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Informationen zum Autor RUSS ALAN PRINCE is the executive director of Private Wealth magazine and chief content officer for High-Net-Worth Genius. He is the author of more than sixty-five books, including Everyone Wins! How You Can Enhance and Optimize Business Relationships Just Like Ultra-Wealthy Entrepreneurs. Klappentext "Prince and File provide the keys to unlock the planned giving market. They show us how to target prospective donors with laser precision and how to cultivate them based on a new understanding of donor motives, needs, and expectations." -- Peter M. Weisbaum , Esq., vice president, advanced business and estate planning, National Life Insurance Company "Not only provides a thorough analysis of the many factors that influence funders, but also valuable insights into how one develops strategic approaches toward building long-term relationships with significant funders." -- William H. Meadows III , director, Centennial Campaign, Sierra Club "Expands the reader's knowledge of why people give and how they can be approached and enfolded into an ongoing donor constituency. This book is a vital addition to the concepts and practice of major gift fund raising." -- Joseph R. Mixer , Ph.D., author of Principles of Professional Fundraising "An information-packed text that will help practitioners to understand the different needs, different wants, and different response mechanisms of their gift markets. An essential guide to market behavior patterns." -- Henry A. Rosso , CFRE (Ret.) author of Achieving Excellence in Fund Raising "Fund raisers, legal advisors, and financial advisors must communicate value in terms most appropriate to the individual philanthropic personality. . . . required reading because it enables the reader to meet that challenge." -- F. Lewis Carlisle , manager, philanthropic services, Kidder, Peabody & Co., Inc. Zusammenfassung This paperback edition of the classic book provides development professionals with a powerful tool that enables them to maximize their effectiveness. Using a unique framework the authors identify and profile seven types of major donors and offer detailed strategies on how to approach them. Inhaltsverzeichnis Preface ix The Authors xiii Introduction to the Paperback Edition xv Introduction: A Powerful New Tool for Understanding Major Donors 1 Part 1 Profiling the Seven Faces of Philanthropy 13 1. The Communitarian: Doing Good Makes Sense 17 2. The Devout: Doing Good Is God's Will 31 3. The Investor: Doing Good Is Good Business 43 4. The Socialite: Doing Good Is Fun 56 5. The Altruist: Doing Good Feels Right 69 6. The Repayer: Doing Good in Return 81 7. The Dynast: Doing Good Is a Family Tradition 94 Part 2 Cultivating Major Donors with the Seven Faces Framework 107 8. Making Connections Through Charity Networks 111 9. Building Relationships with the Seven Philanthropic Personalities 128 10. Identifying Appropriate Giving Strategies 150 11. Sustaining Relationships Through Donor Centered Strategies 173 Conclusion: Applying the Seven Faces Framework 197 Appendix Research Methodology 203 References 207 Index 213 ...
