GENEVIEVE G. SHAKER is Associate Professor of Philanthropic Studies at the Indiana University Lilly Family School of Philanthropy, a frequent contributor to The Fund Raising School, and a former fundraiser with twenty years of experience.

EUGENE R. TEMPEL is Professor and Founding Dean Emeritus of the Indiana University Lilly Family School of Philanthropy, and is one of the nation's foremost thought leaders on fundraising and philanthropy. He is also President Emeritus of the Indiana University Foundation.

SARAH K. NATHAN served five years as the Associate Director of The Fund Raising School where she specialized in developing research-based and applied learning experiences for fundraisers. She currently leads the Middletown Community Foundation in Ohio.

BILL STANCZYKIEWICZ is Director of The Fund Raising School, Clinical Associate Professor, and Senior Assistant Dean of the Indiana University Lilly Family School of Philanthropy. His 25-year career includes serving as CEO of a statewide nonprofit.

List of Tables, Figures, and Exhibits xv

Foreword xix

Preface xxiii

Acknowledgments xxix

The Editors xxxiii

Author Bios xxxvii

Part One: Philanthropic Concepts For Fundraising 1

1 Developing a Personal Philosophy of Fundraising 3
Eugene R. Tempel and Sarah K. Nathan

2 A Commitment to Ethical Fundraising 13
Anne Bergeron and Eugene R. Tempel

3 Legal Aspects of Fundraising 23
Philip M. Purcell

4 Theory in Fundraising 35
Ruth K. Hansen

5 The Joy of Giving 45
Sara Konrath

Part Two: Contemporary Dynamics Of Fundraising 57

6 The Philanthropic Context for Fundraising 59
Pat Danahey Janin and Dwight F. Burlingame

7 Fundraising in Challenging Times: Crisis, Survival, and Transformation 69
Amir Pasic

8 Fundraising across Nonprofit Subsectors 79
Anna Pruitt

9 Global Philanthropy and Cross-Cultural Fundraising 91
Charles Sellen and Lilya Wagner

10 Fundraising for Advocacy and Social Change 103
Shariq Siddiqui and Katherine Badertscher

Part Three: An Organizational Foundation For Fundraising 113

11 Preparing the Organization for Fundraising 115
Jane Chu

12 Building a Comprehensive Fundraising Program 127
Jeri Patricia Gabbert and Paula J. Jenkins

13 Articulating a Case for Support 141
Timothy L. Seiler

14 Identifying and Qualifying Potential Donors 153
Catherine Brown and LaKoya S. Gardner

15 Budgeting and Evaluation in Fundraising 167
Erik J. Daubert

16 Marketing for Strategic Fundraising 183
Aja May Pirtle and Margaret M. Maxwell

17 Integrating Principles of Donor Relations 195
Patrick C. Dwyer and Susan B. Perry

Part Four: The Fundraising Team 205

18 Fundraisers: Stewards of Philanthropy 207
Genevieve G. Shaker and Sarah K. Nathan

19 Fundraising Planning, Management, and Leadership 217
Bill Stanczykiewicz

20 Engaging the Board for Fundraising 229
M. Gasby Brown

21 Working with Volunteer Fundraisers 243
Tyrone McKinley Freeman and Beth Breeze

Part Five: Building And Supporting The Donor Base 255

22 The Annual Giving Program 257
Sarah K. Nathan

23 Crafting Compelling Appeals 269
Heather A. O'Connor

24 Developing Digital Fundraising Strategies 279
Nathan Hand and Yannan Li

25 Planning Events with Purpose 293
Roberta L. Donahue and Caitlin Deranek Stewart

Part Six: Engaging The Diversity Of Individual Donors 305

26 Understanding Individual Donors 307
Pamala Wiepking

27 The Role of Religion in Giving 319
David P. King and Rafia Khader

28 Women and Philanthropy 329
Jeannie Infante Sager and Debra J. Mesch

29 Philanthropy among Communities of Color 337
Una Osili and Sarah King Bhetaria

30 LGBTQ Philanthropy 347
Elizabeth J. Dale

31 Differentiating Generations and Their Giving 357
Patricia Snell Herzog

32 High Net Worth Household Giving Insights 367
Patrick Rooney, Kidist Yasin, and Lijun He

Part Seven: Strategies For Major Donors And Institutional Funders 379

33 Co-Creating Major Gifts 381
Maarten Bout and James M. Hodge

34 The Invitation to Give 393
Genevieve G. Shaker

35 Campaign Essentials 405
Aaron Conley

36 Planned Giving Principles 419
Russell N. James III

37 Donor-Advised Fund (DAF) Basics 429
Danielle Vance-McMullen and H. Daniel Heist

38 Overview of Grantmaking Foundations 441
Pat Danahey Janin and Angela Logan

39 Business Sector Fundraising 453
Dwight F. Burlingame and Bill Stanczykiewicz

References 465

Index 513