An Executive′s Guide to Fundraising Operations – Principles, Tools & Trends (AFP Fund Development Series)

<p>Foreword xiii</p>
<p>Preface xvii</p>
<p>Acknowledgments xix</p>
<p>CHAPTER 1 Introduction 1</p>
<p>Supporting Fundraising 2</p>
<p>What Is Fundraising Operations and Where Should It Fit in the Organization? 2</p>
<p>Fundraising Operations: What s in a Name? 3</p>
<p>What Does Fundraising Operations Include? 5</p>
<p>Organizational and Environmental Factors Shape Operations 8</p>
<p>Using This Guide to Improve Decisions 13</p>
<p>CHAPTER 2 Principles of Fundraising Operations 15</p>
<p>Data, Technology, Reporting, Process, and People 16</p>
<p>Data 18</p>
<p>Technology 31</p>
<p>Reporting 34</p>
<p>Processes as Key Responsibilities 39</p>
<p>People 41</p>
<p>CHAPTER 3 Responsibilities of Your Fundraising Operations Team 51</p>
<p>Technology Management 51</p>
<p>Primary Roles in Transitions: Arbiter and Advocate 52</p>
<p>Data Maintenance 68</p>
<p>Gift Processing 70</p>
<p>Reporting 75</p>
<p>Prospect Development 79</p>
<p>Stewardship 88</p>
<p>Compliance 92</p>
<p>IT, HR, Finance, and More 98</p>
<p>A Special Note about Finance 100</p>
<p>CHAPTER 4 Program Support 103</p>
<p>Major Giving 104</p>
<p>Annual and Unrestricted Giving 104</p>
<p>Constituent Engagement Programs 107</p>
<p>Events 107</p>
<p>Special Initiatives or Constituencies 110</p>
<p>Healthcare Fundraising and Grateful Patient and Family Programs as Special Cases 111</p>
<p>Moving from Fundamentals to Innovations 113</p>
<p>CHAPTER 5 Trends, Fads, and Staying Ahead of the Curve 115</p>
<p>Which Curve? 116</p>
<p>Applying Principles to Trends 120</p>
<p>Volume, Accessibility, and Ubiquity of Data 122</p>
<p>Consumer Data, Analytics, and Ethics 124</p>
<p>Virtualization, Web Applications, and Mobility 127</p>
<p>Social Media Mania 132</p>
<p>Evolving Applications for Evolving Technologies 136</p>
<p>Advances in Reporting and Analytics 143</p>
<p>New Staff and Performance Considerations 148</p>
<p>Fast–Moving Trends 158</p>
<p>CHAPTER 6 Decision Advice from the Field 161</p>
<p>Ideas from Practitioners 162</p>
<p>Development Executive at a Leading Australian University 162</p>
<p>Children s Healthcare Foundation President 163</p>
<p>Fundraising Operations Consultant 164</p>
<p>Liberal Arts College Vice President 166</p>
<p>Advancement Leadership at a Division I University 167</p>
<p>University System Operations Assistant Vice President 169</p>
<p>Healthcare Executive Director of Development 170</p>
<p>Executive Director at a Top 10 University 171</p>
<p>Development Director at a Leading Medical Center 172</p>
<p>Making Your Executive Decisions 172</p>
<p>CHAPTER 7 Tools for Fundraising Operations 175</p>
<p>Fundraisingoperations.com 175</p>
<p>Data 176</p>
<p>What Are the 10 Signs of Bad Data? 176</p>
<p>How Do You Know Your Data Are Accurate? 178</p>
<p>Technology 178</p>
<p>What Are the Five Myths of the Conversion Process? 178</p>
<p>What Does a Data Exception Log Look Like? 180</p>
<p>How Effective Is the Implementation of Your Database? 181</p>
<p>What Does a Sample Scorecard Look Like? 182</p>
<p>Reporting 182</p>
<p>What Are the Seven Qualities of a Great Reporting Environment? 182</p>
<p>What Are Five of the Most Important Types of Reports for Campaign and Prospect Management? 184</p>
<p>What Does an Effective Data Dictionary Look Like? 189</p>
<p>Processes 189</p>
<p>How Can You Calculate and Establish Impact Measures for Your Operations Team? 189</p>
<p>How Can You Gauge Good Training Outcomes? 190</p>
<p>How Can You Evaluate Your Gift Processing? 190</p>
<p>What Does the Front–of–the–Line Approach Look Like for Gift Processing? 193</p>
<p>How Should Gift Processing Assess Donor s Checks? 194</p>
<p>What Does a Good Staff Survey on Operations Look Like? 194</p>
<p>How Can You Start a Great Prospect Management System? 196</p>
<p>Staff 199</p>
<p>What Are the 10 Characteristics of Great Operations Team Members? 199</p>
<p>What Are the Five Signs Team Members Are Looking for New Positions? 200</p>
<p>How Can You Assess Staff Performance of the Operations and Other Teams? 201</p>
<p>Epilogue 205</p>
<p>Appendix A: Sample Data Dictionary 211</p>
<p>Appendix B: APRA Statement of Ethics 220</p>
<p>Glossary 221</p>
<p>Bibliography 225</p>
<p>About the Author 227</p>
<p>AFP Code of Ethical Principles and Standards 229</p>
<p>A Donor Bill of Rights 230</p>
<p>Index 231</p>