Arlett, Allan, Bell, Phelps and Thompson, Robert W., Canada Gives: Trends and Attitudes Towards Charitable Giving and Voluntarism, 1988, The Canadian Centre for Philanthropy, 1329 Bay St, Toronto ON M5R 2C4 Telephone (416) 515-0764 Fax (416) 515-0773

Barfoot, Aubrey, Establishing a Planned Giving Program: What You Need to Know to get Started, Toronto: The Canadian Centre for Philanthropy, 1990. See address above.

Bergan, Helen, Where the Money Is: A Fundraiser's Guide to the Rich, Alexandria, VA: BioGuide Press, 1992

Conrad, Daniel Lynn, How to Solicit Big Gifts, 1985, Public Management Institute, 358 Brannan St., San Francisco CA 94107 Telephone (415) 896-1900.

Dove, Kent E., Conducting a Successful Capital Campaign, 1988, Jossey-Bass Inc. Publishers, 350 Sansome St. San Francisco, CA 94104 Telephone (415) 433-1767 Fax (415) 433-0499. Available in Canada from Maxwell Macmillan International Publishing Group, 1200 Eglinton Avenue East, Suite 200, Don Mills, ON M3C 3N1 Telephone (416) 449-6030 Fax (416) 449-0068

Flanagan, Joan, Successful Fundraising, 1991 (revised soft cover 1993). Contemporary Books Inc., 180 North Stetson, Two Prudential Plaza, 12th Floor, Chicago IL 60601. Telephone (312) 782-9181 Fax (312) 782-3987. Available in Canada from: Fitzhenry & Whiteside Little, Brown, 195 Allstate Parkway, Markham, ON L3R 4T8. Telephone (416) 477-9700 Fax (416) 477-9179 [note: area code changes to 905 in October 1993]

Flanagan, Joan, The Grass Roots Fundraising Book, Chicago: Contemporary Books, 1982. See address above.

Flanagan, Joan, The Successful Volunteer Organization: Getting Started and Getting Results in Nonprofit, Charitable, Grass Roots, and Community Groups, Chicago: Contemporary Books, 1981. See address above.

Gurin, Maurice, What Volunteers Should Know for Successful Fundraising, 1981, McGraw-Hill Ryerson, 300 Water St., Whitby, ON L1N9B6, Telephone (416) 430-5000 [note: area code changes to 905 in October 1993]

Heetland, David L., Fundamentals of Fundraising: A Primer for Church Leaders, 1989, Discipleship Resources, P.O. Box 189, Nashville TN 37202 Telephone (615) 340-7284 Fax (615) 340- 7006

Henderson, Lyman, The Ten Lost Commandments of Fundraising, Davis + Henderson's Bicentennial booklet, Toronto: The Council for Business and The Arts in Canada, 1984

Hunt, Susan and Strand, Bobbie J. Prospect Research: A How-To Guide, Washington DC: Council for Advancement and Support of Education, 1986

McIvor, Christine, Knowing Your Community and Identifying Your Constituency, Etobicoke ON: Arts Etobicoke, 1981

Mears, Michael, Fundraising with Life Insurance, Ottawa: Multiculturalism and Citizenship Canada, 1991

Mirkin, Howard R., The Complete Fundraising Guide, New York: Public Service Material Centre, 1972

Mogil, Christopher and Slepian, Anne with Woodrow, Peter, We Gave Away a Fortune, 1992, New Society Publishers, 4527 Springfield Ave., Philadelphia PA 19143. Published in cooperation with The Funding Exchange, 666 Broadway, #500, New York NY 10012. Available in Canada from P.O. Box 189, Gabriola Island, B.C. V0R 1X0

Nichols, Judith E,. Changing Demographics: Fundraising in the 1990s, 1990, Bonus Books, Inc. division of Precept Press, 160 East Illinois, Chicago, Il 60611 Telephone (312) 467-0424 Fax (312) 467-9271

Olive, David, Just Rewards: The Case for Ethical Reform in Business, Toronto: Key Porter Books, 1987

Panas, Jerold, Mega Gifts: Who Gives Them, Who Gets Them, Precept Press, 160 East Illinois, Chicago, Il 60611 Telephone (800) 467-9271 in the US or (312) 467-0424 Fax (312) 467-9271). Also available from Hoke Communications, 224 Seventh St., Garden City NY 11530-5771

Pray, Francis C., Handbook for Educational Fundraising, San Francisco: Jossey-Bass Publishers, 1981. See address above.

Quigg, Gerald, The Successful Capital Campaign: From Planning to Victory Celebration, Washington, DC: Council for the Advancement and Support of Education, 1986

Rosso, Henry A. and Associates, Achieving Excellence in Fundraising: A Comprehensive Guide to Principles, Strategies, and Methods, 1991, Jossey-Bass Inc. Publishers. See address above under Dove.

Teller, Hanoch, Bridges of Steel, Ladders of Gold, 1990, Philipp Feldheim Inc., 200 Airport Executive Park, Spring Valley, NY 10977

Williams, M. Jane, Capital Ideas: Step by Step: How to Solicit Major Gifts from Private Sources, 1979, Fundraising Institute, The Taft Group, 835 Penobscot Building, Detroit, Michigan 48226 Telephone (800) 877-8238

Wyman, Ken, Planning Successful Fundraising Programs, Toronto: The Canadian Centre for Philanthropy. See addresses above under Arlett.

Wyman, Ken, The GuideBook to Fundraising for Disabled People's Groups, (available free from the Disabled Persons' Participation Program, The Secretary of State of Canada, 25 Eddy St., Room 13A5, Ottawa, ON K1A 0M5. Telephone (819) 953-2680. Specify print or audiotape, English or French)

Young, Joyce, Fundraising for Non-Profit Groups, 1991, Self-Counsel Press, 1481 Charlotte Rd., North Vancouver, BC V7J1H1

Results: The Audio-Visual Learning System That Shows How The Most Successful Volunteers Raise Money, Third Sector Press, 2000 Euclid Avenue, P.O. Box 18044, Cleveland OH 44118

The Brown Bag Papers, The Grass Roots Network, 64B Shuter St., Suite 200, Toronto, ON M5B1B1 Telephone (416) 362-2926 Fax (416) 362-8519

The Directory of Directors, Toronto: The Financial Post Company, published annually

The Effective Nonprofit Executive Handbook, Public Management Institute. Distributed by Third Sector Press, 2000 Euclid Avenue, P.O. Box 18044, Cleveland OH 44118

The Register of Canadian Honours, Toronto: Canadian Almanac and Directory Publishing Company, 1991

Visiting in the Home: A Handbook for Stewardship Visitors, undated, The United Church of Canada Department of Stewardship Services, 85 St. Clair Ave. East, Toronto, ON M4T1M8, Telephone (416) 925-5931

Volunteers: How to Find, Select and Train, 1978, the Ontario Ministry of Culture, Tourism, and Recreation, Community Information Services, Toronto, 32 pages (out of print, but copies were sent to every Ontario library)

Who's Who in Canada, Toronto: Global Press, published annually

Journal Articles

Callender, Marga, Solicitation Calls: A Personal Reflection, (The Nonprofit Times, March 1993, page28) For a sample copy of The NonProfit Times write them at 190 Tamarack Circle, Skillman NJ 08558. Telephone (609) 921-1251 Fax: (609) 921-6226

Gattuso, Greg, Newman Swamped with Solicitations, (Fundraising Management, March 1993, page12)

Heetland, David W. How To Build A Major Gifts Program, (Fundraising Management, September 1992, page35)

Henderson, Emily P., Proactive Prospecting, (Currents, Vol.XIII, No.3, March 1987, page28)

McCuaig, Ian, Fundraising in the Recession, (The Prospect, April 1991, page 4). The Prospect is the newsletter of the National Society of Fundraising Executives, Greater Toronto Chapter, 15Clarence Square, Toronto ON M5V 1H1, telephone (416) 596Ä6742.

Jatz, Lee, Motivating the Major Gift, (Fundraising Management, Vol.19, No.6, August 1987, page36)

Klein, Kim, Getting Started in Planned Giving, (Grassroots Fundraising Journal, August 1991, page1) P.O. Box 11607, Berkeley, CA 94701 Telephone (718) 768-3403

Klein, Kim, How to Establish Voluntary Fees for Service, (Grassroots Fundraising Journal, August 1992, page3)

Klein, Kim, Keeping in Touch with Major Donors, (Grassroots Fundraising Journal, Vol.6, No.5, October 1987, page3)

Klein, Kim, Profile of a Major Fundraiser, (Grassroots Fundraising Journal, Vol.6, No.5, October 1987, page6)

Luck, Michael F. and Evans, Gail A., Making Major Gifts Happen, (Fundraising Management, September 1992, page29)

Mai, Charles F., Cultivating Major Gifts, (Fundraising Management, August 1991, page56)

Mai, Charles F., Development Success and a Writing Course, (Fundraising Management, August 1991)

Marks, Linda, Improving Our Prospects, (Currents, Vol.XIII, No.10, November/December 1987, page38)

Moore, H. Martin, Face to Face Solicitations Yield Dollar for 2.3 Cent Cost, (Fundraising Management, Vol.14, No.11, January 1984, page50)

Nesher, Aryeh, The Skills Required for Face-to-Face Solicitation, (Fundraising Management, Vol.15, No.8, November 1984, page18)

Robbins, H. Perk, Eyeball to Eyeball: The Whys and Hows of Personal Solicitation, (CASE Currents, Vol.VIII, No.9, November/December 1982, page20)

Ryan, Don and Murdock, Richard, Identifying and Nurturing Core Donors, (Fundraising Management, Vol.16, No.2, February 1986, page21)

Steen, J. Warren, 14 Fallacies of Capital Campaigns, (Fundraising Management, September 1992, page22)

Walker, Robert L., Major Gift: Building an Effective Program, (Nonprofit World, Vol.6, No.4, July/August 1988, page15)

Whitely, Frank V. and Freeman, Gail L., Raising Big Gifts for Small Organizations, (NSFRE Journal, Vol 16, No. 1, Spring 1991, page 36)

Whitley, Frank V., The 15 Worst Errors in Community Capital Campaigns, (Fundraising Management, September 1992, page44)

“Planning is a systematic process of setting measurable goals in relation to needs, researching relevant data, comparing options, minimizing risks, balancing resources, taking appropriate action, and evaluating results so you can make changes for the next plan.”

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Ken Wyman has been called one of Canada's foremost consultants and trainers in fundraising, volunteerism and communication. Dedicated to helping non-profit groups gain access to the secrets of growth, Wyman has spent more than 20 years adapting proven techniques and inventing new ones.

Ken Wyman has tested the techniques in this book as a consultant for grass-roots groups with no staff or office, and for multi-million dollar agencies. The methods work for non-profits that are controversial or conventional, well connected or seemingly powerless. They work, with minor adaptations, in the areas of health, social service, culture, sports, environment, religion, politics, women's issues, and more.

Based in Toronto, Ken has worked from Newfoundland to British Columbia, from the Northwest Territories to Texas, and overseas: in Switzerland, where he worked with international non- government organizations preparing for the United Nations Conference on Environment and Development, and in Austria, where he led a seminar at the World Congress on Business and the Arts.

This is Ken Wyman's fifth book on fundraising. Three others are available free, in English or French, from the federal government. The Voluntary Action Program of Multiculturalism and Citizenship Canada publishes the Guide to Special Events Fundraising and Everything You Need to Know to Get Started in Direct Mail Fundraising. The Disabled Peoples' Participation Program of the Department of the Secretary of State offers a Guidebook to Fundraising for Disabled Persons' Groups — a book that has proven extremely useful for many other types of organizations as well. Planning Successful Fund Raising Programs, Wyman's manual on long-term strategy, is sold by the Canadian Centre for Philanthropy.

Wyman has also served on the Board of the Canadian Society of Fund Raising Executives. He earned their professional designation, Certified Fund Raising Executive (cfre), based on life service and written examination.

(1)Michael F Luck, “A New Twist on Old Fundraising Maxims”, Nsfre Journal, Summer 1990, p 30. Reprinted with permission. (National Society of Fundraising Executives, Suite 3000, 1101 King Street, Alexandria VA 22314, USA).

(2)Author's hint to the Publisher.

(3)Joan Flanagan, Successful Fundraising (Chicago: Contemporary Books Inc, Suite 1200, 180 North Stetson Avenue (2 Prudential Plaza), Chicago IL 60601), 1991, page 147; reprinted by permission.

(4)Lynn Rosellini, “The Man Who Loves Facts”, US News and World Report, 17 June 1991, vol 110, no 23, p 58.

(5)Jim Shahin, “The Continuing Saga of James A Michener”, The Saturday Evening Post, March 1990, volume 262, no 2, p 66.

(6)Joan Flanagan, 1991, pp 135, 160.

(7)Reuters News Agency, “O'Connor Calls Charity and Donates Mansion”, The Globe and Mail, 1 December 1992.

(8)David Olive, Just Rewards: The Case for Ethical Reform in Business (Toronto: Key Porter Books), 1987, pp 215-216; reprinted with permission. Olive notes, “In his famous essay, `The Gospel of Wealth', Carnegie argues that rich men should give away their great fortunes, and in so doing create `an ideal state in which the surplus wealth of the few will become, in the best sense, the property of the many.' To date the Rockefeller family has given away more than $1.5 billion to universities, medical schools, and dozens of other worthy institutions and causes. The Rockefeller image has been well and truly cleansed, to the point where even the most thorough encyclopedia accounts often do not trouble to mention how paterfamilias John D Rockefeller employed a vast network of spies to sabotage competing oil companies' refineries and pipelines.”

(9)David Olive, Just Rewards, pages 215-216.

(10)Alanna Mitchell, “Universities learn to cultivate the rich,” The Globe and Mail, January 15, 1993.

(11)Private conversation with Thomas M Daly, Development Officer (Foundations), McMaster University, 3 May 1993.

(12)?“Volunteers share `privilege' of helping build mosque.” The Toronto Star, 17 October 1992.

(13)Mr Thomas was speaking at Impact 88, a conference at the Canadian Centre for Philanthropy, held in Toronto in November 1988; reprinted with permission.

(14)?“In the summer of 1986, brothers Harrison and Wallace McCain were appalled by news reports that farmers across the southern United States were suffering the worst drought in a century. The brothers, whose McCain Foods Ltd is one of the world's largest frozen french-fry producers, organized a relief program through which McCain itself and hundreds of growers who sell produce to the Florenceville, NB, company sent more than two thousand tons of hay to the stricken farmers free of charge. The bales of hay, each bearing the message, “Gift of the farmers and citizens of New Brunswick, Canada”, began arriving while US farmers still awaited proposed drought-relief legislation from their own government, and made unnecessary a choice by farmers to let their livestock die or sell the animals at below-market prices.” David Olive, Just Rewards, p 224.

(15)?“Two Montreal institutions — the Jewish General Hospital and the Samuel and Saidye Bronfman Cultural Centre — owe their existence to the generosity of the founding generation of Bronfmans; the succeeding generation that now runs the company has been tireless in its support of good causes…” David Olive, Just Rewards, p 67.

(16)Allan Arlett, Phelps Bell and Robert W Thompson, Canada Gives: Trends and Attitudes Towards Charitable Giving and Voluntarism, Toronto: The Canadian Centre for Philanthropy, 1988, pp 26-27.

(17)Revenue Canada, Taxation, 1992 Taxation Statistics (Ottawa: Revenue Canada, 1992), p 336.

(18)Statistics Canada, Charitable Donations Data, 1990, ranked by media donation, distributed at a Statistics Canada presentation in Toronto, 4 December 1991, p 7 (original is unnumbered).

(19)Calculations were based on information contained in 1992 Taxation Statistics, Summary Table 2, p 96.

(20)For more information on recruiting volunteers, see Joyce Young, Fundraising for Non-Profit Groups (Self-Counsel Press, 1481 Charlotte Rd, North Vancouver, BC V7J 1H1, 1991); Joan Flanagan, The Successful Volunteer Organization; Maurice Gurin, What Volunteers Should Know for Successful Fundraising (McGraw-Hill Ryerson, 300 Water St, Whitby, Ontario L1N 9B6, 1981) isbn 0-8128-2739-2; Volunteers: How to Find, Select and Train (Ontario Ministry of Culture, Tourism and Recreation, Community Information Services, Toronto, 1978), 32 pp (out of print, but copies were sent to every Ontario library).

(21)Aryeh Nesher, “The Skills Required for Face-to-Face Solicitation,” Fund Raising Management, November 1984, p 18. Reprinted with permission.

(22)Canadian Centre for Philanthropy workshop, Toronto, June 13, 1989. “This is a convention of foxes,” Lyman Henderson said, “and you've asked four hens up to say how to undo the lock on the chicken coop.” Lyman Henderson, in addition to being a generous donor and co-owner of a printing company, is the author of The Ten Lost Commandments of Fund Raising.

(23)Jerold Panas, Mega Gifts: Who Gives Them, Who Gets Them (Chicago: Precept Press, 160 East Illinois, Chicago, IL 60611, tel (800) 467-9271 in the US or (312) 467-0424 Fax (312) 467-9271), page 87. Reprinted by permission.

(24)Michael F Luck, “A New Twist on Old Fund-Raising Maxims,” Nsfre Journal, Summer 1990, pp 30-31.

(25)Lyman Henderson, The Ten Lost Commandments of Fundraising, David + Henderson's Bicentennial booklet (Toronto: The Council for Business and the Arts in Canada), 1984, pp 25-26. Reprinted with permission.

(26) J Warren Steen, “Fourteen Fallacies of Capital Campaigns”, Fund Raising Management, September 1992, page 22. Reprinted with permission.

(27) Canadian Centre for Philanthropy workshop, Toronto, June 1989.

(28) Marga Callender, “Solicitation Calls: A Personal Reflection”, The Nonprofit Times, March 1993, page 28. Reprinted with permission. Marga Callender is a development officer for the School Sisters of St Francis, an international organization of women religious and associates.

(29) Speech given by Henri Nouwen on “The Spirituality of Fundraising” at the St Marguerite Bourgeoys Society annual meeting, Toronto, 15 September 1992. Reprinted with permission.

(30) Charles F Mai, “Cultivating Major Gifts”, Fundraising Management, August 1991, p 56. Reprinted with permission. Mr. Mai is the past director of planned giving and legacies for the American Cancer Society in Chicago, Illinois, and in Columbia, Missouri.

(31) Kim Klein, “Profile of a Major Fundraiser”, Grassroots Fundraising Journal, October 1987, vol 6, p 6. PO Box 11607, Berkeley CA 94701. Telephone (718) 768-3403. Reprinted with permission.

(32) Allan Arlett, Phelps Bell and Robert W Thompson, Canada Gives: Trends and Attitudes Towards Charitable Giving and Voluntarism (Toronto: The Canadian Centre for Philanthropy, 1988), p 18. Reprinted with permission.

(33) Allan Arlett et al in Canada Gives, p 77 (nonreligious causes) and p 83 (religious causes).

(34) “The average size of donations increased with age. Average income increased up to a peak for the 50-54 age group and thereafter it declined. In percentage terms, donations related to average income increased consistently with age from 0.12% for those under 20 years of age to a high of 2.04% for those aged 75 or more”, according to Allan Arlett et al in Canada Gives, p 30.

(35) “Those who claim to be very religious and attend religious services more frequently give larger amounts to charity. Similarly, those who are most active in the community and belong to the most organizations are the most generous.” Allan Arlett et al, Canada Gives, p 81.

(36) “The 42% of respondents who support only nonreligious causes gave $42 (Quebec $32); the 42% who gave to both religious and nonreligious causes gave a median amount of $241 (Quebec $169). This is a very major difference.” Allan Arlett et al, Canada Gives, p 82.

(37) “Non-Christian religions give substantially more than Christians. Among the latter, Protestants donate more than Catholics.” Allan Arlett et al, Canada Gives, p 86.

(38) Original source unknown.

(39) Speech at the Canadian Centre for Philanthropy Conference, November 1988.

(40) Lyman Henderson, The Ten Lost Commandments of Fundraising, p 10 (emphasis as in the original).

(41) Joan Flanagan, Successful Fundraising, p 150.

(42) Phil Brain, Henry Rosso, David W Merrill and Roger Reid, “Interpersonal Relationship Skills for Major Gift Development”, (The Fundraising School Indiana University, course materials, 1989).

(43) Private telephone interview, May 1, 1993, and excerpts from Diane Forrest, “A Christmas Story: Four charitable spirits reveal their strategies for giving”, Financial Post Moneywise, December 1988, pp 54-64.

(44) Joan Flanagan, Successful Fundraising, p 134.

(45) Allan Arlett et al, Canada Gives, p 87.

(46) Kim Klein, “How to Establish Voluntary Fees for Service”, Grassroots Fundraising Journal, August 1992, pp 3-5.

(47) Ken Wyman, The Guidebook to Fundraising for Disabled People's Groups, 1988. Available free from the Disabled Persons' Participation Program, Department of the Secretary of State of Canada, Room 13A5, 25 Eddy Street, Ottawa, Ontario K1A 0M5. Telephone (819) 953-2680. Specify whether you want it in print or on audio tape, in English or French.

(48) Joan Flanagan, Successful Fundraising, p 134.

(49) Less than 30% of Canadians claim donations to charities on their income tax. “About 5.4 million taxpayers donated a total of $3.1 billion to charitable organizations in 1991, based on tax credits claimed on income-tax returns… There were 18.4 million tax returns for 1991 — leaving about 13 million taxpayers who claimed no donations for tax purposes. But … many donations aren't claimed on tax returns.” Canadian Press, The Globe and Mail, 6 January 1993.

(50) The Webbing Exercise and related material are © Ken Wyman, 1993.

(51) Michele Landsberg, “Wealthy women should do more to help out worthy groups”, The Toronto Star, 20 March 1993.

(52) Donna Jean MacKinnon, “Pot of gold gift to kidney research”, The Toronto Star, 18 March 1993.

(53) “Kidney Foundation fundraising moves into high gear this month”, The Mississauga News, 7 March 1993.

(54) Joan Flanagan, Successful Fundraising, p 137.

(55) Joan Flanagan, Successful Fundraising, p 134.

(56) Asked how they would spend $100,000 won in a lottery, only 8% (Quebec, 5%) mention giving to charity, according to Allan Arlett et al, Canada Gives p 72.

(57) Joan Flanagan, Successful Fundraising, p 138.

(58) Canadian Centre for Philanthropy workshop, Toronto, June 1989.

(59) Michael F Luck, “A New Twist on Old Fundraising Maxims”, Nsfre Journal, Summer 1990, p 33 (emphasis added). Note, however, that such cultivation may not be sufficient basis to ask for a donation.

(60) Michael F Luck, “A New Twist on Old Fundraising Maxims”, Nsfre Journal, Summer 1990, p 33.

(61) Canadian Centre for Philanthropy workshop, Toronto, June 1989.

(62) Kent E Dove, Conducting a Successful Capital Campaign, (San Francisco: Jossey-Bass Inc, Publishers, 350 Sansome Street, San Francisco CA 94104, telephone (415) 433Ä1767, 1988), pp 68-69, 75. Creating a gift table is a complex process with several variations. If you plan to do this, read the entire chapter on the subject.

(63) Joan Flanagan, Successful Fundraising, pp 138-139.

(64) Kim Klein, “Identifying prospects, Part One: Gifts of $100 to $2500”, Grassroots Fundraising Journal, February 1991, pp 4-5.

(65) Kim Klein, Grassroots Fundraising Journal, February 1991, p 6.

(66) Joan Flanagan, Successful Fundraising, p 136.

(67) Revenue Canada, Taxation Branch, 1992 Taxation Statistics (Ottawa: Revenue Canada, 1992), adapted from Summary Table 3, p 89.

(68) Ian McCuaig, “Fundraising in the Recession”, The Prospect, April 1991, p 4. The Prospect is the newsletter of the National Society of Fundraising Executives, Greater Toronto Chapter, 15 Clarence Square, Toronto Ontario M5V 1H1, tel (416) 596Ä6742. Mr McCuaig was at the time an account executive with the Gordon L Goldie Co Ltd, Toronto. He now works with Marts and Lundy in San Francisco, California, and can be reached at (415) 922Ä9425.

(69) For a discussion of this, refer to Ken Wyman, Planning Successful Fundraising Programs, (Toronto: The Canadian Centre for Philanthropy, 2nd Floor, 1329 Bay Street, Toronto, Ontario M5R 2C4, tel (416) 515-0764, fax (416) 515-0773), 1991. See also Aubrey Barfoot, Establishing a Planned Giving Program: What You Need to Know to Get Started (Toronto: The Canadian Centre for Philanthropy, 1990); Michael Mears, Fundraising with Life Insurance (Ottawa: Multiculturalism and Citizenship Canada), 1991.

(70) In 1989, “the Chalmers family made a $10 million gift to 16 Ontario arts groups and universities in the form of Maclean-Hunter shares. `This man — this family — really is very important,' said Richard Monette, actor and artistic director designate of the Stratford Festival. `They are in the tradition of the Medicis, the Mellons, the Pierpont Morgans, the Rockefellers. In this country, there are very, very few of them. They have set an example that is so important now when it is up to people like him to support the arts.'” Susan Walker, “Arts patron Floyd Chalmers, 94” (obituary), The Toronto Star, 27 April 1993.

(71) Kent E Dove, Conducting a Successful Capital Campaign, pp 94-95 and 101.

(72) Some groups, such as churches, hope that donors will give in proportion to their income. They talk of tithing 10%. This may be a laudable goal. It is certainly achievable, as many donors have proven. The problem is that most people don't budget their money, and they don't think in terms of percentages. Mention giving in proportion to income, and people will ask if you mean pre-tax or after-tax income. They will need to get out pay-stubs and a calculator to figure it out. And of course it doesn't apply in the same way to people who don't have incomes because they are students, retirees or full-time homemakers. By all means, encourage proportional giving, but remember however, that it is more effective fundraising (at least in the short term) to specify the amount you hope they will give.

(73) Joan Flanagan, Successful Fundraising, p 164.

(74) Canadian Centre for Philanthropy workshop, Toronto, June 1989.

(75) Joan Flanagan, Successful Fundraising, p 163. See Jordan Bonfante, “Lady Power in the Sunbelt”, Time, 19 March 1990, pp 48-90.

(76) Dove, Conducting a Successful Capital Campaign, pp 110-111.

(77) Frank V Whitley, “The 15 Worst Errors in Community Capital Campaigns”, Fundraising Management, September 1992, page 44. Reprinted with permission.

(78) If you have time to explore the relatively complex process of matching projects to prospects based on personality types, see Judith E Nichols, Changing Demographics: Fundraising in the 1990s, (Chicago: Bonus Books Inc, division of Precept Press Inc, 1990), pp 167Ä174.

(79) Greg Gattuso, “Newman Swamped with Solicitations”, Fundraising Management, March 1993, p 12. Reprinted with permission.

(80) Whitley, “The 15 Worst Errors in Community Capital Campaigns”, Fundraising Management, September 1992, p 44. Reprinted with permission.

(81) David W. Heetland, “How To Build A Major Gifts Program”, Fundraising Management, September 1992, p 35, citing Ernest W Wood, “The Four R's of Major Gift Solicitation”, Reid Report, issue no 141, p 1. Reprinted with permission.

(82) Jerold Panas, Mega Gifts, p 56.

(83) Canadian Centre for Philanthropy workshop, Toronto, June 1989.

(84) “…In a telegram to the Friar's Club, Hollywood. There are various versions of this famous one-liner, all ostensibly authentic.” Richard Kenin and Justin Wintle, The Dictionary of Biographical Quotation, (New York: Dorset Press, 1989), p 523.

(85) Speech given by Henri Nouwen, 15 September 1992, Toronto.

(86) Charlotte Gray, “Senators on Ice”, Saturday Night, May 1992, p 29.

(87) The Brown Bag Lunch Bunch no longer meets in Toronto. However, a complete set of The Brown Bag Papers, over 200 pages of information collected from grass-roots organizations, is sold by The Grass Roots Network, Suite 200, 64b Shuter Street, Toronto, Ontario M5B 1B1. Tim Hamilton's story, told in early 1990, was not recorded verbatim and is paraphrased here from memory.

(88) Adapted from material by GT Smith, “Presidential and Trustee Leadership in Fundraising” (paper presented to the Council for Advancement and Support of Education, San Francisco CA, 20-22 April 1988), cited in David Heetland, “How to Build A Major Gifts Program”, Fundraising Management, September 1992, p 36. Reprinted with permission.

(89) Kent Dove, Conducting a Successful Capital Campaign, p 113.

(90) Kent Dove, Conducting a Successful Capital Campaign, p 114.

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