{"product_id":"winning-gifts-make-your-donors-feel-like-winners-hardback-9780470128343","title":"Winning Gifts; Make Your Donors Feel Like Winners (Hardback) 9780470128343","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eWinning Gifts\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eMake Your Donors Feel Like Winners\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eThomas C. Wilson (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470128343, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 8 February 2008\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e338 pages\u003cbr\u003e22.8 x 16.4 x 3 cm, 0.585 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eThe secret to getting gifts and making donors feel like winners.  \u003cp\u003eKnow the best approaches to people-centered fundraising. Understand the role of executive director, fundraisers, program managers, and volunteers in the win-win framework, the importance of listening, the case for a donor-centered approach, and the direct ways these concepts can be applied in a variety of fundraising settings. Includes numerous real-world examples taken from the author's own experience as chief philanthropy officer in nonprofits and as a leader in a well-known national nonprofit consulting company.  \u003c\/p\u003e \u003cp\u003e\u003cbr\u003e Thomas D. Wilson is the vice president and western regional manager for Campbell \u0026amp; Company. His career in fundraising spans more than 25 years and includes building successful campaigns from inception, reinvigorating stalled initiatives, and board\/staff training.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eAcknowledgment xvii\u003c\/p\u003e \u003cp\u003eAbout the Author xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART 1 A WINNING GIFT FOR YOUR DONOR 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWinning versus Losing 2\u003c\/p\u003e \u003cp\u003eHow do You Know if It’s a Winning Gift? 4\u003c\/p\u003e \u003cp\u003eWhy Philanthropic Fundraising? 5\u003c\/p\u003e \u003cp\u003eInspire Giving 5\u003c\/p\u003e \u003cp\u003eThe Six I’s of Philanthropic Fundraising 6\u003c\/p\u003e \u003cp\u003eSix I’s: Step #1—Identify, Qualify, and Research 8\u003c\/p\u003e \u003cp\u003eSix I’s: Step #2—Introduce, Interact, and Connect 12\u003c\/p\u003e \u003cp\u003eSix I’s: Step #3—Interests and Needs (Listen) 13\u003c\/p\u003e \u003cp\u003eSix I’s: Step #4—Inform and Deepen Understanding 13\u003c\/p\u003e \u003cp\u003eSix I’s: Step #5—Involve, Acknowledge, and Engage 14\u003c\/p\u003e \u003cp\u003eSix I’s: Step #6—Invest, Recognize, Steward 15\u003c\/p\u003e \u003cp\u003eRead On 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1 People Centered Fundraising 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStart with Peoples’ Needs 18\u003c\/p\u003e \u003cp\u003eHow Does Your Organization Benefit the Community? 19\u003c\/p\u003e \u003cp\u003eA Public Library 20\u003c\/p\u003e \u003cp\u003eA Graduate University 23\u003c\/p\u003e \u003cp\u003eTake a Marketing Approach 23\u003c\/p\u003e \u003cp\u003eSales 24\u003c\/p\u003e \u003cp\u003eMarketing 25\u003c\/p\u003e \u003cp\u003eImportance of Strategic Planning 28\u003c\/p\u003e \u003cp\u003eDrucker Self-Assessment Tool 29\u003c\/p\u003e \u003cp\u003eHow to Be People Centered 31\u003c\/p\u003e \u003cp\u003eIndividuals 32\u003c\/p\u003e \u003cp\u003eIn Planned Estate Gift Fundraising 35\u003c\/p\u003e \u003cp\u003eFoundations 36\u003c\/p\u003e \u003cp\u003eCorporations 37\u003c\/p\u003e \u003cp\u003eCommunications and Learning Styles 39\u003c\/p\u003e \u003cp\u003eInvolve Volunteers in Your Fundraising 42\u003c\/p\u003e \u003cp\u003eStaff-Driven Fundraising? 45\u003c\/p\u003e \u003cp\u003eHow to Help Your Organization Become People Centered 46\u003c\/p\u003e \u003cp\u003eApply What You’ve Learned 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2 Donor Values 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGiving U.S.A. —Sources and Trends in Giving 54\u003c\/p\u003e \u003cp\u003eIndividuals 56\u003c\/p\u003e \u003cp\u003eSheehy’s New Passages 57\u003c\/p\u003e \u003cp\u003eImplications of Americans Living Longer on Estate-Gift Fundraising 59\u003c\/p\u003e \u003cp\u003eAndrew Carnegie—The Gospel of Wealth 61\u003c\/p\u003e \u003cp\u003eBill Gates 62\u003c\/p\u003e \u003cp\u003eWarren Buffett 63\u003c\/p\u003e \u003cp\u003eSandy Weill 64\u003c\/p\u003e \u003cp\u003eThe Seven Faces of Philanthropy 65\u003c\/p\u003e \u003cp\u003eInsights on the Faces 65\u003c\/p\u003e \u003cp\u003eDo Tax Incentives Drive Philanthropy? 67\u003c\/p\u003e \u003cp\u003eThe Millionaire Next Door 68\u003c\/p\u003e \u003cp\u003eWomen in Philanthropy 72\u003c\/p\u003e \u003cp\u003eMillionaire Women Next Door 75\u003c\/p\u003e \u003cp\u003eAnalytical Donors 76\u003c\/p\u003e \u003cp\u003eFamily-Advised Funds 77\u003c\/p\u003e \u003cp\u003eLeaving a Legacy 77\u003c\/p\u003e \u003cp\u003eFoundation Values 78\u003c\/p\u003e \u003cp\u003eCommunity Foundations 80\u003c\/p\u003e \u003cp\u003eCorporate Motivations for Giving 81\u003c\/p\u003e \u003cp\u003eWhy Is All of This Important? 83\u003c\/p\u003e \u003cp\u003eApply What You’ve Learned 84\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3 Listen 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBecome a Deep Listener 88\u003c\/p\u003e \u003cp\u003eWhat Others Advise on Listening 91\u003c\/p\u003e \u003cp\u003eShare Yourself 97\u003c\/p\u003e \u003cp\u003eCollective Listening 98\u003c\/p\u003e \u003cp\u003eListening to Create a Major Gifts Club 99\u003c\/p\u003e \u003cp\u003eWritten Surveys 100\u003c\/p\u003e \u003cp\u003eParticipative Focus Groups 103\u003c\/p\u003e \u003cp\u003eBoard and Strategic Planning Retreats 109\u003c\/p\u003e \u003cp\u003eListening to a Specific Donor 109\u003c\/p\u003e \u003cp\u003eDiscovery Calls 110\u003c\/p\u003e \u003cp\u003eRequesting the Interview 111\u003c\/p\u003e \u003cp\u003eThank-You Visits 112\u003c\/p\u003e \u003cp\u003ePhilanthropic Market Research Studies 114\u003c\/p\u003e \u003cp\u003eListening Tools 114\u003c\/p\u003e \u003cp\u003eSupplemental Interviews by Staff 116\u003c\/p\u003e \u003cp\u003eWhat Is Different with Corporations and Foundations? 116\u003c\/p\u003e \u003cp\u003eListening to Corporations 116\u003c\/p\u003e \u003cp\u003eListening to Foundations 118\u003c\/p\u003e \u003cp\u003eReadiness Interviews after the Study 119\u003c\/p\u003e \u003cp\u003eListening during the Ask 120\u003c\/p\u003e \u003cp\u003eListen for Gifting Noises 121\u003c\/p\u003e \u003cp\u003eWhen You’re Invited to Listen 122\u003c\/p\u003e \u003cp\u003eApply What You’ve Learned 123\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART II SEEK WINNING GIFTS FOR YOUR ORGANIZATION 127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGladwell—The Tipping Point 129\u003c\/p\u003e \u003cp\u003eThe Law of the Few 129\u003c\/p\u003e \u003cp\u003eChampions 130\u003c\/p\u003e \u003cp\u003eConnectors 131\u003c\/p\u003e \u003cp\u003eSalespeople 132\u003c\/p\u003e \u003cp\u003eThe Stickiness Factor 133\u003c\/p\u003e \u003cp\u003eThe Power of Context 134\u003c\/p\u003e \u003cp\u003eImplications for Philanthropic Fundraising 135\u003c\/p\u003e \u003cp\u003eCialdini—Ethical Influence 136\u003c\/p\u003e \u003cp\u003e#1 Reciprocation—Be the First to Give 137\u003c\/p\u003e \u003cp\u003e#2 Scarcity—Unique Features, Exclusive Information 138\u003c\/p\u003e \u003cp\u003e#3 Authority—Show Knowing, Admit Weakness First 138\u003c\/p\u003e \u003cp\u003e#4 Commitments—From Public Positions (Small and Build) 139\u003c\/p\u003e \u003cp\u003e#5 Liking—Make Friends to Influence People 140\u003c\/p\u003e \u003cp\u003e#6 Consensus—Unleash People Power by Showing\u003c\/p\u003e \u003cp\u003eResponses of Others 140\u003c\/p\u003e \u003cp\u003eSummary 141\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4 Make Your Case 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMake Your Case Memorable 144\u003c\/p\u003e \u003cp\u003eThe Annual Fund Case 148\u003c\/p\u003e \u003cp\u003eThe Case for Building Campaigns 150\u003c\/p\u003e \u003cp\u003eBuilding Budget Planning for Fundraising 153\u003c\/p\u003e \u003cp\u003eThe Case for Endowment 157\u003c\/p\u003e \u003cp\u003eHow Endowment Works 159\u003c\/p\u003e \u003cp\u003eEndowment Examples 162\u003c\/p\u003e \u003cp\u003eWhat to Do for Financially Fragile\u003c\/p\u003e \u003cp\u003eOrganizations 166\u003c\/p\u003e \u003cp\u003eThe Role of Planned Estate Gifts for Endowment Cases 172\u003c\/p\u003e \u003cp\u003eThe Case for Comprehensive Campaigns 173\u003c\/p\u003e \u003cp\u003eCase Statement Formats 174\u003c\/p\u003e \u003cp\u003ePresentation Guide 176\u003c\/p\u003e \u003cp\u003eThe Process of Case Refinement 178\u003c\/p\u003e \u003cp\u003eShare Internally 178\u003c\/p\u003e \u003cp\u003eAudition Externally 181\u003c\/p\u003e \u003cp\u003eProcessing the Complex Case 184\u003c\/p\u003e \u003cp\u003eImportance of the One-on-One Interview 186\u003c\/p\u003e \u003cp\u003eLock in Your Case 187\u003c\/p\u003e \u003cp\u003eMake a Movie 187\u003c\/p\u003e \u003cp\u003eMake it Stick 188\u003c\/p\u003e \u003cp\u003eWays to Achieve Top-of-Mind Understanding of Your Case 190\u003c\/p\u003e \u003cp\u003eResurrecting Good Memories 191\u003c\/p\u003e \u003cp\u003eCreating Memories 192\u003c\/p\u003e \u003cp\u003eImportance of Mementos 193\u003c\/p\u003e \u003cp\u003eNewsletters, Letters, and E-mail Communications 193\u003c\/p\u003e \u003cp\u003eMass and Target Marketing 194\u003c\/p\u003e \u003cp\u003eDo You Always Need to Make Your Case? 197\u003c\/p\u003e \u003cp\u003eApply What You’ve Learned 200\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5 The Win-Win Ask 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Ideal Ask Team 205\u003c\/p\u003e \u003cp\u003ePrepare for the Ask 210\u003c\/p\u003e \u003cp\u003eThe Written Proposal 212\u003c\/p\u003e \u003cp\u003eHow Much Should We Ask For? 213\u003c\/p\u003e \u003cp\u003eRecruiting and Preparing the Ask Team 216\u003c\/p\u003e \u003cp\u003eThe Pregnant Pause 219\u003c\/p\u003e \u003cp\u003eFinal Preparation Steps 220\u003c\/p\u003e \u003cp\u003eMake the Ask 221\u003c\/p\u003e \u003cp\u003eAsking Tools 221\u003c\/p\u003e \u003cp\u003ePopping the Question 225\u003c\/p\u003e \u003cp\u003eThe Role of Challenge Gifts 226\u003c\/p\u003e \u003cp\u003eThe Triple Ask 228\u003c\/p\u003e \u003cp\u003eWhat’s Different about Corporate Requests? 229\u003c\/p\u003e \u003cp\u003eHow Do Foundation Requests Work? 231\u003c\/p\u003e \u003cp\u003eIf You Get an ‘‘I Need to Think About It’’ 232\u003c\/p\u003e \u003cp\u003eIf You Get a ‘‘No’’ 233\u003c\/p\u003e \u003cp\u003eIf You Get a ‘‘Yes’’ 234\u003c\/p\u003e \u003cp\u003eThank the Donor 236\u003c\/p\u003e \u003cp\u003eDetect and Conquer Asking Obstacles 236\u003c\/p\u003e \u003cp\u003e#1 Don’t Understand the Impact of the Gift 237\u003c\/p\u003e \u003cp\u003e#2 Outrageous Goal 238\u003c\/p\u003e \u003cp\u003e#3 Lack of Information 239\u003c\/p\u003e \u003cp\u003e#4 Focus Diffusion 241\u003c\/p\u003e \u003cp\u003e#5 No Transaction 242\u003c\/p\u003e \u003cp\u003e#6 Can’t Say the Number 243\u003c\/p\u003e \u003cp\u003e#7 One Leg at a Time 244\u003c\/p\u003e \u003cp\u003e#8 Don’t Want to Ask My Friends 244\u003c\/p\u003e \u003cp\u003e#9 Can’t Ask My Family 246\u003c\/p\u003e \u003cp\u003e#10 Telephobia 247\u003c\/p\u003e \u003cp\u003e#11 Image Rejection 248\u003c\/p\u003e \u003cp\u003e#12 Overpreparation 249\u003c\/p\u003e \u003cp\u003e#13 Disorganized 250\u003c\/p\u003e \u003cp\u003e#14 Afraid to Talk about Death 251\u003c\/p\u003e \u003cp\u003ePersonalize These Obstacles 252\u003c\/p\u003e \u003cp\u003eSummarizing the Win-Win Ask 253\u003c\/p\u003e \u003cp\u003eApply What You’ve Learned 253\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6 After Winning the Gift 255\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Thank-You System 256\u003c\/p\u003e \u003cp\u003eInvolve Your Asking Team 257\u003c\/p\u003e \u003cp\u003eOthers Can Participate in the Fun of Thanking Donors 258\u003c\/p\u003e \u003cp\u003eThresholds of The Thank-You System 260\u003c\/p\u003e \u003cp\u003eTier One—All Annual Gifts of $5,000 or More and All Capital Gifts of $25,000 or More 260\u003c\/p\u003e \u003cp\u003eTier Two—All Annual Gifts of $1,000 or More and All Capital Gifts of $10,000 or More 261\u003c\/p\u003e \u003cp\u003eTier Three—All Annual Gifts Up to $1,000 and All Capital Gifts Up to $10,000 262\u003c\/p\u003e \u003cp\u003eGifts of Stock and Other Appreciated Assets 264\u003c\/p\u003e \u003cp\u003eRecognition Opportunities 266\u003c\/p\u003e \u003cp\u003ePower of Gift Clubs 267\u003c\/p\u003e \u003cp\u003eValue of the Donor Wall 268\u003c\/p\u003e \u003cp\u003eCommemorative Naming Opportunities 269\u003c\/p\u003e \u003cp\u003eRecognition Events 274\u003c\/p\u003e \u003cp\u003ePlanned Estate Gifts 275\u003c\/p\u003e \u003cp\u003eKaizen 277\u003c\/p\u003e \u003cp\u003eStewardship 277\u003c\/p\u003e \u003cp\u003eReports 279\u003c\/p\u003e \u003cp\u003eEvents 281\u003c\/p\u003e \u003cp\u003ePersonal Stewardship 282\u003c\/p\u003e \u003cp\u003eDirector of Stewardship Movement 283\u003c\/p\u003e \u003cp\u003eOthers Are Starting to Hold You Accountable 283\u003c\/p\u003e \u003cp\u003eGood Stewardship Is Good for Fundraising 285\u003c\/p\u003e \u003cp\u003eApply What You’ve Learned 287\u003c\/p\u003e \u003cp\u003eCoda—The Summary Review 289\u003c\/p\u003e \u003cp\u003ePostlude 293\u003c\/p\u003e \u003cp\u003eAppendixes 295\u003c\/p\u003e \u003cp\u003eA—Definition of Steps in The Six I’s of Philanthropic Fundraising 297\u003c\/p\u003e \u003cp\u003eB—Written Survey Form 299\u003c\/p\u003e \u003cp\u003eC—Donor Bill of Rights 303\u003c\/p\u003e \u003cp\u003eD—AFP Code of Ethics for Professional Philanthropic Fundraisers 305\u003c\/p\u003e \u003cp\u003eE—Gentle Letter of Intent 307\u003c\/p\u003e \u003cp\u003eIndex 309\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52257116193048,"sku":"9780470128343","price":24.48,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780470128343.jpg?v=1781277033","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/winning-gifts-make-your-donors-feel-like-winners-hardback-9780470128343","provider":"Freshly Printed Books","version":"1.0","type":"link"}