The Right Ask: What Every Advancement Officer Should Know by Michael Y. Warder Sr is filled with practical advice for anyone in the field of non-profit fundraising. It also helps donors sort through the many requests they receive to give to seemingly worthwhile causes and charities.
Drawn from more than four decades in the field, Warder stresses that advancement officers must believe in the mission of the organization they represent and be confidant in the integrity of its leadership. They also need to be knowledgeable about and confident in its management practices.
After reviewing the different types of causes that seek funding support, their internal dynamics, and the methods they employ, Warder looks at some of the strategic considerations common to potential donors. These include their will or a living trust, various tax obligations, overall life circumstances, and end-of-life planning decisions. He answers questions concerning the guarantees and possible risks donors have that their bequests will make it possible for heirs and for the causes in which they believe to prosper.
Warder looks at some of the celebrated cases of misunderstanding between donors and non-profits to illustrate the nature of the relationship between donor and donee. He then explains the various types of charitable agreements that, with proper planning, can benefit both heirs and charities through the longer term use of charitable tax deductions and avoidance of capital gains taxes. He examines the pros and cons of setting up a charitable foundation, the increasingly popular donor advised Funds (DAFs), and multi-year gift commitments to non-profits. He takes an in-depth look at the advancement officer in terms of personality, research tools at their disposal, and available support. He gives valuable insight into possible cultural attributes of donor prospects and the art of assigning donors to solicitors by the organization along with compensation and support issues. He provides elements of a sound performance review that benefits both the advancement officer and the organization.
Warder explains the fundamentals needed for a successful endowment campaign, including the role of the consultant. He concludes by raising some of the most important personal and strategic questions to which an advancement officer should have answers before making The Right Ask.