Details

Yours for the Asking


Yours for the Asking

An Indispensable Guide to Fundraising and Management
1. Aufl.

von: Reynold Levy

23,99 €

Verlag: Wiley
Format: EPUB
Veröffentl.: 14.10.2008
ISBN/EAN: 9780470440780
Sprache: englisch
Anzahl Seiten: 240

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Beschreibungen

Learn how to power up your fundraising-from Reynold Levy, the master of fundraising Drawing on his experience in raising over one billion dollars in six years as President of Lincoln Center, Reynold Levy has written the ultimate insider's guide to asking for and receiving funds. Rich with insights and invaluable advice from Levy's own lessons learned, this powerful book is for you, whether your organization is concerned with health, education, the arts, or humanitarian causes, a think tank or advocacy group, established or fledgling. Insightful, creative, and humorous, Yours for the Asking draws back the curtain to disclose Levy's secrets of success and reveals how you can: Tap into the resources of donors, large and small, for your institution or cause Reach wealthy people and successfully bring home the bacon Put aside fears, qualms, and hesitancies and confidently ask for funds Locate the intersection between the interests of business and the needs of your nonprofit organization Solve the mystery of fundraising from foundations Explore your organization's future in fundraising and discern its long-term trends Learn the best ways to combat the adverse impact of a wide, deep, and prolonged recession Yours for the Asking will transform your view of fundraising from a dreaded aspect of your job to a high calling, from "pleading" for money to helping donors find pleasure in advancing social causes and strengthening key nonprofit institutions. Affluence and generosity abound. It's all yours-for the asking.
Acknowledgments xv About the Author xxi Introduction xxiii CHAPTER 1 Fundraising: A Call to Alms, A Call to Action 1 America’s Charitable Potential 6 Activating Philanthropy: The 92nd Street Y 9 Galvanizing Giving: The International Rescue Committee 10 Fundraising on Steroids: Lincoln Center 11 A Call to Alms, A Call to Action 15 CHAPTER 2 Soliciting Individual Prospects 17 America’s Astonishing Affluence 19 Trustee Engagement and Support 23 Volunteer Service: Beyond the Board 29 Engaging Volunteers: A Management Priority 31 A CEO’s Modus Operandi 33 Attitude and Temperament 35 Overcoming Economic Bad News and Psychological Resistance 37 To Ask: Popping the Question 38 Qualities of Excellent Fundraisers 41 Ready, Set, Ask 42 CHAPTER 3 Asking, Face to Face 43 Appointment Secured: Now What? 45 Please and Thank You 46 Donor Recognition: Here to Stay 47 Merit Matters: The Formal Written Request 48 The Lure of the Challenge Grant 49 The Generational Divide 50 Confessions of a CEO 52 The Written Proposal: A Prizewinning Example 54 Obstacles to Overcome 61 Individual Donor Checklist: Some Vital Questions 62 CHAPTER 4 The Institutional Donor: Corporations and Foundations 65 The Corporation and the Small Business 66 The Parlance of Corporate Aid 67 Corporate Support Magnified 69 Small Business, Large Impact 70 The Corporation: Pathway to Affluent Donors 71 Winning Business Support 72 The Lincoln Center Experience 76 Take a Walk, Read Widely 80 The Foundation 81 CHAPTER 5 Technique: Special Events and Direct Mail 85 Special Events 86 Direct Mail Fundraising 94 CHAPTER 6 Tough Questions: Candid Answers 99 Emerging Nonprofits: Newer, Smaller 100 The Philanthropic Postmortem: Critiquing Performance 102 Fundraising in Stormy Weather 104 Fundraising: Who is in Charge and When 106 Fundraising Myths and Realities 108 A CEO’s Two Friends: The Watch and the List 111 Four Hall of Fame Fundraisers: My Nominees 113 Donations that can Cost Too Much 118 CHAPTER 7 A Passport to Successful Fundraising: Lessons of a Lifetime 121 1. Diversify Funding Sources 122 2. Diversify Funding Methods 122 3. It’s the Board of Directors, Stupid 122 4. Advice and Money: The Relationship 123 5. Fundraising: Anytime, Anywhere, Any Season 123 6. The Solicitor’s Magic Words 123 7. The Right Way to Ask 123 8. Shoe Leather Trumps Mail 124 9. No is Not an Answer 124 10. Baseball, Not a College Exam 124 11. Fundraising as Apple Pie 124 12. Fundraising is a Team Effort 125 13. Practice, Practice 125 14. Philanthropy is Biography 125 15. Speed and Agility Matter 125 16. The Corporate/Nonprofit Meeting Place 126 17. The School of Hard Knocks 126 18. Early Money: The Best Kind 126 19. Donors Crave Recognition 126 20. Philanthropists Need Help 127 21. Merit Matters 127 22. Reputation: Hard to Acquire, Easy to Squander 127 23. Communicate, Early and Often 128 24. Roles that Fundraisers Play 128 25. Plan and Prepare 128 26. Spread the Gospel 129 27. Fundraising is All about Tomorrow 130 28. Leaving a Legacy 130 CHAPTER 8 Humor and Fundraising 133 The Relentlessness of Fundraisers 134 The Elusiveness of Prospects 135 Fundraising is Heavy Lifting 135 The Imperative of Donor Recognition 136 The Lore of Frank Bennack, Jr. 137 Politics is Inexpensive 138 Major Prospects Enjoy Healthy Egos 138 Self-Deprecating Humor: It Wears Well 138 A Classic: Many Variations on a Theme 139 She was One of a Kind: Beverly Sills—Part A 139 She was One of a Kind: Beverly Sills—Part B 140 She was One of a Kind: Beverly Sills—Part C 141 An Excusable Lateness 142 Introducing a Gala Honoree 143 The Ask Reduced to its Essentials 143 Intellectual Flight and an Empty Wall No More 145 The Philanthropic Marine Corps 147 CHAPTER 9 Fundraising: Dimensions of the Future 149 The Board of Directors Transformed 150 Willie Sutton goes Global 151 Philanthropic Converts Become Proselytizers 155 Underperforming Businesses 155 E-Philanthropy: Unrealized Potential 158 Think Big: It’s a New Millennium 160 CHAPTER 10 Quotations that Matter 163 Bibliography 173 Appendix I. Fundraising on Steroids: Lincoln Center 179 Appendix II. Nonprofit Board of Directors Size: A National Sampler and Lincoln Center 185 Appendix III. Governance at Lincoln Center: 2007 187 Appendix IV. Three Direct Mail Home Runs from the International Rescue Committee 189 Notes 199 Index 203
"Put simply, fundraising is nothing more than salesmanship. It's persuasiveness at work. It's a performing art." (Directors & Boards, Third Quarter 2009) "Reynold Levy offers a straightforward, on-target approach to virtually every fundraising concern, including those experienced in tough economic times." (Arts Management, Jan-Feb 2009) "Most fundraisers are uncomfortable asking for money, despite the fact that they are soliciting funds for worthy causes. However, author Reynold Levy makes the case that not only do individuals, corporations and foundations give money to organizations and causes they care about, they do so because they are asked. In addition, despite the current economic crisis, Americans continue to enjoy staggering wealth, and the wealthy can comfortably increase the amount they now give to charity without depriving themselves. All it takes is a disciplined and creative approach to soliciting those funds. This book shows you how." (CausePlanet.org; 11/08) "Reynold Levy, could not have predicted the economic climate into which his new book would land. But "Yours for the Asking" now seems eerily prescient - particularly which chapters like "Fund-Raising in Stormy Weather" and "Overcoming Economic Bad News and Psychological Resistance". Regarding tough times, Mr. Levy asserts in the book that affluent people donate more from their assets than their income, leaving their contributions less vulnerable to a downturn." Moreover, worthy causes remain worthy, Mr. Levy said in an interview, no matter what the current state of world." (The New York Times; 11/11/08) "Reynold Levy, a veteran fund raiser and former grant maker whose new book is called Yours for the Asking, argues that even in a troubled economy, a lot of people still have the resources to give generously…. His new guide seeks to reverse their discomfort and create an army of solicitors with the gumption to go after the stockpiles of money that Mr. Levy says are readily available." (The Chronicle of Philanthropy, November 27, 2008) "The real value of Levy's work lies in his ability to demystify the process of fund-raising and his personal touch that will appeal to those seeking funding…" (Library Journal XpressReviews, 10/7/08) “…I found Levy's stories, suggestions, tips, and philosophy completely applicable to any nonprofit, large or small, high flying or grassroots. What did I like most about Levy's book? It is hard to pick out just a few favorite parts, but I read with fascination about how a fabulous event was put together; welcomed Levy's thoughts about the worth of soliciting the small businesses that surround one's organization; and appreciated his thoughts about e-philanthropy.” (About.com, 9/19/08)
Dr. Reynold Levy has been the President of Lincoln Center for the Performing Arts since 2002. His leadership at Lincoln Center continues a distinguished career of public service in which he has served as president of the International Rescue Committee; senior officer of AT&T in charge of government relations; president of the AT&T Foundation; executive director of the 92nd Street Y; and staff director of the Task Force on the New York City Fiscal Crisis. He has published two books, Give and Take: A Candid Account of Corporate Philanthropy and Nearing the Crossroads: Contending Approaches to Contemporary American Foreign Policy. He writes and speaks widely about philanthropy, the performing arts, humanitarian causes and issues, and the leadership and management of nonprofit institutions. His most recent of many teaching affiliations has been as Senior Lecturer at the Harvard Business School.
Yours for the Asking: An Indispensable Guide to Fundraising and Management Most of us, when placed in a position to ask for a contribution—even for a very worthy cause—are uncomfortable doing so. But Americans give habitually to organizations and causes they care about. People, corporations, and foundations donate funds largely because they are asked to do so. So why aren't you asking? And how can you do so more easily, more persuasively, and, even, more enjoyably? The must-read, must-own guide to raising funds in the twenty-first century, Yours for the Asking will greatly enhance your effectiveness and confidence in fundraising. Drawing on his experience in raising over one billion dollars in six years as President of Lincoln Center, Reynold Levy has written the ultimate insider's guide to asking for and receiving funds. Rich with insights and invaluable advice from Dr. Levy's own lessons learned, this powerful book is intended for anyone involved in the fundraising process—nonprofit executives, development staff, trustees, fundraising consultants, board members, or volunteers. Whether your organization is concerned with health, education, the arts, human affairs, research, or advocacy groups, established or fledgling, Yours for the Asking draws back the curtain to disclose Dr. Levy's secrets of success and reveals how you can: Tap into the resources of donors, large and small, for your institution or cause Reach wealthy people—face-to-face, in writing, in large groups, at special events, or over the Internet—and successfully bring home the bacon Put aside fears, qualms, and hesitancies and confidently ask for funds Locate the intersection between the interests of business and the needs of your nonprofit organization Solve the mystery of fundraising from foundations Explore your organization's future in fundraising and discern its long-term trends This hands-on guide is written out of a conviction that those charged with the privilege of raising funds can do better. Much better. Filled with countless examples, case studies, sample letters, and illustrative materials, Yours for the Asking will transform your view of fundraising from a dreaded task to a high calling, from "pleading" for money to helping donors find pleasure in advancing social causes and strengthening key nonprofit institutions. Affluence and generosity abound. It's all yours—for the asking.
Praise for Yours for the Asking: An Indispensable Guide to Fundraising and Management "Reynold Levy is a master at persuading people to give money—lots of money—to worthy causes. Now he shares his wisdom with us all—and at a bargain price!" —Tom Brokaw "Ren Levy is the master of his trade. He can squeeze big dollars out of a stone and he tells here just how to do it. Anyone raising money for a good cause must read this book!" —John C. Whitehead, former Co-Chairman and Senior Partner of Goldman Sachs and former United States Deputy Secretary of State "Ren Levy has written the definitive handbook on fundraising. It should be required reading for boards of directors and senior staff of nonprofit organizations. The lessons learned from Ren's broad experience are equally relevant to corporate executives as they endeavor to establish and strengthen customer relationships." —Indra Nooyi, Chairman and CEO, PepsiCo "I have raised money for a living for several decades. But I could not articulate better than Reynold Levy has done in Yours for the Asking the many secrets to successfully acquiring investors. If you wish to learn how to politely and effectively ask for contributions to a favorite organization or cause, you really need to purchase this highly readable, enjoyable, and useful book." —David Rubenstein, Co-founder and Managing Director, The Carlyle Group
"Reynold Levy is a master at persuading people to give money – lots of money – to worthy causes. Now he shares his wisdom with us all – and at a bargain price!" —Tom Brokaw "Ren Levy has written the definitive handbook on fundraising. It should be required reading for boards of directors and senior staff of non profit organizations. The lessons learned from Ren’s broad experience are equally relevant to corporate executives as they endeavor to establish and strengthen customer relationships." —Indra Nooyi, Chairman and CEO PepsiCo "Ren Levy is the master of his trade. He can squeeze big dollars out of a stone and he tells here just how to do it. Anyone raising money for a good cause must read this book!" —John C. Whitehead, Former Co-Chairman of Goldman Sachs and former Deputy Secretary of State "I have raised money for a living for several decades. But I could not articulate better than Reynold Levy has done in Yours for the Asking the many secrets to successfully acquiring investors. If you wish to learn how to politely and effectively ask for contributions to a favorite organization or cause, you really need to purchase this highly readable, enjoyable and useful book." —David Rubenstein, Co-founder and Managing Director, The Carlyle Group

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