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Table of Contents

Preface Acknowledgments About the Author Introduction: From Chance to Choice 1 Overview of Fundraising and Philanthropy Fundraising, Development, and Advancement Philanthropy and Charity Fundraising and Philanthropy Fundraising Profession and Fundraising Professionals History of American Philanthropy Philanthropy's Scale and Impact Evolution of Fundraising as a Professional Field State of the Art Fundraising and Other Professional Fields Proceeding With Pride Chapter Summary Key Terms and Concepts CASE 1.1 THE METH PROJECT CASE 1.2 NEW YORK CITY PARKS Questions for Discussion Suggestions for Further Reading 2 Understanding the Nonprofit Sector and Nonprofit Organizations Characteristics of Nonprofits Classifications of Nonprofits Public Charities and Private Foundations Nonprofit Revenue Sources Nonprofit Financial Concepts Explaining the Nonprofit Sector Explaining Nonprofit Organizations Chapter Summary Key Terms and Concepts CASE 2.1 THE SMITHSONIAN INSTITUTION AND THE CATHERINE B. REYNOLDS FOUNDATION Questions for Discussion Suggestions for Further Reading Notes 3 Understanding Donors Corporate Philanthropy Foundation Giving Characteristics of Individual Donors Motivations of Individual Donors Wealthy Donors Typology of Donors Women Philanthropists Cultures of Giving Generations of Donors Donor-Centered Approach Chapter Summary Key Terms and Concepts CASE 3.1 T. DENNY SANFORD CASE 3.2 OSCEOLA MCCARTY Questions for Discussion Suggestions for Further Reading Notes 4 Principles of Fundraising Types of Gifts Solicitation Programs Matching Programs to Needs Matching Prospects to Programs Solicitation Methods The Fundraising Pyramid The Fundraising Process Chapter Summary Key Terms and Concepts CASE 4.1 UNITED NATIONS FOUNDATION CASE 4.2 MITCHELL FAMILY AND THE UNIVERSITY OF SOUTH ALABAMA Questions for Discussion Suggestions for Further Reading Notes 5 Preparing for Successful Fundraising Strategic Planning to Clarify Mission and Goals Strategic Planning Process Benefits of Strategic Planning Developing a Fundraising Strategy and Plan Developing the Case for Support Creating a Culture of Philanthropy Building the Fundraising Team Identifying and Researching Prospects Chapter Summary Key Terms and Concepts CASE 5.1 AMERICAN RED CROSS Questions for Discussion Suggestions for Further Reading Notes 6 Annual-Giving Programs Clarification of Terms Applying Marketing Principles Acquisition, Renewal, Upgrade Solicitation Methods Planning the Annual-Giving Campaign Chapter Summary Key Terms and Concepts CASE 6.1 #GIVINGTUESDAY Questions for Discussion Suggestions for Further Reading Notes 7 Major-Gifts Programs Definition and Characteristics of Major Gifts Major-Gifts Cycle Cultivating Major-Gifts Prospects Cultivation Strategies Managing the Major-Gifts Program Developing Donor Relationships Visits and Purposes The Ask Anatomy of the Solicitation Visit Follow Up, Negotiation, and Gift Agreements Maintaining Clarity of Purpose Chapter Summary Key Terms and Concepts CASE 7.1 DON R. N. BLITZER CASE 7.2 PHILLIS N. THROPIST CASE 7.3 MARTHA AND FRED GENEROUS CASE 7.4 ELLEN ENTREPRENEUR Questions for Discussion Suggestions for Further Reading Notes 8 Planned Giving Definitions and Key Points Overview of Tax Law and Implications for Giving Types of Planned Gifts Overview of Planned-Giving Vehicles Characteristics and Motivations of Planned-Gift Donors Planned-Giving Program Recognizing Planned-Gift Donors Working With Planned-Gift Donors Chapter Summary Key Terms and Concepts CASE 8.1 MARY CASE 8.2 TOM AND BARBARA CASE 8.3 MILDRED AND SUE CASE 8.4 HARRY AND BETH CASE 8.5 NICK CASE 8.6 ANN CASE 8.7 EDUARDO Questions for Discussion Suggestions for Further Reading Notes 9 Corporate Support Definitions and Concepts Historical Overview Corporate Philanthropy Nonprofit-Corporate Commercial Partnerships Comprehensive Relationships Benefits and Risks Developing and Sustaining Successful Partnerships Redefining Value Chapter Summary Key Terms and Concepts CASE 9.1 SUSAN G. KOMEN FOR THE CURE AND KFC CASE 9.2 NO KID HUNGRY AND DENNY'S CASE 9.3 WWF AND AVON CASE 9.4 LOS ANGELES PLAZA DE CULTURA Y ARTES AND CASE 9.5 NESTLE AND READING IS FUNDAMENTAL CASE 9.6 DAWN AND THE GULF OIL SPILL Question for Discussion Suggestions for Further Reading Note 10 Foundation Support Overview of Foundations Historical Background Issues and Impact Overview of Foundation Giving Seeking Foundation Support Chapter Summary Key Terms and Concepts CASE 10.1 PEW CHARITABLE TRUSTS CASE 10.2 NORTHWEST AREA FOUNDATION Questions for Discussion Suggestions for Further Reading Note 11 Campaigns Types of Campaigns Campaign Defining Characteristics Phases of the Campaign Gift Table Strategic Decisions Campaign Pros and Cons Twenty-First-Century Campaigns Chapter Summary Key Terms and Concepts CASE 11.1 KEEPING OUR PROMISE: 40TH ANNIVERSARY CAPITAL CAMPAIGN FOR N STREET VILLAGE CASE 11.2 OUR TRANSFORMATION: THE CAMPAIGN FOR THE NORTH CAROLINA MUSEUM OF ART CASE 11.3 WHITE PLAINS HOSPITAL: THE TIME IS NOW CAMPAIGN CASE 11.4 HOWARD UNIVERSITY: BRIDGING THE GAP STUDENT AID CAMPAIGN Questions for Discussion Suggestions for Further Reading Notes 12 Managing Fundraising Programs Investing in Fundraising Evaluating Programs Allocating Resources to Effective Programs Benchmarking Building a Fundraising Program Development Operations/Advancement Services Fundraising Policies Chapter Summary Key Terms and Concepts CASE 12.1 DISABLED VETERANS NATIONAL FOUNDATION Questions for Discussion Suggestions for Further Reading Note 13 Organizing and Managing Fundraising Staff Organizing the Development Office Understanding Motivation Applying Theory to Fundraising Management Compensating Fundraisers Improving Staff Performance Recruiting and Developing Fundraising Professionals Chapter Summary Key Terms and Concepts CASE 13.1 GETTA GRANT CASE 13.2 SUE SOCIAL CASE 13.3 MOVIN' BILL Questions for Discussion Suggestions for Further Reading 14 Legal and Ethical Considerations State Registration Requirements State Disclosure Requirements Gift Substantiation Requirements Other Governmental Influences Ethical Codes, Standards, and Guidelines Considering Ethical Dilemmas in Fundraising Assuring Legal and Ethical Organizations Chapter Summary Key Terms and Concepts SCENARIOS 1-12 Questions for Discussion Suggestions for Further Reading 15 International Fundraising and Philanthropy A Shrinking Planet Definition and Scope of Organizations Governing and Managing International and Global Organizations INGO Fundraising Strategies International Philanthropy Global Fundraising Fundraising as a Global Profession Chapter Summary Key Terms and Concepts CASE 15.1 HAITIAN EARTHQUAKE RELIEF CASE 15.2 THE ONE FOUNDATION AND CHINA'S SOCIAL SECTOR Questions for Discussion Suggestions for Further Reading Note Conclusion: From Technician to Leader: Reflections on the Development Officer's Role Roles of the Development Officer Calls for Leadership A Fulfilling Career Suggestions for Further Reading Note References Index

About the Author

Michael J. Worth is professor of nonprofit management in the Trachtenberg School of Public Policy and Public Administration at the George Washington University in Washington, D.C. He teaches graduate courses related to the governance and management of nonprofit institutions and organizations and to philanthropic fundraising. Dr. Worth served as vice president for development and alumni affairs at the George Washington University for 18 years and previously served as director of development at the University of Maryland. Earlier in his career, he was assistant to the president at Wilkes University and director of development at DeSales University. As vice president at the George Washington University, he planned and directed two major campaigns and provided support to the board of trustees. Dr. Worth has served as a member of the Commission on Philanthropy of the Council for Advancement and Support of Education (CASE) and as editor of the CASE International Journal of Educational Advancement, a peer-reviewed scholarly journal focused on the practice of institutional advancement in educational institutions. He has written or edited various books, textbooks, and monographs, including Public College and University Development (1985); The Role of the Development Officer in Higher Education (1994); Educational Fund Raising: Principles and Practice (1993); New Strategies for Educational Fund Raising (2002); Securing the Future (2005); Sounding Boards (2008); Nonprofit Management: Principles and Practice (1st edition, 2009; 2nd edition, 2012; 3rd edition, 2013; 4th edition, 2017; 5th edition, 2019); Foundations for the Future (2012); Leading the Campaign (1st edition, 2010; 2nd edition, 2017); and Advisory Councils in Higher Education (2017). Among other voluntary services, Dr. Worth has been a member of the board of directors of Miriam's Kitchen, an organization providing services to homeless individuals in Washington, D.C., and a member of the advisory board of the Young Nonprofit Professionals Network, Washington, D.C. chapter. Dr. Worth consults widely on governance, management, and fundraising with colleges and universities, national associations and institutions, and nonprofit organizations in various fields and sectors. He holds a BA in economics from Wilkes University, an MA in economics from American University, and a PhD in higher education from the University of Maryland.

Reviews

"This text is an excellent source of academic, theoretical and practical expertise woven into one single text. It is single-handedly a one-stop go-to book for today's fundraising and development staff and tomorrow's students in nonprofit management." -- Rick J. Arrowood, J.D.
"Michael Worth has made an enormous contribution to the fundraising profession with Fundraising: Principles and Practice. He brings the wisdom and perspective of decades of senior level experience as he sketches the context of fund-raising today, the centrality of the donor in all that fundraisers do, outstanding insights into capital campaigns, management, and leadership, and a systematic consideration of case studies that are analyzed drawing on his own years as a leader in the field. This is a must-read - for fundraisers who want to advance, for sure, and for managers who want to be leaders." -- Michael J. Goff, Ph.D.
"Fundraising: Principles and Practice is grounded in Michael J. Worth's extensive experience and expertise as both a practitioner and a scholar of fundraising. His application of case studies to each topic provides a superb platform for students to develop the analytical skills they will need to function as successful nonprofit professionals. Worth's comprehensive blend of fundraising principles and practice stands out from other books on the topic by focusing on the preparation of leaders who are able to think critically about the substantive issues in philanthropy and to move their nonprofit organizations to the next level of fundraising and organizational excellence." -- T. Gregory Barrett

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