Fundraising for Social Change, 8th Edition

Fundraising for Social Change, 8th Edition

by Kim Klein, Stan Yogi
Released March 2022
Publisher(s): Wiley
ISBN: 9781119845287

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Book description

A popular fundraising blueprint for small- to mid-sized nonprofit organizations

In the newly revised Eighth Edition of Fundraising for Social Change, two nonprofit leadership veterans deliver a hands-on, how-to guide to establishing and expanding a diverse base of donors. The authors maintain a focus on groups working toward racial, economic, and climate justice, providing trustworthy and relevant information that can be easily understood.

The book includes a free Instructor's Manual, as well as access to supplementary online content with additional resources. Readers will also find:

  • "Spotlight" sections highlighting the reflections and wisdom of a varied group of fundraisers
  • Insightful explorations about managing fundraising, including establishing a fundraising infrastructure, hiring a development director, and using consultants and coaches
  • Discussions of budgeting and planning, as well as how to handle significant financial trouble

An indispensable resource for nonprofit board members, managers, founders, and employees, Fundraising for Social Change is a must-read roadmap to raising money. It belongs on the bookshelves of leaders, activists and organizers seeking to advance racial, economic, environmental or social justice.

Table of contents

  1. COVER
  2. SERIES PAGE
  3. TITLE PAGE
  4. COPYRIGHT
  5. DEDICATION
  6. ONLINE CONTENT
  7. ACKNOWLEDGMENTS
    1. KIM KLEIN
    2. STAN YOGI
  8. INTRODUCTION TO THE 8TH EDITION
  9. ABOUT THE AUTHORS
  10. PART ONE: Nonprofits and the Money They Raise
    1. chapter ONE: The Size and Scope of the Nonprofit Sector
      1. THE SIZE AND SCOPE OF THE SECTOR
      2. WHERE MONEY FOR NONPROFITS COMES FROM
      3. WHAT TYPES OF ORGANIZATIONS RECEIVE DONATIONS?
    2. chapter TWO: Creating a Fundraising Philosophy
    3. chapter THREE: Be Clear About What the Money Will Do
      1. WHAT IS IN THE CASE STATEMENT?
      2. CREATING A STRATEGIC PLAN
    4. chapter FOUR: What You Have to Understand to Begin Fundraising
      1. APPEAL TO PEOPLE WHO GIVE
    5. chapter FIVE: The Importance of a Good Board of Directors
      1. THE BOARD AND FUNDRAISING
      2. COMMON BOARD PROBLEMS AND SUGGESTED SOLUTIONS
      3. MOVING PAST BOARD PROBLEMS
      4. OTHER FORMATIONS THAT CAN HELP A BOARD
      5. USING OTHER VOLUNTEERS FOR FUNDRAISING
  11. PART TWO: Ask Them, Thank Them, Ask Them Again
    1. chapter SIX: Financial Needs and Fundraising Strategies
      1. ANNUAL NEEDS
      2. CAPITAL NEEDS
      3. ENDOWMENT AND RESERVE FUNDS
      4. THREE GOALS FOR EVERY DONOR
      5. THREE TYPES OF STRATEGIES
      6. PLANNING IS TIME WELL SPENT
    2. chapter SEVEN: The Very Human Need for Appreciation
      1. PEOPLE NEED TO BE APPRECIATED
      2. DON'T DO AS I SAY
      3. DO IT NOW
      4. LOGISTICS AND CONTENT
      5. COMMON QUESTIONS
    3. chapter EIGHT: Getting Comfortable with Asking
      1. WHY WE ARE AFRAID TO ASK FOR MONEY
      2. SPECIFIC FEARS
    4. chapter NINE: Ask Real Prospects
      1. ACCESS
      2. AFFINITY
      3. ABILITY
      4. STEPS IN CREATING A PROSPECT LIST
    5. chapter TEN: How to Ask
      1. THE MOST FORMAL APPROACH
      2. THE MEETING
    6. chapter ELEVEN: Strengthening Relationships by Creating Categories of Donors
      1. CATEGORIES
      2. STAYING IN TOUCH WITH DONORS
  12. PART THREE: Strategies for Acquisition and Retention
    1. chapter TWELVE: Multichannel Fundraising
    2. chapter THIRTEEN: What Successful Mass Appeals Have in Common
      1. A GOOD LIST
      2. UNDERSTANDING THE PSYCHOLOGY OF AN APPEAL
      3. TEST AND EVALUATE
      4. HANDLING RESPONSES TO YOUR APPEALS
      5. ASK DONORS SEVERAL TIMES A YEAR
    3. chapter FOURTEEN: Direct Mail
      1. ACQUISITION: GET SOMEONE TO GIVE FOR THE FIRST TIME
      2. RETENTION: GET DONORS TO REPEAT THEIR DONATIONS
      3. UPGRADE: ASK DONORS TO RENEW THEIR GIFTS
      4. USING DIRECT MAIL ON A SMALLER SCALE
      5. CONSTRUCTING A DIRECT MAIL PACKAGE
      6. THE DIRECT MAIL APPEAL PACKAGE
      7. PUTTING THE PACKAGE TOGETHER
      8. BENEFITS AND PREMIUMS
      9. WHEN TO SEND AN APPEAL
      10. USING DIRECT MAIL TO SEEK RENEWAL GIFTS
    4. chapter FIFTEEN: Online Fundraising
      1. FOLLOW THE RESEARCH
      2. FOCUS ON YOUR WEBSITE AND BUILDING YOUR EMAIL LIST
      3. DRIVING TRAFFIC TO YOUR SITE
      4. CROWDFUNDING
      5. PEER‐TO‐PEER FUNDRAISING
    5. chapter SIXTEEN: Phone Banking
      1. BASIC TECHNIQUE OF THE PHONE BANK
      2. PREPARATION
      3. THE NIGHT OF THE PHONE BANK
      4. AFTER THE PHONE BANK
      5. GETTING PUBLICITY FOR YOUR PHONE BANK
    6. chapter SEVENTEEN: Special Events
      1. ASSESS WHERE YOU NEED TO BE MORE VISIBLE
      2. RAISING MONEY IS A SECONDARY GOAL
      3. TYPES OF PEOPLE WHO ATTEND SPECIAL EVENTS
      4. CHOOSING A FUNDRAISING EVENT
      5. THE LOGISTICS OF A SPECIAL EVENT
      6. WHAT NOT TO FORGET
      7. THE EVALUATION
      8. VIRTUAL EVENTS
    7. chapter EIGHTEEN: Establishing Voluntary Fees for Service
      1. WHAT TO CHARGE FOR
      2. VOLUNTARY FEES
      3. STAYING LEGAL
      4. SETTING THE FEES
      5. INTRODUCING THE PROCESS OF COLLECTING FEES
      6. WHEN SERVICE IS PROVIDED BY PHONE OR EMAIL
    8. chapter NINETEEN: Door‐to‐Door and Street Canvassing
      1. ADVANTAGES AND DISADVANTAGES
      2. ELEMENTS NEEDED TO RUN A CANVASS
      3. SETTING UP A CANVASS
      4. THE CANVASSERS' WORKDAY
      5. RETAINING DONORS ACQUIRED THROUGH A CANVASS
    9. chapter TWENTY: Opportunistic Fundraising
      1. TWO WEEKS OF FUNDRAISING OPPORTUNITIES
      2. FIND YOUR OWN OPPORTUNITIES
  13. PART FOUR: Inviting Current Donors to Make Bigger Gifts
    1. chapter TWENTY-ONE: Building Major Donor Programs
      1. SETTING A GOAL
      2. DECIDING HOW MANY GIFTS AND WHAT SIZE
      3. HOW MANY PEOPLE TO ASK
      4. MATERIALS FOR MAJOR GIFT SOLICITATION
      5. KEEPING IN TOUCH WITH MAJOR DONORS
      6. RENEWING MAJOR DONOR GIFTS
      7. WHEN TO ASK FOR MORE
      8. STRUCTURING YOUR PROGRAM AS A CAMPAIGN
      9. THE HARDEST YEAR
    2. chapter TWENTY-TWO: Setting Up and Maintaining Recurring Donor Programs
      1. CREATING A RECURRING DONOR PROGRAM
      2. LAUNCHING YOUR RECURRING DONOR PROGRAM
      3. ONGOING PROMOTION
      4. COLLECTING MONTHLY DONATIONS
      5. KEEPING TRACK OF RECURRING DONORS
      6. THANK THE DONOR PROMPTLY
      7. TWO DON'TS OF RECURRING DONOR PROGRAMS
    3. chapter TWENTY-THREE: Legacy Giving
      1. UNDERSTANDING BASIC LEGACY GIFTS
      2. SHOULD YOUR ORGANIZATION PROMOTE LEGACY GIFTS?
      3. FOUNDATIONS OF A LEGACY GIVING PROGRAM
      4. ENCOURAGING YOUR DONORS TO MAKE A LEGACY GIFT
      5. WHEN SOMEONE INFORMS YOU OF A LEGACY GIFT INTENTION
      6. WHEN A GIFT MATURES
    4. chapter TWENTY-FOUR: Setting Up an Endowment
      1. ENDOWMENT DEFINED
      2. BENEFITS OF ENDOWMENTS
      3. DISADVANTAGES OF ENDOWMENTS
      4. CONSIDERING AN ENDOWMENT OR RESERVE FUND
  14. PART FIVE: Using Campaigns to Raise Large Amounts of Money
    1. chapter TWENTY-FIVE: What All Large Campaigns Have in Common
      1. STEP 1: SET A GOAL AND CREATE A GIFT RANGE CHART
      2. STEP 2: CREATE THE TIMELINE
      3. STEP 3: FORM A SOLICITATION TEAM
      4. STEP 4: COMPILE AND ORGANIZE THE LIST OF PROSPECTS
      5. STEP 5: HAVE A STRONG CASE
    2. chapter TWENTY-SIX: Raising Money for Capital
      1. BEST PROSPECTS FOR CAPITAL CAMPAIGNS
      2. BEGINNING A CAPITAL CAMPAIGN
      3. ESTIMATING COSTS
      4. For the Building Project Itself
      5. PREPARING A CASE STATEMENT
      6. TIMING
      7. FINAL APPROVAL
      8. THE PROSPECTUS
      9. FOUR PHASES OF THE CAMPAIGN
      10. POST-CAMPAIGN
    3. chapter TWENTY-SEVEN: Endowment Campaigns
      1. SETTING A GOAL
      2. THE SOLICITATION TEAM
      3. A CLEAR CASE FOR SUPPORT
    4. chapter TWENTY-EIGHT: Conducting Feasibility Studies
      1. WHO CONDUCTS THE FEASIBILITY STUDY
      2. WHETHER TO DO A STUDY
      3. WHAT FEASIBILITY STUDIES TELL YOU
  15. PART SIX: Budgeting and Planning
    1. chapter TWENTY-NINE: Developing a Budget
      1. STEP 1: ESTIMATE EXPENSES AND INCOME SEPARATELY
      2. STEP 2: MEET, COMPARE, NEGOTIATE
      3. ONGOING MONITORING
    2. chapter THIRTY: Creating a Fundraising Plan
      1. STEP 1: SET A GOAL
      2. STEP 2: SPELL OUT THE DETAILS OF EACH INCOME STRATEGY
      3. STEP 3: PLOT OUT YOUR PLANS FOR RAISING MONEY FROM INDIVIDUALS
      4. STEP 4: DECIDE ON NUMBERS OF DONORS AND MATCH THEM TO STRATEGIES
      5. STEP 5: PUT THE PLAN ONTO A TIMELINE AND FILL OUT THE TASKS
      6. RAISE, DON'T CUT
    3. chapter THIRTY-ONE: What to Do in Case of Financial Trouble
      1. CASH FLOW PROBLEMS
      2. DEFICIT SPENDING
      3. SERIOUS ACCOUNTING ERRORS, MISMANAGEMENT OF FUNDS, OR EMBEZZLEMENT
    4. chapter THIRTY-TWO: The Perennial Question of Clean and Dirty Money
  16. PART SEVEN: Fundraising Management
    1. chapter THIRTY-THREE: Infrastructure for Fundraising
      1. GUIDELINES
      2. WATCH FOR TIME SINKS
      3. CALENDARS
    2. chapter THIRTY-FOUR: Hiring a Development Director
      1. THE ROLE OF A DEVELOPMENT DIRECTOR
      2. THE TASKS OF THE DEVELOPMENT DIRECTOR
      3. SOLVING YOUR PROBLEMS
      4. PAYING THE DEVELOPMENT DIRECTOR
      5. HOW TO FIND A CAPABLE DEVELOPMENT DIRECTOR
    3. chapter THIRTY-FIVE: Using a Consultant, Coach, Mentor, or Trainer
      1. CONSULTANT
      2. TRAINER
      3. MENTOR
      4. COACH
      5. WORKING WITH A FUNDRAISING CONSULTANT
      6. WHAT FUNDRAISING CONSULTANTS CAN DO
      7. WHAT FUNDRAISING CONSULTANTS GENERALLY DON'T DO
      8. HOW TO CHOOSE A CONSULTANT
      9. PAYING CONSULTANTS
      10. NO MIRACLE WORKERS
    4. chapter THIRTY-SIX: Dealing with Anxiety
      1. RECRUIT VOLUNTEERS AND DELEGATE
      2. KEEP YOUR PRIORITIES CLEAR
      3. DETACH FROM THE RESULTS OF YOUR WORK
      4. RECOGNIZE THAT THERE ARE EXTERNAL FORCES BEYOND YOUR CONTROL
      5. TAKE CARE OF YOURSELF
  17. PART EIGHT: You the Fundraiser
    1. chapter THIRTY-SEVEN: Know What You Need to Know
      1. A GOOD DONOR MANAGEMENT SYSTEM
      2. THE IMPORTANCE OF DONOR RECORDS
      3. KEEPING YOUR LIST IN SHAPE
      4. YOUR FILING SYSTEM
      5. STICKING WITH IT
    2. chapter THIRTY-EIGHT: Working with Your Executive Director
      1. DEVELOPING A GOOD RELATIONSHIP
    3. chapter THIRTY-NINE: Working with Volunteers
      1. INVITE PEOPLE TO PARTICIPATE IN FUNDRAISING
      2. TAKE THE TIME NECESSARY TO ORIENT VOLUNTEERS TO YOUR FUNDRAISING PROGRAM
      3. HELP EVERY VOLUNTEER CHOOSE THE FUNDRAISING STRATEGIES THEY WILL FEEL MOST COMFORTABLE USING
      4. REMEMBER THAT GOOD ENOUGH IS GOOD ENOUGH
      5. SHOW GENUINE AND FREQUENT APPRECIATION
      6. GIVE VOLUNTEERS TIME OFF
    4. chapter FORTY: When You Encounter Ethical Dilemmas
      1. THREE DILEMMAS
      2. THREE TOOLS
      3. GOOD ENDINGS
      4. MORE DIFFICULT ENDINGS
  18. PART NINE: Special Circumstances
    1. chapter FORTY-ONE: Raising Money in Rural Communities
      1. THE MANY KINDS OF RURAL
      2. RAISING THE MONEY YOU NEED IN A RURAL COMMUNITY
      3. PROSPECTS
      4. SPECIAL EVENTS
      5. VIRTUAL EVENTS
      6. PERSONAL SOLICITATION
      7. CONCLUSION
    2. chapter FORTY-TWO: Fundraising for a Coalition
      1. EXAMINE THE PROBLEM
      2. SOME SOLUTIONS
    3. chapter FORTY-THREE: When No One Is Paid
      1. EFFECTIVE ORIENTATION OF NEW VOLUNTEERS
      2. FINDING VOLUNTEERS
    4. chapter FORTY-FOUR: When You Are Just Starting Out
  19. PART TEN: The Power of Individual Donors in Two Social Movements
    1. chapter FORTY-FIVE: Fundraising for LGBTQ+ Equality and Justice
      1. HORIZONS FOUNDATION
      2. NATIONAL CENTER FOR LESBIAN RIGHTS
      3. FUNDRAISING FOR ASIAN PACIFIC AMERICAN COMMUNITY RESPONSES TO HIV/AIDS
      4. NATIONAL COALITION OF BLACK LESBIANS AND GAYS
      5. TRANSGENDER LAW CENTER
    2. chapter FORTY-SIX: Building Political Power for Immigrants' Rights
      1. UNITED FARM WORKERS
      2. CHIRLA
      3. CASA DE MARYLAND
      4. MUJERAS UNIDAS Y ACTIVAS
      5. NILC
  20. INDEX
  21. END USER LICENSE AGREEMENT

Product information

  • Title: Fundraising for Social Change, 8th Edition
  • Author(s): Kim Klein, Stan Yogi
  • Release date: March 2022
  • Publisher(s): Wiley
  • ISBN: 9781119845287