanne G-Bowley, manager of capacity and leadership development at Foundation Center and artistic and executive director at In-Sight Dance Company Insets: The Diff erent Kinds of Foundations
 Types of Grants Chapter 20 Government Grants 221 Interviewee: Joshua Sheridan Fouts, executive director at Bioneers Inset: Where to Find Government Grants Chapter 21 Writing a Winning LOI and Proposal 227 Interviewees: Susan Fox, co-author of Grant Proposal Makeover: Transform Your Request From No to Yes and fundraising consultant, and Jane C. Geever, author of Th e Foundation Center\'s Guide to Proposal Writing and founder of J.C. Geever Chapter 22 Tracking Progress and Reporting Back 235 Interviewee: Beverly Browning, author of Grant Writing for Dummies and vice president of grant writing services at eCivis Inset: Logic Models PART 6: Corporate Support 243 Chapter 23 Sponsorships 245 Interviewee: Maureen Carlson, president of GoodScout Inset: Sponsorship Proposal Template Chapter 24 Cause Marketing Partnerships 255 Interviewees: David Hessekiel, co-author of Good Works and president of Cause Marketing Forum, and Joe Waters, author of Cause Marketing for Dummies and founder of Selfish Giving Inset: Cause Marketing Proposal Tips Chapter 25 In-Kind Fundraising and Media Sponsorship 265 Interviewee: Gayle Samuelson Carpentier, chief business development officer at TechSoup Global PART 7: Unlocking Social Enterprise 273 Chapter 26 Earned Income Strategies 275 Guest Contributor: Rick Aubry, professor of social enterprise at Tulane University and founder of Rubicon Programs Social Enterprise Case Study: Grow Dat Afterword: Finding Your Path 287 Premal Shah, president and co-founder of Kiva.org Closing Thoughts 291 Book Partners 295 About the Authors 317 Index 319