Originally published by Stevenson, Inc., this practical resource helps nonprofit professionals improve presentation skills; prepare effective solicitation teams; and train staff, volunteers and board members on the ask. It also gives expert advice on approaching donors for major gifts, tailoring individual proposals, and improving efforts to solicit major gifts. Important topics covered include: * Closing techniques * Donor communication * Overcoming call reluctance * The science of asking questions * Negotiation skills * Setting the ask amount * Dealing with objections and refusals * Prospect conversation starters * Major gifts advisory committees * Listening skills tips * Decision delays * Upselling * Corporate solicitation * Gift proposals * Sales skills * Evaluating prospects Please note that some content featured in the original version of this title has been removed in this published version due to permissions issues.

Practical guidance to maximize financial results while driving positive social change The Mission-Driven Venture provides actionable guidance for leveraging the power of the marketplace to solve the world's most vexing social problems. Written by attorney and financial advisor Marc J. Lane, a renowned thought leader and expert on entrepreneurship, social enterprises, impact investing and entrepreneurial finance, this book reaches the full spectrum of interests represented at the intersection of business and social change. Whether a social entrepreneur, impact investor, socially conscious individual, or a nonprofit or foundation leader, any reader committed to social innovation can benefit from this practical roadmap to the rapidly developing arena of social enterprise. Through real-world accounts of the journeys and successes of mission-driven ventures, Lane effectively illustrates the transformative potential of social enterprise, inspiring the reader to be an agent of change. Among the many tools offered through The Mission-Driven Venture, readers will: * Find functional guidance to move from idea to reality with a step-by-step guide to designing and implementing a successful mission-driven venture * Assess the benefits and challenges of the business models and entity choices available to the social entrepreneur * Examine the entrepreneurial linkages between nonprofits and for-profits * Recognize governance issues that can arise when mission and profit objectives clash, and discover tools for managing them * Explore evolving trends and developments in financing social enterprise * Discover methods and tools for measuring and reporting social impact * Develop an effective strategy for achieving both financial success and meaningful social impact

Why does it cost nonprofits on average $20 to raise $100, while it costs companies only $4?

Simply put: Nonprofits have no leverage. No one has to make a donation. And since most donors have no direct stake in the organizations they support, they make donations out of the goodness of their hearts. If donors feel like writing a check, they will. If they don't, they won't.

The End of Fundraising turns fundraising on its head, teaching nonprofits how to stop begging for charity and start selling impact.

For the first time, nonprofits have economic power. We live in a new era where consumers, businesses, investors, employees, and service providers attach real economic value to social outcomes. An era where yesterday's "feel good" issues--education, the environment, health care, the arts, and animal rights--now have direct economic consequences and opportunities. Nonprofits now have leverage. To use this leverage, nonprofits must learn how to "sell" their impact to a new set of stakeholders.

Using his fifteen years of experience advising the world's leading nonprofits, foundations, and corporations, Jason Saul reveals the formula for how nonprofits transcend the paradigm of charitable fundraising and reach true financial sustainability. Specifically, this groundbreaking book offers nonprofit professionals a guide toUnderstand the role of social change in our economyCapture and communicate impact in simple, compelling termsIdentify the new market stakeholders that value nonprofit outcomesCreate powerful value propositions to increase leverageImprove the success of a nonprofit's pitches to funders

The End of Fundraising includes the tools needed to effectively frame, market, and sell a nonprofit organization's impact, and contains step-by-step guidance for creating dynamic new opportunities with a variety of funders.

Marketing for Cultural Organizations presents traditional marketing theory with a focus on the aspects most relevant to arts or cultural organizations. The book explains how to overcome the division between the concepts of high art and popular culture by targeting the new tech savvy cultural consumer. As arts patronage has declined, and given new technological advances, arts organizations have had to adapt to a new environment and compete for an audience. This edition emphasizes visitor or audience participation, as well as the use of social media in attracting and maintaining an audience. Learning to harness social media and technology in order to encourage a dialogue with its audience is of primary importance for arts organizations. This book covers: - Cost effective methods of researching the audience using technology - Developing a consistent, branded online message - Using social media to increase audience engagement, and involve them in the creative process With an approach that is jargon-free and focused on practical application, this book is designed for both undergraduate and graduate students of arts marketing and cultural management.

Essential tools for implementing right-sized prospect research techniques that help nonprofit organizations reach their fundraising goals

Written especially for front-line fundraisers, "Prospect Research for Fundraisers" presents a practical understanding of prospect research, prospect management, and fundraising analytics, demonstrating how research can be used to raise more money. Filled with examples, case studies, interviews, and stories, this unique book is structured around the fundraising cycle and illustrates the myriad of current and ever-changing prospect research tools and techniques available to boost an organization's fundraising effectiveness.

From essential overviews to how-to-search skills, this practical book gives development officers the tools to understand how to use prospect research in ways that best fit their goals for each stage of the fundraising cycle.Provides practical insight to understand the best use of each prospect research tool and techniqueFeatures a companion website with a variety of online tools to help readers implement key conceptsPart of the AFP Fund Development Series

"Prospect Research for Fundraisers" provides fundraisers with an understanding of what prospect research is and which resources are available to small organizations that have limited internal capacity, medium-sized organizations building capacity, and large organizations wanting to maximize their strengths. It offers a practical understanding of the relevant tools at the disposal of development officers and managers responsible for hiring, outsourcing, purchasing, managing, and implementing prospect research within their organizations.

You can't take care of the world without taking care of yourself. Being the Change is written for activists who work in organizations with social missions, and those who are involved in social change outside of their jobs. It provides empirically supported self-care strategies from cognitive behavior therapies and other psychological interventions for coping with the challenges of difficult yet meaningful work. Although therapy can often help alleviate anxiety or depression, individuals can also apply therapy-based strategies as part of their self-care. This book is a practical guide that helps readers enhance their ability to be effective agents of change. Readers will learn how to clarify their values, identify their strengths, manage their emotions and relationships, and incorporate self-care as part of their personal and professional development. A rich catalog of case examples, exercises, and actionable ideas make this book a comprehensive toolkit for people who want to take their social engagement to the next level in a healthy and productive way.

Gun violence occurs in urban areas more than it does anywhere else, and youth of color in these areas are disproportionately impacted in the United States. How can we approach this? What can we do to stop this from happening in the first place? In addition to trying to bolster the barriers one must cross to acquire a gun, we must also focus on the communities struggling with this abuse. In this book, Melvin Delgado approaches this nationwide issue with a specific focus on the victims: detailing the primary issues surrounding gun violence, what social workers can do about it, and why it is critical for those in the field to get involved. Delgado identifies the current strategies used by social workers, providing professionals with the tools necessary to identify key problems before they escalate enough to lead to violence. He also discusses ways to reshape the education social workers receive to make sure they keep these racial injustices in mind in their approaches. Self-help organizations can intervene and potentially reduce the number of gun-related deaths that occur in cities nationwide, but we too often do not look to them after a shooting. Urban Gun Violence presents opportunities for improvement based on the work done by urban self-help organizations in the past. Building off of these organizations from across the US-from Louis D. Brown Peace Institution in Boston to the Community Justice Reform Coalition in San Francisco-Delgado illustrates how social workers can advocate for minority communities impacted by this lethal weapon. With chapters spanning everything from how people obtain guns-legally and illegally-to lessons from the field, the book outlines the path toward successful intervention.

Civil society organizations, nonprofits, national and international nongovernmental organizations, and a variety of formal and informal associations have coalesced into a world political force. Though the components of this so-called third sector vary by country, their cumulative effects play an ever-greater role in global affairs. Looking at relief and welfare organizations, innovation organizations, social networks, and many other kinds of groups, Meghan Elizabeth Kallman and Terry Nichols Clark explore the functions, impacts, and composition of the nonprofit sector in six key countries. Chinese organizations, for example, follow the predominantly Asian model of government funding that links their mission to national political goals. Western groups, by contrast, often explicitly challenge government objectives, and even gain relevance and cache by doing so. In addition, Kallman and Clark examine groups in real-world contexts, providing a wealth of political-historical background, in-depth consideration of interactions with state institutions, region-by-region comparisons, and suggestions for how groups can borrow policy options across systems. Insightful and forward-seeing, The Third Sector provides a rare international view of organizations and agendas driving change in today's international affairs.

The long-awaited new edition of this highly praised text includes full coverage of policy issues and professional practice in nonprofit organizations, as well as at federal, state, and local levels of government. Retaining its accessible writing style, this sixth edition: examines the latest management theories (such as employee engagement and motivation) and current issues including disability, privatization, merit systems, and family and medical leave; roots the discussion in public policy issues, providing students with a better understanding of the actors involved and the broader context of personnel administration; provides abundant pedagogical tools, including learning objectives, summaries, and discussion questions, to guide student understanding and foster critical thinking; includes exercises and case studies throughout the book for individual or group work, helping students apply public personnel management concepts to real world situations. In addition to full coverage of the increasingly important role of personnel management in nonprofit organizations, this new edition has been thoroughly updated to include timely material on the effects of the 2008 global recession, public service contracting, public sector unions, security concerns, performance measurement, remote management, management of volunteers, the challenges and opportunities of developing an organizational culture, and lessons from the experiences of countries around the world. This is a textbook that is ideally suited to prepare students to manage people, effectively, whether in government, nonprofit organizations, NGOs, or in the private sector.

This is the first book of its kind to bring together the microeconomic insights on the functioning of non-profit organizations, complementing the wide range of books on the management of non-profit organizations by instead focusing on both theoretical and empirical work.

Jegers begins by considering definitions of non-profit organizations before examining the economic rationale behind their existence, the demand for them and its implications on their functioning. The final chapters look at the economic idiosyncrasies of the non-profit organizations, focusing on the fields of strategic management, marketing, accounting and finance.

Authors Scott J. Allen and Mitchell Kusy redefine what we think of as traditional leadership in this tangible book that ascribes flexible yet concrete and proven actions to what can be a very abstract term. Rather than delving into lengthy exposition and analysis to help you understand what leadership is and how to develop it for yourself, this practical book enables you to design a straightforward system tailored to your team and organizational needs. Free of complicated theories, The Little Book of Leadership Development focuses on what really works to motivate others, encourage productivity, and equip future leaders. The book delivers streamlined instructions on fifty practical strategies, including: modeling behaviors, sharing information, building accountability, stretching teams, and providing feedback. Managers with the ability to self-reflect and a willingness to implement these ideas will see quick improvements--in communication, efficiency, morale, and every other measure. The Little Book of Leadership Development goes straight to the heart of what it takes to be a great leader, so you can spend less time studying skills and more time developing a committed team of emerging leaders.

Employees with valuable skills and a sense of their own worth can make their jobs, pay, perks, and career opportunities different from those of their coworkers in subtle and not-so-subtle ways. This book shows how such individual arrangements can be made fair and acceptable to coworkers, and beneficial to both the employee and the employer.

Praise for NONPROFIT SUSTAINABILITY

"This is much more than a financial how-to book. It's a nonprofit's guide to empowerment. It demystifies mission impact and financial viability using The Matrix Map to provide strategic options for any organization. A must-read for every nonprofit CEO, CFO, and board member."
--Julia A. McClendon, chief executive officer, YWCA Elgin, Illinois

"This book should stay within easy reaching distance and end up completely dog-eared because it walks the reader through a practical but sometimes revelatory process of choosing the right mix of programs for mission impact and financial sustainability. Its use is a practice in which every nonprofit should engage its board once a year."
--Ruth McCambridge, editor in chief, "The Nonprofit Quarterly"

"Up until a few years ago, funding and managing a nonprofit was a bit like undertaking an ocean voyage. Now, it's akin to windsurfing--you must be nimble, prepared to maximize even the slightest breeze, and open to modifying your course at a moment's notice. Innovative executive directors or bold board members who want their organization to be able to ride the big waves of the new American economy must read this book."
--Robert L. E. Egger, president, DC Central Kitchen/Campus Kitchens Project/V3 Campaign

"Most nonprofits struggle to find a long-term sustainable business model that will enable them to deliver impact on their mission. Thanks to Jeanne Bell, Jan Masaoka, and Steve Zimmerman help is now in sight. This book offers practical, concrete steps you can take to develop your own unique path to sustainability without compromising your mission."
--Heather McLeod Grant, consultant, Monitor Institute, and author, "Forces for Good: The Six Practices of High-Impact Nonprofits"

"At last An urgently needed framework to prepare leaders to meet head-on the persistent twin challenges of impact and sustainability. This is a practical tool based on good business principles that can bring boards and staff members together to lead their organizations to sustainable futures."
--Nora Silver, adjunct professor and director, Center for Nonprofit and Public Leadership, Haas School of Business, University of California, Berkeley

"Together, Jeanne Bell, Jan Masaoka, and Steve Zimmerman equal wisdom, experience, and know-how on sustainability and lots of other things. Buy, read, and learn from this terrific book "
--Clara Miller, president and CEO, Nonprofit Finance Fund

"Wisdom, experience, and know-how. Buy, read, and learn from this terrific book "
--Clara Miller, president and CEO, Nonprofit Finance Fund

No matter whether you are approaching public or private sponsors, this thorough and detailed step-by-step guide will enable you to plan and write winning proposals. Grantseeking is always a competitive process. As organizational needs outstrip resources, groups turn to grants as a means of strengthening their financial footing while pursuing their missions. This book draws on the authors' three decades of grantseeking experiences in writing successful proposals, conducting grant workshops nationwide, reviewing government and foundation proposals, and critiquing application guidelines for grantmakers to lead readers through the process of planning and writing successful proposals. The authors first provide practical strategies for project planning, including identifying sponsors, matching grantseeker needs to sponsor priorities, and qualifying prospects through pre-proposal contacts. The authors then guide users systematically through proposal writing, including introducing a template for letter proposals to private foundations and corporations, describing the primary elements of government proposals, and providing tips for constructing a realistic budget. This advice as well as the key questions to answer before you begin writing; actual proposals that were declined, with rejection reasons; and complete sample letter proposals comprised in this volume will help both beginning and experienced grantseekers to better plan and develop fundable projects. Discusses resources to identify the tens of thousands of grantmakers that award more than $350 billion in philanthropic funds annually Provides a time-tested template to write proposals for private foundations and corporations, with samples to illustrate how the template can be used in different grant writing situations Features new examples of and strategies for increasing the overall quality and competitiveness of grant applications Addresses sponsors' increased attention to evaluation and their desire to move beyond counting participants and activities to measuring a project's impact Looks at different types of sustainability and interrelationships among grant proposal narratives, logic models, and budgets Offers new strategies for engineering and reverse engineering budgets to help maintain alignment between costs and activities and insulate against potential requests for budget reductions

"Libby and Detrick have compiled their extensive knowledge of the real issues that face our nonprofit sector to help students glean important lessons from each case. It is refreshing to have such a tool to assist in the education of our future nonprofit leaders." -Emma A. Powell, Western Michigan University Case Studies in Nonprofit Management by Pat Libby and Laura Deitrick consists of original cases that are designed to teach students how to think critically, hone their decision-making skills, and learn to apply leadership and management principles that are essential for any nonprofit professional. These case studies illustrate the multifaceted nature of the nonprofit management sector and bring concepts like nonprofit leadership, risk management, advocacy, and grant making to life.

The bestselling guide to nonprofit planning, with proven, practical advice Strategic Planning for Nonprofit Organizations describes a proven method for creating an effective, organized, actionable strategy, tailored to the unique needs of the nonprofit organization. Now in its third edition, this bestselling manual contains new information about the value of plans, specific guidance toward business planning, and additional information about the strategic plan document itself. Real-world case studies illustrate different planning and implementation scenarios and techniques, and the companion website offers templates, tools, and worksheets that streamline the process. The book provides expert insight, describing common misperceptions and pitfalls to avoid, helping readers craft a strategic plan that adheres to the core values of the organization. A well-honed strategic plan helps nonprofit managers set priorities, and acquire and allocate the resources necessary to achieve their goals. It also provides a framework for handling challenges, and keeps the focus on the organization's priorities. Strategic Planning for Nonprofit Organizations is an excellent source of guidance for managers at nonprofits of every size and budget, helping readers to: * Identify the reasons for planning, and gather information from internal and external stakeholders * Assess the current situation accurately, and agree on priorities, mission, values, and vision * Prioritize goals and objectives for the plan, and develop a detailed implementation strategy * Evaluate and monitor a changing environment, updating roles, goals, and parameters as needed Different organizations have different needs, processes, resources, and priorities. The one thing they have in common is the need for a no-nonsense approach to planning with practical guidance and a customizable framework. Strategic Planning for Nonprofit Organizations takes the fear out of planning, with expert guidance on the nonprofit's most vital management activity.

While many introductory public administration textbooks contain a dedicated chapter on ethics, The Public Administration Profession is the first to utilize ethics as a lens for understanding the discipline. Analyses of the ASPA Code of Ethics are deftly woven into each chapter alongside complete coverage of the institutions, processes, concepts, persons, history, and typologies a student needs to gain a thorough grasp of public service as a field of study and practice. Features include: A significant focus on "public interests," nonprofit management, hybrid-private organizations, contracting out and collaborations, and public service at state and local levels. A careful examination of the role that religion may play in public servants' decision making, as well as the unignorable and growing role that faith-based organizations play in public administration and nonprofit management at large. End-of-chapter ethics case studies, key concepts and persons, and dedicated "local community action steps" in each chapter. Appendices dedicated to future public administration and nonprofit career management, writing successful papers throughout a student's career, and professional codes of ethics. A comprehensive suite of online supplements, including: lecture slides; quizzes and sample examinations for undergraduate and graduate courses containing multiple choice, true-false, identifications, and essay questions; chapter outlines with suggestions for classroom discussion; and suggestions for use of appendices, e.g., how to successfully write a short term paper, a brief policy memo, resume, or a book review. Providing students with a comprehensive introduction to the subject while offering instructors an elegant new way to bring ethics prominently into the curriculum, The Public Administration Profession is an ideal introductory text for public administration and public affairs courses at the undergraduate or graduate level.

Grow your start-up into a global influence with real-world impact Scaling Global Change provides social entrepreneurs with the strong organizational foundation they need to change the world. Through the story of Room to Read, one of the fastest-growing nonprofits in the last 18 years, this book features clear, real-world lessons for growing a non-profit or social enterprise, with special insight into girls' education and literacy programming in lower-income countries. By outlining theories of program, operational, and system-level change, the discussion delves into the meat of the entrepreneurial spirit and applies it directly to everyday strategic decisions. The book begins with an overview of essential communication, vision, and execution fundamentals, and then dives into a discussion of metrics, monitoring, planning, leadership, and more. Clear guidance on internal operations, fundraising, team building, management, and other central topics provides a roadmap for new and experienced leaders, while further exploration of influence, strategy, and government funding relates the wisdom of experience from the perspective of a successful organization. Cross the chasm from start-up to mature organization with worldwide impact Gain insight into the theoretical and practical underpinnings of nonprofit success Adopt new perspectives on effectiveness, excellence, and influence Translate ideas into action in a way that will change the world Social entrepreneurship has taken off more than ever, and the market is crowded with optimistic leaders wanting to change the world. How do you differentiate your organization from the pack? How can you stand out, stand up, and make a real impact? These lessons are gained through experience and building a strong organizational culture; Room to Read has treaded this path and found itself at the heights of success. With Scaling Global Change, you reap the benefit of experiential lessons while applying them to the success of your own organization. **All Royalties from the sale of Scaling Global Change will be donated directly to Room To Read**

Tax-exempt law explained, for lawyers and nonlawyers alike The Law of Tax-Exempt Organizations has, for decades, been the definitive single-volume source of legal information for nonprofit lawyers and managers alike. This thoroughly revised Twelfth Edition provides all the updates you need to stay current on the latest changes to tax code, regulatory, and case law developments. The 2020 Cumulative Supplement is included to ensure that you don't miss any important updates. This product also includes access to the companion website, full of additional digital resources.

A comprehensive introduction to the field of philanthropy, Philanthropy and Society challenges the reader to think deeply about the role of philanthropic institutions in shaping and bettering the communities they serve and civil society as a whole. While all agree that the function of philanthropic organizations is to maximize the impact of grant making, there is little consensus on how to do that. This book focuses on two trends that have emerged: strategic philanthropy and increasing diversity, equity and inclusion in philanthropy. Amidst persistent societal inequities, the proliferation of philanthropy leaves one wondering about the potential of this expanding industry to influence social change as well as include constituents beyond donors and their staff. The book offers several case studies of different types of foundations from around the world that demonstrate several tactics used to develop plans that are both strategic and inclusive. Upper-level undergraduate and postgraduate students of philanthropy, as well as professionals, will come away from this book with a more nuanced and practical sense of the challenging questions the field of philanthropy faces, and the different ways they can be tackled.

The Matrix Map a powerful tool for nonprofit strategic decision-making Nonprofit sustainability lies at the intersection of exceptional impact and financial viability. The Sustainability Mindset offers nonprofit professionals and board members a step-by-step guide to move your organization towards this intersection. As outlined in the bestselling book Nonprofit Sustainability, "The Matrix Map" is an accessible framework that combines financial and programmatic goals into an integrated strategy. In this next-step resource, the authors detail a rigorous process to develop a meaningful Matrix Map and engage leadership in setting an organization's strategy. Nonprofits that thrive in today's environment are adaptable with a clear understanding of their impact and business model. This book offers nonprofit boards and staff a framework to do so. Drawing on their in-depth experience, the authors provide an easy-to-follow process complete with tools and templates to help organizations visualize their business model and engage in strategic inquiry. The book provides a variety of illustrative examples to show how the Matrix Map works for all types of organizations. Nonprofit executives and board member are sure to benefit from The Matrix Map analysis. * Offers step-by-step guidance for creating a Matrix-Map, a visual representation of an organization's business model * Helps organizations assess how each of their programs contributes toward their desired impact and their financial bottom-line. * Filled with compelling examples of how The Matrix Map helps nonprofits with strategic decision-making * Written by the coauthors of the groundbreaking book Nonprofit Sustainability This comprehensive resource will give any nonprofit the framework they need to make decisions for sustainability and the templates and tools to implement it and help leaders address the challenges inherent in balancing mission impact with financial viability.

New edition of a classic guide to ensuring effective organizational performance

Thoroughly revised and updated, the second edition of "Managing and Measuring Performance in Public and Nonprofit Organizations" is a comprehensive resource for designing and implementing effective performance management and measurement systems in public and nonprofit organizations. The ideas, tools, and processes in this vital resource are designed to help organizations develop measurement systems to support such effective management approaches as strategic management, results-based budgeting, performance management, process improvement, performance contracting, and much more.

The book will help readers identify outcomes and other performance criteria to be measured, tie measures to goals and objectives, define and evaluate the worth of desired performance measures, and analyze, process, report, and utilize data effectively.Includes significant updates that offer a more integrated approach to performance management and measurementOffers a detailed framework and instructions for developing and implementing performance management systemsShows how to apply the most effective performance management principlesReveals how to overcome the barriers to effective performance management

"Managing and Measuring Performance in Public and Nonprofit Organizations" identifies common methodological and managerial problems that often confront managers in developing performance measurement systems, and presents a number of targeted strategies for the successful implementation of such systems in public and nonprofit organizations. This must-have resource will help leaders reach their organizational goals and objectives.

Public Administration and Public Affairs demonstrates how to govern efficiently, effectively, and responsibly in an age of political corruption and crises in public finance. Providing a comprehensive, accessible and humorous introduction to the field of Public Administration, this text is designed specifically for those with little to no background in the field. Now in its 13th edition, this beloved book includes: Engaging, timely new sections designed to make students think, such as "Why Are So Many Leaders Losers?" and "Even Terrorists Like Good Government" Comparisons throughout of the challenges and opportunities found in the nonprofit sector vs. the public sector (sections such as "The Dissatisfied Bureaucrat, the Satisfied Nonprofit Professional?") Extensive new material on e-governance, performance management, HRM, intersectoral and intergovernmental administration, government contracting, public budgeting, and ethics. The 13th edition is complete with an Instructor's Manual, Testbank, and PowerPoint slides for instructors, as well as Learning Objectives and Self-test Questions for students, making it the ideal primer for public administration/management, public affairs, and nonprofit management courses.

Nonprofits and the social sectors are taking on an increasing share of the world's most vital work. Make sure your organization is ready for the challenge.

If you read nothing else on nonprofits and the social sectors, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you align your organization's mission and strategy, deliver immediate impact, and create lasting change.

This book will inspire you to:

- Choose the right problem to solve

- Understand when the best practices of for-profits don't apply

- Assemble an engaged and goal-driven board of directors

- Make the most of for-profit initiatives and corporate partnerships

- Drive demand, scale up, and be ready to change course

- Learn from the success stories of the world's most respected nonprofit leaders