Relationship Fundraising: A Donor Based Approach to the Business of Raising Money [Hardcover]

Ken Burnett (Author)

Book Description

Publication Date: June 15, 2002 | ISBN-10: 0787960896 | ISBN-13: 978-0787960896 | Edition: 2

Internationally acclaimed fundraising consultant Ken Burnett has completely revised and updated his classic book Relationship Fundraising to offer fundraising professionals an invaluable resource for learning the techniques of effective communication with donors in the twenty-first century. Filled with illustrative case histories, donor profiles, and more than two hundred action points, this groundbreaking book shows fundraisers how to

• Implement creative approaches to relationship-building fundraising
• Avoid common fundraising errors and pitfalls
• Apply the vital ingredients for fundraising success
• Build good relationships through marketing
• Achieve a greater understanding of their donors
• Communicate effectively with donors--using direct mail, the press, television, the telephone, face-to-face contact, and more.
• Prepare for the challenges of twenty-first century fundraising

Editorial Reviews

Review

"This is an excellent book for those of you new to the field of fundraising and the nonprofit world in general." (CharityChannel.com, December 20, 2002)

Review

"Experienced volunteers and skilled practitioners realize that fundraising isn't about money, it is about relationships. Ken Burnett's observations, insights, and practical tips for building and sustaining relationships are superb. Highly readable, this book is a solid mix of sound theory and pragmatic application." —Kay Sprinkel Grace, author, Beyond Fund Raising; coauthor High Impact Philanthropy

"Ken Burnett is one of the world's leading practitioners of the art of raising money by mail. Many of us in the fundraising field speak about "building relationships with donors," but Ken has systematically developed the techniques to bring this ideal down to earth. This classic book lays them out for all to see. Relationship Fundraising is one of a handful of truly
indispensable books that belong on every fundraiser's bookshelf." —Mal Warwick, founder, Mal Warwick Associates; author, How to Write Successful Fundraising Letters and Ten Steps to Fundraising Success

"This is the book that sets the agenda for fundraising communications in the twenty-first century. Engaging, inspiring, and thought provoking, Relationship Fundraising is based on the unique twenty-five year experience of one of the world's most respected fundraisers." —Bernard Ross, director, The Management Centre, London; author, Breakthrough Thinking for Nonprofit Organizations

See all Editorial Reviews

Product Details

• Hardcover: 384 pages
• Publisher: Jossey-Bass; 2 edition (June 15, 2002)
• Language: English
• ISBN-10: 0787960896
• ISBN-13: 978-0787960896
• Product Dimensions: 6.4 x 1.2 x 9.1 inches
• Shipping Weight: 1.4 pounds (View shipping rates and policies)
• Average Customer Review: 4.6 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #377,912 in Books (See Top 100 in Books)

More About the Author

Ken Burnett is an author, lecturer and consultant on fundraising, marketing and communications for nonprofit organizations worldwide. He works closely with UK communications and marketing group Cascaid and the Australian agency Pareto Fundraising. He is a founding board member and former chairman of ActionAid International and is a trustee of BookAid International. A former vice chair of The UK's Institute of Fundraising and trustee of the International Fund Raising Group (now The Resource Alliance), Ken is a Fellow of the UK Institute of Fundraising and an Honorary Fellow of the Institute of Direct Marketing in the UK. Among other books he is author of the worldwide best seller Relationship Fundraising, its sequel Friends for Life: relationship fundraising in practice and How to Produce Inspiring Annual Reports. Two new books by Ken have just been published, Tiny Essentials of an Effective Volunteer Board, (http://www.whitelionpress.com ) and The Zen of Fundraising (http://www.josseybass.com) Ken frequently contributes articles for The Guardian Unlimited/Society Guardian website (http://society.guardian.co.uk)and he is a regular contributor to the US journal Contributions (www.contributionsmagazine.com).

Most Helpful Customer Reviews

18 of 18 people found the following review helpful

5.0 out of 5 stars The personal side of fundraising December 29, 2004

By www.eFundraise.org

Format:Hardcover

Burnett skillfully shows how to satisfy "the bottom line" through a positive relationship with donors. Practical, relevant tips are offered for reaching out to potential donors and making them feel part of the mission. It's a pleasure to see someone writing about "the psychology of fundraising." A well-crafted, beneficial read.

14 of 14 people found the following review helpful

5.0 out of 5 stars Relationship Fundraising Should Be Part of What We All Do February 24, 2003

By Pamela M Gignac

Format:Hardcover

Many of us know that it's more important then ever to build relationships with our donors and prospects. Ken Burnett has been talking about it for over 10 years and the newest edition of his book on Relationship Fundraising is even more relevant today than when it was first written. Ken skillfully uses his extensive experience and insight to focus on what it really is all about through both what has already worked elsewhere and what we should strive to achieve. This book is easy and enjoyable to read and supports our ambitions for techniques including donor development and moves management but it is so much more than that. Relationship Fundraising takes lessons from yesterday and gives you the inspiration to truly get back to people and build positive lasting relationships into the future. Each of us can benefit from going beyond the buzz words and see what it is really all about or at least re-establish the importance of Relationship Fundraising by reading this invaluable book.
Pamela Brown Gignac is a 20 year fundraising and prospect research veteran in Canada and the UK and currently Vice President, JMG Solutions Inc, Ontario, Canada.

8 of 8 people found the following review helpful

5.0 out of 5 stars Everyone involved in fundraising for nonprofits should understand what is covered in this book. March 19, 2008

By Jeff Lippincott VINE™ VOICE

Format:Hardcover

I thought this was a wonderful book. It includes 14 chapters and a glossary. Although I'm not sure the glossary added to the book. I don't view the book to be a complete treatise on nonprofit fundraising, but the author says he did not expect it to be. There is no coverage of special events, grant proposals, volunteers, or local fundraising activities. What this book talks about, and does it well, is nonprofits and their development arms need to approach donors with mutual consideration, thoughtfulness, and appreciation.

The world has gotten competitive. And nonprofit fundraising exists in an environment where technology and aggressive marketing tactics are the norm in how to do business. This book points out that technology and aggressive marketing have the potential to undermine the trust and confidence that are so important to effective fundraising. Fundraisers who understand that fundraising is about "building relationships" will not be obsessed with fundraising techniques and formulas. Instead, they will merely practice the art of fundraising that is all about building relationships.

This book was first written in the early 1990s and made a substantial contribution to the UK fundraising community's library of tomes on how to practice fundraising. It presents a basic approach to fundraising that is time tested and works. Now, in the 21st century, the author has updated his book by incorporating his answers to questions he has received about the first edition, and by adding some new thoughts he has on the subject. The material covered in this book is important; everyone involved in fundraising for nonprofits should understand what is covered in this book and take that understanding with them when they do their work as fundraisers.

I would have liked the book better if there had been one more chapter included. The author is critical of technology and aggressive marketing tactics. But he doesn't provide his view as to how technology and marketing tactics should be used specifically. I think the book would benefit with a chapter that would cover some of these specifics. In my humble opinion, technology and marketing tactics are still very important and critical to fundraising success. It's just how they can be used so donors are trusting of nonprofits that could have been better explained.

This book was an easy read. Each chapter is followed by a summary called "action points." And I liked this feature. I also liked very much the summary of the book provided at page xxii of the book's Preface. At the end of the book is a lengthy bibliography. Many good books are included in that list, and the reader will probably want to search some of them out for further reading. 5 stars!