FUND 102: THE PSYCHOLOGY OF PHILANTHROPY

This course attempts to answer the question, "Why do people give?" People tend to give in response to their own personal needs and in response to triggers that stimulate action based on those needs. The donor may not be fully aware of his or her needs; the fundraiser must often reach into the donor's subconcience to identify those needs and help the donor realize those needs. The doner must be encouraged to believe that giving to an organization or to a cause is a means to satisfying donor needs. This course is either a half-day or a day in length, depending on the client's needs. The second half of a day-long workshop is usually devoted to a writing workshop focusing on the articulation of needs and the design of appeals to trigger a positive response to those needs. Students should either be experienced fundraisers or should ahve completed FUND 101, Fundraising Theory and Practice, the overview course. Upon completion of the course, the student should be able to: 1. list and understand fifty reasons why individuals provide gifts of money and time to philanthropic organizations. 2. use "psychology of philanthropy" to write effective solicitation letters, scripts and other fundraising materials. 3. design fundraising and volunteer recruitment programs that meet donor needs. 4. utilize "ownership" in developing your organization's base for support. 5. recognize personal motives for the charitable acts of individual donors. COURSE CONTENTS Overview of the Psychology of Philanthropy. The Relationship Between Donor Need, the Fundraising Appeal, and Donor Response. Appeals to Moral Obligation. Appeals to Personal Tangible Benefit. Appeals to Sub-Conscious, often Base,  Psychological Motivations. Appeals to the Avoidance of Pain, Discomfort, or Loss. Writing Workshop This course is recommended for fundraising professionals, chairpersons and members of fundraising committees, coordinators of volunteers, members of the organization's governing board, and volunteer sunfraising staff.

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FUND 101: Fundraising Theory and Practice

To obtain further information or to schedule this course for your organization, contact Dr. Gordon Neal Diem ADVANCE Education and Development Institute 113 South Queen Street, Lancaster, PA 17603 717-295-1746 or 1106 Arnette Avenue, Durham NC 27707 919-682-2677 or AdvanceInstitute@yahoo.com