THE AUTHOR
Ken Burnett is an international fundraising, marketing, and communications specialist. He is author of six other books and writes regularly for magazines, newspapers, and journals on both sides of the Atlantic on issues concerning international development, fundraising, and nonprofit governance.

Introduction vii
All You Really Need to Know About Donor Relationship Development
Chapter One Playing Smart and Preparing for Action 1
The Trouble with Fundraising; Plus 15 Things I'd Do If I Were the New Head of Donor Development
Chapter Two Right from the Start 35
10 Concepts That Will Ensure Your Thinking is Sound
Chapter Three Keep Revisiting the Basics 61
19 Gold Nuggets: The Solid Foundations of Fundraising
Chapter Four Getting Your Messages Spot On: Appreciated, Understood, and Remembered 83
14 Keys to Communications That Reach In and Grab Audiences
Chapter Five What's Essential? 109
12 Important Things to Think of When Relating to Your Donors
Chapter Six What Underpins It All? 127
6 Vital Characteristics of the Effective Relationship Fundraiser
Chapter Seven What's Next? 135
13 Things That Will Be Coming Your Way
Acknowledgments 159
When It Comes to Saying Thank You, This Book Practices What It Preaches
About the Author 163

If all that has ever been said and written about the art andscience of fundraising could be distilled down to just what reallymatters--what fundraisers everywhere need to know--therewould be only a small number of true gems deserving of thedescription, "nuggets of information."
Leading international fundraiser Ken Burnett, author of theclassic Relationship Fundraising, has identified and defined89 such nuggets which he presents here as The Zen ofFundraising, a fun read, one-of-a-kind look into what makesdonors tick and-more importantly-what makes themgive.