Major Donors: Finding Big Gifts in Your Database and Online

Front Cover
Boost Your Nonprofit's Success!



Written by a sterling group of experts for their nonprofit peers, Major Donors: Finding Big Gifts in Your Database and Online supplies all types of nonprofit organizations with the best strategies for navigating the ever-changing world of fundraising on the Internet. Truly international in its examples, research, advice, and knowledge, this book is rich with avenues and ideas about approaching prospective givers--and generous with cross-cultural tips about conducting cultivation and solicitation in various countries.

"At last, a practical book that helps us move our thinking in the critical future area of major gift fundraising. As one of the oldest techniques in the fundraiser's armory, we have sat for too long using the same frameworks and techniques; this book offers new thinking, new insights, and new approaches that will help fundraisers harness the potential of the growing band of high-net-worth individuals within their country and internationally. This book is packed with up-to-the-minute, practical information that will enhance existing major gift programs as much as it will help beginners get their head around where to start."
--Tony Elischer, Managing Director, THINK Consulting Solutions

"Institutional advancement is a deeply personal process that requires in-depth understanding of our supporters, to the degree to which specific aspects of our own priorities reflect our donors' personal aspirations and interests. Prospect research is indispensable to this process and to identifying possible supporters from thousands of possible donors--it would have been impossible for the University of Toronto campaign to have succeeded in the absence of our investment in prospect research."
--Dr. Jon S. Dellandrea, Pro-Vice-Chancellor, Development and External Affairs, University of Oxford

"Major Donors offers some of the best advice from some of the world's leading prospect researchers, and it will help you to become a much better fundraiser. It is a great resource and an important part of any fundraising library. When you follow the advice in this book, you will raise much more money."
--Harvey McKinnon, President, Harvey McKinnon Associates author of Hidden Gold and How Today's Rich Give, and coauthor of the international bestseller The Power of Giving
 

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Contents

Finding Big Gifts in Your Database and Online Chapter 1 Prospecting for Major Gifts
1
Finding Big Gifts in Your Database and Online Chapter 2 Knowledge Management Data Mining and Prospect Screening
20
Finding Big Gifts in Your Database and Online Chapter 3 Why Bill Gates May Not Be Your Best Prospect
37
Finding Big Gifts in Your Database and Online Chapter 4 Prospect Research Policy Privacy and Ethics
51
Finding Big Gifts in Your Database and Online Chapter 5 US and Canadian Strategies
71
Finding Big Gifts in Your Database and Online Chapter 6 International StrategiesEurope and Asia
85
Finding Big Gifts in Your Database and Online Chapter 7 Your Web SiteWhat Does It Say to Major Donors?
103
Finding Big Gifts in Your Database and Online Chapter 8 An Internet Strategy for Major Donor Fundraising
111
Finding Big Gifts in Your Database and Online Appendix D Sample Contact Forms
194
Finding Big Gifts in Your Database and Online Appendix E ePhilanthropy Code of Ethical Online Philanthropic Practices
198
Finding Big Gifts in Your Database and Online Appendix F Potential Planning Measurements for Results
201
Finding Big Gifts in Your Database and Online Appendix G Sample Job Description Text
204
Finding Big Gifts in Your Database and Online Appendix H Data Grid for Estimating Giving Capacity
206
Finding Big Gifts in Your Database and Online Appendix I Activity Reports
207
Finding Big Gifts in Your Database and Online Appendix J Sample Contact Report
208
Finding Big Gifts in Your Database and Online Appendix K Performance Criteria for Major Gift Staff
209

Finding Big Gifts in Your Database and Online Chapter 9 Using Gathered Information Effectively within Your Staff and Volunteer Teams
128
Finding Big Gifts in Your Database and Online Chapter 10 Moving from Prospect Identification to Making Friends for Life
143
Finding Big Gifts in Your Database and Online Chapter 11 Results Analysis and Performance Measurements
159
Finding Big Gifts in Your Database and Online Chapter 12 Challenges for Tomorrow
177
Finding Big Gifts in Your Database and Online Appendix A The CSA Model Code for the Protection of Personal Information1
187
Finding Big Gifts in Your Database and Online Appendix B Data Mining and Prospect Screening Checklist1
189
Finding Big Gifts in Your Database and Online Appendix C Checklist for a Development Strategy1
192
Finding Big Gifts in Your Database and Online Appendix L NinePoint Performance Index Analysis of Major Gift Solicitation
210
Finding Big Gifts in Your Database and Online Appendix M Checklist for Major Gift Acknowledgment
211
Finding Big Gifts in Your Database and Online Appendix N Prospect Research Online
212
Finding Big Gifts in Your Database and Online Appendix O Donor Development and Prospect Research Recommended Additional Readings
222
Finding Big Gifts in Your Database and Online Index
225
Copyright

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About the author (2006)

Ted Hart, ACFRE, ePMT, is an Internet and fundraising strategist with close to twenty years of experience in communications, fundraising, and nonprofit management. He is founder and President of the international ePhilanthropy Foundation.

James M. Greenfield, ACFRE, FAHP, retired in February 2001, after completing forty years as a fundraising professional at five hospitals and three universities. He has written and edited eight books on fundraising management.

Pamela M. Gignac, Vice President, JMG Solutions Inc., has developed an extensive background in fundraising and prospect research in the areas of donor development, capital campaigns, and major gifts from individuals, companies, and foundations, as well as annual campaigns, and special events.

Christopher Carnie is the Chairman of The Factary Ltd (U.K.) and Managing Director of Factary Europe, specialists in providing tailor-made fundraising research for the not-for-profit sector.

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