The Nonprofit Fundraising Solution

Powerful Revenue Strategies to Take You to the Next Level

The Nonprofit Fundraising Solution

Author: Laurence A. Pagnoni
Pub Date: October 2013
Print Edition: $19.95
Print ISBN: 9780814432969
Page Count: 240
Format: Paper or Softback
e-Book ISBN: 9780814432976

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Table of Contents

CONTENTS

Introduction 1

PART ONE: WHAT GETTING TO THE NEXT

LEVEL REALLY MEANS

CHAPTER 1 WHY ORGANIZATIONAL

CULTURE IS CRITICAL 11

How Do We Define Organizational Culture?

Three Critical Aspects of a Nonprofit’s Organizational

Culture

What It Takes to Change Organizational Culture

New Strategies Can Mean New Vitality for Your

Nonprofit

Casebook

At the End of the Day

CHAPTER 2 LEADERSHIP FROM THE

BELLY OUTWARD 25

The Importance of Good Followership

What Style of Leadership Is Right for Your

Organization?

The Nonprofit Fundraising Solution

What a Fundraising Leader Does

Th e Four Most Common Roadblocks to Successful

Fundraising

Applying the Lessons of Leadership

How to Know If Your Leadership Is Working

Casebook

At the End of the Day

CHAPTER 3 TUNING UP THE BOARD

FOR EFFECTIVE FUNDRAISING

PERFORMANCE 45

The Critical Relationship Between an Organization’s

CEO and Its Board

Alignment of Vision Through Deeper Inquiry

Identifying and Adding to Your Board’s Core

Strength

Recruiting and Retaining Good Board

Members

Fundraising Through the Board’s Trustees

What All the Numbers Mean

A Humble and Rewarding Task

Casebook

At the End of the Day

CHAPTER 4 HIGHER-LEVEL THINKING

FOR GREATER FUNDRAISING

PERFORMANCE 69

The Importance of Measuring Your Long-Term

Impact

Strategic Planning for Successful

Outcomes

Should We Diversify, and If So, How?

Sustainability and Long-Term

Thinking

The Nonprofit Fundraising Solution

The Ins and Outs of Collaboration and Strategic

Partnerships

Avoiding Flatlining by Confronting the Brutal

Facts of Your Reality

The Large, Hirsute, and Bold Way to Reach the Stars

Putting It All into Place

Casebook

At the End of the Day

PART TWO ADVANCED FUNDRAISING

TACTICS TO RAISE MORE

REVENUE

CHAPTER 5 BUILDING A DONOR

CONSTITUENCY WHERE

NONE EXISTS 93

How and Where to Uncover Prospective

Donors

Five Steps to Transforming Prospects into Donors

The Right Kind of Moves Management Program

How to Know When Your Donor Constituency

Is Big Enough

At the End of the Day

CHAPTER 6 PLANNING AND STAGING

COST-EFFECTIVE PARLOR

GATHERINGS 107

Snapshot of a Parlor Gathering

Organizing Your Gathering

The Four Key Questions to Answer at a Parlor Gathering

Preparing for Your Presentation

On with the Show

Casebook

At the End of the Day

The Nonprofit Fundraising Solution

CHAPTER 7 CHALLENGE GIFT DRIVES

AND CORPORATE MATCHING GIFTS 117

How to Put Together Your Challenge

Gift Drive

The Three Key Steps to Carrying Out Your

Challenge Gift Drive

Best Practices in Challenge Gift Drives

Challenge Giving and Your Board

Corporate Matching Gift Programs

Casebook

At the End of the Day

CHAPTER 8 REAPING THE BOUNTY

OF YEAR-END GIVING 127

Gratitude Is What Your Year-End Drive Is

All About

January Is the Next Best Time of Year

for Giving

Donor Meetings to Discuss Major Gifts

At the End of the Day

CHAPTER 9 FUNDRAISING AND

RELATIONSHIP BUILDING THROUGH

SOCIAL MEDIA 141

Getting Started with Social Media

Seven Questions to Determine How Well Your

Social Media Fundraising Is Working

The Value of Social Media Beyond Fundraising

Further Integrating Social Media into Your

Existing Fundraising Systems

Four Simple Ways to Fundraise Through Social

Media

At the End of the Day

The Nonprofit Fundraising Solution

CHAPTER 10 FORMING POWERFUL

LEADERSHIP COUNCILS 151

What a Leadership Council Does

What to Name Your Council

Situations Best Served by a Leadership

Council

How to Recruit and Work with Your

Leadership Council

Confer and Use Your Legitimacy Wisely

Casebook

At the End of the Day

CHAPTER 11 TAKING A NEW APPROACH

TO CORPORATE SPONSORSHIPS 165

The Mathematics of Sponsorship

How Can Your Organization Get In On

This Corporate Largesse?

The Little-Known Dynamics of Corporate

Sponsors and Board Members

At the End of the Day

CHAPTER 12 MAJOR FUNDRAISING

CAMPAIGNS: THE MORAL

EQUIVALENT OF WAR 177

Why You Should Be Thinking About a

Fundraising Campaign

Are You Ready for a Campaign?

What Type of Fundraising Campaign Is Right

for You?

Preparing the Case Statement

Campaign Costs and How to Cover

Them

Naming Opportunities as a Revenue Strategy

The Nonprofit Fundraising Solution

Leadership Structure in a Major Campaign

The Special Role of Your Board in the Campaign

Further Preparation for the Campaign

The Course of the Campaign

Why Campaigns Stall, Fail, or Succeed

Casebook

At the End of the Day

CHAPTER 13 CREATING OR ADVANCING

YOUR PLANNED GIVING PROGRAM 195

How to Create Your Planned Giving Program

Dealing with Donor Resistance

Cost Versus ROI of Planned Giving

Donor-Advised Funds

Establishing a Legacy Society

At the End of the Day

Conclusion 207

Notes 209

Index 215

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