Developing Your Case for Support

Timothy L. Seiler is director of Public Service and The Fund Raising School and assistant professor of philanthropic studies at the Center on Philanthropy at Indiana University. Formerly, he was vice president of Indiana University Foundation. He is the editor-in-chief of the Excellence in Fund Raising Workbook Series from Jossey-Bass and coeditor of New Directions for Philanthropic Fundraising.

"I can heartily recommend this book." (CharityChannel.com,January 17, 2003)"I am not aware of any other workbook that addresses this topic.Developing Your Case for Support will be a welcome andvaluable contribution to the field." --Barbara Marion, CFRE,senior principal, Hayes Briscoe Associates "My compliments go to Timothy Seiler for writing a basic manualon a subject that is very confusing and often interpreted by manypeople differently." --Tere Lindhan, CFRE, George MasonUniversity

• Part 1. Introducing the Case for Support 1. Key TermsThe Case and the CauseCase StatementCase ExpressionCase ResourcesExternal and Internal CasesMission, Goals, and Objectives2. The Case and the Fund Raising CycleThe Fund Raising CycleExamine the Case in Step 1Make the Case the Cycle BedrockDetermine Who Develops and Reviews the CasePart 2. Case Components3. Mission StatementExamples of Mission StatementsIdentifying Organizational ValuesReviewing Your Mission Statement4. GoalsGoals Compared to MissionProgram-Related Goals Fund Raising GoalsWriting and Reviewing Goals5. ObjectivesObjectives Compared to GoalsExamples of Goals with ObjectivesWriting and Reviewing Objectives6. Programs and ServicesUsing StoriesIdentifying Who BenefitsCollecting TestimonialsEnhancing and Reviewing Program Descriptions7. FinancesShowing the Costs of Mission FulfillmentPresenting the InformationJustifying the NeedExamples of Financial PresentationsPreparing and Reviewing Presentations8. GovernanceSelection of Board MembersBoard RepresentationBoard Member StrengthsBoard Functioning and StructureBoard EvaluationInformation About Members and AdvisersReviewing Governance Information9. StaffingCredentials and QualificationsThe Organization ChartIdentifying and Reviewing Staffing Information10. Service DeliveryProviding Basic AccessOffering Superior ServiceDescribing and Reviewing Service Delivery11. Planning and EvaluationShort-Term Fund Raising PlansLong-Term Fund Raising PlansEvaluationReviewing Fund Raising Plans and Evaluation Processes12. HistoryThe Place of History in the CaseA Focus on PeopleWriting and Reviewing a History13. Component ChecklistPart 3. Putting the Case to Work14. Testing the Completed CaseFrom Internal Case to External CaseCase Qualities That Stimulate DonorsMatching Case Expressions to DonorsReviewing Your Case Expressions15. Annual Review of the CaseAnswering Critical Questions Every YearIdentifying Why Donors Should GiveConducting an Annual Review16. Moving Forward with the CaseLeading the EffortAssembling the Case Resources FileDeveloping and Testing the CaseRecognizing All the Case FunctionsReviewing and Revalidating the CasePart 4. ResourcesSample Case FileOur Neighborhood Development CorporationSample Case ExpressionsThe Case for Renovating the Abbey ChurchLetter Sent to "Insiders" During RenovationText of Regional Benefactors Dinner TalkNewsletter Article Detailing Renovation PlansAppeal Letter Sent to Summer Session AlumniAppeal Letter Sent to FriendsBrochure Included with Appeal LettersPress Release Announcing a Large Gift by an IndividualAppeal Letter to Donor Recognition GroupMailing Describing Changes in Donor Recognition GroupHonor Roll of Donors