{"product_id":"fundraising-the-smart-way-website-isbn-9781118640180","title":"Fundraising the SMART Way, + Website","description":"\u003cb\u003eStrategic planning and tactical fundraising can maximize income and minimize costs\u003c\/b\u003e  \u003cp\u003eFundraising is the lifeblood of the nonprofit, and, successful or otherwise, determines the organization's ability to provide for the group it serves. Every organization attempts to lower overhead while increasing donations, but this often proves to be impossible within existing frameworks. Effective fundraising - increasing donations while engaging more donors and lowering costs - requires a sound strategy that turns major roadblocks into minor hurdles that are easily overcome. It's not about trying harder, it's about working smarter.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eFundraising the SMART Way\u003c\/i\u003e provides the groundwork for a complete revamp of organizational fundraising systems. Author Ellen Bristol applies twenty years of corporate sales experience and eighteen years in fund development consultation to the problem of inefficient fundraising. Bristol turns her extensive sales expertise toward the perspective of \"selling\" an organization to potential donors, increasing the donor pool, and lowering the cost of fundraising. The book details the questions every nonprofit should be asking to maximize the effectiveness of fundraising efforts, and encourages systematic strategy development by zeroing in on key factors such as:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eOrganizational goals, strengths, and weaknesses\u003c\/li\u003e \u003cli\u003eDonor actions and motivations\u003c\/li\u003e \u003cli\u003eWorkload management and results QA\u003c\/li\u003e \u003cli\u003eOpportunity evaluation and organizational action\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe book outlines clear, concrete, actionable steps that can be immediately implemented to escalate income growth. Effective fundraising is sustainable, consistent, and on-target. It must exceed current need and expand to fill future need. \u003ci\u003eFundraising the SMART Way\u003c\/i\u003e represents a true breakthrough in that it lays a foundation for true systemic overhaul, and can be the catalyst for the growth of any nonprofit.\u003c\/p\u003e  Preface xi  \u003cp\u003eAcknowledgments xv\u003c\/p\u003e \u003cp\u003eIntroduction Why We Need a Fundraising Revolution 1\u003c\/p\u003e \u003cp\u003eFundraising the SMART WayTM 4\u003c\/p\u003e \u003cp\u003eHow It Works 5\u003c\/p\u003e \u003cp\u003eResults from the Leaky Bucket Study 6\u003c\/p\u003e \u003cp\u003eStatistics from the Leaky Bucket Assessment 8\u003c\/p\u003e \u003cp\u003eThe Four Laws of Performance Management 11\u003c\/p\u003e \u003cp\u003eTarget: Consistent, Predictable Income Growth 14\u003c\/p\u003e \u003cp\u003eEffective Fundraising as Competitive Advantage 16\u003c\/p\u003e \u003cp\u003eAdopting the SMART Way Model 19\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART ONE Which Funders Are “Right” for You? 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1 The Context for Fund Development 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Should It Cost to Achieve Your Mission? 26\u003c\/p\u003e \u003cp\u003eAnalyzing the True Cost of Your Mission 30\u003c\/p\u003e \u003cp\u003eYour Opportunity Risk Factor: The Real Value of Your Time 31\u003c\/p\u003e \u003cp\u003eWhat Makes Your Best Funders “Best”? 34\u003c\/p\u003e \u003cp\u003eYour Unique Value Proposition: The Value in Value-Added 36\u003c\/p\u003e \u003cp\u003eWhat We Covered 42\u003c\/p\u003e \u003cp\u003eWhat You Can Do 42\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2 Funder Selection Strategies 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Your Best Funders Support You 47\u003c\/p\u003e \u003cp\u003eThe Exchange of Value 55\u003c\/p\u003e \u003cp\u003eApplying the Exchange of Value 59\u003c\/p\u003e \u003cp\u003eWhat We Covered 60\u003c\/p\u003e \u003cp\u003eWhat You Can Do 61\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3 Building Your SMART Way Prospect Scorecard 63\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNine Scorecard Principles 66\u003c\/p\u003e \u003cp\u003eCrafting Scorecard Statements 72\u003c\/p\u003e \u003cp\u003eScoring the Prospect 80\u003c\/p\u003e \u003cp\u003eScorecard as Management Control 82\u003c\/p\u003e \u003cp\u003eWhat We Covered 84\u003c\/p\u003e \u003cp\u003eWhat You Can Do 85\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4 The Scorecard as a Management Control Device 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUsing the Scorecard to Manage the Fundraising Process 88\u003c\/p\u003e \u003cp\u003eValidating the Scorecard 89\u003c\/p\u003e \u003cp\u003eThe Suggested Probing Questions 92\u003c\/p\u003e \u003cp\u003eDeveloping Your Questions 96\u003c\/p\u003e \u003cp\u003eField-Test the Scorecard 101\u003c\/p\u003e \u003cp\u003eThe Control Part 105\u003c\/p\u003e \u003cp\u003eWhat We Covered 106\u003c\/p\u003e \u003cp\u003eWhat You Can Do 106\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART TWO Defining the Fund Development Process 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5 The Fund Development Pipeline 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePipeline Basics 114\u003c\/p\u003e \u003cp\u003eThe SMART Way Pipeline Revolution 116\u003c\/p\u003e \u003cp\u003eProcess Management for Nonprofits: A Primer 117\u003c\/p\u003e \u003cp\u003eMoves Management versus the SMART Way 118\u003c\/p\u003e \u003cp\u003eEliminate Process Boundaries or Add Them? 120\u003c\/p\u003e \u003cp\u003eDevelopment Drivers 127\u003c\/p\u003e \u003cp\u003eWhat We Covered 129\u003c\/p\u003e \u003cp\u003eWhat You Can Do 129\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6 Setting Performance Targets 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEverything You Ever Wanted to Know about Continuous Improvement 132\u003c\/p\u003e \u003cp\u003eAssigning Targets 135\u003c\/p\u003e \u003cp\u003eGood Targets, Bad Targets 139\u003c\/p\u003e \u003cp\u003eMove Zero Targets 141\u003c\/p\u003e \u003cp\u003ePerformance Targets and the SMART Way Scorecard 145\u003c\/p\u003e \u003cp\u003eTargets for Development Drivers 149\u003c\/p\u003e \u003cp\u003eWhat We Covered 150\u003c\/p\u003e \u003cp\u003eWhat You Can Do 151\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART THREE Implementing Fundraising the SMART Way 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7 Reporting and Leading for Better Results 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLeadership 101 158\u003c\/p\u003e \u003cp\u003eFirst, There is a Mountain . . . 159\u003c\/p\u003e \u003cp\u003e“Vertical” versus “Horizontal” Reporting 159\u003c\/p\u003e \u003cp\u003eSMART Way Reports 163\u003c\/p\u003e \u003cp\u003eEnlightened Leadership Practices 166\u003c\/p\u003e \u003cp\u003eTracking Donor Move Targets 171\u003c\/p\u003e \u003cp\u003eReading the Story the Numbers Tell You 173\u003c\/p\u003e \u003cp\u003eWhat We Covered 174\u003c\/p\u003e \u003cp\u003eWhat You Can Do 174\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8 The Breakthrough: Continuous Improvement 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Plan-Do-Check-Act Cycle 178\u003c\/p\u003e \u003cp\u003eRoot-Cause Analysis Done Right 179\u003c\/p\u003e \u003cp\u003eWhat We Covered 200\u003c\/p\u003e \u003cp\u003eWhat You Can Do 201\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9 Applying SMART Way Methods to Mass-Market Fundraising 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSelling to Major Accounts versus Transactional Selling 204\u003c\/p\u003e \u003cp\u003eThe Majors versus the Minors 206\u003c\/p\u003e \u003cp\u003eTo Find Donors, Stop Looking 208\u003c\/p\u003e \u003cp\u003eMass-Market and Target-Market Fundraising 214\u003c\/p\u003e \u003cp\u003eSMART Way Management Controls 216\u003c\/p\u003e \u003cp\u003eWhat We Covered 218\u003c\/p\u003e \u003cp\u003eWhat You Can Do 218\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10 Radical Thinking about the Fundraising Revolution 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFundraising and the Russian Revolution 225\u003c\/p\u003e \u003cp\u003eAdopting the Mind-set of Potential 228\u003c\/p\u003e \u003cp\u003eRevolutionizing the Way We Manage Performance 229\u003c\/p\u003e \u003cp\u003eImplications for Information Technology 235\u003c\/p\u003e \u003cp\u003eImplications for the Governing Board 237\u003c\/p\u003e \u003cp\u003eParting Remarks 241\u003c\/p\u003e \u003cp\u003eAbout the Author 243\u003c\/p\u003e \u003cp\u003eAbout the Companion website 245\u003c\/p\u003e \u003cp\u003eIndex 247\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eELLEN BRISTOL\u003c\/b\u003e came into the nonprofit sector after more than twenty years of experience in the corporate world where she specialized in major-account sales of information technology equipment. Since 1995, the year she launched Bristol Strategy Group, she has developed a solid track record as a consultant and author in the fund development arena.     \u003c\/p\u003e\u003cp\u003e\u003cb\u003eStart a fundraising revolution within your organization\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003eA part of the acclaimed AFP Fund Development Series, \u003ci\u003eFundraising the SMART Way™ + Website\u003c\/i\u003e describes in detail a formal methodology that provides the management controls so sorely needed to acquire and sustain funding in a significantly more rational, objective, and productive manner. These techniques don't merely fix problems; they also open the door to innovation. This book is about revolutionizing the fundraising function through the classic elements and disciplines of performance, or as its often called, process management. Author Ellen Bristol built on the successful foundations of Six Sigma and LEAN methodologies to create The SMART Way™, a set of business rules, guidelines, performance metrics, and other management controls that provide measurable improvements in sales profitability. Her system is now fundamentally changing the way nonprofits and other organizations approach fundraising.  \u003c\/p\u003e\u003cp\u003eThe SMART Way™ model establishes two critical components that tend to be ignored, overlooked, or under-valued. When you can document and quantify these two components, capture data against them, and then cross-reference the data, you will be far more capable of maintaining high levels of productivity, management control, visibility, and accountability for all engaged in the fundraising effort, including peer solicitors and even donors themselves. Here are the two critical components:  \u003c\/p\u003e\u003cul\u003e  \u003cli\u003e\n\u003ci\u003eThe Ideal-Funder Profile:\u003c\/i\u003e a benchmark for each category of funder (donor, grant maker, corporate giver) that lists factual, quantitative characteristics of your ideal funder; qualitative or values-based characteristics; and the danger signs that suggest that some donors, assuming you were to win them over, may cost more than they are worth. A complex benchmark of this nature provides clear guidelines about which donors justify the most investment of time and effort, and which do not. In the SMART Way™ model, we call such profiles Scorecards.\u003c\/li\u003e  \u003cli\u003e\n\u003ci\u003eThe Donor Moves:\u003c\/i\u003e milestones that locate the gift\/grant opportunity in the pipeline based on the donor's \u003ci\u003egiving\u003c\/i\u003e process, rather than your team's \u003ci\u003egetting\u003c\/i\u003e process. Virtually all gifts and grants evolve through a short, predictable, unvarying series of milestones that provide effective performance indicators, both leading and trailing.\u003c\/li\u003e  \u003c\/ul\u003e  \u003cp\u003e\u003ci\u003eFundraising the SMART Way™ + Website\u003c\/i\u003e will teach you to wrap your organizational arms and minds around the persistently stormy nature of the fund-development climate, and how to prevent tsunamis, hurricanes, and tornados in favor of balmy breezes and warm climes, a fund development world where what you want to happen, happens.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989266186469,"sku":"NP9781118640180","price":65.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118640180.jpg?v=1761783441","url":"https:\/\/k12savings.com\/products\/fundraising-the-smart-way-website-isbn-9781118640180","provider":"K12savings","version":"1.0","type":"link"}