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About Phillips & Associates

Established in 1971, Phillips & Associates is a management consulting firm specializing in strategic planning, leadership development, and fundraising counsel exclusively for nonprofit institutions and organizations. Our firm has counseled clients throughout the United States involved in the fields of health and medicine, education, human services, cultural organizations, and the arts. A listing of clients served, professional references, and description of client service is on the Phillips & Associates website.


The Art of Fundraising
By Gary Phillips

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All Resource Briefs

• "What Business Execs Don't Know - But Should About Nonprofits"
  Some candid insights from highly-regarded leaders in philanthropy underscoring "need to know" for business executives serving on non-profit boards.
• $1, $2, $5, $10M Campaign Gift Models
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns.
• $11 Million Gift Model
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns.
• $16 Million Gift Model
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns.
• $35 Million Gift Model
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns.
• $4.5 Million gift Model
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns.
• $45 Million Gift Model
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns.
• 8 HIRING TIPS
  Have you been effective in hiring people who work well in your organization?
• Another Look at Endowment
  Considering present-day endowment along with permanent endowment gift opportunities
• Art and Act of Seeking Support
  Tips and techniques for gaining gift support
• Art of Cultivation
  Volunteers are often told to 'cultivate' a potential donor before soliciting their gift support. What does that mean?
• Assessing Fundraising Costs
  Perspectives and approaches in evaluating cost/result fundraising effectiveness
• Assessing Fundraising Costs
  Perspectives and approaches in evaluating cost/result fundraising effectiveness
• Avoid Announcing Bouncing Campaign Dollar Goals
  Provides guidelines for avoiding changes in campaign dollar goals prompted by subsequent discovery of economic "oops" factors.
• Board Audit Committee
  Approach to encourage meaningful involvement of Board members
• Board Committee on Trustees
  Process for encouraging the governing board's ongoing renewal, assessment and vitality
• Board Development Committee
  Description of this Committee's responsibility for securing charitable gifts and grants
• Board Development Committee Chair and Members
  Suggested roles and responsibilities for Development Committee Chair and Members
• Board Leadership Expectations
  Clearly-stated board fundraising roles and responsibilities
• Board Member Fundraising Checklist
  Clearly-stated Board fundraising roles and responsibilities
• Board Member Fundraising Checklist
  Clearly-stated Board fundraising roles and responsibilities
• Board Member Self-Evaluation Questionnaire
  Comprehensive questionnaire for Board members to evaluate the governing board's function and leadership
• Board Profile Matrix
  Comprehensive format for determining the leadership characteristics needed from potential Board members
• Borrowing and Invading Endowment
  Policies defining and restricting endowment funds is essentially a covenant with donors
• Budgeting and Funding Campaign Expenses
  Points to consider when projecting a campaign budget, and suggested ways to cover campaign expenses
• Campaign Construction Budget Format
  Example of a construction/campaign budget format
• Campaign Donor Recognition Guidelines
  Recommendations and guidelines for campaign donor recognition
• Campaign Donor Recognition Guidelines
  Recommendations and guidelines for campaign donor recognition
• Campaign Donor Recognition Opportunities and Perquisites
  Comprehensive checklist for planning donor recognition opportunities and perquisites
• Campaign Feasibility Studies
  Both the value and validity of a Campaign Feasibility Study is dependent on thoughtful and thorough preparation in the noted key areas
• Campaign Management and Support
  Illustration of the scope of management and support required for a successful fundraising campaign
• Campaign Management and Support
  Illustration of the scope of management and support required for a successful fundraising campaign
• Campaign Planning Budget
  Sample format for establishing a realistic budget for a capital campaign
• Campaign Staffing Model: $100 Million Campaign
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns
• Campaign Staffing Model: $17 Million Campaign
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns
• Campaign Staffing Model: $25 Million Campaign
  A campaign gift model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns
• Candidate Interview Questions
  Suggested questions to which answers can provide insights in the professional skills, character and capabilities of a candidate for a principle fundraising position
• Capital Campaign or Major Gifts Initiative?
  Capital campaign or major gifts initiative? It's not a semantic consideration. It's a strategic one.
• Commission Based Compensation For Professional Fundraisers
  Should a fundraising professional be compensated on the basis of a percentage of funds he/she raises?
• Communicating With your Constituencies
  Communicating effectively with key constituencies
• Communicating With your Constituencies
  Communicating effectively with key constituencies
• Conducting a Search
  Conducting an effective search for a development professional can mean the difference between months of frustration and poor results, or the efficient identification and hiring of an excellent candidate
• Cultivating Your Major Donors
  Enthusiasm to quickly secure a major gift is no substitute for thoughtful cultivation of major donors' interests
• Cumulatiave Gift Recognition
  Two "case" examples for the purpose of further discussion to determine if cumulative giving is an appropriate policy for an organizaton
• Cumulative Gift Recognition
  Two "case" examples for the purpose of further discussion to determine if cumulative giving is an appropriate policy for an organization
• Development Office Staffing
  Guideline for projecting Development Office staffing needs.
• Development Office Staffing Model
  Model guideline for projecting Development Office staffing needs.
• Director of Development Position Description
  Sample position description
• Don't Presume Board Members Volunteer
  Overcoming presumptions that Board members actively volunteer for tasks
• Donor-Centric Fundraising
  Successful fundraising focuses on the donor's need, not on the organization's need.
• Donor-Centric Fundraising
  Successful fundraising focuses on the donor's need, not on the organization's need.
• Eliminating Debt
  Suggestions for persuading donors to make gifts to help eliminate debt.
• Emphasis on Effective Leadership
  Both board volunteer and executive level professional leadership is essential in guiding a non-profit organization to to achieve its potential in both service and support.
• Enaging A Potential Major Donor
  Fundraising volunteers, while earnest in their intentions, at times may be reticent to discuss consideration of a gift commitment with a prospective donor. For these good people, following are some suggestions for "What do I say?".
• Encouraging Cash Endowment Gifts
  Suggestions to help persuade a donor questioning whether or not to keep his/her principle and donate the interest.
• Encouraging Unrestricted Contributions
  Encouraging gifts given without donor designated end-use and are to be used for any purpose by the organization, most of which use it for general operating purposes
• Endowment Integral to Building Campaigns?
  Various perspectives from organizations seeking construction, as well as endowment funding for new and renovated buildings and facilities
• Endowment Policies
  Policies intended to address the needs of both the organization and the donor
• Engaging Trustees
  Engaging Trustees can have a significant positive impact on the governing Board's periodic renewal, annual self-assessment and ongoing vitality.
• Ethical Conduct. Who Judges?
  Who judges your professional, ethical conduct?
• Evaluating Your Development Officer
  Perspectives in conducting valued subjective evaluations of professional performance
• Evaluating Your Development Officer
  Conducting a balanced and comprehensive performance evaluation
• Evolution of the Board
  Illustrating the natural transition of Board leadership as the organization matures
• Examining the Development Program
  Comprehensive approach to gathering together pertinent fundraising-related information in a single document in order to assess fundraising effectiveness
• Formative Institutional Planning
  Assisting founders of new not-for-profit organizations to develop appropriate organizational framework, program guidelines and operational requirements for their new organization
• Formulating Gift Models
  Comprehensive approach to developing Campaign Gift Models
• Four Critical Questions
  Potential donors have four basic questions in mind
• From a Donor's Point of View
  Anticipate tough questions that may be uppermost in a potential donor's mind
• Funding Campaign Expenses
  Suggested ways, often combined, to cover campaign fundraising expenses until adequate cash is received from campaign pledge commitments
• Funding Donor-Initiated Projects
  Guidelines in the event a potential major donor wishes to support a project in advance of the organization's funding priorities
• Funding Donor-Initiated Projects
  Ways to encourage rather than discourage potential major donors who want to give and raise funds for projects in advance of the organization's established funding priorities
• Funding Donor-Initiated Projects
  Ways to encourage rather than discourage potential major donors who want to give and raise funds for projects in advance of the organization's established funding priorities
• Fundraising Assessment Checklist
  Highlighting key issues and questions for assessing an effective fundraising operation
• Fundraising Assessment Checklist
  Comprehensive tool for examining and evaluating an organization's fundraising programs and activities
• Fundraising Brochures: Messages Needing Messengers
  In order to maximize ROI (return on investment) for expensive printed brochures, personalized delivery by a volunteer, staff or friend of the organization will enhance the probability for response.
• Fundraising in Difficult Times
  In difficult economic times, often overlooked or simply dismissed, are three essential keys to effective fundraising case, constituency and leadership.
• Fundraising Strategic Timeline - Sample
  An example of a strategic timeline format with some suggested categories with next steps.
• Gift Confirmation Policy
  Suggested policy which can be used to provide essential information to donors with respect to the need to confirm specific terms and conditions of their pledges and gift commitments.
• Gift Confirmation Policy
  Suggested policy which can be used to provide essential information to donors with respect to the need to confirm specific terms and conditions of their pledges and gift commitments.
• Hight Net Worth Philanthropy
  Summary of 2010 Study of High Net Worth Philanthropy sponsored by Bank of America, Merrill Lynch, and conducted by the Center on Philanthropy at Indiana University.
• Hope Thrives Through Our Nation's Philanthropic Spirit
  Hope continues to thrive through our nation's philanthropic spirit.
• How Long Should A Board Member Serve?
  Provides suggested Board term limits based on State of California guidelines for non-profit organizations.
• Impact of 2018 Tax Reform on Non-Profit Organizations
  This is a brief recap of the Tax Cuts and Jobs Act that was signed into law in December 2017.
• In These Times... Some Points of View
  Addressing concerns in the philanthropic sector during times of economic uncertainty.
• Individual Major Gifts: Key To Successful Fundraising
  For those non-profits willing to invest the required effort and resources, major gifts from individual at the $10,000, $25,000 and $50,000 gift levels can help secure financial sustainability.
• Integrating Annual Giving in a Capital Campaign
  Suggested strategies to minimize negative impact on annual giving during a capital campaign
• Key Elements of a Successful Fundraising Program
  Defining the key elements of a successful program: The Appeal, The People, and The Support
• Key Elements of a Successful Fundraising Program
  The key elements of a successful fundraising program fall within three basic areas: Appeal, People and Support
• Key Elements of Capital Campaign Planning
  Essential advance planning information to ensure an organization launches rather than lurches into a major fundraising campaign
• Major Gift Contacts - Prepare Yourself!
  Volunteers and professionals alike, whether old hands or newcomers to fundraising, should prepare themselves prior to making personal contact with potential major donors.
• Make Your Messages Work
  Some things to remember when you formulate messages to persuade people to support your organization
• Make Your Messages Work
  Some things to remember when you formulate messages to persuade people to support your organization
• Naming a Building
  Things to consider in "naming" a new or existing building in return for a donor's generous gift commitment
• Operating Budget Format
  An example of an operating budget format with some suggested expenditure categories and related expenditure items.
• Perpetual and Living Endowment
  Another way of looking at endowment: in-hand and in others'-hands
• Planning Board Retreats
  Comprehensive format for planning a Board Retreat to ensure that invested time and effort lead to valued results
• Planning Giving Assessment
  Document to serve as a self-assessment of an organization's prior efforts and activities, as well as preparedness to secure planned gifts
• Pledge Form
  A sample pledge form for refinement based on an organization's specific financial policies and procedures.
• Potential Major Donor/Leadership Prospecting List
  Prospecting is used to identify and gain significant information on individuals having both the potential interest and financial ability to contribute.
• Program Related Investments
  Looking for new sources of revenues for your non-profit organization? An often overlooked revenue source are Program Related Investments from charitable foundations
• Prospect Management
  Guiding principles for the management of major gift prospects
• Prospecting For Potential Donors
  How to gather appropriate information on individuals that will be helpful in designing personalized approaches to gain their support
• Querying A Candidate
  Questions designed to reveal qualifications and attitudes of a Development Office candidate.
• Reasons For Not Giving
  Sometimes volunteers and donors have many more reasons for not joining in fundraising efforts than they have for actively contributing
• Reference Checking
  Guide to conducting reference checks
• Role of a Fundraising Professional
  Success of an organization's fundraising is dependent on capable and dedicated professional staff. It's also important that professionals recognize the importance of volunteers in fundraising success.
• Rules Of Engagement
  Four basic rules to engage people in meaningful conversations leading to their gift support
• Rules of Engagement
  Four basic rules to engage people in meaningful conversations leading to their gift support
• Rules Of Engagement
  Four basic rules to engage people in meaningful conversations leading to their gift support
• Sample Prospecting List
  Prospecting is used to identify and gain significant information on individuals having both the potential interest and financial ability to contribute
• Should We Include Endowment in our Capital Campaign
  Perspectives on including endowment in a capital campaign dollar goal.
• Solicitation Scenarios
  Possible responses and suggested replies in preparing for personal contacts in securing gift commitments
• Some Reasons People Give
  Reasons that inspire people to give
• Staff Member Code of Ethics
  Set of expectations for ethical conduct
• Standards for Reporting Gifts
  Suggested standards for reporting campaign gifts
• Strategic Planning for a Non-Profit Organization
  A "keep it simple" approach to sound strategic planning for a non-profit organization.
• Strategic Planning For a Non-Profit Organization
  A "keep it simple" approach to sound strategic planning for a non-profit organization
• Summary Of Planned Gift Opportunities
  Summaries to aid in general discussion of several charitable gift opportunities
• Taking Board Recruitment Seriously
  Thoughtful questions that a serious candidate with stature in his/her profession and community would expect in being considered for an important position
• The Art Of Engagement
  Effective fundraising is not the art of asking; it's the art of engagement.
• The Art Of Engagement
  Effective fundraising is not the art of asking; it's the art of Engagement.
• The Secret to a More Effective Board
  Suggestions to assist in encouraging Board members to become more engaged
• The Zen of Fundraising
  Addressing concerns in the philanthropic sector during times of economic uncertainty.
• Today's Major Donors and Top Volunters
  Being mindful of the needs of your major donors and top volunteers.
• Turning Off Turn-Over
  How to avoid debilitating, costly and frustrating development staff turn-over
• Using Campaign Gift Models
  A thoughtfully developed and periodically reviewed Campaign Gift Model can be an indispensable tool in both planning and assessing the progress of major fundraising campaigns
• What Potential Donors Need to Know
  In enthusiastically presenting an organization's funding needs, what is often overlooked is what potential major donors need to know
• When Do We Break Ground?
  Guidelines for establishing a wise institutional policy before a campaign is launched, and before predictable impatience leads to imprudent financial decisions to commence construction.
• When Do We Break Ground?
  Guidelines for establishing a wise institutional policy before a campaign is launched, and before predictable impatience leads to imprudent financial decisions to commence construction.
• When Do We Go Public?
  Guidelines for a wise institutional policy before a campaign is launched to avoid imprudent financial decisions to commence construction
• When The Going Gets Tough
  Developing a meaningful response during economic downturns to encourage leadership to renew their fundraising leadership
• When To Consider Retaining a Consultant
  Basic considerations in determining whether or not to retain a consultant.
• When To Consider Retaining a Consultant
  Three basic considerations in determining whether or not to retain a consultant.
• Why People Give
  Rather than guess from the listed reasons which might motivate your potential donors, incorporate as many as possible into your organization's communications
• Writing A Compelling Case Statement
  A comprehensive tool for developing a compelling case statement

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Our Resource Library provides easy access to sound professional advice and experience developed by Phillips & Associates in over 500 client assignments since the firm’s founding.

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