• 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