Review
"Prince and File provide the keys to unlock the planned giving market. They show us how to target prospective donors with laser precision and how to cultivate them based on a new understanding of donor motives, needs, and expectations." — Peter M. Weisbaum, Esq., vice president, advanced business and estate planning, National Life Insurance Company "Not only provides a thorough analysis of the many factors that influence funders, but also valuable insights into how one develops strategic approaches toward building long-term relationships with significant funders." — William H. Meadows III, director, Centennial Campaign, Sierra Club "Expands the reader's knowledge of why people give and how they can be approached and enfolded into an ongoing donor constituency. This book is a vital addition to the concepts and practice of major gift fund raising." — Joseph R. Mixer, Ph.D., author of Principles of Professional Fundraising "An information-packed text that will help practitioners to understand the different needs, different wants, and different response mechanisms of their gift markets. An essential guide to market behavior patterns." — Henry A. Rosso, CFRE (Ret.) author of Achieving Excellence in Fund Raising "Fund raisers, legal advisors, and financial advisors must communicate value in terms most appropriate to the individual philanthropic personality. . . . required reading because it enables the reader to meet that challenge." — F. Lewis Carlisle, manager, philanthropic services, Kidder, Peabody & Co., Inc.


Book Description
Available for the first time in paperback, Seven Faces of Philanthropy introduces to you the Seven Faces approach--a powerful tool that enables development professionals to maximize their effectiveness when approaching major donors for gifts. The authors identify and profile seven types of major donors and offer you detailed strategies on how to approach them. Both novice and expert fundraisers will find this framework a valuable supplement to existing strategies and techniques.


From the Publisher
"Prince and File provide the keys to unlock the planned giving market. They show us how to target prospective donors with laser precision and how to cultivate them based on a new understanding of donor motives, needs, and expectations." — Peter M. Weisbaum, Esq., vice president, advanced business and estate planning, National Life Insurance Company "Not only provides a thorough analysis of the many factors that influence funders, but also valuable insights into how one develops strategic approaches toward building long-term relationships with significant funders." — William H. Meadows III, director, Centennial Campaign, Sierra Club "Expands the reader's knowledge of why people give and how they can be approached and enfolded into an ongoing donor constituency. This book is a vital addition to the concepts and practice of major gift fund raising." — Joseph R. Mixer, Ph.D., author of Principles of Professional Fundraising "An information-packed text that will help practitioners to understand the different needs, different wants, and different response mechanisms of their gift markets. An essential guide to market behavior patterns." — Henry A. Rosso, CFRE (Ret.) author of Achieving Excellence in Fund Raising "Fund raisers, legal advisors, and financial advisors must communicate value in terms most appropriate to the individual philanthropic personality. . . . required reading because it enables the reader to meet that challenge." — F. Lewis Carlisle, manager, philanthropic services, Kidder, Peabody & Co., Inc.


From the Inside Flap
"Prince and File provide the keys to unlock the planned giving market. They show us how to target prospective donors with laser precision and how to cultivate them based on a new understanding of donor motives, needs, and expectations." — Peter M. Weisbaum, Esq., vice president, advanced business and estate planning, National Life Insurance Company "Not only provides a thorough analysis of the many factors that influence funders, but also valuable insights into how one develops strategic approaches toward building long-term relationships with significant funders." — William H. Meadows III, director, Centennial Campaign, Sierra Club "Expands the reader's knowledge of why people give and how they can be approached and enfolded into an ongoing donor constituency. This book is a vital addition to the concepts and practice of major gift fund raising." — Joseph R. Mixer, Ph.D., author of Principles of Professional Fundraising "An information-packed text that will help practitioners to understand the different needs, different wants, and different response mechanisms of their gift markets. An essential guide to market behavior patterns." — Henry A. Rosso, CFRE (Ret.) author of Achieving Excellence in Fund Raising "Fund raisers, legal advisors, and financial advisors must communicate value in terms most appropriate to the individual philanthropic personality. . . . required reading because it enables the reader to meet that challenge." — F. Lewis Carlisle, manager, philanthropic services, Kidder, Peabody & Co., Inc.


From the Back Cover
"Prince and File provide the keys to unlock the planned giving market. They show us how to target prospective donors with laser precision and how to cultivate them based on a new understanding of donor motives, needs, and expectations." — Peter M. Weisbaum, Esq., vice president, advanced business and estate planning, National Life Insurance Company "Not only provides a thorough analysis of the many factors that influence funders, but also valuable insights into how one develops strategic approaches toward building long-term relationships with significant funders." — William H. Meadows III, director, Centennial Campaign, Sierra Club "Expands the reader's knowledge of why people give and how they can be approached and enfolded into an ongoing donor constituency. This book is a vital addition to the concepts and practice of major gift fund raising." — Joseph R. Mixer, Ph.D., author of Principles of Professional Fundraising "An information-packed text that will help practitioners to understand the different needs, different wants, and different response mechanisms of their gift markets. An essential guide to market behavior patterns." — Henry A. Rosso, CFRE (Ret.) author of Achieving Excellence in Fund Raising "Fund raisers, legal advisors, and financial advisors must communicate value in terms most appropriate to the individual philanthropic personality. . . . required reading because it enables the reader to meet that challenge." — F. Lewis Carlisle, manager, philanthropic services, Kidder, Peabody & Co., Inc.


About the Author
Russ Alan Prince is president of Prince & Associates, a leading consultancy in the private wealth field. Prince & Associates works with nonprofits, private banks, insurance companies, and investment management firms on strategic issues involving the private wealth markets. Prince is columnist for leading financial industry magazines and author of fifteen books in these interrelated fields, several coauthored with Karen Maru File. Karen Maru File is associate professor of marketing at the University of Connecticut at Stamford. Her long-term research interests include global wealth, professional services marketing and philanthropy, interests which lead to her collaboration with Russ Alan Prince and Prince & Associates.

FROM THE PUBLISHER

In a major breakthrough for the field of fund raising, Russ Alan Prince and Karen Maru File provide development professionals with the Seven Faces approach - a powerful new tool to enable them to maximize their effectiveness when approaching major donors for gifts. Using this framework, the authors identify and profile seven types of major donors and offer detailed strategies on how to approach them. The seven types - the Communitarian, the Devout, the Investor, the Socialite, the Altruist, the Repayer, and the Dynast - emerged from a detailed, comprehensive study of wealthy donors. The authors explain why each type requires a different strategy when approached for gifts, and show how fund-raising professionals can identify and understand the motivations of each type of donor to build successful and sustaining relationships with major donors.

SYNOPSIS

Prince (a consultant and author) and File (marketing, U. of Connecticut, Stamford) provide an inventive way to view donors. They've analyzed the different types of people who give to charity based on the reason they do so. Learning the different types, the authors argue, helps charities of all kinds finesse their marketing to appeal to those reasons, whether it's the investor who wants to sit on the board of a non-profit, or the socialite who enjoys the social interaction charity work provides. This paper reprint of the 1994 edition includes a new four-page introduction by the authors.