Leading the Fundraising Charge: The Role of the Nonprofit Executive (The AFP/Wiley Fund Development Series)

Leading the Fundraising Charge: The Role of the Nonprofit Executive (The AFP/Wiley Fund Development Series)

By: Karla A. Williams (author)Hardback

Up to 2 WeeksUsually despatched within 2 weeks


Practical guidance to deal with the challenges executives face when leading a philanthropically supported nonprofit organization In today's donor-focused environment, the executive director has a greater responsibility to play an active, informed, and influential role in creating an environment that is conducive to optimal philanthropy. Leading the Fundraising Charge addresses the challenges and issues that executives face when leading a nonprofit organization that is dependent on philanthropic support.. Offers nonprofit directors and executives the tools they need to help their organizations survive and thrive in any economic scenarioProvides a perspective that is unique to the nonprofit executive's positionHelps every executive director to evaluate and prioritize the best fund development strategies At no other time in the history of organized philanthropy has fundraising been more critical, complex, and challenging. Thorough and focused, Leading the Fundraising Charge equips you with the guidance you need to lead your nonprofit effectively.

About Author

KARLA A. WILLIAMS, ACFRE, is the principal of The Williams Group, a consulting firm serving clients across the country who want to enhance and expand their philanthropic efforts. She works with CEOs and trustees to assess their potential for civic engagement, create innovative nonprofit programs, and recruit talented people. She is nationally known and a highly respected industry leader, bestselling author, adjunct faculty at three universities, and expert in nonprofit organizational development.


Preface xix CHAPTER 1 Leadership ConceptsEssence, Enigma, Energy, and Effect 1 Introduction 1 ESSENCE of Personal LeadershipNecessary Elements and Ingredients 2 ENIGMA of Positional LeadershipPressures of Being at the Top 18 ENERGY of Fundraising LeadershipDifferences Between Good and Bad 27 EFFECT of Organizational StagesVarious Stages Will Alter Strategy 33 INFANCYVision and Values Create Impetus 36 CHAPTER 2 Philanthropy ConceptsPrinciples, Motivations, IMPACT, and Culture 49 Introduction 49 PRINCIPLES of Organized PhilanthropySpiritual and Democratic Ideology 50 MOTIVATIONS of Personal PhilanthropyDiscovery of Complexity and Complications 62 IMPACT of Community PhilanthropyMeasurable Economic and Social Benefits 72 CULTURE of Organizational PhilanthropyFoundation for Successful Fundraising 81 ATTITUDEPerception Influences Opinions 82 ADVOCACYCommunications Shape Cultures 84 ACTIONAligning Cultural Ideas and Ideals 87 CHAPTER 3 Development ConceptsProfession, Professionals, Program, and Plan 95 Introduction 95 PROFESSION of Fund DevelopmentFrom Begging, to Selling, to Marketing 96 PIONEERS (1641 to 1904)Moral Imperative to Collect Contributions 98 CAMPAIGNERS (1905 to 1960)Consultants Who Codified Campaign Theory 99 TECHNOCRATS and INNOVATORS (1960 to 1990)Merged a Calling Into a Career 101 REFLECTORS and CORRECTORS (1990 to 2005)Shifted to a Donor-Focused Culture 103 RESPONDERS (2005 and Beyond)Faced Expansion, Retraction, and Globalization 104 PROFESSIONALS in Fund DevelopmentCharacteristics, Credentials, and Compensation 107 CHARACTERISTICSExpertise, Competencies, and Conscience 108 CREDENTIALSEducation, Experience, and Certification 112 COMPENSATIONEquitable and Competitive Salaries 116 JOB DESCRIPTIONRoles, Responsibilities, and Expectations 117 PROGRAM for Fund DevelopmentAn Integrated Seemless System 121 STRATEGIESAn Integrated Development Program 121 RESOURCESAdequate Infrastructure and Systems 124 TEAMWORKKey to Unleashing Energy and Talent 132 PLAN for Fund Development ProgramArticulation of Metrics and Methods 136 COMPONENTS of the PlanThe Individual Parts, Assembled, and Linked 138 EVALUATION of PlanMeasures to Reduce Risk and Increase Effectiveness 141 CHAPTER 4 Relationship ConceptsSocial Exchange, Alignment, Cultivation, and Management 147 Introduction 147 SOCIAL EXCHANGE in RelationshipsMove From Transactions to Transformations 149 MARKETINGSocial Exchange Based on Shared Values 149 MOTIVATIONSEvaluation of Constituency Profile 153 CONSTITUENTSFocus on High Potential Prospects 156 ALIGNMENT of RelationshipsConstituency Analysis Uncovers Patterns 163 RESEARCHIdentify Donors With Linkage and Interests 164 SEGMENTATIONOrganize Similar Donors Into Groups 170 TARGETINGRate, Rank, and Match Donors With Cases 172 CULTIVATION in RelationshipsStrategies To Build Long-Term Relationships 175 DONOR PYRAMIDDonor Movement and Monetary Distribution 176 CULTIVATION CYCLEProcess to Engage Donors Toward Mission Affinity 179 MOVES MANAGEMENTRelationship System Involving Multiple Contacts 182 MANAGEMENT of RelationshipsTechniques To Expand the Donor Base 184 ACQUISITIONIdentify and Invite Donors to Give 186 RENEWALEncourage Donors to Repeat Behavior 190 UPGRADEBuilding Donor Loyalty and Attachment 193 OVER-ABOVEThe Final Step in Donor Management 195 CHAPTER 5 Solicitation ConceptsCase, Campaigns, Communications, and Goals 199 Introduction 199 CASE to Solict GiftsCritical Elements of a Case for Support 200 MISSIONRelevance and Achievability of Vision 201 LEADERSHIPMarketplace Position in the Community 202 STABILITYStructurally Sound and Financially Responsible 203 READINESSInstitutional Assessment of Worthiness 204 CASE FOR SUPPORTCompelling, Urgent, and Realistic Goal 205 CAMPAIGNS to Solicit GiftsIntegration of Fundraising Methods 207 ANNUALProgram for Repeat, Loyal Giving 210 MAJORProgram for Inspired, Impactful Gifts 213 CAPITALProgram for Mega, Named Donors 215 LEGACYProgram for Donors' Last Gifts 218 COMMUNICATIONS to Solicit GiftsMotivational Elicitors to Generate a Response 221 DONOR FOCUSEDCreation of a Social Exchange 222 METHODSSolicitation Effectiveness and Efficiency 229 STEWARDSHIPAccountability for Donors and Dollars 236 GOALS to Solicit GiftBudgetary Approach to Match Needs and Interests 240 Summary 243 References 243 About the Author 245 Index 247

Product Details

  • ISBN13: 9780470621981
  • Format: Hardback
  • Number Of Pages: 288
  • ID: 9780470621981
  • weight: 662
  • ISBN10: 0470621982

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