"Using the principles penned in this book, Barry McLeish has helped our nonprofit grow its customer base 400% with plans to double it yet again approved by our board. The creation of a compelling donor experience has increased gifts 1,000%."
"Nonprofits face constant pressure from a public scrutinizing our every move, demanding more service for less cost. Into this perfect storm, Barry McLeish has cast a lifeline. He has given us the power to discern snake oil from salve and to craft custom strategies for our unique organizations. Those who survive the future shakeout and fragmentation of our industry will owe an eternal debt of gratitude to the likes of Barry McLeish and his tribe."
Associate Director of Development
Habitat for Humanity
"Becoming more donor-centric is not a choice--it's a strategic imperative. This timely book from a seasoned and very savvy practitioner sounds an urgently needed wake-up alarm for nonprofits that have yet to align their work with the hearts and minds of their donors. If you're an executive or board member of a nonprofit, after reading this book don't even dream of hitting the snooze button. In today's environment, it could well be your organization's last nap."
--Larry F. Johnston, PhD
McConkey, Johnston International
"Keeping up with the sea change in the business of philanthropy has become a full-time job for fundraisers and for managers of nonprofits. McLeish's book explores the expanded expectations of twenty-first-century donors and offers a road map to guide development professionals in building meaningful relationships that will insure years of engaged support. This book goes beyond conventional concepts of branding and marketing into the creation of authentic partnerships between donors and organizations."
--Linda G. Steckley
Vice President for Development and Executive Education
The Brookings Institution
"The words of Albert Szent-Gyorgyi, the biochemist, summarize Barry's latest thoughts: 'Discovery consists of seeing what everybody has seen and thinking what nobody has thought.' The reader who captures Barry's insights and personally adapts and applies them will benefit greatly."
--Larry Fuhrer, Founder/President
Presidential Services Ltd.
CHAPTER 1 Redefining Boundaries 1
CHAPTER 2 The Need for a New Mind-Set 25
CHAPTER 3 The Tip of the Iceberg 49
CHAPTER 4 Doing What Matters for Customers, Donors, and Volunteers 75
CHAPTER 5 The Mind of the Nonprofit Strategist 97
CHAPTER 6 Five Critical Issues: First, Know Where You Are Going; Second, Know How You Are Going to Get There 117
CHAPTER 7 Integration and Communication: Issues Three and Four Continued 143
CHAPTER 8 The Fifth Issue: Creating the Cultural Tapestry 167