By Joyce Penland, CFRE
The bookshelf at the Bacon Lee & Associates office contains a variety of books by leaders in the nonprofit industry to help inspire our fundraising work, covering topics from how to make a successful solicitation visit to how to build stronger governing boards. But in addition to the hard or soft cover volume, what else should a savvy development professional take time to read?
A survey of our principals and associates resulted in these book recommendations:
- Asking: A 50-Minute Guide to Everything Board Members, Volunteers, and Staff Must Know to Secure the Gift by Jerold Panas
- Donor Centered Fundraising and Donor Centered Leadership by Penelope Burk
- Capital Campaigns: Strategies That Work by Andrea Kihlstedt
- The Artful Journey: Cultivating And Soliciting The Major Gift by Bill Sturtevant
- How to Write Successful Fundraising Letters by Mal Warwick
- The Seven Faces of Philanthropy by Russ Alan Prince and Karen Maru File
In addition, here are some tips that can help knowledgeable development professionals in your daily work.
- We are strong advocates of Advancing Philanthropy, the quarterly magazine of the Association of Fundraising Professionals, as well as its weekly AFP e-Wire. Both are good sources of “how to” articles, as well as the often-needed inspirational boost.
- The same advice goes for the Chronicle of Philanthropy and the Chronicle of Higher Education, for those in colleges and universities. Staying abreast of major charitable contributors and the causes they support is important in our work.
- It might sound a bit morbid but smart fundraisers should make it a habit to read the daily obituaries. Knowing that the spouse of one of your major donors has died can help you be sensitive to her needs and guide your approach in future visits.
- Reading the city’s business journal also makes good fundraising sense. Seeing what plans and issues are impacting your prospects and donors can advise your organization’s next steps. For example, when you see that your board chair has recently sold his company, you can think strategically about offering gift opportunities that benefit you both.
- Take note of what your “competitors” are doing. Go onto the websites or Facebook pages of institutions like your own and read about their projects and programs. We’re not advocating “stealing” their great ideas, but knowing what others are offering can inspire you to “work smarter.”
- Make it a habit to note how the stock market is doing. Offering a hearty slap on the back and toothy smile to your donor who may have taken a beating in the market can make you appear thoughtless and a bit “out of the loop.”
Finally, read your own press. Read the news releases that your public relations office generates. Read your organization’s 990 and know it backwards and forwards. Read your organization’s profile on Guidestar. (Donors will look at this profile to help them determine whether your organization is worthy of funding.) Too often nonprofits ignore this opportunity to “toot their own horns.” Read the colorful brochure that your project coordinator has just sent to your clients. Read the “state of the organization” letter your CEO mailed to legislators and supporters.
The savvy development professional will stay current with the printed materials your own organization is creating and will be able to articulate its mission, vision and goals with clarity and enthusiasm.
We’d like to hear about the items on YOUR nonprofit’s bookshelf. Send us a note about what you’re reading, and we’ll include in a future article.