Preface to the Sixth Edition.
Acknowledgments.
The Author.
Introduction.
Part One: Fundraising Framework.
1 The Landscape of the Nonprofit Sector.
2 Key Principles of Fundraising.
3 Matching Fundraising Strategies with Financial Needs.
4 Creating a Case Statement.
5 The Board of Directors.
Part Two: Strategies for Acquiring and Keeping Donors.
6 Getting Comfortable with Asking for Money.
7 The Logistics of Personal Solicitation.
8 Using Special Events Correctly.
9 How to Plan a Special Event.
10 Details of Two Prototypical Events.
11 Using Direct Mail.
12 The Logistics of Direct Mail.
13 Fundraising by Telephone.
14 Creating an Online Fundraising Program.
15 Establishing Voluntary Fees for Service.
16 Canvassing.
17 Opportunistic Fundraising.
18 The Thank You Note.
Part Three: Strategies for Upgrading Donors.
19 Segmenting Donors.
20 Setting Up and Maintaining Monthly Donor Pledge Programs.
21 Building Major Gifts Programs.
22 Legacy Giving.
23 Launching Major Gifts Campaigns.
Part Four: Large-Scale Fundraising.
24 Setting Up an Endowment.
25 Endowment Campaigns.
26 Capital Campaigns.
27 Conducting Feasibility Studies.
Part Five: Fundraising Management.
28 The Fundraising Office.
29 Managing Your Information.
30 Managing Your Time.
31 Managing Donor Data.
32 Working with Volunteers.
Part Six: You the Fundraiser.
33 Hiring a Development Director.
34 Using a Consultant, Coach, Mentor, or Trainer.
35 Dealing with Anxiety.
36 Working with Your Executive Director.
37 Ethical Dilemmas Common to Fundraising.
Part Seven: Budgeting and Planning.
38 Developing a Budget.
39 Creating a Fundraising Plan.
40 What to Do in Case of Financial Trouble.
Part Eight: Special Circumstances.
41 Raising Money in Rural Communities.
42 Fundraising for a Coalition.
43 When Everyone Is a Volunteer.
44 Starting Out Right.
45 The Perennial Question of Clean and Dirty Money.
Index.
