Fired-Up Fundraising Turning Board Passion into Action G P AIL ERRY John Wiley& Sons, Inc. Fired-Up Fundraising Fired-Up Fundraising Turning Board Passion into Action G P AIL ERRY John Wiley& Sons, Inc. This book is printed on acid-free paper.(cid:1)(cid:1) Copyright © 2007 by John Wiley & Sons,Inc.,All rights reserved. Published by John Wiley & Sons,Inc.,Hoboken,New Jersey. Published simultaneously in Canada. Wiley Bicentennial Logo:Richard J.Pacifico No part of this publication may be reproduced,stored in a retrieval system,or transmitted in any form or by any means,electronic,mechanical,photocopying,recording, scanning,or otherwise,except as permitted under Section 107 or 108 of the 1976 United States Copyright Act,without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center,Inc.,222 Rosewood Drive,Danvers,MA 01923,978-750-8400, fax 978-646-8600,or on the web at www.copyright.com.Requests to the Publisher for permission should be addressed to the Permissions Department,John Wiley & Sons,Inc., 111 River Street,Hoboken,NJ 07030,201-748-6011,fax 201-748-6008,or online at http://www.wiley.com/go/permissions. Limit of Liability/Disclaimer ofWarranty:While the publisher and author have used their best efforts in preparing this book,they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation.You should consult with a professional where appropriate.Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages,including but not limited to special,incidental,consequential,or other damages. For general information on our other products and services,or technical support, please contact our Customer Care Department within the United States at 800-762-2974, outside the United States at 317-572-3993 or fax 317-572-4002. Wiley also publishes its books in a variety of electronic formats.Some content that appears in print may not be available in electronic books. For more information about Wiley products,visit our Web site at http://www.wiley.com. Library of Congress Cataloging-in-Publication Data: ISBN:978-0-470-11663-0 (cloth) Printed in the United States ofAmerica 10 9 8 7 6 5 4 3 2 1 The AFP Fund Development Series T he AFP Fund Development Series is intended to provide fund development profes- sionals and volunteers,including board members (and others interested in the nonprofit sector),with top-quality publications that help advance philanthropy as voluntary action for the public good. Our goal is to provide practical,timely guidance and information on fundraising,charitable giving,and related subjects.The Association of Fundraising Pro- fessionals (AFP) and Wiley each bring to this innovative collaboration unique and impor- tant resources that result in a whole greater than the sum of its parts. For information on other books in the series,please visit: http://www.afpnet.org The Association of Fundraising Professionals The Association of Fundraising Professionals (AFP) represents 28,000 members in more than 185 chapters throughout the United States,Canada,Mexico,and China working to advance philanthropy through advocacy,research,education,and certification programs. The association fosters development and growth of fundraising professionals and promotes high ethical standards in the fundraising profession. For more information or to join the world’s largest association of fundraising professionals,visit www.afpnet.org. 2006-2007 AFP Publishing Advisory Committee Samuel N.Gough,CFRE,Chair Principal,The AFRAM Group v vi the afp fund development series Nina P. Berkheiser,CFRE Principal Consultant,Your Nonprofit Advisor Linda L.Chew,CFRE Associate Director,Alta Bates Summit Foundation D.C.Dreger,ACFRE Senior Campaign Director,Custom Development Solutions (CDS) Audrey P. Kintzi,ACFRE Chief Advancement Officer,Girl Scout Council St. Croix Valley Robert Mueller,CFRE Vice President,Hospice Foundation of Louisville Maria Elena Noriega Director,Noriega Malo & Associates Leslie E.Weir,MA,ACFRE Director of Gift Planning,Health Sciences Centre Foundation Sharon R.Will,CFRE Director of Development,South Wind Hospice John Wiley & Sons: Susan McDermott Senior Editor (Professional/Trade Division), John Wiley & Sons AFP Staff: Jan Alfieri Manager,New Product Development Walter Sczudlo Executive Vice President & General Counsel You must be the change you want to see in the world. —Mahatma Gandhi