Fundraising for Social Change

ABOUT THE AUTHORS KIM KLEIN is a founding partner at Klein and Roth Consulting. She is a prolific writer and internationally known as a trainer and consultant. Kim believes that the role of nonprofits is to promote the common good: ensuring that the social systems, institutions, and environments upon which we all depend work to benefit all living beings and the earth itself. STAN YOGI is a Senior Consultant with Klein and Roth Consulting. He has more than 30 years of experience with nonprofit organizations in fundraising and grantmaking. Stan has been an activist and fundraiser in Asian American and LGBTQ+ social justice movements.

Online Content xi

Acknowledgments xiii

Introduction to the 8th Edition xv

About the Authors xvii

Part One Nonprofits and the Money They Raise 1

1 The Size and Scope of the Nonprofit Sector 3

2 Creating a Fundraising Philosophy 17

3 Be Clear About What the Money Will Do 21

4 What You Have to Understand to Begin Fundraising 31

5 The Importance of a Good Board of Directors 37

Part Two Ask Them, Thank Them, Ask Them Again 53

6 Financial Needs and Fundraising Strategies 55

7 The Very Human Need for Appreciation 67

8 Getting Comfortable with Asking 77

9 Ask Real Prospects 87

10 How to Ask 97

11 Strengthening Relationships by Creating Categories of Donors 107

Part Three Strategies for Acquisition and Retention 113

12 Multichannel Fundraising 115

13 What Successful Mass Appeals Have in Common 121

14 Direct Mail 131

15 Online Fundraising 153

16 Phone Banking 169

17 Special Events 181

18 Establishing Voluntary Fees for Service 199

19 Door-to-Door and Street Canvassing 205

20 Opportunistic Fundraising 215

Part Four Inviting Current Donors to Make Bigger Gifts 221

21 Building Major Donor Programs 223

22 Setting Up and Maintaining Recurring Donor Programs 237

23 Legacy Giving 245

24 Setting Up an Endowment 259

Part Five Using Campaigns to Raise Large Amounts of Money 269

25 What All Large Campaigns Have in Common 271

26 Raising Money for Capital 279

27 Endowment Campaigns 291

28 Conducting Feasibility Studies 297

Part Six Budgeting and Planning 301

29 Developing a Budget 303

30 Creating a Fundraising Plan 315

31 What to Do in Case of Financial Trouble 321

32 The Perennial Question of Clean and Dirty Money 327

Part Seven Fundraising Management 331

33 Infrastructure for Fundraising 333

34 Hiring a Development Director 341

35 Using a Consultant, Coach, Mentor, or Trainer 351

36 Dealing with Anxiety 361

Part Eight You the Fundraiser 365

37 Know What You Need to Know 369

38 Working with Your Executive Director 377

39 Working with Volunteers 383

40 When You Encounter Ethical Dilemmas 391

Part Nine Special Circumstances 397

41 Raising Money in Rural Communities 399

42 Fundraising for a Coalition 411

43 When No One Is Paid 417

44 When You Are Just Starting Out 425

Part Ten The Power of Individual Donors in Two Social Movements 429

45 Fundraising for LGBTQ+ Equality and Justice 431

46 Building Political Power for Immigrants’ Rights 447

Index 459