An Executive's Guide to Fundraising Operations: Principles, Tools, and Trends(The AFP/Wiley Fund Development Series)

A straightforward guide to the principles of effective fundraising operations An Executive Guide to Fundraising Operations provides fundraisers with easy-to-understand approaches to evaluate and address fundraising operations needs and opportunities. This guide simplifies and focuses on the analysis of problems and needs, allowing a quick return to fundraising. Provides the essential framework to improve and innovate development operations Includes dozens of practical tools, including sample policies for data, database, reporting, and business processes Offers sample workflow illustrations for gift processing and acknowledgment, report specification, and other processes Features sample reports for campaign management, performance management, and exception management Delivers effective calculators for operational rules of thumb No matter what the department is called, most fundraisers struggle with evaluating operational issues. This guide leads you through principles of effective fundraising operations, simplifies complicated topics, and offers solutions to some of the most vexing operations dilemmas.

Table of Contents:
Foreword xiii Preface xvii Acknowledgments xix Chapter 1 Introduction 1 Supporting Fundraising 2 What Is Fundraising Operations and Where Should It Fit in the Organization? 2 Fundraising Operations: What’s in a Name? 3 What Does ‘‘Fundraising Operations’’ Include? 5 Organizational and Environmental Factors Shape Operations 8 Using This Guide to Improve Decisions 13 Chapter 2 Principles of Fundraising Operations 15 Data, Technology, Reporting, Process, and People 16 Data 18 Technology 31 Reporting 34 Processes as Key Responsibilities 39 People 41 Chapter 3 Responsibilities of Your Fundraising Operations Team 51 Technology Management 51 Primary Roles in Transitions: Arbiter and Advocate 52 Data Maintenance 68 Gift Processing 70 Reporting 75 Prospect Development 79 Stewardship 88 Compliance 92 IT, HR, Finance, and More 98 A Special Note about Finance 100 Chapter 4 Program Support 103 Major Giving 104 Annual and Unrestricted Giving 104 Constituent Engagement Programs 107 Events 107 Special Initiatives or Constituencies 110 Healthcare Fundraising and Grateful Patient and Family Programs as Special Cases 111 Moving from Fundamentals to Innovations 113 Chapter 5 Trends, Fads, and Staying Ahead of the Curve 115 Which Curve? 116 Applying Principles to Trends 120 Volume, Accessibility, and Ubiquity of Data 122 Consumer Data, Analytics, and Ethics 124 Virtualization, Web Applications, and Mobility 127 Social Media Mania 132 Evolving Applications for Evolving Technologies 136 Advances in Reporting and Analytics 143 New Staff and Performance Considerations 148 Fast-Moving Trends 158 Chapter 6 Decision Advice from the Field 161 Ideas from Practitioners 162 Development Executive at a Leading Australian University 162 Children’s Healthcare Foundation President 163 Fundraising Operations Consultant 164 Liberal Arts College Vice President 166 Advancement Leadership at a Division I University 167 University System Operations Assistant Vice President 169 Healthcare Executive Director of Development 170 Executive Director at a Top 10 University 171 Development Director at a Leading Medical Center 172 Making Your Executive Decisions 172 Chapter 7 Tools for Fundraising Operations 175 Fundraisingoperations.com 175 Data 176 What Are the 10 Signs of Bad Data? 176 How Do You Know Your Data Are Accurate? 178 Technology 178 What Are the Five Myths of the Conversion Process? 178 What Does a Data Exception Log Look Like? 180 How Effective Is the Implementation of Your Database? 181 What Does a Sample Scorecard Look Like? 182 Reporting 182 What Are the Seven Qualities of a Great Reporting Environment? 182 What Are Five of the Most Important Types of Reports for Campaign and Prospect Management? 184 What Does an Effective Data Dictionary Look Like? 189 Processes 189 How Can You Calculate and Establish Impact Measures for Your Operations Team? 189 How Can You Gauge Good Training Outcomes? 190 How Can You Evaluate Your Gift Processing? 190 What Does the ‘‘Front-of-the-Line’’ Approach Look Like for Gift Processing? 193 How Should Gift Processing Assess Donor’s Checks? 194 What Does a Good Staff Survey on Operations Look Like? 194 How Can You Start a Great Prospect Management System? 196 Staff 199 What Are the 10 Characteristics of Great Operations Team Members? 199 What Are the Five Signs Team Members Are Looking for New Positions? 200 How Can You Assess Staff Performance of the Operations and Other Teams? 201 Epilogue 205 Appendix A: Sample Data Dictionary 211 Appendix B: APRA Statement of Ethics 220 Glossary 221 Bibliography 225 About the Author 227 AFP Code of Ethical Principles and Standards 229 A Donor Bill of Rights 230 Index 231

About the Author :
CHRISTOPHER CANNON, CFRE, is a managing associate with Bentz Whaley Flessner, a full-service development consulting firm serving higher education, healthcare, and nonprofits. Mr. Cannon partners with clients around the world to leverage their data, technology, and processes to foster increased fundraising results. His presentations and writing, such as recent articles in AHP Journal and AFP's Advancing Philanthropy, focus the fundraiser on aligning fundraising operations with the organization's programs and mission.