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principles and practice of marketing

Fundraising Principles And Practice 1st Edition Adrian Sargeant, Jen Shang - Solutions

Can you think of cases in which fundraising actually harmed an individual, an organization, or a community?
In what ways should education be a central part of your mission as a fundraiser?
Suppose your grandest ambitions were achieved. How would the worlds of fundraising and philanthropy be different?
Do you know avaricious and generous people? What are their impacts on the lives of others and their communities?
Download and read the Standards for Charity Accountability developed by the Better Business Bureau ( http://www.bbb.org/us/charity -standards ). In light of your reading in this chapter, how would
As a member of the board of your local United Way it has come to your attention that your fundraising team has received a grant to cover the costs of their fundraising for the coming year. As a
In your role as head of fundraising at a large conservation nonprofi t, prepare a presentation to your board outlining why public trust in your organization is important. Outline too the steps you
Attempts to build trust and confi dence in giving have tended to focus on the latter (that is, confi dence). What diffi culties and barriers can you foresee in efforts designed to build public trust
Look back at the work of Light (2008) reported in the introduction to this chapter. In light of our subsequent discussion of the distinction between trust and confi dence, what do you believe this
Appraise the marketing or fundraising materials of a nonprofi t with which you are familiar. Would the materials be likely to appeal to women from the target generations? If not, what changes might
Informally survey women you know in the generational cohorts identifi ed earlier about their motivations for giving and about how they prefer to receive information from the nonprofi ts they support.
Suggest three to fi ve ways that fundraisers can help women overcome internal barriers to giving.
In your role as director of development for an international aid organization, prepare a case to your board for the development of a women ’ s philanthropy initiative.
Why are women an increasingly signifi cant audience for fundraisers to address?
What issues might have to be considered by a fundraiser looking to set the ticket price for a dinner dance?
Identify an event hosted by a nonprofi t with which you are personally familiar. What expenses will have been incurred? Distinguish between the fi xed and variable costs of this event.
What is a Gantt chart? How can it be used in event planning?
How might a fun - run in support of a local hospital be promoted?What target audiences might there be? How might these audiences be reached?
What is a nonevent? What might be the drawbacks of running an event of this kind?
What are the four key types of fundraising events? Is it necessary for each of these categories to make a profi t? Why?
What is the purpose of evaluating a volunteer program? What does an evaluation system measure?
What are the primary reasons that volunteers give for quitting?
As the newly appointed VPM for a national nonprofi t, you have been concerned to discover that your organization currently has a 90 percent annual attrition rate for fundraising volunteers. Develop a
In your capacity as an advisor to a local conservation charity, prepare a brief presentation to the head of development that outlines the key motives that fundraising volunteers might have for
Explain with examples the difference between a job description and a person specifi cation.
You have been approached by a local hospice for help in expanding its existing volunteer base from fi ve to ten fundraisers. Outline a volunteer recruitment plan that could be used for that purpose.
What is a grant cycle? Why is it of signifi cance to a foundation fundraiser?
In your capacity as a foundation fundraiser, draft the headings you might use to structure a grant application for a capital project to restore a signifi cant nineteenth - century art gallery.
Critically evaluate a grant application from your own organization that was recently declined for funding. In light of what you have read here, how might this application have been improved?
Source the funding guidelines from one of the following foundations and determine what their policy is on paying indirect costs to applicant organizations.a. Annenberg Foundationb. David and Lucile
What are the largest recipient areas for foundation grants? What is the total amount of grants available in the area in which you are working?
What is a private foundation? How does it differ from a public foundation?
Why is it generally a good idea for fundraisers to encourage businesses to evaluate the effectiveness of their support of a nonprofi t?
Investigate how your own state regulates CRM activity. In your view, does this degree of control seem warranted? Why? Justify your comments.
What advice might you offer the director of development at a small shelter for the homeless about how she might approach corporate fundraising for the fi rst time? How might she fi nd potential
Read the original article by Eikenberry on consumption philanthropy at http://www.ssireview.org/images/articles/2009SU_Feature_Eikenberry.pdf . To what extent do you agree with her arguments? How
Although the amount that businesses donate has generally increased in recent years (except in 2008), the percentage of pretax profi t donated has been relatively static. Why might this be? What steps
“ Businesses should leave charitable giving to their shareholders. ”Critically evaluate this statement. What is your personal perspective?
What is meant by the term workplace giving? What forms may this take?
As the newly appointed head of fundraising for a nonprofi t, prepare a brief presentation to your team about the concept of stewardship and explain why it is critically important in the domain of
What is a charitable lead trust? How does it operate? What advantages might there be to a donor in establishing one?
How might a hospice promote awareness of planned giving as a legitimate way of supporting the organization?
What advice would you give a small nonprofi t looking to establish a planned giving function for the fi rst time? How might they go about this?
Why might organizations see an increase in planned giving in the coming decade?
What is meant by the term planned giving? What is the relationship between planned giving and major gift fundraising?
What work does the organization LEAVE A LEGACY conduct? How might this service be relevant for your organization?
What is a tribute fund? Visit http://breakthrough.tributefunds.com and search for the Arthur Francis Sargeant tribute fund there. Compare this approach with the approach shown in Figure 14.8 . Which
Review the bequest solicitation materials from your own organization or one you ’ re familiar with. To what extent do these materials refl ect the motives for giving outlined in this chapter? To
Distinguish between pecuniary and residuary bequests. Which should form the focus of fundraising attention? Why?
Given current stock market conditions, your board has suggested that your organization should cut back on bequest fundraising activity.They are worried about your inability to demonstrate tangible
How would you characterize the bequest market in the coming decade?What opportunities and challenges can you see in developing this category of income?
Visit the Center on Philanthropy ’ s Web site ( http://www.philanthropy.iupui.edu) and access the data on the million dollar list. Examine how many million dollar gifts have been made per month
What advice would you offer a fundraiser planning to close a major gift for the fi rst time? What factors should he or she consider while planning for this event?
What is meant by the term stewardship? Why does the practice have particular relevance to the domain of major gifts? What might a stewardship program for a nonprofi t hospital ’ s major gift
What is hyperagency? Why is it an important motive for major gift fundraisers to consider?
Why is it so critical to appraise linkage, ability, and interest in the qualifi cation of major gift prospects?
How can a prospect researcher identify the likely level of an individual ’ s wealth?
How might a local animal shelter set about establishing a major gift program for the fi rst time?
Why might a nonprofi t establish an advisory board for a major gift campaign?
What response rate might you expect from an e - mail to existing supporters soliciting a further donation? What factors would infl uence the response rate achieved? How might you optimize it?
What options are available to a nonprofi t looking to collect donation payments from donors online? What advice would you offer a small nonprofi t anticipating donations of only $ 500 per month?
Critically evaluate the Web site of a nonprofi t with which you are personally familiar. In what ways does this organization seek to build community online? How might its approach be improved?
How might a human rights organization utilize online PR to drive traffi c to its site?
What is pay - per - click advertising? What factors have to be considered when advertising in this way?
What advice would you offer a fundraiser seeking to optimize his or her organization ’ s performance in a Google natural search?
What is meant by the term Web 3.0? How does it differ from Web 2.0 and Web 1.0? Why should fundraisers be aware of the difference?
What is meant by the term e - philanthropy? Why might it be important to take this broader perspective on the development of an online presence?
How might the effectiveness of a DRTV campaign be assessed?
Select a one - page fundraising letter developed by your nonprofi t.Evaluate it against the criteria suggested by George Smith. How might it be improved?
Your organization is considering investing in a list - swap program.Prepare a short presentation for your director of development that outlines the factors that should be considered in making this
What are the cheapest sources of donors for a nonprofi t?
What seven steps are typically considered in an acquisition plan?
Distinguish between donor recruitment and donor development communications. What are the purposes of each?
Prepare a presentation to the chair of your board suggesting an appropriate approach that may be used to successfully benchmark the fundraising performance of your organization against others in your
How does Greenfi eld (1996) recommend that performance be assessed?Critically appraise his nine - point performance index.
Which organization would you rather give to: an organization spending 15 cents to raise a dollar or an organization spending 31 cents to raise a dollar? What additional information might you want to
On the basis of your reading, how do you regard the benchmarks set by bodies such as the Better Business Bureau? What advantages and disadvantages might there be for the sector in establishing such a
What is a FACE ratio? How is it calculated? Why is it not a meaningful measure to compare the performance of two or more nonprofi ts?
Perform a Google search on “ case for support. ” Focus on two results where the case for support of a specifi c nonprofi t is highlighted. Open these documents and identify how well they do the
What sequence of responses does a case statement aim to elicit from a donor?
What are some key components of a case resources fi le? How do these components help build an organization ’ s case?
Why is it important for every organization to have a well - articulated case?
Who uses the internal case? Why? Who uses the external case? Why?
Defi ne each of the following and what the difference is between them:a. A causeb. A case for supportc. A case resources fi led. A case expression
In a fundraising plan, why is it necessary to include a section outlining monitoring and control? What benefi t do these practices provide for management? What form might the controls take?
Why is branding relevant in the fundraising context? Again, describe the brand personality, brand values, or both for an organization with which you are familiar. On the basis of what you ’ ve
What is meant by the term positioning ? Identify two criteria that might be used to position a nonprofi t with which you are familiar. Create a perceptual map and place the organization and four key
What criteria should be applied to determine whether or not a segment is worth targeting?
How might a small animal shelter in Bloomington, Indiana, segment the individual donor market? Which segments of individuals would you suggest they target? Why?
Distinguish between market segmentation and product differentiation.When are these approaches typically appropriate?
“ Our objective is to enter the corporate fundraising market. ” What do you think of this as a fundraising objective? In what ways might it be improved?
“ We don ’ t have the time to bother conducting a fundraising audit.We ’ re too busy actually doing the fundraising. ” How might you counter this argument?
Describe the product life cycle model. What benefi ts might such an analysis offer fundraisers? What diffi culties or drawbacks might there be in attempting to use the model in the context of
In your role as a director of development, draft a memo to your board explaining the benefi ts (and drawbacks) of conducting a portfolio analysis of your fundraising activity. Under what
Conduct a portfolio analysis of the fundraising activities undertaken by your own nonprofi t (or one with which you are familiar). What does the analysis tell you? Should any changes to the mix of
Fundraising audits can be undertaken by external suppliers (agency staff or consultants) or the task can be allocated to internal staff. What do you think would be the advantages and drawbacks
“ Increasing giving is not the same as exploiting donors. ” Explain your position on this statement.
What type of social networks should fundraisers cultivate for donors?Why?
Is it necessary for fundraisers to cultivate donors ’ sense of identifi cation with a nonprofi t organization? If so, how? Is identifi cation suffi -cient to increase giving?
Think back to the Bill Gates example provided in this chapter; what should the response of the fundraiser have been?

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