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| 050 | 0 0 | ▼a HV41 ▼b .D48 2001 |
| 082 | 0 0 | ▼a 658.15/224 ▼2 22 |
| 090 | ▼a 658.15224 ▼b F852d | |
| 100 | 1 | ▼a Fredricks, Laura. |
| 245 | 1 0 | ▼a Developing major gifts : ▼b turning small donors into big contributors / ▼c Laura Fredricks. |
| 260 | ▼a Gaithersburg, Md. : ▼b Aspen Publishers , ▼c 2001. | |
| 300 | ▼a xiii, 241 p. : ▼b ill. ; ▼c 28 cm. | |
| 490 | 1 | ▼a Aspen's fundraising series for the 21st century |
| 504 | ▼a Includes bibliographical references (p. 235) and index. | |
| 650 | 0 | ▼a Fund raising ▼z United States. |
| 650 | 0 | ▼a Gifts ▼z United States. |
| 830 | 0 | ▼a Aspen's fund raising series for the 21st century. |
| 945 | ▼a KINS |
Holdings Information
| No. | Location | Call Number | Accession No. | Availability | Due Date | Make a Reservation | Service |
|---|---|---|---|---|---|---|---|
| No. 1 | Location Main Library/Education Reserves1/ | Call Number 658.15224 F852d | Accession No. 111409593 (3회 대출) | Availability Available | Due Date | Make a Reservation | Service |
Contents information
Book Introduction
This book has the insightful and cost-effective techniques you can use today that will deliver tremendous returns for years to come.
Information Provided By: :
Table of Contents
CONTENTS Foreword = ⅸ Preface = xi Acknowledgments = xiii Chapter 1 - What Is a Major Gift? = 1 What Makes a Gift a Major Gift? = 1 Who Are the Major Donors? = 2 How Does Major Gift Fundraising Fit within the Overall Fundraising Program? = 4 Recap and Review = 4 Chapter 2 - The Essentials To Starting a Major Gifts Program = 7 Identifying Your Best Prospects = 7 Sorting It All Out = 8 Assessing the Number of Major Gifts Prospects = 9 Creating Donor Profiles = 10 Gathering Donor Information = 11 Developing a Personal Calendar System = 15 Recap and Review = 16 Appendix 2-A - Suggested Readings, Web Sites, and Prospect Information Providers = 17 Appendix 2-B - U.S. Department of the Treasury Internal Revenue Service Form 990 Return of Organization Exempt from Income Tax = 19 Appendix 2-C - U.S. Department of the Treasury Internal Revenue Service Form 990-PF Return of Private Foundation = 26 Appendix 2-D - National Society of Fund Raising Executives Code of Ethical Principles and Standards of Professional Practice = 39 Appendix 2-E - Sample Personal Calendar = 41 Chapter 3 - Getting in the Door = 43 Selecting a Contact To Open the Door for You = 43 Writing to Prospects Initially = 44 Writing to Prospects with Unlisted Telephone Numbers = 46 Contacting Prospects by E-Mail = 46 Calling the Prospects Instead of Sending a Letter = 47 Calling Your Prospects after the Initial Letter = 47 Fundraiser Versus Administrative Assistant Calls = 49 Leaving Messages on the Answering Machine = 49 Leaving the Message with the Prospect's Assistant = 50 Calling the Prospects at Home or at Work = 50 Overcoming the Telephone Brushoff = 50 Staving in Touch with the Prospect When the Prospect Says "No" to a Visit = 51 Recap and Review = 52 Appendix 3-A - Sample Letters = 53 Chapter 4 - Meeting Your New Best FrIends = 57 Making the Most of Your First Visit = 57 Getting the Complete Information about Your Prospect on the First Visit = 58 Observing Everything You Can on the First Visit = 61 Asking for Money on the First Visit = 64 Cultivation - What Is It? How Does It Work? = 65 Judging the Prospect's Readiness To Make a Major Gift = 69 Recap and Review = 70 Chapter 5 - Preparing the Right Gift Proposal = 73 Creating Hand-Tailored Gift Opportunities = 73 Components of an Effective Gift Proposal = 79 Gift Proposals by Letter = 81 Gift Proposals Formal, Yet Personal = 85 Gift Proposals That Include a Planned Gift = 87 Recap and Review = 89 Appendix 5-A - Sample Gift Proposal - By Letter - Conversational, Covering All the Details = 91 Appendix 5-B - Sample Gift Proposal - By Letter - Personal = 94 Appendix S-C - Sample Gift Proposal - By Letter - Structured and Formal = 95 Appendix S-D - Sample Gift Proposal - The Blend Donor = 96 Appendix 5-E - Sample Gift Proposal - Formal, Illustrative, and Personal = 98 Appendix 5-F - Sample Gift Proposal - Simple and Persuasive = 100 Appendix 5-G - Sample Gift Proposal - Using a Planned Gift = 101 Appendix 5-H - Sample Gift Proposal - The Large Naming Opportunity = 104 Chapter 6 - Asking for Major Gifts = 105 Deciding on a Solo Solicitation = 105 Using the Team Approach = 106 Scripting the Ask = 110 When the Response Is "No" = 125 When the Response Is "Yes = 127 Recap and Review = 128 Chapter 7 - Thanking and Recognizing Your Major Donors = 131 The Importance of the Initial Thank You = 131 What Makes a Good Thank You? = 132 Thanking Your Donors = 135 Gift Acceptance Policies = 140 Recap and Review = 147 Appendix 7-A - The Curtis Institute of Music, Gift Crediting Policies = 149 Appendix 7-B - Cornell University, Gift Acceptance Policy = 152 Appendix 7-C - Southern Homes Services, Policy and Procedures - Acceptance of Gifts-In-Kind = 160 Appendix 7-D - Stephens College, Gift Policy = 164 Appendix 7-E - PresbyHomes Foundation, Policy Statement = 173 Chapter 8 - Stewarding Your Donors for Their Next Enhanced Gift = 177 Stewardship - What Is It? How Does It Work? = 177 Judging the Donor's Readiness To Make the Next Major Gift = 180 Individual Stewardship Strategies = 181 Intergenerational Stewardship = 194 Recap and Review = 195 Appendix 8-A - A Donor Bill of Rights = 197 Chapter 9 - Tracking Prospect Activities and Gifts = 199 Managing Your Prospect List = 199 Selecting the Right Prospect Tracking Software = 202 Using a Word Processing System for Prospect Tracking = 204 Ranking Your Top and Next Tier Major Gifts Prospects = 205 Time Management and Prospect Tracking = 206 The Importance of Maintaining Hard Copies of Prospect Reports and Files = 207 Using Prospect Tracking Information for Biweekly Meetings = 208 Deciding When To Take Major Gifts Prospects off the Direct Mail／Annual Fund List = 208 Deleting Prospects from Your Top and Next Tier Major Gifts Lists = 211 Adding New Prospects to the Top and Next Tier Major Gifts Lists = 213 Recap and Review = 214 Appendix 9-A - Sample Major Gifts Reports for Contacts and Gift Proposals = 216 Appendix 9-B - Sample Major Gifts Reports for Top Prospects and Next Tier Prospects = 219 Appendix 9-C - Cornell University's Commitment Tracking Form = 221 Chapter 10 - The Success Stories = 225 Mr. Z = 225 Mr. B = 229 Mr. and Mrs. M = 232 Suggested Bibliography = 235 Index = 237 About the Author = 241