Table Of Content

EDITORIAL INDEX TO 1992 FEATURES Feature articles that appeared in 1992 issues of Fund Raising Management magazine are indexed by subject matter, author and company. The two digits after 92 indicate the month and the number to the right of the column refers to the page it appears on. The letter after the number indicates type of article: F-feature, C-column, G -general news, R-conference report. [xVa1pAu0yJ 1pT More Teng Coange, Mont —— SAMO —920G 6. ssn. cccnisecsecsssoree 38 F A. DONOVAN, James—921 1 Abington Memorial Hospital—N. Costa—9204 Advertising/Agencies/Public Relations The 15 Worst Errors In Community Capital Campaigns—9209 ...42 Build a Strong Team First—-9201 Three Questions Every Major Donor Asks—9209 ............cccsceeeeeee 32 Choosing and Using an Ad Agency—9206.......... Yale Launches Record Capital Campaign—9207 Homeless Receive Help From Ad Club—9202... Careers / Recruitment ALEXANDER, G. Douglass—9204 Aramony Quits United Way—9204 ALEXANDER, G. Douglass—9206 Crossing Over To New Careers— ALEXANDER, G. Douglass—9208..... ss Frank Leaves Stamp at USPS— 9203 Prete seeds cteicivacdnecciomesbhertecilented 8 Alexander O’ Neill H & M—G. Atexander—9206 Frohnmayer’s Exit Primarily Political—9204. American Bible Society—J. Bell—9203...........eees PURNea ETN ROMO SB oo sas geiesca s 00555 sacesss cossceovsdtavasianerestestaciarctasne No'Successor For PMG Yet 9204... .acicsscesncenssasececcsacescensiooaseiess Arts & Culture « btr N“AUNNNAA PRiotsttemr asBtaecrk GIenn eFruanld SReaairschi ngPi—c9k2s0 1U p Pace—9205 .. Arts: Arts groups meet their match in funding—9204.....0....0.... Central Wesleyan College—-W. King—9201 Arts: Arts groups act on business opportunities—9209 Children’s Trust Fund of OR—K. Walker—9212...... Arts: Bringing arts groups back from brink—9212.......... CHRISTIAN, K. Gene—9204 Arts: Commercial enterprise boosts arts—921 1 Christian Heritage College—K. Christian—9204 Arts: Despite poor economy...theater tops record—9208.............. CHUIDIZEG Bant— 9e20 Foie sacca ch edssnsonovecacscecenasessveore Arts: Key ally helps arts in battle over NEA—9206 ake Cleveland State Univ. News Bur—B. Chudzik—9203 Arts: National foundations give boost to arts—9201.......... eee Club / Association / Chapter News Arts: New director, energy help arts center—9210 AAFRC Tightens Ethical Standards—9203 ..........scessesesseeeeeeeeeees 17 Arts: Theater raises $ for new operations—9207 Alliance Executive Director Dies—9207 Campaign Seeks Help For Theaters—9206............ Bequests Program Hits Paydirt—9201 Competition Squeezing Arts Groups—9208 ... CD Proceeds Benefit Environment—9201 Deficit Forces Smithsonian Layoffs—9209 .... Is The Recession Ending?—9208 Frohnmayer’s Exit Primarily Political—9204 Locals Finding Own Way—9206 Frohnmayer’s Tongue Untied in Press Talk—9205 ...... NJ/NSFRE Helps Small Agencies—9201 Helms Loses NEA Battle—9201 NSFRE Cuts Board Size—9201 NEA Denied Budget Increase—920..9. . Payton delivers Gur in lecture —9205................ New —_ ChairV etoes cca sag Site of AHP Conference Stirs Dispute—9202............ Columbia Direct Marketing Corp—M. Elsman—9205 Communications - Electronic On the Arts: Presenters seek new ways to fund arts—9203 .......... 63 Affinity Phone Program Debuts—9202...........:ccessesseeeesseeeeeeeeenees 17 On the Arts: Survival mentality-danger to arts—9202 t; ‘i Communications - Post Office Predictive Dialing: Next Step for Performing Arts—9203 .. Changes Needed For USPS to Compete—9206 Recession Hits Theatres Hard—9205...................c.ssccsseccsssccssceeeoess 14 Drop in Volume, Revenue Impact USPS—9204....c.cc e.ee.ee.eee.ee e 15 Smithsonian Ponders Making The Ask—9211 0... eee ceeeceseeeeeeees 15 Frank Leaves Stamp at USPS—9203 ..............ccsccssssccssosssssssceseossesee 8 The Funny Side Of Fund Raisi00n... g—eee9sesse2seete1etee2teeee DKO RSALaEkCHaE EhORA EGR E AMaSil Delivery Cut To Four Days? —9212 ............scsssssssssssssscssessesees rn Mailers Council Calls For 120-Day Delay in Reform—9212......... 8 New PMG May Cut Deep—9209 New PMG Sets His Agenda—9209... igi No Successor For PMG ¥ €t— 9206 ia.c..iceisecssssosoacocsssvocrsnstaccavesees 12 Bailey Fundraising & Public Rel—W. Bailey 9202... Non-Profit Mailers Get Half A Loaf—9208 BAIRD, John—9212 PRC Backs Break For Flats—9201 Baptist Children’s Home of NC—J. Steen—9209 Postmaster General Search Picks Up Pace—9205 .... BELL, J. Milton—9203............... Proposal Revamps Revenue Forgone—9209 BENDIXEN, Mary Anne—9202............:scssseseseees Report Says Postal Hikes Hurts USPS—9206.... Books For Kids Foundation—C. Duncan—9201... Revenue Forgone Gets Slashed—9211 BORENSTEIN, Henry P.—9204 Runyon Vows to Finish the Job—9210 BRADDY, Glen—9207 Tilton Church Under Fire By USPS—9202 .0......cceceesssssesseseeseees 1] Brakeley Community Venture—F. Whitley —9209 USPS Agrees To No Layoffs—9212 ............sccsssseseeee RR NM NN ses chascdetesesuisesecntssisassestaesseserosodesssessesasearsss 42 USPS Learns “3R’s” From Marvin Runyon—921 1.0.e.ee. BROWN, Charles—9210 19 USPS Selects New Postmaster General—9207 Burnaby Hospital Foundation—J. Y orath—9207 ...0......cceceseeseeeeee 2p4 aeueeh eu naeUnnionas Criticize USPS Deep Personnel Cuts—9211 ... Cc Communicomp—H. Lewis—9201 Computers - Hardware/Software Calgary Dist. Hospital Group—L. Walton —9205 .......... ec eeeeeeeee2e 5 Anatomy Of A Software License—How to Get Value—9210......2 CAMPBELL, Bruce A.—9207 44 Non-Profit Software Package Directory —9210 CANNI, Lynn—9210 44 CONNELL, James E.—9202 Capital Campaigns / Major Gifts Consultants 14 Fallacies Of Capital Campaigns—9209 ...0ec.e cee.eee.eeee.eee.eeee es 20 Consultant’s Corner: Follow The Leader—9212..........csssecceseseees 46 Consultant’s: How to start a campaign from scratch—9209 ......... 59 Consultant’s : How to start a campaign from scratch—9209 .........59 How To Build A Major Gifts Program—9209 European Consultant Association Formed—9202 14 Lawrenceville Goes Bigtime—9210 Making The Move—921 1 Learning More About Donors—9207 Selecting The Right Fund-Raising Firm—921 1 Major Gifts Require Delicate Approach—9209 So You Want To Be A Fund-Raising Consultant—9211..............39 F Major Gifts: Development of motivation revealed—9201 ........... Consumerism Making Major Gifts Happen—9209........... ec eseseseeseetceseeeseeeeeeeeeees 28 F Consumers Surveyed About Privacy—9202 ........cccccescssesseseseseenees 16 G Fund Raising Management/January 1993 41 Copy, Art & Format Lawrenceville Goes Bigtime—9210 Copy Corner: Getting the compassion out of the box—9209 MIT In A Fix—9211 Copy Corner: Here Comes Mr. Ran—921 1 ..........s:scsssssseseneseseeseeeedL k PEER: PICGER ENON PEG a 5s ssonccns save nnesccseccnconcesteserevensonsnses 15 Copy Corner: How to write strong letters—9205 Major Gifts Require Delicate Approach—9209 Copy Corner: How are you? I’m fine.—9207.............c:sscseeseeeeDeeO Making An Anniversary Work For You—9206 Copy Corner: Persuading A Big Donor To Make Grant—9212....4: NJ Prep School Starts Campaign—9207 Copy: Don’t let your donors go without a fight—9206 Predicting Alumni Giving: Donor Analysis—9207 Hello Good Donor. Uh—What’s Your Name?—9201 Robertson Windfall Benefits Regent—9209 The Copy Corner: How to make your case—9202 ...........::cs00000098 ANANNASAemNinNar ies Face Huge Maintenance Bill—9202...... Corporate Giving - Matching Gifts Shaw Alum Says “Thanks”—9201 Corporate Gifts Slow Again —9212...............ssssssssssesesseeseesssssesseees 9 Stanford University Gets New President—9208 .............cceseeeeeees Corps. Stretch Guidelines To Help LA—9208.............:s:scseeseeesesees 12 Talk About Super Savers! Here’s One—9207 Mmeetrthlael aliGaill audet Receives AT&T Grant—9212............cscscsceessesesseseeeened7 Teacher Retention Program Funded—9201 ..............csssseesseeeeeeeees ‘ NDL Backs Red Cross Campaign—9212............ ...10 The Joy of Reading—9201 Questions Raised Re: Corporate Donors—9206 16 The Small College That Did—9201 Restoring Hope To The City of Angels—9211 oe ceeteeeeeeeee 24 U. of Cal. Admits To Misuse Of Funds—9201 Sylvania Launches Program To Help Libraries—921 1 16 RID A AIOE BOONI occ ven cnavensreesys sovcneadsssstnianraedoen e United Way Of King County Hits Target—9212 ..0.......eeeeeseeeeeees 9 Union College Annual Fund Tops $2.8 Million—9212. COSTA, Nick G.—9204 iceee Yale Launches Record Capital Campaign—9207 County College of Morris Fnd.—J. Nazzaro—9208 Yale Ponders Drastic Cutbacks—9203............:.ccsssscesessesessenceceeeere Creativity ELSMAN, Max—9205 Echo: Ban The Wild Bird Trade—9212.00.0......ccceceeeceeeseeseeeeeeeeeeeDs4 ENSMAN, JR., Richard G.—9207 Echo: Creating New Energy—9212................. ENSMAN JR., Richard G.—9203 Echo: Fill Our Pantry, Feed The Hungry—9212. PEROPS IRE BOR. RBC SS — PLO vo seecesesindconcetsescenventsessadsersoosonsaneatisn : Echo: From The Mouths Of Babes—9212 SSE RIN IR NI oan ccs pcan ssany Wensseacefonsysovaenvasuasandenesistiajeoeits 28 Echo: Getting People To Remember RSPCA—9212 ....................30 & Echo: How To Pull People Together—9212................. Echo: RSPCA Gets Donors Aroused—9212 Federal Grants Echo: Raising Funds For Everyday—9212 Federal Research Audit Widens—9203.................:.sssssssesseeeeeeeeees Echo: Taking The Brick Test—9212 Philip Morris Grant Draws Fire—9202 .... Echo: The Shirt Off Bill’s Back—9212 ............... os taki FICKLER, Debra F.—9210 Echo: They Like It Good ’n Cheap— ie Financial Planning / Accounting Echo: Turning Cries Into Smiles—9212 .00.......ceecceeseeseeeeeeeeeeeeeeeee 29 Problems And AnswerS—9207 ..............scccoscccssssssessssssscseesconccssaseIe-O Family Program Wins First Drucker Award—9201 ................:0000 15 Foundations & Institutions New NEA Chair Vetoes Grants—9207 14S eoaam ne e ACS In Texas Responds To Attack—9202 .00......ceeeceeseesseeseeeseeees D Community Foundation Investments Do Well—9212 ...... Deficit Forces Smithsonian Layoffs—9209 ss TD EAE TON, Bohr y — 2 issn sn cs caccsnccennnosvnservesncnnenesionssDoeD Duke Endowment Passes Milestone—9208 ............cccsceseeseeeeeeeeees DALY, John Jay—9211 Hospital Foundation Launches Campaign—9212 ..........:sc:e0307 DEAN, James C.—9207 oa New Children’s Movement Seeks Broad Changes—9203 10 Development Center—A. Gordon—9203 .............:ccsscsssceeseesseeeeeeneees 48 Philip Morris Grant Draws Fire—9202 ............:csssesseeseeeeeseeseeeeres Development Center—M. Rosen —9203..............scssscsscceesessseeseeeeeees 44 Seminaries Face Huge Maintenance Bill—9202 Donors / Prospects United Way Fiasco Puts Spotlight on Boards—9208 $100 Million Donated To Glassboro State College NJ—9209......12 Francis Marion University—L. Anderson—9208 ...........:::csseseeeeees 43 a i NI ck cvccsevcatahesenbenesdesessencesctinsacanses 28 EMORY OUI Re PI — LU os csvcsesconscnccorsnssnvssennsancenonesveeserssosens 17 Children’s Miracle Network Hits Jackpot—9207 10 Fund Raising - Techniques/People Don’t Just Ask: Cultivate Donors—9204..............:ccssccceceseesseseeeee3eO “Magic” Battles AIDS—9201 18 How To Handle Donor Complaints—9204 42 “Mayday, Mayday...We Can’t Hold On Much Longer...” —9209 .23 IRS Issues Guidelines On Donor Recognition—9203.................00+ 8 AAFRC Tightens Ethical Standards—9203 ..0......ccesesseeeeeeeeeeeees Improving Fund Raising Via Donor Surveys—9207 Affinity Phone Program Debuts—9202....... Many Wealthy Don’t Give, Says Study—9207 Airport Solicitations Terminated—9208 Offer Donors A Chance For Greatness—921 1 Arts: Arts groups act on business opportunities—9209 Predicting Alumni Giving: Donor Analysis—9207 .. Arts: Theater raises $ for new operations—9207 Robertson Windfail Benefits Regent—9209 Baltimore Steps Down—9202 1...............sc-cscseccocessecessessessscoserseseses : Step Up To Major Gifts—9209 Bush Budget Could Hurt Nonh-Profits—9203. Talk About Super Savers! Here’s One—9207 CD Proceeds Benefit Environment—9201 Three Questions Every Major Donor Asks—9209 Chocolate Candy Bars With a Conscience—9202 ..........ceseeeeeees : Understanding Strong Domors—92064 .00.......ceesesseeseeeseeeeseeaeenceneees 45 Close A Prison—Open Minds—9207 .............:..:scssccsssessceesesneeeees 24 Using Technology To Improve Communications—9211 . Concert Funds AIDS Groups Worldwide—9206 ............:c:ecceee 15 Cookbook Helps Kids—9202 ...........cccesseesseeseeeseees 1] Donov an Management—J. A. Donovan—9211 Coupon Book Aids Non-Profits—9202 ............csesceseseeeeeceeeeeeseees Duke Children’s Hospital—J. Connell—9202.... Covenant House Books Wins Donors—921 | DUNCAN, Christopher—9201 Cultivating New FriendS—9204.............esssscssssescesesesesssecsceereseeeeSeF eR NUNN UN i gacstts ac etevni cca cossienLavcsgrcsnivenstonacbipeyensSOO Demystifyilig The News Media—921 1.000... eeseeeeeeteeseeeeeenees 45 E Don’t Just Ask: Cultivate Donors—9204 <a RAMUACRAY COMORO—S J . PIR— FION D oa scsioscsnsncvessssctvetescosecesonescosaonssiesDseo Duck Races.Go Internatio—9n2a 1l7 ............:.sossccsssosssscesseosensssssereess 8 Eastern College—J. Rogers—9209 Economy Hurts Hospital Gifts—9207 1] Educationa! Development Effective Enlistment Of Volunteers—9208.............:cccesseseeseeeeeeeees 28 $100 Million Donated To Glassboro State College NJ—9209...... European Consultant Association Formed—9202............:ccceeee Alumnus Aids Indians—9201 Experience vs. Logic In Fund Raising —9206 FR For Chemical Dependency Treatment Programs—9206 Bureau Rips Bogus Scholarship Firms—9212 ......... RARERRT PN 0 io ssp cco cased sts chowcaiencdvsaonpsp nveacvaseenee n Children’s Museum Becomes Floating Center—9206 Florida Enforcing Solicitation Law—921 1 Colleges Must Pay Diversity’s Cost—9209 ....0.........ccscesceseeeeseenes 31 Food Company Aids CharitieS—9203 ............ccccceseseesesseseseeseeseeeeee Community College Says Thanks With Video—9208 Former FRM Salesman Dies—9204 Cultivating New Friends—9204 Former NSFRE Chair, John Miltner, Dies—921 1 Duke Endowment Passes Milestone—9208 Fund For Freedom Established —9202 ...............scsscscsssssssessseeeeeees Federal Research Audit Widens—9203 Fund Raising Workshops Spreading—9212 .0..........ccceesseseeeseeeeeees 16 Gallaudet Receives AT&T Grant—9212.0.......cecceseseeseseeseeseeeeeeeSeT Fund Raising on the Road to 21st Century—9201 oceec eeeee ee 28 Gifts To Colleges: $s Up, Value Down—9207 ........ Fund Raising: The campaign chair wants to do what?—9208.......58 C Gifts To Elementary, Secondary Schools Up—9212 ...............000+ 14 Fund Raising: You’ ve got to have heart, too—9204 .................59 C Going On-Line With University Fund Raising—9207 ..................30 F Fund-Raising Research: Prospecting for Gold—9210................0442 36 F lowa State Capital Campaign Soars—9208 ............:.ssseeceseeseeeereeee 50 G Gifts To Colleges: $s Up, Value Down—9207 ..........cceseseseteeeeees 12 G 42 Fund Raising Management/January 1993 Going On-Line With University Fund Raising—9207 HORAN, Robert—9208 Group Accents Handwritten Appeals—921 1 Hospitals / Health Development Group Sets New Donor List Rules—9206 “Magic” Battles AIDS—9201 Helping Where Help is Needed Most—9206.... American Red Cross Plans New Labs—9201 .00......cecececeseeceseeees IS G Hollywood Golf Classic Raises $70,000—9208 Anatomy of a Merger—9202............c:csceseesseseeseeeeees Inadequate Buildings Threaten Non-Profits—9206 ... CN Hospital Creates Free-Bed Endowment—9201 ...0.0........cesee 15 G Initiative Seeks Charitable Network—9203 ..... Close A Prison—Open Minds—9207 ...........cccscssssesessecesceceseseeneees 24 F Iowa State Capital Campaign Soars—9208 Economy Hurts Hospital Gifts—9207..... Is The Recession Ending?—9208 Experience the Possibilities—9205 Lilly Endowment Grants Top $1 Billion—9206 FR For Chemical Dependency Treatment Programs—9206 Long-Distance Development: Surprise Possibility —9203 Fund-Raising Gala: A Glittering Success—-9205 |LS eay e Mail Order Influenced Contributions—9208 Hospital Development Officer Salaries Up 8.2 %—9209 Managing Volunteers—9208 Kids Helping Kids: “Mission: Possible”—9212 Manifold Benefits To Nation’s Taste—9206 Planning To Reach Your Full Potential—9204... Maryland Charities May Face Increased Scrutiny —9209 Reaching Out To Help Lepers—9208 My First 29'/2 Years in Direct Mail FR—9201 Subsidiaries Unhealthy For Blue Cross/Blue Shield—9209 NDL Backs Red Cross Campaign—9212 HUESTON, Frederick R.—9207 New Children’s Movement Seeks Broad Changes—9203 HUNTSINGER, Jerry—9201 Non-Profit Software Package Directory—9210 November Still The Champ—9206 Oldtime Campaign Benefits United Way—9210 Int’] Bible Society Foundation—R. Horan—9208 Outsourcing: The Cutting Edge of Third Wave—9205 ................. 28 Int’] Fund-Raising Workshop—H. Sumption—9205 Planning To Reach Your Full Potential—9204 Inter-Community Medical Ctr—M. Bendixen—9202 0.0.0... Publication Lists Matching Gift Firms—9203............cccccseeeeseeees International Marketing Questions Raised Re: Corporate Donors—9206 European Consultant Association Formed—9202............:ccccsceees Recognition: The Stepchild of FR—9204 i Japanese Philanthopy: Cultural Perspective—9206... = Red Cross Aims to Refill Coffers—9206 ...........scsssssseseseseesesesesees : Iowa State University—K. Wiese Morton—9207.............cccccseeseeeesees Report Examines Environmenta! Groups—9204 J Rochester United Way Tests UWA Fallout—9207 Small Shop: How to hire a consultant—9206 0.0... ccceceeseeeeeeeee SF. Centr Be Assoc—. J . Qantas cs ccesisivosessceineiecsoncssnvatvaseccs Small Shop: Product promotions, fund raising in *90s—9210...... : Jewish Home for the Aging—H. Borenstein—9204 Small Shop: Ten predictions for the next decade—9207................ K Smith Heads Support Centers—9210 oo... eeceeeceeeteeseeeeseeeeneeeeeees Smithsonian Ponders Making The Ask—9211.......c.cecececeeeeseseeeee 2 Killion Mc Cabe & Assoc.—B. Maltby—9208 Stars Help AIDS Research—9208 KING, Wayne—9201 6 Study Finds High Minority Giving—9206... Ns NN saat ncntsn op tenctoietnsscesudclecnsecbusbocsnindeesomeicceee Sumariwalla Named UWI Interim Head—9207.. RRe S MENTED, sec isd ccdiny Sanesdcxoncostusaplasesdirnaggeniaesnivoeneen t 43 Telephone Fund-Raising Challenge—9203 ............ L Telethon Unfazed By “Jerry’s Orphans”—9211 .... The 7 C’s of Successful Fund Raising —9206 LA American Baptist Churches—J. Dean—9207 4] The Small Shop: About those special events—9203 . LANGDON, PHOUIRS N= F200 a, -5:.06105ss-suceenosossseseseeeyesdeiacs 38 Tool Maker Helps Habitat For Humanity—9208... Lawrenceville Leadership Campaign—C. Brown—9210 19 Top Chefs Cook Up A Storm—9212 Legislation - Federal, State Total Giving Up Despite Recession—9208 AMT Proposals Hangs On—9204 16 Tri-State United Way Shows Positive Signs—9212............:cece 8 Airport Solicitations Terminated—9208 1] UWA Report Uncovers Widespread Abuses—9205S. Bakker Investors Denied By Court—9202 ...0......cceeseeseeeseeseeeeeeeee 1] UWA Spin-off Spun Out—9208 Bill Would Curb Telemarketing Scams—9211.. eel Using Technology To Improve Communications—921] .............. Bush Budget Could Hurt Non-Profits—9203 ..........cceeeseeseeneeeeee 13 Video Project Creates Jobs, Raises Funds—9208 Se California Backs Volunteers—9122 ..........cssscsssesssseeteeeeseeeseeseseeees 8 Writing Winning Proposals—9210 000... eeeeeseseeeeseeeeseeseneeaceeesees DMMANMA ACAharNitiQes ADiAsreNgaMrd AFlMoriAda NLaAw—N920A9.A..N RNANANAAD12 WNO G Congress Limits Telemarketing—9201 10 Congressional Action Worries Fund Raisers—9202 .............cc 12 GGaernreertat-lE va- nDgierleiccatl MTkhtego lo/g Ticraeln dSse m/i Insasruye—sD . Heetland—9209..... 35 "T) CFoCuCr t CaPlolnsd eOrfsf TTeerlmeimnaarlk eGtievrinsg——9922015 ..1. .........::cseseee 1150 Fed Judge Rules On Mailing Privileges—9208 14 Automated Telemarketing—Once A Dream—9210 Get Back To Basics in Direct Mai]—9210 .00..... eee eee eeceeeeeeeeee Florida Enforcing Solicitation Law—9211 ed ( GEORGE, G. Worth—9208 Franking Loophole Sewn Up—9209 14 Grand Jury Probes Virginia Charity—9202..........cccessssesseeeeeeeeeee 12 Re EMR IN PIE ooo 5 sccssssosocsosecsassessendsecsesoscisvasddcaseisosessese Helms Loses NEA Battle—9201 awl6 Ghiorse and Sorrenti, Inc.—D. Sorrenti—9201 0.0... eeeeceeeseeeeeeeee House Offers Public Campaign Funding—9201 ............ccccseeeeeee 7 Ghiorse and Sorrenti, Inc.—P. Ghiorse—9201 ... House Toughens 900 Number Rules—9204 00.0... ccceeseeeeeeeeeeeeee Re FN obo vascscaseseiinecsdcecsnsisasesessnssibsasnasnessdostessoesnne Legal: Charitable Solicitation—some proposals—9205.. GOODALE, Toni—9210 Legal: IRS gives agents audit instructi.o...n...s...—. s9e2e0 44 GOODALE, Toni—9212... Legal: IRS proposes donor recognition guidelines—9203 ............ 61 GORDON, Adam—9203 Legal: Supreme Ct. upholds fundraising ban in airport—9209 .....56 GRELLER, John H.—9202 Legal: The Revenue Act of 1992—9212.........c.cccsssssecsessccsecseoreosecs 4] GRIMES, Gail Terry—9202 “~“nnNQALAegAinslNatTivNe:A TRNecAipNr ocal agreement opportunities—9201 ...............58 MIT In A Fix—921i WORE WRU, Sine i FIG i ca cincnccesecscndaconcenvsnocsvcnndsonesuesenees : ee, Nnihn oiasc sncdcceescsscnctecesn edstsecssasesesssneseeses DD Maryland Charities May Face Increased Scrutiny—9209 HARTSOOK, Robert F.—9209 Non-Profit Mailers Get Half A Loaf—9208 Hartsook & Assoc.—R. Hartsook—9209 .... Non-Profits Exempt From New Phone Rules—9212...............00+ HEETLAND, David—9209 PBS Overcomes Conservative Challengers—9207 HERRING, Phil—9201 Proposal Revamps Revenue Forgone—9209 Herring/Newman Dir. Resp. Adv.—P. Herring—9201 ... Revenue Forgone Gets Slashed—921 | HILLIS, Rita—9206 Lehigh Valley Hosp. Trust Fund—G. Evans—9209...........ccccccscseeeees HOLMAN, Margaret M—921 1 LEWIS, Herschell G—9201 Holman Assoc.—M. Holman—921 1 .00...........:cccecccesssceseeseeeseeeseecenedeeO LICHTY, Dana D.—9210.... HOPKINS, Bruce R.—9201 58 Lisa Semple & Assoc.—L. Semple—9211 HOPKINS, Bruce R.—9209 ee LUCK, Michael F.—9209 HOPKINS, Bruce R.—9203 61 LUNZ, Jennifer—9210 ys URN ccc cescesccesececnsncescocssdcssonssccssecesodsveceassl HOPKINS, Bruce R.—9205 58 HOPKINS, Bruce R.—9212 5a4eeA ee O0O00:0 Fund Raising Management/January 1993 43 P MAI, Charles F.—9201 MAI, Charles F.—9204 Mail Order - Business, Consumer, Product Pacific Presbyterian Medical Foundation—J. Mapp—9206 Consumers Surveyed About Privacy—9202 Pepper, Hamilton & Scheetz—C. Wright—9210 Major Gifts, Inc.—J. Ryan—9202 ............ccsseseseees Philanthropy - General, Trends, Ethics Mal Warwick and Assoc.—M. Warwick—9201 .... ae Alumnus Aids Indians—9201 NR NRet 8 aren ncshcaccoyasonanegscbonenchacsied 23 “7AmQN2 Anatomy of a Merger—9202 Management - Training / Personnel Bequests Program Hits Paydirt—9201 An Unwise Habit Of Too Many Non-Profits—9212 ............:.:e00e 17 Campaign Targets Fur Industry—9201 Long-Distance Development: Surprise Possibility—9203............. 20 Charities Thrive Despite Recession—9202 Mind Your Promotional P’s And Q’s—9212.0.......cccccecsseesseeeeeeees oo Connecticut Raps Commodity Exchange—9210 New Titles Signal Change At HCI—9208 15 Homeless Receive Help From Ad Club—9202 IEnddietxo riaOlut sourcing: The Cutting Edge of Third Wave—9205 ................. 28 Hurricane Andrew Spurs Red Cross Gifts—9210 UWA Scandal Claims Aramony Son—9209 Japanese Philanthopy: Cultural Perspective—9206 Unions Criticize USPS Deep Personnel Cuts—9211 ... Senate Rebukes Hatfield On Gifts—9210 United Way Fiasco Puts Spotlight on Boards—9208 Total Giving Up Despite Recession—9208 What Part Of No Don’t You Understand?-—9208 UW Tightens Its Belt—9201 MAPP, Jerry W.—9206 UWA Spin-off Spun Out—9208 Marina, Inc.—L. Walters—9206 PICHER, Margaret—9208 Marketing Solutions—B. Campbell—9207 nnnanannnN APOIEnRPDONAT, Robert—9209 Marketing Strategy - PR / Positioning Pierpont & Wilkerson—R. Pierpont—9209..............scscssssssessserseseendeO OG SF 0 istisscusesescevevecensensecsenscneversessssncossenvoensens 28 Pilgrim Place—G. George—9208 —~ammNMNAARAAMAAARAMAAATO Choosing and Using an Ad Agency—9205...........:csssssssseeseseeeeeeees 22 Planned Giving/Wills/Bequests/Trusts Experience vs. Logic In Fund Raising—9206.... A Planned-Giving Officer’s Checklist—9202 Life Beyond the Spreadsheet—9201 Dismissing the Myths About Planned Giving—9202 .. More Things Change, More Remain Same—9206 Get Ready For The Boom in Planned Giving—9211... My First 29'/2 Years in Direct Mail FR—9201 Good Old American Ingenuity—9202 Over Reliance On Marketing Techniques—9205 ........ Major Gifts: Search for volunteers—key to success—9204... Planned Gifts On A Shoestring Budget—9202 ......... eee Rochester United Way Tests UWA Fallout—9207 Planned Giving: Wealth is not a Prerequisite—9202 Targeting Aging America—9205 ............:.sssssesessseseeees Pretibean Asad Ams wet— Os20 7. ossscnsssssecscceseesccsonccseoscsascosnsocsoseeseses 36 The 7 C’s of Successful Fund Raising—9206 Twilight Zone of FR: Managing the Revocable Gift—9202 What Part Of No Don’t You Understand? —9208..................005 scene U.S. Savings Bonds: Planned-Giving's Forgotten Asset—9202.... MEARS, Dr. Peter—9204 nnTn“NnhnaOn nnn Volunteers: Key to Accelerating Endowment Program—9202 Media - Direct Mail Whatever Happened in 18432?—9203............ssccssssssssssssseecesesssesees 50 TDTNTNh TNa On na 1992: Conservative Mail Approach—9206 Political Fund Raising Centralizing ARC Mailings Pays Off—9207 .... Appeals Court Backs GOP—9208 Consumers Surveyed About Privacy—9202 ..... Campaign Reform On Hold, Again—9207 .... Franking Loophole Sewn Up—9209 Campaign Spending Bill Faces Veto—9206 Fund Raising on the Road to 21st Century—9201... Candidates Get Matching Funds—9202 Get Back To Basics in Direct Mail—9210 Checkoff Fund OK Through 1992—9206 Group Accents Handwritten Appeals—921 1 FEC Outlaws Funds Transfers—9210 Hello Good Donor. Uh—What’s Your Name?—9201 FEC Seeks Higher Checkoff Amoun..t..0..—.. e9ee e2ceeee0eeeee3eeee IO Incumbents Accused of Abusing Mailing Rights—9207 ... FEC Seeks Tougher Enforcement—921 1 Mail Order Influenced Contributions—9208 GOP Attacks Benefit Democrats—9210 a6 My First 29'/2 Years in Direct Mail FR—9201 Hard Line On Soft Funds—9204 Oldtime Campaign Benefits United Way—9210 House Offers Public Campaign Funding—9201 Media - Magazines, Books House Retirees Eligible To Keep Donations—9208 ... aE INCI MONROE ssn sesncsepeaccesesecenrnsvasinensvnonsin 11 AQAn NAANTAInNcuTmbNeAntAs NAMcAcuAse d-Abuse Mailing Rights—9207.... Media - Multi Political Money Gap Narrows—9212..........:escsssscesseseeeseseseeeneeeess 10 Demystifying The News Media—921 1o o... cee eeeeeseeeeeeseeeeeeeneee 45 Ross Perot Campaign Funds Itself —9206 ..............csscessssseseeeseeeees 13 Fund Raising on the Road to 21st Century—9201...... Phone Service Boosts Political Fund Raising—9205.. Homeless Receive Help From Ad Club—9202....... POWELL JR., H. Hall—9206 Philanthropy And The Media—9207 Providence Hospital Foundation—M. Luck—9209 UPI Has A Buyer—Maybe—9207 Public Info. Resources, Inc_—T. Newman—921 1 ™mNMAANAAAQAAGQAAMNMAANMADA Media - Television RSPMOOMIRIEE 0D RUNNG SOOMNE IIE nos asc sess echecivssnicsnsesenoconessons 12 Channel 13 Phone Test Unsuccessful—9208 ............seeseeeseeeeeeeees az QUINN, Jeffrey C—9211 Children’s Miracle Network Hits Jackpot—9207 Falwell Returns To Major TV Markets—9209 RANDALL, Ted C.—9206 PBS Overcomes Conservative Challengers—9207 REISS, Alvin H.—9212 ........ Restrictions Ahead For Public Broadcasting—9205 ..............:00+ 12 REISS, Alvin H.—9201 Telethon Unfazed By “Jerry’s Orphans” —9211 UNM INR ONDE oo cap ccevckibseccesnsvisass ocstopcensstavcessionstacmuosiasioesoti gn 55 Texaco Drops Public TV Series—9206 eM, RMN RERIAN eAR UND 52« spt cavosnrcecadchesasdessnsenesnienesncbucncerscamsnsd 63 UW Starts Private TV Network—9202 ..... REISS, Alvin H.—9204 WNET Seeks Endowment—9206 AQAaAaQAnAnQ AAAAGAAGA Media - Videotex, Cable, Video RAN eDih RARE RNID os s5ecksspsesi sintosesesinsnssiatoscsosswncsorgasernsseescoiery 52 RR MANN ON ee os5 55g sonnyo dShdavasmoncansevncutonsansonepect sancusvesdioshdy 53 Community College Says Thanks With Video—9208.................... 32 REISS, Alvin H.—9207 REISS, Alvin H.—9208 On REISS, Alvin H.—9209 REISS, Alvin H.—9210 REISS, Alvin H.—9211 National Copy Clinic—C. Squires—9202 ...........c.ccseseesesseseeseseseeeeeee 56 REISS, Alvin H.—9212 NAZZARO, Joseph P.—9208 Religious Fund Raising New Hanover Medical Center—H. Powell Jr.—9206 ... Bakker Investors Denied By Court—9202 ............ccsssssseeseeeeseenees 1] New Hope Village—G. Braddy—9207 Cable Profits Benefit—9206 NEWMAN, Todd—9211 Christian Science TV Channel On Block—9205S ... NICHOLAS, Dan—9211 City of Faith Sold—9205 NICHOLS, Judith E—9205.. Dramatic Donor Development-Difficult Days—9208 NIX, Susan—9203 “TAnnnnaFnECn NWOan ts Robertson To Refund Money—9205 Falwell Reprises Old Times—9210 Falwell Returns To Major TV Markets—9209 AANAAAAaHHNBARHAAAXaNGA NANNAAsSs OLCOTT, William—9212 Insolvency Threatens Mother Church—9204 44 Fund Raising Management/January 1993 T Monitor Channel Scrapped—9206 NRB, Eficom Near Break—9204 PTL Investors Settlh—9210 Tax & Legai Issues Roberts Seeks $ To Combat Satan Conspiracy—9201.... ACS In Texas Responds To Attack—9202 SEC Sues Company In Church Bond Case—9208 Bill Bowls Over Affinity Marketers—9209 .... Seminaries Face Huge Maintenance Bill—9202 Bracelet Telemarketers Raise Storm—9201.... Swaggart Goes Incommunicado—9202 Charities Disregard Florida Law—9209 TV Evangelist Under Attack—9201 Fund-Raising Letter Riles Non-Profits—9208 Texas Probes Tilton—9204 High Court Shifts Tax Case To Congress—9207 Texas Takes New Tilton Tack—9206 IRS Takes Aim At Non-Profit Hospitals—9206 Tilton Church Under Fire By USPS—9202 .. Lobbying Heats Up For Tax Break—9202 Tilton Ministry Records at Issue—9205 Portland YMCA Regains Tax Exemption—9206 ie [XVaIpAuOyJ IPT UJA Launches Program For Synagogues—921 1 SEC Sues Company In Church Bond Case—9208.... Whatever Happened in 1843?—9203 MAAAAQAQSeAnAatQe ARAebHuAkeAs Hatfieid On Gifts—9210 Research/Modeling/Forecasting/Analysis Smithsonian Has Tiger By Tail—9205 Fund-Raising Research: Prospecting for Gold—9210 NA a ai Fa Cam I iis sce stndstevasiassceactcinonescéstsaniaiobecs QAAAARAAAAAMAMANA Improving Fund Raising Via Donor Surveys—9207 Technology Learning More About Donors—9207 Myths About Telephone Technology—9203 ..........:ccccessesssseeeeseees 48 Robert F. Sharpe & Co.—R. Sharpe Sr.—9207 Predictive Dialing: Next Step for Performing Arts—9203 ............39 Robert J. Corcoran Co.—T. Langdon—9206 Technology on Campus—9203 soucee ROGERS, James G.—9209 Telephone Fund-Raising Challenge—9203 ..0......cccecceesseneeeeeeeees 44 ROSEN, Michael J.—9203 Telephone Marketing ROSENFELD, Anne—9211 Automated Telemarketing—Once A Dream—9210 Royal National Lifeboat Inst.—I. Ventham—9209 Bill Would Curb Telemarketing Scams—9211 Russ Reid Co.—M. Haggberg—9204 Bracelet Telemarketers Raise Storm—9201 Channel 13 Phone Test Unsuccessful—9208 breeeayryde yd Congress Limits Telemarketing—9201 FCC Calls Off Telemarketers—9211 Saturn Corp.—F. Yost—9205 House Toughens 900 Number Rules—9204 SCHWARTZBERG, Robert—9204.... MADD’s Telemarketing: Successes & Cautions—9203 .... Myths About Telephone Technology —9203 ...........:cceeee Non-Profits Exempt From New Phone Rules—9212.. oa Shakin, Lichty & Boreyko Assoc—D. Lichty—9210 Panel Focuses on Telemarketing Fraud—9203 ...........cccesecseecseees SHARPE ST., Robert F._—9207 Predictive Dialing: Next Step for Performing Arts—9203 ............39 SHERBONDY, RORCE E9208 ......csnscccsosecssessesscesesssseseseassasscnsaeeses 28 nTnn n Technology on Campus—9203 Social Welfare / Organizations Telemarketers/Users Fight Against Fraud—9203 ... “Mayday, Mayday...We Can’t Hold On Much Longer...” —9209 .23 F Telephone Fund-Raising Challenge—9203 “Rebuild LA” Program Under Way—9207 G The Fund Raising School—L. Wagner—9210 oe ceeeeeseeeeteeeeeeeee DO AmFar Wins Grant—9206 G The Living Desert—S. Nix—9203..............c.cccsccscsscecsssessceessssssecescers 20 v~aanNANNNAANNAQAQAAMNO Aramony Quits United Way—9204 G Trustees / Board Members / CEOs Battle Between BUFNY & UW Heats Up—9202 G CEO Pay Keeping Pace—9211 14 Q Chao to Head United Way of America—9210 G Charities Thrive Despite Recession—9202 G Covenant House Book Wins Donors—921 1 G Univ. of Louisville—D. Mears—9204 ...........cccscsscccsssssssssesessessesseeses 45 Dramatic Donor Development During Difficult Days—9208 ....... 23 r University of Pennsylvania—D. Fickler—9210...........:.sssscssseseesseseees 27 Florida Aid Pours In—9211 G University of Rhode Island—T. Randall—9206 Kids Helping Kids: “Mission: Possible”—9212 F MADD Forms Group to Review Ads—9206 G Reaching Out To Help Lepers—9208 F Red Cross Aims to Refill Coffers—9206 G VENTHAM, Ian—9209 Restoring Hope To The City of Angels—9211 ............ccecccecsseseeees 24 F Volunteers Sumariwalla Named UWI Interim Head—9207 G ABP, Ad Council Promote Volunteering —9203.............:::ceseceee Tri-State United Way Shows Positive Signs—9212 G California Backs Volunteers—9212 UW Starts Private TV Network—9202 G Consultants: Volunteers: the keys to their success—9210.... UW Tightens Its Belt—9201 G UWA Cuts Back Headquarters Staff—9207 G UWA Report Uncovers Widespread Abuses—9205 ............:::ccee000: 9 G UWA Scandal Claims Aramony Son—9209 G WiaaSHS VOICE— FS20 6. 5c.c cesassnessescsaaoressaseastscsncsysenesceseesect 43 United Way Of King County Hits Target—9212... G Volunteers: Key to Accelerating Endowment Program—9202 .....35 United Way of America Gets an Earful—9206 G W United Way on Outs With Boy Scouts—9206 G United Way/America Feels The Pinch—9205 G WPBT Public Broadcasting—J. Lunz—9210 SRED ig MORE FUN, 20 scans aisecsnsccsssssnccsassssesbsesessasscanseccrscecsieseneeseod F WAGNER, Lilya—9210 Special Events WALKER, Kimberly—9212... America’s Cup Campaign Sails to Success—9205 WALTERS, Lee J.—9206 Athletes Help Center Set Record—9208 aaa ca occ fens cncsenicdgstacenccisnvicenscicanbspijondesicenes Concert Funds AIDS Groups Worldwide—9206 Pa oc cess acai ccnsannseshacescartesasiinsetesdsnsusetosecbsantes Experience the Possibilities—9205 WARDLE, Ed—9205 Fund-Raising Gala: A Glittering Success—9205.. WARWICK, Mal—9201 Making An Anniversary Work For You—9206.... We eg aoc acisnss cspindss cazcasnsorevsecccesavasvauiinncdioresca’ 43 Stars Help AIDS Research—9208 WIESE MORTON, Kathryn—9207.............c.:cecccccscssscscsssssssccsscecseseoes Walk Sets New Record—9206 Winrock Int’! Institute—F. Hueston—9207 SQUIRES, Con—9202 Words of Hope—J. Greller—9202 SQUIRES, Con—9205 Wordsmith & Co.—D. Brendel—9204 .00..... ees cceseeseseeseeeeeseesteeeeeees 42 SQUIRES, Con—9207 World Vision—D. Nicholas—921 1 .........cescceseecessseseessesseeseesseseeeeees SQUIRES, Con—9209 NRE Cn ON TN io sc a radseivenccsdtenecussbivscnsensesers SQUIRES, Con—9211 mf Y Sr MR NR Fo osc ssgacagdecopsqesessetaseosinsessisdacicesacacesadsnseniecaseves 43 St. Joseph Hospital Foundation—E. Wardle—9205 .............:sseseseees YMCA—R. Schwartzbera— 9204. -....2.::00ssseesecsesssssesocascssseseseessececses YORATH, Joy—9207 a a ee iS ia sts ice ssocesccnathvesensociucdctvecosassniatssysososnaaeuveds Z Stephen Dunn & Assoc.—S. Dunn—9203 SUMPTION, Harold—9205 ~NMDATU RN ANUAtN AARND NTNNTNIUN MAiOeT sa sraceadcase ceta aesdenscnaeaciasdeouanin daeanspenadieabent 17 F Fund Raising Management/January 1993 45