Must-Reads for Development Directors in 2014

Vol. 12 No. 5

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The winter holidays have come and gone, but there’s no reason we can’t continue celebrating the new year with a renewed commitment to personal development! More so than many offices in a private-independent school, the Development Office must maintain a presence in the community and in the other divisions of the school. With that balance in mind, we have collected a few books for your consideration and perusal.

Art of Persuasion: Winning Without Intimidation by Bob Burg—When asking people to give of their time, talent, and treasures for your school, you will encounter resistance. Overcoming that resistance through kindness is an invaluable skill in the Development Office, and Burg provides clear, common-sense ways to do so in real world scenarios.

Building Donor Loyalty: The Fundraiser’s Guide to Increasing Lifetime Value by Adrian Sargeant & Elaine Jay—It’s simple to ask someone for a one-time contribution, but asking every year can seem like an imposition. For those looking to increase donor retention and improve constituent relations, Building Donor Loyalty gives research-backed tips for winning that second and third and fourth donation.

Major Donors: Finding Big Gifts in Your Database and Online by Ted Hart, James Greenfield, Pamela Gignac, and Christopher Carner —Published in 2006, we start this recommendation with a caveat: If you’re looking for a text on the latest and greatest social media trends to raise money, go elsewhere. If you’re looking for alternative ways to use your online and database resources without breaking the bank, Major Donors is for you.

Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk —And if you are looking for help with your social media campaigns, Jab, Jab, Jab, Right Hook should go on your nightstand tonight. “But why in the world should we be on social media?” you may ask. Here’s your answer: The Development Office should focus on building relationships with potential and current donors, and social media provides the perfect opportunity for creating and maintaining that conversation. Jab, Jab, Jab, Right Hook teaches you content-driven marketing that’s customized for the platform you’re using, be it Facebook, Twitter, or Pinterest.

The Ask: How to Ask for Support for Your Nonprofit Cause, Creative Project, or Business Venture by Laura Fredricks —After you spend time and energy developing an exciting new relationship with your donor, in the end, it all comes down to how you ask for that crucial donation, whether it’s 10 dollars a month or a million to kick off your capital campaign. The Ask will help you seal the deal.

Additional ISM resources:
ISM Monthly Update for Development Directors Vol. 10 No. 1 Reading Essentials for the Development Director
ISM Monthly Update for Development Directors Vol. 8 No. 3 The Problem: Missing Alumni. The Solution: Log on to Facebook!
ISM Monthly Update for Development Directors Vol. 8 No. 6 Tips to Promote Online Giving to Your School
ISM Monthly Update for Development Directors Vol. 9 No. 4 Online Giving: A Tool to Maximize the Relationship

Additional ISM resources for Gold Consortium members:
I&P Vol. 35 No. 6 Influencing Upward: Skills for the Development Director

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