NOTES

Preface

1. Che Guevara, Guerrilla Warfare. Lincoln: University of Nebraska Press, 1985, p. 155.

2. Mao Tse-tung, Basic Tactics (Stuart R. Schram, trans.). New York: Praeger, 1966, p. 132.

Chapter One

1. Only recently have scholars begun studying donor motivation. One of the more useful typologies is the one developed by Russ Alan Prince and Karen Maru File, who describe seven distinct donor “personalities” or sets of motivations, in The Seven Faces of Philanthropy (San Francisco: Jossey-Bass, 1994). For other insights into donor motivation, I refer you to the works of Paul Schervish, Joseph Mixer, Teresa Odendahl, Jerrold Panas, and Virginia Hodgkinson.

2. “Tax-Exempt Organizations Registered with the IRS,” Chronicle of Philanthropy, October 3, 1996, p. 42.

3. Loren Renz and Steven Lawrence, Foundation Giving: Yearbook of Facts and Figures on Private, Corporate and Community Foundations, 1993 Edition. New York: The Foundation Center, 1994, pp. 31–32.

4. Guevara, Guerrilla Warfare, p. 50.

Chapter Two

1. For an excellent discussion of “means and ends,” see John Carver, Boards That. Make a Difference, pp. 56–82 (San Francisco: Jossey-Bass, 1990).

Chapter Four

1. In the notes to Chapter Two, we referred to the concept of ends and means in John Carver's Policy Governance model. For Carver, ends are those aspects of an organization's mission that answer the questions: “What good shall we do? For what people? At what cost?” Answering these helps you to clarify your organization's core values and thus identify appropriate funding partners.

2. Niccolò Machiavelli, The Prince (Luigi Ricci, trans.). New York: New American Library, 1952, p. 53.

Chapter Five

1. William Mengerink, “The Zen of Grantsmanship.” In Hand in Hand: Funding Strategies for Human Service Agencies. Rockville, Md.: Fund Raising Institute, 1992, pp.41–56.

Chapter Six

1. Mao, Basic Tactics, p. 91.

2. Guevara, Guerrilla Warfare, p. 90.

3. Mao, Basic Tactics, p. 126.

Chapter Seven

1. James Boswell, Life of Johnson: A Johnson Reader (E. L. McAdam Jr. and George Milne, eds.). New York: Pantheon Books, 1964, p. 449.

2. C. Edward Murphy (ed.), Guide to U.S. Foundations, Their Trustees, Officers and Donors. New York: The Foundation Center, 1995, Vol. 1, p. vii; L. Victoria Hall (ed.), Foundation Grants to Individuals, 9th ed. New York: The Foundation Center, 1995, p. vii.

3. Used by permission of Dr. Susan N. Lajoie, associate director, The Cleveland Foundation.

4. Blaise Pascal, Provincial Letter Number 16. In Provincial Letters: Pensées. New York: Penguin Classics, p. 257.

Chapter Nine

1. Burston-Marsteller, 1981. Cited in Bob Smucker, The Nonprofit Lobbying Guide: Advocating Your Cause—and Getting Results. San Francisco: Jossey-Bass, 1991, p. 36.

2. Giving USA, American Association of Fund-Raising Counsel, 1995, cited in Chronicle of Philanthropy, June 1, 1995, p. 19.

3. The Foundation Center. Foundation Directory. New York: The Foundation Center, published annually.

4. Robert Wilson (ed.), American Lobbyists Directory. Detroit: Gale Research, 1990.

5. A. C. Close (ed.) and others, Washington Representatives, 1995. Washington, D.C.: Columbia Books, 1995.