Donor-Centered Fundraising

by Penelope Burk

In this fully updated and substantially expanded second edition, author, researcher and fundraising expert Penelope Burk describes her groundbreaking methodology that challenges accepted fundraising practice with strategies that extend donor loyalty and raise much more money. Supported by dozens of studies over twenty years involving tens of thousands of donors, Donor-Centered Fundraising paints a candid picture of why donors stop giving, and what it will take to preserve their ongoing loyalty in the future. In clear language and backed by statistical evidence, the book explores the pitfalls of the fundraising industry’s traditional approaches to donor communication and recognition, and clarifies what donors want but seldom get from not-for-profits they support. Donor-Centered Fundraising features straightforward and accessible forecasts that illustrate how much money charitable organizations are failing to raise by employing an approach to fundraising designed for another time and a different donor sensibility. It then goes on to offer readers a step-by-step guide that transforms any not-for-profit into a Donor-Centered organization. Filled with eye opening, humorous and often poignant anecdotes from donors and fundraisers, Donor-Centered Fundraising is the authoritative text for fundraisers, executive directors, board members, donor relations professionals and any staff or volunteers who interact with donors or deal with the financial support of not-for-profits. Donor-Centered Fundraising is today's essential fundraising methodology for the not-for-profit sector.  

Genres: Nonfiction, Professional Development, Leadership, Business, Education

329 pages, Paperback

First published June 1, 2003

Reviews

[Brendan Diamond · Rating 2 out of 5]

This book might've been helpful about a decade ago, when web presence was significantly less sophisticated and mass-produced pieces couldn't be as personalized as they can be now, but in this day and age, it's mostly irrelevant. There's some great stuff in here, particularly about the urgency of getting stewardship pieces out and what they should say. But it's also quite dated and not particularly helpful to contemporary fundraising techniques.

[Martha · Rating 5 out of 5]

I took so many notes in this book. I had the opportunity to see Penelope speak years and years ago and started the book but finally picked it up again and finished it. Timeless...even if you are a small organization there are a lot of good tips.

[Carmen · Rating 3 out of 5]

Some REALLY great tools in here, like board call lists to donors, pricing chart templates, and tips for data driven donor centered devo work.

[Molly Durava · Rating 5 out of 5]

I read this book for professional development for my job, and really enjoyed it! I attended Penelope’s webinars so some of the information was repeated, but I enjoyed it nevertheless!

[Leila · Rating 5 out of 5]

What a phenomenal resource - something I will keep looking to throughout my career.

[Adam L Clevenger · Rating 5 out of 5]

The first edition of Donor-Centered Fundraising was released a few years before I entered my fundraising career. So, Penelope Burk's pivotal work has shaped my entire career. I have always appreciated her research-based approach to donor-centered fundraising practices. In the 20 years since the first edition was published, Penelope has continued to survey donors for their thoughtful input on how they are approached, solicited, and thanked. She has continued to shape the way fundraising is practiced today.

The second edition of Donor-Centered Fundraising refreshes the research foundation upon which her advice is based while expanding our concept of donor-centered fundraising by bringing to life the voice of thousands of donors. Nearly every page has a quote from a donor or finding from the annual Burk Donor Survey. Each insight illuminates the donor-centered approach to fundraising. The second edition is also a practical guide to donor communication; I have adapted numerous samples and commentary for my use.

Penelope Burk's Donor-Centered Fundraising Second Edition, should not only be on every fundraiser's bookshelf, but it should also be dog-eared, highlighted, well-loved. This book should be a guide for every fundraiser's approach to working with donors.

[Tony · Rating 4 out of 5]

Penelope Burk emphasizes that philanthropic organizations need to think about their donors and create a good experience for them, rather than focusing on their own organization or simply seeing donors as "hits", "targets", or "scores" on a quarterly fundraising review sheet. It's a fundraising focused version of the "Outside In" thesis Forrestor promoted (https://www.goodreads.com/book/show/1...). Burk speaks from personal experience as well as the quantitative results of studies on both donors and fundraisers. The book was written in 2000, so the few references to email are a bit cringeworthy today (plus no inkling of social networks!), but the principles hold. Key insight = generosity is defined by the donor, not the organization, so we should treat people well "even if" they "only" give $25. Plus, you never know where that respectful and personalized communication will end up in the future. For a practitioner perspective, Burk encourages fundraisers to realize they have three duties: 1) creating a more philanthropic world, 2) treating donors well, 3) raising funds for their particular organization.

[Kate Reynolds · Rating 2 out of 5]

Penelope Burk is the authority on fundraising and for good reason. Her theories make sense and (I sure hope) work. The problem that I had with this book is the concept is relatively simple and I do not think warranted a quarter of the pages she used. Took me forever to read it cover-to-cover, but I did pick up a couple quick tips to help me with donor acknowledgement and will never forget what it means to be a donor-centered organization.

[Beth Ann Locke · Rating 5 out of 5]

Excellent book that highlights the importance of keeping donors rather than just searching for new ones. Research to prove how important thanking donors really is... for donors to remain loyal to a nonprofit.

[Scott · Rating 5 out of 5]

Upon the recommendation of Emily, I sucked it up and ordered this book...it's expensive...but it's totally worth it. Great ideas, laid out well, very useful. I will be going back to book many times and dog earring pages (or post it notes!)

[Michelle · Rating 5 out of 5]

The research that Penelope Burke does is wonderful. This is THE book that I turn to over and over again.

[Elissa · Rating 4 out of 5]

Homework for work, but very useful for my field!

[Jayci · Rating 4 out of 5]

I don't think that this book was so much "groundbreaking" as it provided studies and statistical evidence to back up what we know--donors appreciate recognition and being thanked!

[Deborah LaRoche · Rating 4 out of 5]

Great read for learning the basics of donor cultivation and retention. I'd recommend it to anyone moving into the field of non-profit fundraising/development type work.

[Valerie · Rating 5 out of 5]

Dry as a bone, but darned if it hasn't completely changed my understanding of fundraising! Really glad I read this book and will take it to heart.

[Brittany · Rating 5 out of 5]

It only took one day of sitting down with this book to completely change my views on donor relations and fundraising. I have a laundry list of tactics to test out in my own nonprofit.

[Claire · Rating 5 out of 5]

The best fundraising book I've ever read. Really good techniques and philosophy covered in here.

[Sara · Rating 4 out of 5]

I liked the idea behind the book but would have liked more tangible examples.

[Waddy Thompson · Rating 5 out of 5]

This perhaps the most perceptive book on fundraising I have read in my 30 years in the business. Hugely insightful.