Ten Steps to Fundraising Success by Mal Warwick and Stephen Hitchcock

In Ten Steps to Fundraising Success, two of the country's leading fundraising experts — Mal Warwick and Stephen Hitchcock — show you how to implement a fundraising strategy that goes beyond simply raising money to meet your organization's financial requirements.

Step-by-step, Warwick and Hitchcock show how to develop a mission-driven fundraising strategy that is based on Warwick's highly successful Five Strategies approach.The workbook and CD-ROM offer you the additional advantages of electing and crafting your own strategic plans right on the page, and analyzing the results.

TABLE OF CONTENTS

Introduction: Before You Take Your First Step

* The Logic of This Workbook
* Who Should Use This Workbook, and Why
* How to Use This Workbook

STEP ONE:
Assess Your Organization's Current Fundraising Efforts
* Exercise 1.1: 10 Questions Every Nonprofit Board Member or Executive Needs to Answer
* Exercise 1.2: Does Your Organization's Mission Address Real Needs?
* Exercise 1.3: 46 Questions to Ask in Preparing Your Case for Giving
* Checklist: Ten Things You Need the Most from Your Computer System
* Exercise 1.4: Does Your Organization Pass the Ethics

STEP TWO:
Assess the Fundraising Strengths and Weaknesses
of Your Board Members and Staff
* Exercise 2.1 How Well Is Your Board Doing Its Job?
* Exercise 2.2: Evaluating Your Executive Director
* Exercise 2.3: Evaluating Your Development Director
* Exercise 2.4: 10 Tips for Hiring a Consultant

STEP THREE:
Weigh the Costs and Benefits of the
Five Strategies for Fundraising Success
* Overview of the Five Strategies
* Why Pursuing One Strategy Is Essential
* You Need a Secondary Strategy, Too
* Table 3.1: How Secondary Strategies Support Primary Strategies

STEP FOUR:
Assemble the Team to Select the Best Fundraising Strategy
* Exercise 4.1: Assessing Candidates for Your Fundraising Strategy Team
* Checklist: Putting Together Your Fundraising Strategy Team
* Checklist: Choosing the Ideal Person to Chair Your Team
* Exercise 4.2: Fostering the Right Environment to Encourage Discussion
* Checklist: How to Organize Your Strategy Planning Sessions

STEP FIVE:
Choose the Fundraising Strategy That's Right
for Your Organization's Mission
* Exercise 5.1: Which Primary Fundraising Strategy Is Right for Your Organization?
* Exercise 5.2: Which Secondary Fundraising Strategy Is Right for Your Organization?

STEP SIX:
Set Fundraising Goals that
Support Your Fundraising Strategy
* Goals and Objectives
* Table 6.1: Examples of Audacious Goals to Support Your Organization's Fundraising Strategy
* Exercise 6.1: Setting Goals for Growth
* Exercise 6.2: Setting Goals for Involvement
* Exercise 6.3: Setting Goals for Visibility
* Exercise 6.4: Setting Goals for Efficiency
* Exercise 6.5: Setting Goals for Stability

STEP SEVEN:
Turn Fundraising Goals into Achievable Objectives
* Examples of Objectives that Support Fundraising Goals and Strategies
* Exercise 7.1: Setting Objective 1 for Goal 1
* Exercise 7.2: Setting Objective 2 for Goal 1
* Exercise 7.3: Setting Objective 3 for Goal 1
* Exercise 7.X: Setting Objective _ for Goal _

STEP EIGHT:
Choose the Right Tactics for Your
Fundraising Strategy and Goals
* Tables 8.1-5: Potential Applications of Fundraising Tactics to Promote Growth, Involvement, Visibility, Efficiency, and Stability
* Exercise 8.1: Is Your Organization Ready for a Capital Campaign or Major Gift Drive?
* Exercise 8.2: Do Special Events Make Sense for You?
* Exercise 8.3: Is Planned Giving Within Your Reach?
* Exercise 8.4: Should Your Organization Launch a Direct Mail Program?
* Exercise 8.5: Should Your Organization Launch a Telephone Fundraising Program? [... Use Telephone Fundraising?]
* Exercise 8.6: Choosing Fundraising Techniques to Achieve Specific Objectives

STEP NINE:
Create a Master Calendar and Keep on Track
* Exercise 9.1: Creating a Master Calendar for Fundraising
* Table 9.1: Sample Master Calendar for Fundraising Success
* Exercise 9.2: Creating Your Master Calendar for Fundraising

STEP TEN:
Measure Your Organization's Progress
* Exercise 10.1: Measuring Progress Toward Your Objectives
* Exercise 10.2: Measuring Progress Toward Your Goals
* Exercise 10.3: Reviewing Your Strategic Benchmarks
* Exercise 10.4: Is Your Message Getting Through?
* Exercise 1.1: 10 Questions Every Nonprofit Board Member or Executive Needs to Answer

ILLUSTRATION:
A Chart to Help You Visualize the
Ten Steps to Fundraising Success

GLOSSARY OF KEY TERMS AND CONCEPTS 

About the authors

Jossey-Bass, 2001
Paperback, 160 pages, $29.00
ISBN 0-7879-5674-0

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