Details

Fundraising the SMART Way

Predictable, Consistent Income Growth for Your Charity
The AFP/Wiley Fund Development Series 1. Aufl.

von: Ellen Bristol
41,99 €
Verlag:	Wiley
Format:	EPUB
Veröffentl.:	13.03.2014
ISBN/EAN:	9781118640241
Sprache:	englisch
Anzahl Seiten:	272

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Beschreibungen

Titelbeschreibung

Strategic planning and tactical fundraising can maximize income and minimize costs Fundraising is the lifeblood of the nonprofit, and, successful or otherwise, determines the organization's ability to provide for the group it serves. Every organization attempts to lower overhead while increasing donations, but this often proves to be impossible within existing frameworks. Effective fundraising - increasing donations while engaging more donors and lowering costs - requires a sound strategy that turns major roadblocks into minor hurdles that are easily overcome. It's not about trying harder, it's about working smarter. Fundraising the SMART Way provides the groundwork for a complete revamp of organizational fundraising systems. Author Ellen Bristol applies twenty years of corporate sales experience and eighteen years in fund development consultation to the problem of inefficient fundraising. Bristol turns her extensive sales expertise toward the perspective of "selling" an organization to potential donors, increasing the donor pool, and lowering the cost of fundraising. The book details the questions every nonprofit should be asking to maximize the effectiveness of fundraising efforts, and encourages systematic strategy development by zeroing in on key factors such as: <ul> <li>Organizational goals, strengths, and weaknesses</li> <li>Donor actions and motivations</li> <li>Workload management and results QA</li> <li>Opportunity evaluation and organizational action</li> </ul> The book outlines clear, concrete, actionable steps that can be immediately implemented to escalate income growth. Effective fundraising is sustainable, consistent, and on-target. It must exceed current need and expand to fill future need. Fundraising the SMART Way represents a true breakthrough in that it lays a foundation for true systemic overhaul, and can be the catalyst for the growth of any nonprofit.

Inhaltsverzeichnis

Preface xi Acknowledgments xv Introduction Why We Need a Fundraising Revolution 1 Fundraising the SMART WayTM 4 How It Works 5 Results from the Leaky Bucket Study 6 Statistics from the Leaky Bucket Assessment 8 The Four Laws of Performance Management 11 Target: Consistent, Predictable Income Growth 14 Effective Fundraising as Competitive Advantage 16 Adopting the SMART Way Model 19 PART ONE Which Funders Are “Right” for You? 21 CHAPTER 1 The Context for Fund Development 25 What Should It Cost to Achieve Your Mission? 26 Analyzing the True Cost of Your Mission 30 Your Opportunity Risk Factor: The Real Value of Your Time 31 What Makes Your Best Funders “Best”? 34 Your Unique Value Proposition: The Value in Value-Added 36 What We Covered 42 What You Can Do 42 CHAPTER 2 Funder Selection Strategies 45 Why Your Best Funders Support You 47 The Exchange of Value 55 Applying the Exchange of Value 59 What We Covered 60 What You Can Do 61 CHAPTER 3 Building Your SMART Way Prospect Scorecard 63 Nine Scorecard Principles 66 Crafting Scorecard Statements 72 Scoring the Prospect 80 Scorecard as Management Control 82 What We Covered 84 What You Can Do 85 CHAPTER 4 The Scorecard as a Management Control Device 87 Using the Scorecard to Manage the Fundraising Process 88 Validating the Scorecard 89 The Suggested Probing Questions 92 Developing Your Questions 96 Field-Test the Scorecard 101 The Control Part 105 What We Covered 106 What You Can Do 106 PART TWO Defining the Fund Development Process 109 CHAPTER 5 The Fund Development Pipeline 113 Pipeline Basics 114 The SMART Way Pipeline Revolution 116 Process Management for Nonprofits: A Primer 117 Moves Management versus the SMART Way 118 Eliminate Process Boundaries or Add Them? 120 Development Drivers 127 What We Covered 129 What You Can Do 129 CHAPTER 6 Setting Performance Targets 131 Everything You Ever Wanted to Know about Continuous Improvement 132 Assigning Targets 135 Good Targets, Bad Targets 139 Move Zero Targets 141 Performance Targets and the SMART Way Scorecard 145 Targets for Development Drivers 149 What We Covered 150 What You Can Do 151 PART THREE Implementing Fundraising the SMART Way 153 CHAPTER 7 Reporting and Leading for Better Results 157 Leadership 101 158 First, There is a Mountain . . . 159 “Vertical” versus “Horizontal” Reporting 159 SMART Way Reports 163 Enlightened Leadership Practices 166 Tracking Donor Move Targets 171 Reading the Story the Numbers Tell You 173 What We Covered 174 What You Can Do 174 CHAPTER 8 The Breakthrough: Continuous Improvement 177 The Plan-Do-Check-Act Cycle 178 Root-Cause Analysis Done Right 179 What We Covered 200 What You Can Do 201 CHAPTER 9 Applying SMART Way Methods to Mass-Market Fundraising 203 Selling to Major Accounts versus Transactional Selling 204 The Majors versus the Minors 206 To Find Donors, Stop Looking 208 Mass-Market and Target-Market Fundraising 214 SMART Way Management Controls 216 What We Covered 218 What You Can Do 218 CHAPTER 10 Radical Thinking about the Fundraising Revolution 221 Fundraising and the Russian Revolution 225 Adopting the Mind-set of Potential 228 Revolutionizing the Way We Manage Performance 229 Implications for Information Technology 235 Implications for the Governing Board 237 Parting Remarks 241 About the Author 243 About the Companion website 245 Index 247

Autorenportrait

ELLEN BRISTOL came into the nonprofit sector after more than twenty years of experience in the corporate world where she specialized in major-account sales of information technology equipment. Since 1995, the year she launched Bristol Strategy Group, she has developed a solid track record as a consultant and author in the fund development arena.

Back cover copy

Start a fundraising revolution within your organization A part of the acclaimed AFP Fund Development Series, Fundraising the SMART Way™ + Website describes in detail a formal methodology that provides the management controls so sorely needed to acquire and sustain funding in a significantly more rational, objective, and productive manner. These techniques don't merely fix problems; they also open the door to innovation. This book is about revolutionizing the fundraising function through the classic elements and disciplines of performance, or as its often called, process management. Author Ellen Bristol built on the successful foundations of Six Sigma and LEAN methodologies to create The SMART Way™, a set of business rules, guidelines, performance metrics, and other management controls that provide measurable improvements in sales profitability. Her system is now fundamentally changing the way nonprofits and other organizations approach fundraising. The SMART Way™ model establishes two critical components that tend to be ignored, overlooked, or under-valued. When you can document and quantify these two components, capture data against them, and then cross-reference the data, you will be far more capable of maintaining high levels of productivity, management control, visibility, and accountability for all engaged in the fundraising effort, including peer solicitors and even donors themselves. Here are the two critical components: <ul> <li>The Ideal-Funder Profile: a benchmark for each category of funder (donor, grant maker, corporate giver) that lists factual, quantitative characteristics of your ideal funder; qualitative or values-based characteristics; and the danger signs that suggest that some donors, assuming you were to win them over, may cost more than they are worth. A complex benchmark of this nature provides clear guidelines about which donors justify the most investment of time and effort, and which do not. In the SMART Way™ model, we call such profiles Scorecards.</li> <li>The Donor Moves: milestones that locate the gift/grant opportunity in the pipeline based on the donor's giving process, rather than your team's getting process. Virtually all gifts and grants evolve through a short, predictable, unvarying series of milestones that provide effective performance indicators, both leading and trailing.</li> </ul> Fundraising the SMART Way™ + Website will teach you to wrap your organizational arms and minds around the persistently stormy nature of the fund-development climate, and how to prevent tsunamis, hurricanes, and tornados in favor of balmy breezes and warm climes, a fund development world where what you want to happen, happens.