KIM KLEIN is widely regarded as one of the most important figures in the field of grassroots fundraising, both as a writer and a practitioner. In great demand as a speaker and presenter, she has provided training and consultation in all 50 states and 16 countries. Klein specializes in training nonprofit organizations working for social justice with budgets of less than $1,000,000 in successful fundraising tech-niques. Klein began her fundraising career while studying to be a Methodist minis-ter and working in a shelter for battered women in San Francisco. Since then, she has been development director, board member, and volunteer for numerous organi-zations working for social change. Klein is the co-publisher of the Grassroots Fundraising Journal and the author of Fundraising for the Long Haul and Ask and You Shall Receive. Klein was named the 1998 "Outstanding Fundraising Executive of the Year" by the Golden Gate Chapter of the National Society of Fund Raising Executives. She now lives in Berkeley, California.

• Foreword vAcknowledgments viiIntroduction ixSection 1 You Can Learn from My Mistakes 1Lesson 1 The Importance of Prospect Research 3Lesson 2 The Importance of Being Straightforward 6Lesson 3 Practice Makes Perfect--or at least able to do the job 10Lesson 4 The Pitfalls of Projecting Your Insecurities onto Others 12Lesson 5 Haste Makes Waste 14Lesson 6 The Importance of Process 17Section 2 How to Have a Healthy Fundraising Program 23Chapter 1 The Elements of a Healthy Fundraising Program 25Chapter 2 The Elements of a Healthy Development Office 35Chapter 3 Characteristics of a Healthy Fundraiser 45Section 3 Common Obstacles to a Healthy Fundraising Program 55Chapter 4 Founder's Syndrome 57Chapter 5 The Organization Veers Away from Its Mission 71Chapter 6 The Truth About Boards (and Fundraising) 89Chapter 7 When Fundraising Strategies Wear Out 103Chapter 8 Taking Donors for Granted 111Section 4 Using Strategies Effectively Over Time 117Chapter 9 Fundraising and Strategic Planning 119Chapter 10 Savings Accounts, Reserve Funds and Endowments 127Chapter 11 Nonprofit Does Not Equal Anti-Profit: Getting Comfortable with Making Money 135Chapter 12 Collaborative Fundraising 145Chapter 13 Fundraising for the Long Haul 153Bibliography 157Index 159