Black Friday – Cyber Monday Sale

Here’s a great post from Marc Pitman, aka The Fundraising Coach.  Today, Marc offers timely advice about raising money in a challenging economic time.

Marc is a great friend of Step by Step Fundraising.  I hope you take the opportunity to get to know him as we have.

Recession-proof Fundraising

Here’s a great post from Marc Pitman, aka The Fundraising Coach.  Today, Marc writes about how to write effective fundraising letter.

Marc also has a great new post on his site, entitled ”Are you as creative as Red Box?“, which you should check out.

Marc is a great friend of Step by Step Fundraising.  I hope you take the opportunity to get to know him as we have!

Oh, if you are inclined to Tweet, you can follow @marcapitman.  Thanks, Marc!

3 Tips for Effective Fundraising Letters

Every other Tuesday, I send out my free email newsletter. I’m amazed that next year will be it’s tenth year in publication! I bet that makes it one of the oldest email newsletters in the industry. (10 years ago we called them “Ezines” so this is still called The Extreme Fundraising Ezine!)

Here’s a great post from Marc Pitman, aka The Fundraising Coach.  Today, Marc manages to draw a very apt comparison between non-profit fundraising and a Waldorf Salad!

Marc also has a great new post on his site, entitled “How trade shows are like fundraising”, which you should check out.

Marc is a great friend of Step by Step Fundraising.  I hope you take the opportunity to get to know him as we have!

Oh, if you are inclined to Tweet, you can follow @marcapitman.  Thanks, Marc!

Fundraising is like a Waldorf Salad

Forrest Gump could have said,

Momma always said, ‘Fundraising’s like a Waldorf Salad. You gotta mix it up to get the right taste.’

He didn’t, but he could have.

A couple weeks ago, I blogged about email fundraising tips learned from my work on my upcoming class reunion.

Another thing we’ve relearned this spring is: mix it up.

All too often, people seem to approach fundraising as defined by the tool:

• direct-mail fundraising
• email fundraising
• social media fundraising
• face-to-face fundraising

While there is value in studying each approach, it’s important to remember to use all approaches for your campaign.

Not creating more work, just varying communication

It’s not necessarily that we need to create more material. One of the best ways to be more efficient with your communication is to “repurpose” what you write. If you send a letter, you can:

• use that wording on a web page
• post the link to that web page on Twitter, Facebook, and even on the “news section” of your official site
• follow up with a phone call that is reinforcing the letter’s message
• refer to that letter in face-to-face communication

For example, our committee has reunion information up both on the school’s official site and on a Facebook page. Not a lot of “new” content. Most of the Facebook posts are scanned images from the class yearbook. But having reunion information is incredibly important. Check out these statistics from a recent email:

• Email 65% open rate on email: That’s more than twice the “best” open rates in a recent report on email open rates! Clearly people are interested in the class, or at least curious enough to open the email. More people opened the email than went to either web page. So clearly, email is an important part of our class’ communication mix.
• 3 x’s as many people clicked through to the FB page vs the school’s page: Three times as many! If we’d only had information on the school’s site, we’d be sunk. People just wouldn’t go. But having a FB page is a comfortable place for people to get the information. They can’t register for reunion there, nor can they make a contribution to the class gift, so we have those links available. But by coming to the FB page and reconnecting with the class and the school, they’re that much closer to doing both.

And in our experience, phone calls are more effective for actually raising money for the class gift. But the emails, letters, and web presence helps prepare the way. And most of those contacted by phone are going online to make the gift.

Fundraising is like a Waldorf salad

Like the ingredients in a Waldorf Salad, each of the tools will be distinct and separate, but you’ve got to mix them up together to make the delicious dish.

Intellectually, we know this. But look back at your calendar. How much time in the last month did you spend on each type of fundraising? Or did you mix it up? Or did you fall into the habit of just approaching people by phone or email?

This week, I challenge you to mix it up. Choose to experiment with a fundraising ingredient you don’t use as frequently

If you look at your calendar and realize you’re not asking enough, check out Fundraising Kick. It’s a weekly email designed specifically to give you the kick you need to get out their fundraising!

Here’s a great post from Marc Pitman, aka The Fundraising Coach.  Leave it to Marc to find a link between Katy Perry and fundraising!  This is a good one!

Marc also has a great new post on his site, entitled The Role of the Executive Director in a Development Database, which you should also check out.

Marc is a great friend of Step by Step Fundraising.  I hope you take the opportunity to get to know him as we have!

Oh, if you are inclined to Tweet, you can follow @marcapitman.  Thanks, Marc!

What Katy Perry and the Black Eyed Peas taught me about nonprofit fundraising

Last week I heard Katy Perry‘s “Teenage Dream” for the first time. The song is basically a few lines of lyrics repeated over and over. And it topped the charts in popularity.

Listening to Katy Perry got me thinking about fundraising.

Her song reminded me of the Black Eyed Peas‘ “I Got a Feeling” : simple lyrics repeated over and over. It’s really catchy. (If you’re not entirely convinced that it’s the same one or two lines repeated over and over, with random phrases thrown in, check out this parody on YouTube: I Got a Feeling – that this owl is really creepy!)

I could go on. Anyone out there remember Weird Al’s “This Song’s Just Six Words Long“? Another great parody on the lack of lyrics in popular songs. The thing is, it works. People remember the lyrics and the songs are wildly popular.

This week, why not look at your fundraising appeals and your approaches to donors. Are you over doing it? Are you overwhelming donors with facts and data? Trying to firehose them with information?

Why not try to rework your solicitations by singing from the same sheet as Katy Perry, the Black Eyed Peas, and Weird Al:

For the remainder of this article, please click here to visit Marc’s site!

Here is another great guest post from Marc Pitman (pictured at left), aka The Fundraising Coach. Marc contributed numerous articles to Step By Step Fundraising, and he is also the author of a terrific book, “Ask Without Fear“.

If you haven’t visited Marc’s site, I urge you to do so.  There is a lot of excellent advice and information that will help you in your fundraising mission.

I also recommend you check Marc out on Twitter. He regularly Tweets, so you’ll want to keep up with him!

Should we have a large board?

Marc A. Pitman, CFCC 

A client recently asked me an excellent question:

I  know of an organization that has a large board. It seems they do it so that they can invite potential donors to be on the board. It seems more or less honorary, they don’t get involved much. Should we look at making our board larger so that we can invite large donors on?

It’s a great question. We’re having a good discussion about it over at 501MissionPlace. It hits at the core of a question all of us are constantly struggling with: how do we get more people to notice us and feel a part of what we’re doing?

If I were asked last year if a nonprofit should have a large board, I would’ve flat out said “No.” But with my current experience of being on the working board of our local United Way has changed that. There are lots of committees and there is a lot of work to do. Having those responsibilities spread over more people is helpful.

But the board sets the agenda for the nonprofit. The board stewards the mission and has the authority to redirect that if appropriate. We’ve all heard of nonprofit boards that have changed focus despite the founders’ wishes (MADD, Habitat for Humanity, Feed the Children, etc.).

Don’t invite anyone to the board until you’re comfortable living with their governance decisions. You might think they’re just a token member, but they may turn out to be incredibly engaged. Make sure it’s engagement you’d welcome. The only way to find out is to get to know them and to have some form of vetting process in place.

Many boards require people to be committee members before being considered for a board position.

Other Ways to Involve Donors & Prospects

Here are some other ideas of groups you can invite influencers or potential donors to:

• The Development Committee
  Most boards allow non-board members to be members of committees. So you could start a development committee for your board whose sole purpose is to help you strategize fundraising. The nice thing about this is you don’t have to beat around the bush. The committee meets to talk fundraising.Why would anyone join the development committee? Often it’s because they know that this is a route to becoming a board member. Since this is a standing committee, others will be attracted to it because they can influence a cause they champion without having to deal with being on the board. There really are people that enjoy fundraising!

  Why would a nonprofit want a development committee? It’s wonderful knowing that people outside of the immediate orbit of your organization are thinking about raising money for you. They can also help make suggestions that make how you approach raising funds and when you do it much more effective.

• A “Task Force”
  You can always set up a “Task Force” for some aspect of your work. Any aspect. If you know of a person who has the skills that will help you move a project forward, asking them to join a task force can attractive. These are very flexible and don’t need to be overly formal.Why would anyone join a task force? Because task forces by their very nature end. They don’t go on forever. Many people like knowing there’s a beginning and an ending to their involvement. Others like the specificity of the “task.” Rather than all aspects of fundraising, a task force may focus just on the annual auction.

  Why would a nonprofit want a task force? They’re easy to form and easy to disband. And it’s sometimes nice to offer someone a “position” when you’re asking them for involvement. It can also be a terrific way to get top-notch advice about any part of your organization.

• An Advisory Committee
  Advisory Committees can be an effective way to engage people of influence. You can approach the people you respect and tell them “You’re a leader in this field/community/cause. We’d like to ask you to join our advisory committee to help ensure we’re making the most effective use of our resources and opportunities.”Why would anyone join an advisory committee? An Advisory Committee can seem more prestigious than a development committee or a task force. It’s flattering to be considered a leader and influencer.Moreover, since these are people of influence, there will probably be people that others will want to know better. And as this type of group typically only meets once or twice a year, it’s an easier commitment to make than either the development committee or a task force.

  Why would a nonprofit want an advisory committee? To gain advice. But where you’d need a member of a task force to be engaged, you can afford to have aloof advisory committee members. These allow you and your organization to make a valuable offer to people you respect. But you are clear that this is in an advisory capacity only, not a governance capacity.

There are many good ways to engage people with your cause. Adding to your board should only be one of the options. And probably one of the last. After all, you’ll have to live with the board’s decisions.

As for the size of you board? Only as big as it needs to be, and as big as your by-laws stipulate.

Marc A. Pitman, CFCC 

Here is a wonderful guest post from Marc Pitman (pictured at left), aka The Fundraising Coach. Marc has been a long-time friend of Step By Step Fundraising, and he is also the author of a great book, “Ask Without Fear“.  If you haven’t visited Marc’s site, I urge you to do so.  There is a lot of excellent advice and information that will help you in your fundraising mission.

Before reading this article, I was pretty skeptical of Twitter.  But Marc lays out the case for making Twitter one of your fundraising tools very effectively.  I want to thank Marc for sharing his time and his expertise with us.  I hope you enjoy and learn from this as much as I did.- Jim Berigan, Step By Step Fundraising

“Twitter for Nonprofits and Fundraising” by Marc Pitman

Twitter is a great free tool that can transform your approach to fundraising. And in a time of economic uncertainty, a free tool is a welcome help!

Twitter: A Brief Introduction

At its most basic level, Twitter is called “microblogging.” You get 140 characters to get your message across. It’s sort of like text messaging but on the web.

140 characters to answer the main question on the Twitter home page: “What are you doing now?” When you first start to tweet, it feels really odd. Why would you share what you’re eating? And why would anyone care? It seems like it’s only useful for narcissistic people or those trying to waste time.

But people do. And the conversations get even better when you start answering a question like “What are you focusing on?”

People use Twitter to ask questions, follow people that are interesting, promote links to various websites, share news stories, to coordinate events during conferences. Forbe’s reports that people are even using Twitter to provide real-time disaster relief information.

Twitter for Fundraising

From a fundraising perspective, Twitter is an amazing way to engage donors and potential donors. One of the hardest things to do as a fundraiser is to maintain relationships. We so often get stuck to our desk rather than getting out to where our supporters are.

Twitter allows you to do that…right in the midst of your normal every day routine.

1. You get to meet people all over the world that might be interested in your cause.
2. You get to hear what people are really thinking about a wide variety of issues.
3. You can follow other fundraisers and get great real-time advice.
4. You can even promote traffic to your website or those of your friends.

Better still, if you can make your comments effectively understood in 140 characters, think about how all your fundraising writing will improve! You are forced to be succinct and understandable!

You can use tools like TwitterFeed to automatically have blog posts broadcast over Twitter. Then your blog posts reach those that follow you. And if anyone of them like it, they may “retweet” it, broadcasting to the people that follow them.

Twitter’s Not Just for Broadcasting

Be warned: Twitter is not just a tool to push your message out. BusinessWeek had a great article on Twitter. In it they said:

Amy Worley, who manages [H&R] Block’s Twitter program, had to alter her approach. “I went in thinking Twitter was a free way to push our message out,” she says. “Big mistake. We learned to listen. We started winning once we let people decide on their own about our services.”

It’s got to be a two-way conversation. And that’s where the genius of Twitter is. You can form your very own “listening post” and hear what others are saying about the issues that affect your mission. This can help you generate ideas and tell your story better.

What About Fundraising with Twitter

I can hear some of you saying, “This is all nice, Marc. But what about fundraising? Can Twitter really help with my fundraising?”

Beth Kanter rightly writes that tweeting doesn’t mean people will give. Neither does creating a cause on Facebook or simply starting a blog. But at the same time, she points to Avi Kaplan’s blog post reporting that “Tweetsgiving” raised over $11,000 in just 48 hours!

Avi Kaplan also gives some great measurements on how “Tweetsgiving” spread around the world. What would it cost your organization to get over 100 press and blogger mentions in over 100 countries using traditional media? On Twitter, it was free.

Even better, on February 12, 2009, an global event called Twestival raised $250,000 for one charity:water. The best part? It was initiated and organized by on very well connected person who didn’t even have a connection with charity!

For most organizations, both amounts of money would be welcome! But NTEN (the Nonprofit Technology Network) reminds us that Twitter isn’t the point. Relationships are the point. Relationships are always the point. The most basic of fundraising secrets is that people give to people. Twitter is simply one more tool to help people connect with each other.

Can your nonprofit afford to not explore all the tools available? What if one very well connected fan of your organization came to you with an idea like Twestival? Wouldn’t you want to at least be familiar with these tools?

Jump In, the Twitter Stream’s Warm!

Why not test it out? Check out my Twitter stream right now by going to http://twitter.com/marcapitman. And if you choose to create an account, I’d be honored to have you follow me.

Twitter’s more interesting if you start following people right away. Mark Hayward (@mark_hayward on Twitter) has a list of 97–yes, 97!–people he suggests following on Twitter. Check them out and follow the people that interest you. (It’s ok. You’re not being invasive. You’re supposed to follow people.)

Other ways to find people that work in your field are tools like Search.Twitter.com or Twellow. Search “fundraising” or “nonprofit” or whatever else you’re interested in. Whatever your cause is, you can search on to see who’s talking about your cause. Simply follow those you find interesting and join in the conversation that’s already going on.

At first, you’ll probably want to just listen. It’s amazing how just listening will help you tell your nonprofit’s story.

It’s as Simple as Having a Conversation

Don’t let all the tools confuse you. Twitter is as simple as having a conversation. Like anything else, it’s odd to get used to, but once you get the hang of it, it’s fun. You may raise money as a result of your tweets, but more importantly, you’ll learn a lot about the people that choose to support your cause and other causes. And that will help you get more effective at your nonprofit storytelling.

What have you got to lose? Come in and join us!

Ways to Help You Use Twitter Effectively

In the early stages Twitter seems to be:

* confusing at first
* then fun as your friends get involved
* then intriguing as people you’ve never heard of follow you
* then entirely overwhelming as you get to see the tweets of hundreds of people on every subject under the sun all at the same time

All of us already have too much information coming at us. Fortunately, there are loads of
tools being developed to help people use Twitter more effectively. Brian Solis provides a great compilation of Twitter tools for building community.

In his post, he gives a description and links to each of these tools:

twubble, GroupTweet, twitt(url)y, TwitLinks, TweetDeck, Gridjit, Tweet Later, Twist, Twerp Scan, Summize, Twemes, #hashtags, Tweet Scan, Twinfluence, TwitterGrader, Twittertise, Twitterrific, Twhirl, TwitterWhere, tweetbeep, twitterfeed, TwitDir, Ping.fm, brightkite, TwitterLocal, twitpic, SnapTweet, DoesFollow, follow cost, Qwitter, Twittelator, Twitterfon, Twinkle, Twitterberry.

Pretty amazing, isn’t it? To learn how each of these help, read Brian’s blog post:
Twitter Tools for Community and Communications Professionals.

More blog posts to Help You Get Started with Twitter

* Chris Brogan’s Newbies Guide to Twitter [he's @chrisbrogan on Twitter]
* Chris Brogan’s Twitter Revisited
* Beth Kanter’s Twitter for Nonprofits: Waste of Time or Potentially Useful? [she's @kanter on Twitter]
* Beth Kanter’s The Nonprofit Twitter Pack
* 10 tools that will make you a Twitter power user
* 12 ways to use Twitter to increase your productivity
* Big Juicy Twitter Guide
* Eight Ways Twitter is Useful Professionally
* Why We Tweet
* Twitter Marketing: Why You Don’t Need to Mass Follow Users

January can be a great month to gain a new perspective on the things we do every day.

One of those areas can be in the area of time management. There are so many time management techniques that it can be confusing. Often simplicity is the best!

One of the simplest ways of organizing our time is using the Pareto Principle.

The Pareto Principle

Vilfredo Pareto was an economist in Italy around the turn of the century. One of his greatest legacies to us was his finding that 80% of the land in Italy was owned by 20% of the population. This became known as the Pareto Principle, also known as the 80/20 Rule.

It’s simply amazing how true this is in life. Think about this:

• In your closet: I bet you wear 20% of the clothes 80% of the time.
• At work: 20% of the work on your desk usually produces 80% of the results.
• And with your time: 80% of your results come from 20% of the effort.

If it’s true with time, think about this: if we work a 10 hour day, 2 hours of that day produces 80% of the day’s results! The rest of the day, the other 8 hours, only produces 20% of the results.

Those 8 hours seem quite a waste of time, don’t they?

The trick is to figure out what makes up the 20% and focus on that. If you’re really bold, you can try to eliminate the other 80% of the work that only produces 20% of the results. Those are time wasters.

Pareto & Fundraising

Doesn’t this apply to fundraising? Doesn’t it seem that 80% of the money comes from 20% of the donors? (If you’re in a capital campaign, the ratio is even more drastic. Often 95% of the money comes from 5% of the donors.)

We all know that, on a moral level, every human being is important. We need to keep reminding ourselves that. Because on a practical level, with the limited resources of our nonprofits, we’re required to focus our effort where the results are most likely to come.

While our boards understand raising money by direct mail, for many of us, that only yields 20% of the results. To best serve our organizations, we’ll want to focus some time on major giving prospects. After all, they produce 80% of the donations.

What about you?

What would happen if you spent the next couple of weeks becoming aware of which tasks seem to produce the greatest results?

Of course, in order to do this, you’ll have to know what results you’re looking for.

Are you evaluated on how much money you raise each year? Are you also tracking how many donors you retain year-to-year? Or are you expected to grow the donor base?

It takes a lot more money and effort to get a person to give the first gift to an organization than it does to get a repeat donor to give again.

If you have all these goals, you might need to figure out what the “20%” activities are for each goal.

Then you have to do those 20%. Creating the list can be fun. Executing the list can be transformational for you and for your organization!

If you’re going to ask people for money, you’ve got to learn to love objections. Or at least be comfortable with them!

Working on a session for the APRA conference in Boston, I’m relearning how fun objections can be.

Seriously, if there were no objections, we wouldn’t be needed. It would be so clearly self-evident that people would simply fund our cause. While that may seem like a state of bliss, if your primary job is fundraising, it could mean unemployment!

Here are Zig Ziglar’s five reasons to like objections:

1. Objections show interest

Many sales trainers refer to objections as the beginning of the sales process. So to in fundraising. Objections show the donor is interacting with what you say.

Objections become much easier to take if you see them as the donor-to-be asking you to help him figure out how to make the gift. If he says, “But my kids are in college…” you could tuck your tail and run. Or you could offer him ways to make the gift that would fit his need to also pay tuition.

2. No objections and you’d be out of a job!

Enough said. Especially in this economy!

3. Objections are better than questions

Questions can be very distant and theoretical. A donor can ask a question without it being a personal question. But not so with objections. Objections are, by their very nature, personal. Therefore, objections show the donor is interacting with your ask on a personal level, not a merely theoretical one.

4. You don’t have to answer them all

This is the biggest “wow” of them all for me! I always thought I needed to cram every possible answer into my head so I wouldn’t get caught off guard by an objection I couldn’t answer. But you don’t have to.

Sometimes, the very best thing you can do is ask, “If that were never solved, would that keep you from making a gift?” If no, they’ve indicated they’ll make a gift. If yes, then you’ll be getting closer to the real objections. (Most of us start off with surface objections and eventually get to the core thing holding us back.)

5. They’re consistent—usually only 5-7

Isn’t this cool?! Last month, I proved this to a team of major gifts officers for a university in the Southwest. I had them write out as many objections as they could think of, one per post-it note. When they stuck the post-its on the wall, we started grouping them according to themes.

It was so cool seeing how more than 70 objections so easily clumped together. Once we had them grouped, we started coming up with ways to overcome the common objections. This was an exceptional group of major gift fundraisers so they amassed a few more than 7. But the 10 or 12 we came up with were far more manageable than the 70 or so we’d started with.

Once you know the common objections, you can even work answers into your cultivation materials and the stories you highlight. It’s kind of fun!

I’m not sure this totally convinces you to love objections. But hopefully this will go a long way toward neutralizing the fear they can evoke.

The next time objections show up, instead of freezing, hopefully you’ll be able to say, “Well hello, we’ve been expecting you.”

Turn on any news show and you’ll hear analysts and pundits forecasting economic doom and gloom. Their reports are filled with words and phrases like “economic downturn,” “soft economy,” and the dreaded “recession.” While the jury is still out about whether or not we’re really in a recession, now is a great time to recession-proof your fundraising effort.

Weak economies can be very helpful for nonprofits. During such times, organizations are forced to be leaner and more efficient. Then when the economy rebounds, they’re in a much better position to take advantage of it.

But economic downturns can also be perilous times for nonprofits. When faced with a recession, many nonprofits make bad choices that limit their growth. Some of these mistakes can prove fatal.

3 Mistakes to Avoid

How will this economic climate affect your favorite nonprofit? Will you fulfill your mission or will you fold? That depends on whether you make these deadly mistakes:

• spend less on fundraising
• become pessimistic
• apologize when you’re asking

Spend less on fundraising
Whether we like it or not, asking for money costs money. When you’re looking for budgets to trim, costly mailings and fundraising activities will seem like obvious opportunities. But exercise extreme caution.

Most fundraising efforts can be tweaked to improve their effectiveness. These tweaks can either reduce cost or increase money raised. But I’ve never seen a fundraising effort raise more money by being eliminated.

In a recent study I did, I discovered our organization’s direct mail program raised more money during the years we sent out more letters. This was counter-intuitive to me. I’d worked for a couple years to eliminate mailings and focus exclusively on the people deemed most likely to make a gift. But in that time of trying to cut expenses, our annual fund dropped by around 30%! Fortunately, this year we’ve increased our mailings and have already raised as much in six months as we did the entire previous year.

Spending less on fundraising can become a self-fulfilling prophecy. Less investment can result in less being raised which leads to further cuts and even less raised. Tighten budgets where necessary but be very careful when making cuts to fundraising programs.

Becoming pessimistic
The top fundraising professionals are some of the most optimistic people alive. The minute they start being gloomy, people begin holding on to their wallets. Ever wonder why the stock market drops when pundits prophesy uncertainty? No one wants to invest in a questionable deal. It’s the same sort of self-fulfilling loop with fundraising.

As development professionals, we’re inviting people to invest in our mission. Our cause makes the world a better place regardless of the economy! That’s not going to change. We need to continue to shed light on the good things happening around us. We don’t need to be Pollyanna, but we do need to continue to see the silver lining.

Apologizing when you’re asking
When we keep hearing how bad things are, it’s easy to get awkward about asking for donations. But timidity is a sure-fire way to not raise money. We need to continue getting out from behind our desks and inviting donors to give.

I’m certainly not advocating being brash or arrogant. We do need to understand that many of our donors may not be able to give at the same level. This is where we can be compassionate and understanding. And our relaxed understanding of people’s financial realities can make them even stronger proponents of our organizations in the future.

But there’s nothing compassionate about not asking.

Stay Positive and Succeed

Whether the economy is soft or strong, one sure way to raise less money is to stop asking for it! The best way to recession-proof your fundraising is to keep doing the things that raises money and to do it in a way that strengthens relationships with donors, helping them become evangelists for your cause:

• keep on making wise investments in fundraising efforts,
• stay upbeat, and
• continue to compassionately raise support.

Combine these ingredients and you have an excellent recipe for strengthening your nonprofit fundraising in any economy!

About the Author: Marc A. Pitman, CFCC is the author of Ask Without Fear! and the founder of Fundraisingcoach.com. His fundraising books and nonprofit seminars specialize in helping fundraising executives reconnect with their passion.

This article is part of the Fundraising in Challenging Economic Times series.

Here’s a list of each of the articles in this series:

1. Recession Proof Fundraising by Anisha Robinson Keeys
2. 3 Suggestions for Raising Money in Tough Economic Times by Jim Berigan
3. When Foundations Say “No” by Aaron Atwood
4. Succeed at Fundraising Despite a Recession by Marc Pitman