A Fundraising Guide for Nonprofit Board Members / The AFP/Wiley Fund Development Series (ePub)

Preface xiii Acknowledgments xxi About the Author xxiii 1 Board Leadership in Fundraising 1 A Challenging Economic Environment 1 The Board's Leadership Role in Fundraising 2 Building a Fundraising Board 8 The Fiduciary Role of the Nonprofit Board 12 Summary 19 2 Setting the Pace with Board Giving 21 Giving and Asking at the Board Level 21 Develop a Plan for Board Giving 28 Prepare for Your Fundraising Role 33 Summary 42 3 Getting Ready to Fundraise 43 Define Organizational Needs 43 Strategic Planning and the Board 45 Fundraising for Current Operations 48 Planning for Comprehensive Campaigns 52 Getting Organized for Fundraising 56 Training Board Members to Fundraise 62 Summary 68 4 Building the Team 69 Who Is on the Team? 69 How to Hire: What to Look for in a Chief Advancement Officer 78 Standards for Staffing and Cost per Dollar Raised 87 Fundraising Consultants 89 Summary 96 5 The Annual Fund 99 Raising Money for Operations 99 Annual Fund: Setting the Goal 100 Annual Fund: The Moving Parts 103 Making the Case for the Annual Fund 110 Galas and Fundraising Events 114 Leadership Annual Fund Programs 114 Summary 128 6 Major Gifts and Mega-Gifts 131 An Introduction to Major Gifts 131 Who Are Our Prospects? 136 Major Gift Prospects: What to Look For 139 Cultivation 144 Transformational Gifts: Giving at the Top 148 Summary 159 7 How to Ask for and Close a Gift 161 Preparing for a Successful Call 161 The Five Elements of the Successful Ask 165 Common Issues in Negotiating and Closing Gifts 172 Summary 182 8 Getting Ready for a Fundraising Campaign 183 An Introduction to Fundraising Campaigns 183 Setting Realistic Goals 192 Campaign Structure: Phases, Timetables, and Gift Tables 198 Summary 208 9 Fundraising Campaigns 209 Campaign Leadership Roles 209 Board Leadership in a Campaign 215 Campaign Volunteer Structure 218 Making the Case 226 Campaign Recognition and Pricing 229 Summary 239 10 Additional Sources of Giving 241 Giving from Foundations 242 Corporate Philanthropy

JULIA INGRAHAM WALKER has been active in fundraising in New Orleans and the surrounding region for over twenty-five years. She served as vice president for advancement at Tulane University, where she directed a successful $250 million campaign. For the past twelve years, Julia has worked as an independent fundraising consultant on a regional and national basis. While her specialty has been consulting on capital campaigns, she became very active in a variety of rebuilding efforts in the calamitous post-Katrina period in New Orleans. Her clients include a diverse array of local, regional, and national nonprofits, including independent schools, charter schools, animal welfare organizations, museums, parks, and arts and cultural organizations. She was named New Orleans Outstanding Fundraising Executive by the Association of Fundraising Professionals for her work at Tulane and is the author of three other books published by Wiley. Julia's ongoing work with numerous nonprofit boards inspired her to write this guide for board members.

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