Course Manual Table of contents and discussion points

Donor Motivation
Reasons for Giving
What Motivates Individuals
What Motivates Corporations
What Motivates Foundations
What Motivates Governments
Readings
Study Questions

Frameworks for Fundraising
The Pyramid of Giving
Moving Up the Pyramid
Fundraising Programs
Fundraising Techniques
Study Questions

Identifying and Rating Your Donors
Building a Prospect List
Types of Prospect Lists
Rating Prospects
Readings
Study Questions

Donor Cultivation & Solicitation
Cultivating Potential Donors
Planning Solicitation Strategy
Tools of the Trade
Making Contact
Making the Presentation
Closing the Solicitation
Readings
Study Questions

Donor Recognition & Renewal
Follow-Through & Acknowledgement
Recognizing Your Donors
Renewal Through Stewardship
A Donor Bill of Rights
Readings
Study Questions

Pop Quiz
Course Assignment
Resources
Bibliography