Fundraising events, income-generating businesses, donation boxes, mail and telephone campaigns, electronic fundraising, applying for local grants, and many other approaches can be used to attract support from the community. Planning effective programs is emphasized, with a special focus on techniques for face-to-face appeals and ways to engage the business community.

1 The environment of giving 1
2 Setting out the reasons 8
3 Presenting the message 18
4 Planning a fundraising project 23
5 Asking for support face-to-face: introduction 38
6 Asking people for major support 48
7 Telephone campaigns 61
8 Advertising for donations 69
9 Approaching individual donors 72
10 Doing well with donation boxes 77
11 Organizing fundraising events 81
12 Launching a business: getting away from giving away 98
13 People like to get letters: using direct mail to raise funds 119
14 Direct mail: putting the package together 128
15 Direct mail: after the package is sent 148
16 Securing support from service clubs and other institutions 155
17 Engaging the business community: the potential 160
18 Engaging the business community: the obstacles 175
19 Engaging the business community: effective approaches 183
20 Using the Internet for fundraising 200
21 Getting the job done: working with fundraisers 206
22 Applying for grants: matching the missions 216
23 Sustainability and endowments 232
24 Evaluating fundraising activities 241
25 Sharing the challenges 248
Suggested reading and Web sites 260
List of Topics 267
Acknowledgements 277

Elizabeth Westman Wilson
Elizabeth Westman Wilson is a Canadian consultant and writer with many years' experience in fundraising and communications, both overseas and in Canada. In the mid-1980s she acted as consultant in communications and fundraising and gave workshops in communications in eight developing countries, and is currently president, Horizons of Friendship, a Canadian agency supporting organizations in Central America and Mexico