Capital Campaigns

Preface ix Acknowledgments xi Capital Campaigns: More than Money 1(12) What Is a Capital Campaign? 1(1) The Transformative Power of Capital Campaign Fund Raising 1(1) Building on a Culture of Philanthropy 2(2) Organizational Cycles and the Campaign 4(1) Types of Campaigns 4(2) Special Characteristics of Capital Campaigns 6(1) The Phases of a Capital Campaign 7(2) Requirements for a Successful Campaign 9(3) A Time for Heroes 12(1) Get Ready, Get Set 13(18) Planting in Fertile Soil 13(1) Donor Readiness 13(2) Organizational Readiness 15(2) Development Office Readiness 17(3) Preparing the Development Office 20(11) Preparing for a Campaign 31(27) The First Stage of Campaign Planning 31(1) The Case for Support 32(8) The Campaign Goal and the Gift Range Chart 40(1) Developing the Gift Range Chart 40(2) The Gift Range Chart and Prospect Planning 42(1) The Feasibility Study 43(6) Feasibility Study Consultants 49(3) Enlisting a Feasibility Study Committee 52(1) The Work of the Committee 52(2) The Interview Process 54(1) The Feasibility Study Report 55(3) Building the Campaign Team 58(28) Seeing the Big Picture 58(1) Defining Key Campaign Positions 58(2) Defining Staff Roles 60(3) Volunteer Campaign Leadership 63(5) Campaign Consultants 68(13) Expanding the Campaign Team 81(2) The Campaign and the Board of Directors 83(2) Creating a Positive Atmosphere 85(1) Planning the Campaign 86(23) The Importance of Campaign Planning 86(1) The Planning Process 86(5) Refining the Case for Support 91(1) Refining the Goal 92(1) Developing Non-Monetary Goals 93(1) The Gift Range Chart 93(1) Donor Recognition 93(3) Campaign Structure 96(3) Projecting a Realistic Campaign Timetable 99(3) Determining How Gifts Will Be Solicited 102(1) Deciding What to Count and How Much It's Worth 103(2) The Capital Campaign and Annual Giving 105(1) Gift Accounting and Reporting 105(1) Estimating Campaign Costs 106(3) Who's Who? Prospect Research and Donor Cultivation 109(20) Getting It Right 109(1) Whither the Search? 109(2) Where Not to Look. . .and Where to Look 111(1) Building a Prospect List through the Research Process 111(7) Setting Up a Prospect Information System 118(5) Filling in the Details with Secondary Sources 123(4) Knowing Right from Wrong 127(1) Donor-Focused Development 127(1) Patience and Practice 128(1) The Nucleus Fund 129(25) The Nucleus Fund 129(8) Soliciting Lead Gifts 137(12) Special Techniques for Soliciting Foundations and Corporations 149(2) Using Gifts Strategically: Challenge Grants 151(2) The Power of Lead-Gift Fund Raising 153(1) The Public Campaign 154(27) Going Public 154(1) The Campaign Kickoff 154(3) Media and the Campaign Message 157(1) The Special-Events Committee 157(3) Soliciting Major Gifts 160(9) Soliciting the Broad Base 169(1) Telephone Solicitation and the Capital Campaign 170(6) Direct Mail and the Capital Campaign 176(4) Welcome Relief after a Stressful Campaign 180(1) Campaign Communications 181(18) Campaign Communications 181(1) Developing a Communications Plan 181(2) Managing Campaign Announcements 183(3) The Power of Materials in Positioning a Campaign 186(1) Using Communications Professionals 186(2) Campaign Theme and Logo 188(2) Campaign Materials 190(8) Miscellaneous Materials 198(1) Spinning the Campaign 198(1) Practicing the Discipline of Gratitude 199(16) The Discipline of Gratitude 199(1) Saying Thank You 199(8) Recognizing Donors and Volunteers Publicly 207(3) Plaques 210(3) Reaping the Rewards of Gratitude 213(2) Beyond the Campaign 215(11) Finishing the Campaign 215(3) Evaluation, Reporting, and Stewardship 218(3) For the Record 221(1) Institutionalizing the Power of the Campaign 222(2) Looking Ahead 224(1) Campaign Lessons 224(2) Appendix A---Troubleshooting Guide to Capital Campaigns 226(13) Appendix B---Glossary of Common Campaign Terms 239(3) Appendix C---Bibliography 242(3) Index 245(8) About the Author 253