PPA 730

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					PPA 730
Fund Development for Nonprofit Organizations
Wednesdays 3:45-6:30 p.m., Heroy Geol 113 ________________________________________________________________________ Mary Tschirhart Director, Campbell Public Affairs Institute Maxwell School of Citizenship and Public Affairs Office: Eggers 314 Phone: 443-3718 E-mail: Office Hours: Wednesdays 1:30-3:00 and by appointment ________________________________________________________________________

This course examines the theory and practice of fund development for nonprofit organizations. Students work with a nonprofit of their choosing to develop a portfolio of fund development products. In class, students engage with course ideas through mini-lectures, exercises, and presentations. The readings for the course are primarily in one book and a course reader. The book is The Complete Guide to Fundraising Management by Stanley Weinstein. Students will demonstrate their skills and knowledge through class participation, presentations, and a portfolio. Grading is based 60% on the portfolio, 10% on presentation of a piece of the portfolio, 20% on an exam, and 10% on class participation and in-class exercises. Portfolio: Each student will have a nonprofit client. The client may be a real nonprofit organization or a fictional nonprofit organization created for the purposes of the course. For the portfolio, students may choose how many pieces to complete. To achieve an A for the portfolio, it must have eight pieces and all the pieces must be excellent. For a B grade for the portfolio, the portfolio requires a minimum of six pieces. Students are encouraged to submit drafts of the items to the professor for feedback before submission of the final portfolio of products. A list of the available pieces is on the next page. Presentation: Each student will have five minutes to present an item to the class and ask for class approval of the item. The presenter must give a finished draft of the presented item to the professor at the time of the presentation. The student should assume the class has the authority to decide if the item should be used by the nonprofit client. If reasonable, the student should make copies of the presented item for each class member. Participation: Students should prepare all required readings prior to the class in which they will be discussed. Some readings are optional – they are marked as such in the course outline. Students will be graded on their ability and willingness to share their comments and questions in the class sessions, and the quality of their engagement in class exercises. All students are expected to maintain confidentiality in regards to information presented on all client organizations. Exam: For the exam, case materials on an organization will be provided. The exam questions will allow the student to apply course ideas to the case. The exam will be completed outside of class. Students may discuss the case with each other but must write their exam responses independently.

Possible Portfolio Pieces (each counts as 1 piece unless otherwise indicated) Fundraising budget for an event or mailing Grant proposal (counts as 2 pieces) Mail solicitation package (counts as 2 pieces) Database review with software recommendation, see p. 84 Gift range chart for an annual OR capital campaign Planned giving program review with recommendations Profiles of 5 foundation prospects Profiles of 5 major gift individual prospects, see exhibit 7-2 Review of last 4 years of fundraising, see exhibit 16-2 (counts as 2 pieces) Completed evaluation of readiness test with recommendations for next steps 8-10 page paper (double-spaced) on fund development topic (counts as 2) Solicitation letter for corporate prospect and profile on corporation Script for telephone solicitation Formal case statement (see p. 60-61) (counts as 2 pieces) Review of website with recommendations for improving fund development aspect 100 new names for direct mail with descriptions of name source(s) and rationale for using list Analysis of existing donor recognition practices and recommendations for enhancement Completed Reliability-Autonomy worksheet with analysis and recommendations Other – with approval of professor TOTAL PORTFOLIO COUNT

NOTE: CP designates a coursepack reading. Readings include handouts distributed in class and documents to download from the web. ___________________________________________________ January 17: Introduction to Course and Participants Handout: ―Philanthropy in America‖ Handout: ―Can we throw away the tin cup?‖ __________________________________________________ January 24: Why People Give Chapter 1: Five Major Fundraising Principles Chapter 3: Managing the Resource Development Function Chapter 4: The Case for Support and Fundraising Material Chapter 2: Your Organization and the Not-for-Profit World OPTIONAL ___________________________________________________ January 31: Suspects  Prospects  Customers  Regulars  Advocates Chapter 6: Prospect Identification, Research, and Segmentation Chapter 7: Nurturing Relationships CP: ―Writing Thank You Notes‖ Web: ―BBB Wise Giving Alliance Donor Expectations Survey‖ (download report from OPTIONAL ___________________________________________________ February 7: Theories for Fundraising CP: ―Theoretical context of fundraising‖ CP: ―The power of persuasion‖ ___________________________________________________ February 14: Direct Mail Solicitation and Annual Campaigns Chapter 9: Direct and Select Mail Fundraising CP: ―The Cardinal Rules of Fundraising Letters‖ CP: ―Feedback information and contributions…‖ OPTIONAL CP: ―Ask and ye shall receive: The effect of the appeals scale…‖ OPTIONAL ___________________________________________________ February 21: Major Gifts, Capital and Endowment Campaigns Chapter 8: Major Gifts Programs Chapter 14: Capital and Endowment Campaigns CP: ―Gift horse or Trojan horse? SPECIAL GUEST: Mr. Gary Livent ___________________________________________________ February 28: Face to Face Solicitation, Human Resources CP: ―The Importance of Volunteers in a Capital Campaign‖ Chapter 15: Human Resources ___________________________________________________

OPTIONAL EVENT March 2 Special Workshop on Grant Proposal Writing Coordinated by Professor Tim Smeeding Global Collaboratory, 1:00 to 4:00 ___________________________________________________ March 7: Fund Development Vehicles Chapter 10: Telephone Solicitations Chapter 11: Special Event Fundraisers CP: ―ephilanthropy: Using the internet to build support‖ CP: ―Do-it-yourself DRTV: A practical guide…‖ CP: ―Understanding charity fundraising events‖ Web: ―eNonprofit Benchmarks Study: Measuring Email Messaging, Online Fundraising, and Internet Advocacy Metrics‖ (download from http: // OPTIONAL ___________________________________________________ March 14: No class--Spring Break ___________________________________________________ March 21: Information Management Chapter 5: Managing Information CP: ―Table 6: Performance Analysis‖ SPECIAL GUEST: Mr. David Murray ___________________________________________________ March 28: Planned Giving Chapter 13: Planned Giving SPECIAL GUEST: Ms. Lisa Moore ___________________________________________________ April 4: No Class – Take-Home Exam (Turn in hard copy of exam to Campbell Institute Secretary by April 5, 4:00 p.m.) ___________________________________________________ April 11: Grant Proposals, Foundation and Corporate Giving Chapter 12: Grantsmanship Web: ―Proposal Writing Short Course‖ (download from CP: ―Nonprofits and Data: A How-to Series‖ CP: ―Philanthropic leverage‖ CP: ―Dimensions of business and nonprofit collaborative relationships‖ CP: ―Marketing’s role in cross-sector collaboration‖ OPTIONAL Web: ―BBB Wise Giving Alliance Small Business Giving Survey‖ (download report from OPTIONAL ___________________________________________________

___________________________________________________ April 18: Evaluation in Fund Development Chapter 16: Evaluation CP: ―Analyzing the dynamics of funding: reliability and autonomy‖ CP: ―Back Issues: Reliability—Autonomy Worksheet‖ CP: ―Using donor lifetime value to inform fundraising strategy‖ ___________________________________________________ April 25: Ethics and the Fundraising Environment CP: ―Ethical context of fundraising‖ CP: ―Fundraising and the articulation of common goods‖ CP: ―The new donor: creation or evolution‖ OPTIONAL ___________________________________________________ THURSDAY May 3: Portfolio Item Presentations 2:45 – 5:45 p.m. ___________________________________________________ Portfolios are due to Professor by Tuesday May 8, 5:00 p.m. Portfolios are due to Client by Friday May 11, 5:00 p.m.