The Seven Faces of Philanthropy: A New Approach to Cultivating Major Donors

Preface ix

The Authors xiii

Introduction to the Paperback Edition xv

Introduction: A Powerful New Tool for Understanding Major Donors 1

Part 1 Profiling the Seven Faces of Philanthropy 13

1. The Communitarian: Doing Good Makes Sense 17

2. The Devout: Doing Good Is God's Will 31

3. The Investor: Doing Good Is Good Business 43

4. The Socialite: Doing Good Is Fun 56

5. The Altruist: Doing Good Feels Right 69

6. The Repayer: Doing Good in Return 81

7. The Dynast: Doing Good Is a Family Tradition 94

Part 2 Cultivating Major Donors with the Seven Faces Framework 107

8. Making Connections Through Charity Networks 111

9. Building Relationships with the Seven Philanthropic Personalities 128

10. Identifying Appropriate Giving Strategies 150

11. Sustaining Relationships Through Donor Centered Strategies 173

Conclusion: Applying the Seven Faces Framework 197

Appendix Research Methodology 203

References 207

Index 213