Reviewed by John Durel

Before you launch your next fundraising effort, read this book.

Before you engage your next fundraising consultant, read this book.

Probably seventy five percent of the issues that keep an organization from raising funds successfully are rooted, not in the organization’s fund development program, but in issues related to the organization as a whole. This estimation by Simone P. Joyaux accords with our own understanding of the causes of most problems facing non-profit organizations. When any organization experiences poor results—inadequate participation in its programs, donor indifference, financial deficits, and the like—the cause usually lies with its leadership, basic structures, systems and culture. Poor results are likely to be only symptoms of problems that lie deep within the organization, and it is only by looking deeply can the problems be addressed and solved.

Unlike most books about fundraising, which tend to be of the "how to" variety, this book places this important topic in the context of organizational design and long range strategy. This is about strategic fund development, which when executed effectively not only yields more contributed money, but also builds lasting sources of support.

Joyaux argues that the foundation for successful strategic fundraising rests on the effectiveness of four key organizational relationships. These are:

1. Relationships within the organization. The author links fundraising to organizational design, covering such topics as identifying core values, managing change, and creating a learning organization. She states, "If you want to raise more money for your organization, first strengthen your organization’s internal relationship."

2. The relationship between the organization and its community. Through strategic planning, your organization’s relevance to the people you serve becomes clear. This is the fundamental reason why donors will support you. A strong and well-defined relationship with your community enables donors to see your value and inspires them to join your endeavors.

3. The relationship between the organization and its constituents. Applying basic principles of effective marketing, Joyaux asserts that "a donor is more important than a donation." By building strong relationships, constituents (individuals who relate to or care about your organization) become prospects, and prospects become donors.

4. The relationship between the organization and its volunteers. To succeed, you need to enable your trustees, and others who assist in raising funds, to take meaningful action on behalf of the organization. The process of enabling others involves sharing power, mutual respect, resolving conflicts, and other basic characteristics of healthy interpersonal relationships.

The book details concepts and techniques to assess and strengthen each of these relationships. There is an ample bibliography, covering many recent works on organizational design and behavior. Much of the information may be familiar to CEO’s who have led their organizations through periods of change. However, by showing how the concepts relate to fund raising, Joyaux makes a singular contribution to our understanding of nonprofit organizations.

After you have read this book, consider QM².

We are not fundraising consultants in the traditional sense. We do not do feasibility studies or run capital campaigns. However, we know a lot about organizational design, strategic planning, and building strong relationships among people. Our tools and concepts, many of which are described elsewhere on this web site, can help you build the foundation you need for effective strategic fund development.

As Simone Joyaux asserts:

"Fund development is, first, organizational development."