Fundraising for the Long Haul

Foreword v

Acknowledgments vii

Introduction ix

Section 1 You Can Learn from My Mistakes 1

Lesson 1 The Importance of Prospect Research 3

Lesson 2 The Importance of Being Straightforward 6

Lesson 3 Practice Makes Perfect--or at least able to do the job 10

Lesson 4 The Pitfalls of Projecting Your Insecurities onto Others 12

Lesson 5 Haste Makes Waste 14

Lesson 6 The Importance of Process 17

Section 2 How to Have a Healthy Fundraising Program 23

Chapter 1 The Elements of a Healthy Fundraising Program 25

Chapter 2 The Elements of a Healthy Development Office 35

Chapter 3 Characteristics of a Healthy Fundraiser 45

Section 3 Common Obstacles to a Healthy Fundraising Program 55

Chapter 4 Founder's Syndrome 57

Chapter 5 The Organization Veers Away from Its Mission 71

Chapter 6 The Truth About Boards (and Fundraising) 89

Chapter 7 When Fundraising Strategies Wear Out 103

Chapter 8 Taking Donors for Granted 111

Section 4 Using Strategies Effectively Over Time 117

Chapter 9 Fundraising and Strategic Planning 119

Chapter 10 Savings Accounts, Reserve Funds and Endowments 127

Chapter 11 Nonprofit Does Not Equal Anti-Profit: Getting Comfortable with Making Money 135

Chapter 12 Collaborative Fundraising 145

Chapter 13 Fundraising for the Long Haul 153

Bibliography 157

Index 159