Achieving Excellence in Fundraising

16 PART SEVEN: PART SEVENSTRATEGIES FOR MAJOR DONORS AND INSTITUTIONAL FUNDERS CHAPTER THIRTY‐THREE: CO‐CREATING MAJOR GIFTS The Major Giving Paradigm The Major Gift Cycle Strategies for Managing the Unmeasurable Conclusion – Let's Take a Long Walk Together Discussion Questions Application Exercises CHAPTER THIRTY‐FOUR: THE INVITATION TO GIVE Preparing Personally to Invite Gifts Advancing toward the Invitation Strategizing for the Giving Invitation Making the Invitation to Give Conclusion Discussion Questions Application Exercises CHAPTER THIRTY‐FIVE: CAMPAIGN ESSENTIALS Campaign Types Fundamental Structure of a Campaign Conclusion Discussion Questions Application Exercises CHAPTER THIRTY‐SIX: PLANNED GIVING PRINCIPLES The Justification: Why Planned Giving? The Tools: What Can You Do with It? The Messages: How Should You Say It? The Audience: Where Should You Focus? Conclusion Discussion Questions Application Exercises CHAPTER THIRTY‐SEVEN: DONOR‐ADVISED FUND (DAF) BASICS Overview of Donor‐Advised Funds DAF Giving Process Fundraising Approaches for DAF Donors Limitations on DAF Giving Critiques of DAFs Conclusion Discussion Questions Application Exercises CHAPTER THIRTY‐EIGHT: OVERVIEW OF GRANTMAKING FOUNDATIONS A Short History of Grantmaking Foundations Foundation Practices and Types Factors Influencing Foundation Giving Organizing for Foundation Fundraising Six Elements of Approaching Grantmaking Foundations Trends and Tensions Conclusion Discussion Questions Application Exercises CHAPTER THIRTY‐NINE: BUSINESS SECTOR FUNDRAISING Background and Current Conditions of Corporate Giving Types of Corporate Support Models of Company Giving Organizing for Corporate Fundraising Conclusion Discussion Questions Application Exercises

17 REFERENCES

18 INDEX

19 END USER LICENSE AGREEMENT

1 Cover

2 Table of Contents

3 Title Page

4 Copyright

5 LIST OF TABLES, FIGURES, AND EXHIBITS

6 FOREWORD

7 PREFACE

8 ACKNOWLEDGMENTS

9 THE EDITORS

10 AUTHOR BIOS

11 Begin Reading

12 REFERENCES

13 INDEX

14 End User License Agreement

1 Chapter 4 FIGURE 4.1. MODEL OF IDENTIFICATION THEORY

2 Chapter 6 FIGURE 6.1. SEVEN ROLES OF PHILANTHROPY

3 Chapter 12FIGURE 12.1. THE FUNDRAISING CYCLEFIGURE 12.2. THE FOUR‐LEGGED STOOL OF FUNDRAISINGFIGURE 12.3. DONOR PYRAMID OF FUNDRAISING STRATEGIES

4 Chapter 13FIGURE 13.1. AD FROM DANA‐FARBER CANCER INSTITUTE

5 Chapter 14FIGURE 14.1. ROSSO CONSTITUENCY MODELFIGURE 14.2. WHEEL OF ROLES AND RESPONSIBILITIESFIGURE 14.3. WHEEL EXAMPLE FAMILY 1FIGURE 14.4. WHEEL EXAMPLE FAMILY 2

6 Chapter 16FIGURE 16.1. BRAND PYRAMID INDIANA UNIVERSITY LILLY FAMILY SCHOOL OF PHILANT...

7 Chapter 19FIGURE 19.4. FOUR ROLES OF THE NONPROFIT – INCLUDING FUNDRAISING – LEADER...

8 Chapter 20FIGURE 20.1. EIGHT‐STEP BOARD RECRUITMENT PROCESSFIGURE 20.3. EIGHT STAGES OF BOARD RETENTION

9 Chapter 21FIGURE 21.1. SIX STEPS FOR SUCCESSFUL VOLUNTEER FUNDRAISER INVOLVEMENT

10 Chapter 22FIGURE 22.1. PROFILE OF THE ANNUAL FUNDFIGURE 22.2. ANNUAL FUND PROFILE SHAPESFIGURE 22.4. DONOR RETENTION CALCULATION AND EXAMPLE

11 Chapter 24FIGURE 24.2. PEER‐TO‐PEER FUNDRAISINGFIGURE 24.3. PERCENTAGE OF SOCIAL MEDIA USERS IN GENERAL POPULATION, BY AGE...

12 Chapter 26FIGURE 26.2. EIGHT MECHANISMS THAT DRIVE CHARITABLE GIVINGFIGURE 26.3. SPIDERPLOT OF MECHANISMS FOR GIVING

13 Chapter 30FIGURE 30.1. PARTIAL POOLING FINANCIAL MANAGEMENT

14 Chapter 31FIGURE 31.1. GENERATIONAL COHORTS IN HISTORICAL AND SOCIAL CONTEXT

15 Chapter 33FIGURE 33.1. INTERSECTION WHERE MAJOR GIFTS OCCURFIGURE 33.2. TRANSACTIONAL TO TRANSFORMATIONAL FUNDRAISINGFIGURE 33.4. THE EIGHT‐STEP MAJOR GIFT MANAGEMENT CYCLE

16 Chapter 34FIGURE 34.1. A PROCESS FOR PREPARING, FORMULATING, AND MAKING THE INVITATION...

17 Chapter 35FIGURE 35.1. SAMPLE CAMPAIGN PROGRESS CHART FOR A $10 MILLION CAMPAIGNFIGURE 35.2. PHASES OF A CAMPAIGN

1 Chapter 18TABLE 18.1. THE EVOLUTION OF FUNDRAISING AS AN ORGANIZATIONAL FUNCTION IN THE UNI...TABLE 18.2. CHARACTERISTICS OF SUCCESSFUL FUNDRAISERS FROM RESEARCH

2 Chapter 19TABLE 19.1. MANAGEMENT VERSUS LEADERSHIP ACTIVITIESTABLE 19.5. EFFECTIVENESS OF DIMENSIONS OF POWER FOR FUNDRAISING LEADERS

3 Chapter 22TABLE 22.3. EXAMPLE ANNUAL FUND GIFT RANGE CHART, $60,000 GOAL

4 Chapter 24TABLE 24.1. LEVELS OF ORGANIZATIONAL ENGAGEMENT IN CONTENT CREATION

5 Chapter 26TABLE 26.1. INDIVIDUAL DONOR RESOURCES THAT CAN ENABLE CHARITABLE GIVING

6 Chapter 29TABLE 29.1. OVERALL GIVING BY HOUSEHOLD'S RACETABLE 29.2. INFORMAL GIVING INCIDENCE BY HOUSEHOLD'S RACE

7 Chapter 31TABLE 31.2. GIVING RATES AND AVERAGE GIVING AMOUNTS ACROSS FOUR GENERATIONAL COHO...

8 Chapter 32TABLE 32.1. HIGH NET WORTH HOUSEHOLD CHARITABLE GIVING BY SECTOR (OVERALL MEAN AN...TABLE 32.2. HIGH NET WORTH HOUSEHOLD CHARITABLE GIVING BY SECTOR AND RACE/ETHNICI...TABLE 32.3. HIGH NET WORTH HOUSEHOLD GIVING VEHICLESTABLE 32.4. HIGH NET WORTH HOUSEHOLD MOTIVATIONS FOR GIVINGTABLE 32.5. HIGH NET WORTH HOUSEHOLDS' “DEMOTIVATIONS” FOR GIVING (WHY NOT GIVE?)...

9 Chapter 33TABLE 33.3. ESSENTIAL SHIFTS FROM TRANSACTIONAL TO TRANSFORMATIONAL RELATIONSHIPS

10 Chapter 35TABLE 35.4. POTENTIAL GIFT RANGE CHART FOR A $10 MILLION CAMPAIGN

11 Chapter 37TABLE 37.1. OVERVIEW OF DAF SPONSOR TYPES

12 Chapter 38TABLE 38.1. FOUNDATION TYPES, FINANCING, AND REQUIREMENTS

1 i

2 ii

3 iv

4 v

5 vii

6 viii

7 xv

8 xvi

9 xvii

10 xix

11 xx

12 xxi

13 xxiii

14 xxiv

15 xxv

16 xxvi

17 xxvii

18 xxviii

19 xxix

20 xxx

21 xxxi

22 xxxiii

23 xxxiv

24 xxxv

25 xxxvii

26 xxxviii

27 xxxix

28 xl

29 xli

30 xlii

31 xliii

32 xliv

33 xlv

34 xlvi

35 1

36 3

37 4

38 5

39 6

40 7

41 8

42 9

43 10

44 11

45 12

46 13

47 14

48 15

49 16

50 17

51 18

52 19

53 20

54 21

55 22

56 23

57 24

58 25

59 26

60 27

61 28

62 29

63 30

64 31

65 32

66 33

67 34

68 35

69 36

70 37

71 38

72 39

73 40

74 41

75 42

76 43

77 45

78 46

79 47

80 48

81 49

82 50

83 51

84 52

85 53

86 54

87 55

88 57

89 59

90 60

91 61

92 62

93 63

94 64

95 65

96 66

97 67

98 68

99 69

100 70

101 71

102 72

103 73

104 74

105 75

106 76

107 77

108 78

109 79

110 80

111 81

112 82

113 83

114 84

115 85

116 86

117 87

118 88

119 89

120 91

121 92

122 93

123 94

124 95

125 96

126 97

127 98

128 99

129 100

130 101

131 103

132 104

133 105

134 106

135 107

136 108

137 109

138 110

139 111

140 113

141 115

142 116

143 117

144 118

145 119

146 120

147 121

148 122

149 123

150 124

151 125

152 127

153 128

154 129

155 130

156 131

157 132

158 133

159 134

160 135

161 136

162 137

163 138

164 139

165 140

166 141

167 142

168 143

169 144

170 145

171 146

172 147

173 148

174 149

175 150