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Planning and implementing your major gifts campaign

Author: Irwin-Wells, Suzanne Series: Excellence in fund raising workbook series ; Jossey-Bass nonprofit and public management seriesPublisher: Jossey-Bass, 2002.Language: EnglishDescription: 125 p. : Ill. ; 28 cm.ISBN: 0787957089Type of document: BookBibliography/Index: Includes bibliographical references
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HG177 .I79 2002
(Browse shelf)
900187015
Available 900187015
Total holds: 0

Includes bibliographical references

Digitized

Contents Planning and Implementing Your Major Gifts Campaign Planning and lmplementmg your Ivlajor u t t s Lampalgn Figures, Exhibits, and Worksheets xv Preface xvii The Author 1. xxiii 1 1 Understanding Major Gifts The Donor Pyramid 2 Major Gifts and the Fund Raising Cycle The Characteristics of Major Gifts 3 Where Major Gifts Fit in an Integrated Development Plan 4 Ongoing Major Gifts Efforts The Major Gifts Campaign 7 5 Working Together to Solicit Major Gifts 8 2. Preparing for Major Gifts Fostering a Philanthropic Attitude Developing a Case for Support Developing the Campaign Case 13 13 14 18 18 Fulfilling the Role of Campaign Manager Assessing Your Organization's Database 21 Planning Your Campaign Materials 24 Checklist for Success 26 Setting Goals 29 Creating a Gift Chart 29 Responding When the Total Is Less Than You Need 34 Using the Gift Chart to Plan the Campaign 35 Identifying, Qualifying, and Rating Potential Donors 37 Understanding What Makes a Major Gifts Prospect 37 Why You Can't Solicit Everyone for a Major Gift 38 Determining How Much You Can Ask Prospects to Give 40 Hiring a Research Firm or Consultant Keeping Track of Your Findings 44 42 Budgeting for Your Campaign 47 Understanding Why Budgeting Is Important The 1-2-3-4 of the Budgeting Process 47 How Much Your Campaign Should Cost Figuring Out What Things Will Cost Drafting Your Budget 55 Monitoring and Correcting Your Budget 55 Paying for Expenses 55 49 48 47 Identifying, Recruiting, and Training Volunteers Understanding the Importance of Volunteers Three Main Roles for Campaign Volunteers Finding and Recruiting Volunteers Training Volunteers 65 62 59 60 59 The Only Thing Worse Than Training Volunteers Who Do Nothing 66 Supporting Volunteers with Volunteer Kits 67 Dealing With and Preventing Unproductive Volunteers 67 Cultivating Relationships with Major Donors 71 Defining Donor Cultivation 71 Understanding the Cultivation Connection-Your Bridge to Success 72 Who Cultivates Donor Relationships 73 Common Objections to Cultivation 74 76 The Hardest Part-Gettina Pros~ects Attend to 8. Soliciting Major Gifts Prospects 81 Assigning Prospects to Volunteer Solicitors 82 Testing Prospect Readiness 84 Finalizing Prospect Information 85 Arranging Appointment Logistics 85 Developing a Script 87 90 Asking for a Specific Amount Overcoming Prospect Objections 90 Getting Beyond Fear 91 Increasing Your Comfort Level 93 - Reviewing What t o Say During the Appointment 94 9. Monitoring Your Campaign Managing Ongoing Reporting 98 Evaluating the Campaign 100 97 Holding Campaign Committee Meetings 97 Jump-starting a Stalled Campaign 100 103 Taking Action When the Gifts Don't Come In Celebrating Your Success 104 10. Staying on Track 107 107 108 Understanding the Campaign Calendar Selecting What Goes into the Calendar Creating Your Campaign Calendar 108 11. Providing Stewardship for Major Donors and Their Gifts Defining Stewardship 117 117 Shouldering the Responsibility for Stewardship 120 Useful Publications Notes 125 123

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