The address of this site is http://gollygrantsonline.com/6206-fr-summer-2008.htm . Be sure to refresh your browser every time you visit this site.

PAD 6206	Resource Dev & Cptl Campaigns			S	01:15PM	04:25PM	ED	337	Boca

PAD 6206

Resource Dev & Cptl Campaigns

01:15PM

04:25PM

337

Boca

PAD 6206, RESOURCE DEVELOPMENT & CAPITAL CAMPAIGNS
(the graduate course in fundraising)

GollyGrantsOnline.com. My cell phone is 954.895-6364. My home phone is 954.597-0574.

Required Materials (must be brought to every class)
Free on the Internet. Ken Wyman, Face to Face
(http://www.nald.ca/fulltext/heritage/ComPartnE/pdfdocs/Fac2fac2.PDF)
Free on the Internet. Ken Wyman, Fundraising Ideas That Work for Grassroots Groups (http://www.canadianheritage.gc.ca/progs/pc-cp/pubs/e/pdfdocs/Fr4grass.pdf)
Free on the Internet. Jay S. Mendell, Black Sheep Fundraising (http://black-sheep-library.com)
Selling 101 by Michael T. McGaulley. (Beware of a book with the same title by a different author.)
(http://www.amazon.com/Selling-101-Business-Non-Sales-Advisor/dp/1558505458/ref=sr_1_4?ie=UTF8&s=books&qid=1207832030&sr=8-4)

Rules and Regulations

You come to class, arriving on time and staying until the end. Excuses are cheerfully granted for organ transplants (donating or receiving). Other excuses will be greeted with skepticism.

Every week I make up an assignment for the next week and post it to this Web page. Homework that I receive in class, on time will be graded HP, P, or U.

HW delivered late or sent electronically will be graded P, U, or HU or lost. Write your name in the upper right of every page. I don't read handwritten HW, small or exotic fonts, or oddball presentations.

You can expect a short quiz at the start of each class, to see if (a) you have turned up on time, (b) you were present and conscious at the previous class, and (c) you have procured the required course materials and brought the materials to class. In other words, I enforce attendance, promptness, alertness, and attention to required materials.

The principal reasons for disappointing grades are (a) failure to show up on time for every class and remain until the end and (b) failing to deliver HW as required. I am on the lookout for malingering, which I call "volunteering to fail."

I do not try very hard to be well organized. I launch into stream of consciousness lectures, and you get the point if you pay attention and ask questions, or you don't. If you don't, that is your tough luck.

You will have to show up on time every time, having studied in advance the material below, and pay attention; and you well have to ask questions, then go out and study the additional materials that I direct you to. You can't be passive. By the way, if you are late or skip class or let your attention wander, you are sure to miss something important. And that's your tough luck.

"Bad things happen to people who do not follow my advice." -- My mentor, Hayman Kite

If you come to me and say, "I have got to skip class next week to [insert your lame excuse here]," and I reply, "Okay," this does not mean I have excused you. It just means I have decided to fume quietly. So, if you think that I have promised you an excused absence, see if you can get it in writing or it doesn't count. On the other hand, if you don't discuss your absences with me, I may be more annoyed than if you do. (And, by the way, I have never given a written excuse.)

If you need to send me e-mail, please use mendelljay at gmail.com. And when you send me e-mail, be sure to include your name and maybe your phone numbers, not just your e-mail address. When you send me e-mail, be sure to use the subject line "I am a student in PAD 6206." E-mail from "Hot Lady" or "Super Hacker," about "Easy Dollars" or "You'll never believe this one," goes straight to my delete file, unopened and unread.

Some of the assignments may send you scurrying into the FAU computer labs or hastily calling the wish-I-could-help line or a friend. Don't wait until the last minute to do your assignments

Overview

Why people donate (http://stepbystepfundraising.com/why-do-people-donate-to-charitable-causes/)

Face to face fundraising

Special events fundraising

Fundraising letters

Prospect Research

Overview
Free on the Internet. Select sites on prospect research
(http://GollyGrantsOnline.com/prospect-research-links.htm)
Free on the Internet. Tutorial on prospect research
(http://www.lambresearch.com/)
Free on the Internet. Comprehensive list for prospect research (http://www.executivelibrary.com/Prospect.asp)
Free on the Internet. Combined tutorial and select list
(http://www.zimmerman-lehman.com/internet.htm)
Free on the Internet. Power structure research (http://www.uoregon.edu/~vburris/whorules/)
Free on the Internet Search Engine Watch
(http://www.searchenginewatch.com/links/index.php

Datasets

Zillow (http://www.zillow.com/)

Salary.com (http://salary.com)

Faculty salaries (http://www.fau.edu/org/uff/allsal07.pdf)

Newspapers
FAU online (http://www.fau.edu/library)

eGovernment
Broward Property Appraiser (http://www.bcpa.net/)
Palm Beach Property Appraiser (http://www.pbcgov.com/PAPA/index.htm)

Unstructured prospect research

Grapevine

            Power structure research (http://darkwing.uoregon.edu/~vburris/whorules/readings.htm)

          Miami Herald ("best OR top OR paid site:miamiherald.com" in Google) (http://www.google.com/search?hl=en&lr=&as_qdr=all&q=+best+OR+top+OR+paid+site%3Amiamiherald.com&btnG=Search)
            Florida Trend magazine (http://www.google.com/search?hl=en&as_q=&as_epq=&as_oq=best+top+paid&as_eq=&num=10&lr=&as_filetype=&ft=i&as_sitesearch=floridatrend.com&as_qdr=all&as_rights=&as_occt=any&cr=&as_nlo=&as_nhi=&safe=images)

How much to ask for

Gift tables (see Wyman FtF)

Naming rights (see Wyman FtF)

Psychology of Persuasion

Mental models (See Black Sheep Fundraising.)

A brilliant site on advertsing copywriting, http://www.sherus.com/business/copywriting/motivations.html ,

Massive site on persuasion (http://changingminds.org)

Presentation

Case statements

How the case statement evolved for Stepping Stones. the women's program at House of Hope. Here is the draft text that Jay initiated. Here is the text as revised by public relations. And here is the same revised text with Jay's suggestions. Here is the artist's rendering, which looks nothing like Jay's original text.

Here is an algorithm for locating case statements Go to the Google advanced search page. For "with the exact phrase," enter "CASE STATEMENT". For "return results from the site or domain," OPTIONALLY enter "ORG". Then for "with at least one of the words," enter your subject area and its synonyms, such as "ADDICTION ALCOHOL ALCOHOLISM RECOVERY". You might have to experiment with different related subject areas.

        Elevator speech
        http://www.businessknowhow.com/money/elevator.htm
        http://www.creativekeys.net/PowerfulPresentations/article1024.html
        http://www.quintcareers.com/job-search_elevator_speech.html

Gatekeepers (See Selling 101)

The Ask (See Wyman, FtF)

More later on special events and Internet fundraising.

Posted 2008-05-19
There is no HW assigned for 2008-05-24, but we will have a practice quiz at 1:15 sharp.

This GW is due on 2008-05-31. It is an exercise in prospect research. There will be a grade penalty for late HW Use Google, Google Scholar, Amazon, and the FAU online library to locate the writings of Jay Mendell. Give listings of the writings, but do not print the articles or books. Be sure you have the Jay S. Mendell who teaches this course.

Now do the same for the statistician Phil Spector

Posted 2008-05-25

Here is a link to Black Tie South Florida. http://www.blacktie-southflorida.com/.

The expert on fundraising letters is Mal Warwick, and his Web page is http://www.malwarwick.com/site-map.html

At a social event, you befriend an agreeable couple, Al and Beatrice Minacchi. You are not at all sure that your notes contain the correct spellings of their names, but you remember that he owns a vending machine business in Pompano Beach and there is a building at Nova Southeaster University that is named after his father. Hint: Start by calling the NSU switchboard.

Do some prospect research on the couple and bring it in as HW on 7 June 2008.

Posted 2008-JUN-02
Here is a link to Florida Trend (http://www.floridatrend.com/) and here is a link to Fundraising Success (http://www.fundraisingsuccessmag.com).

Here is a HW for 14 June 2008.

You meet the woman in grey and the man in blue at a charity reception for the homeless. You get their names (Ofelia Muñoz and Pierre de Guerriere), How would you go about assessing if they are prospects for a $20,000 donation? Begin assessing before you leave the reception and continue the next business day.

Give me 300 words.

Posted 2008-June-05

The 2008 hurricane season has arrived. Should a hurricane approach any FAU campus this year, information will be accessible through:

* the FAU home page at www.fau.edu
* University-wide e-mails
* the news media
* FAU's emergency hotlines at:
- Boca Raton Campus: (561) 297-2020
- Broward Campuses: (954) 236-1800
- John D. MacArthur Campus: (561) 799-8020
- Treasure Coast Campus: (772) 873-3330

Prior to, during and in the aftermath of a hurricane, the FAU home page will offer information about campus closings and re-openings. New information will be posted on the hotlines and the home page as required by changing conditions and three times a day during a crisis situation. Additionally, the University will send a steady flow of news bulletins to all area television and radio stations as well as to local newspapers.

Posted 2008-June-05

Sat-5-July-2008 is not a university holiday. But there will be no quiz on that day and no HW due.

Posted 2008-June-9

Here is HW for 2008-June-21.

You need an elevator speech, a business card, and a case statement for your nonprofit.

If you do not now work or volunteer for a nonprofit, find a local NPO on the Web and study its Web page carefully. Pick an NPO that has a fairly detailed Web presence,l so that you thoroughly understand what it does, etc. .

Let’s assume that you have a business card, and let’s defer the task of writing a case statement until we have discussed it in class.

You encounter a prominent local philanthropist and you have 45 seconds to describe your NPO, and give her your business card and a copy of your case statement.

Write the script for a 45 second ELEVATOR SPEECH ~~case statement~~. You do not have to request a donation at this time.

2008-June-10

One or more students have turned in homework and quizzes without putting their names on it. Come to class, rummage through the returned HW, and claim credit.

Posted 2008-June-16.
Here is an algorithm for locating case statements Go to the Google advanced search page. For "with the exact phrase," enter "CASE STATEMENT". For "return results from the site or domain," OPTIONALLY enter "ORG". Then for "with at least one of the words," enter your subject area and its synonyms, such as "ADDICTION ALCOHOL ALCOHOLISM RECOVERY". You might have to experiment with different related subject areas.

Also, note that,thanks to Mr. Tam, I have made a change above,

"Write the script for a 45 second ELEVATOR SPEECH ~~case statement~~. You do not have to request a donation at this time"

Posted 2008-June-17

There will be no HW due on 2008-July-5. Here is HW for 2008-July 12.

Last week, I asked you to write an “elevator speech” for a fundraiser for a non-profit organization. This week, I want you to write two “telephone introductions” to use when cold calling to ask for an appointment with a prospect.

Version #1 is a concise 30-second presentation to greet the prospect, once the secretary has put you through to the prospect.

Version #2 is a concise 30-sec presentation you will first make to make to the secretary, to persuade her to put you through.

Posted 2008-June-25 at 7:12 a. m.
The next HW is posted above.

I think it will be fun and useful to devote one or more class sessions to non-face-to-face fundraising. So I am formulating some links to material on fundraising letters, special events including management of volunteers, Internet fundraising, and donor management software. I will start covering that material this coming Saturday, then skip July 5, and resume July 12.

Posted 26-June-2008.

Here is some new material we will discuss soon.

Special events

Ken Wyman’s Guide to Special Events Fundraising. The best free book on special events, this might be all that you need to read. (http://www.nald.ca/fulltext/heritage/compartne/specev1.htm)