Question: In the wake of 9/11, I feel that I want a job that is more meaningful than my current sales position. I am thinking that fundraising might be a good career to explore, especially since I have read that since September 11, people have been much more generous in giving to charities. Can you tell me more about fundraising?
—Barbara

Response: The sales skills you have developed can serve you well in fundraising, since fundraisers and development consultants cultivate prospective donors and obtain their support for charitable, educational, or other organizations.

This is a career you can explore by starting as a volunteer. Professional fundraisers use research methodology and management principles to assist and guide a gift-supported organization in achieving its funding objectives.

Consequently, fundraisers increase the visibility of their organization, improve the volunteer recruitment efforts and increase community participation, all while strengthening the organization's financial support. They accomplish this by planning, implementing, directing and promoting programs, sevices, special events and products.

Fundraisers work to find a combination of major donors, corporate sponsorships, or foundation grants or loans to generate the cash and goods needed to help the organizations they represent. Appeals for funds involve writing, broadcasts, and personal contact.

They compile and analyze information about potential contributors to develop mailing or contact lists and to plan selling approaches. They record expenses incurred and contributions received and may also organize volunteers and plan social functions to raise funds.

Entry level positions, such as development associates, are responsible for soliciting, accepting and acknowledging material and in-kind donations to the organization, coordinating the placement of advertisement in various media, arranging for the pickup and delivery of donations, and generating, maintaining, reporting of donation records.

Fundraisers are hired either by organizations as salaried employees or work as independent contractors. A consultant may provide in-house direction or continuing counseling with frequent site visits, especially for a capitol campaign.

Planned giving specialists focus on explaining donor tax benefits and implications benefits of charitable remainder trusts, charitable gift annuities, and charitable lead trust basics. They are also trained to implement and maintain these types of programs. Planned giving specialists target donors may be individuals, foundations, or corporations.

Employment Outlook:
Much faster than average growth is projected through 2008 Fundraisers. Organizations are always looking for qualified, productive fund-raisers.

Salary Range:

FUNDRAISER
projected 2002 annual salaries in the Los Angeles area according to Economic Research Institute:
YEARS EXPERIENCE 10th PERCENTILE TIME SERIES MEDIAN 90th PERCENTILE
3 $ 51,405 $ 61,065 $ 78,780
2 $ 49,337 $ 58,599 $ 75,611
1 $ 47,236 $ 56,093 $ 72,390

According to the 2001 Wage and Benefits Survey of Southern California Nonprofit Organizations, entry-level development associates earn an annual salary of $25,900 to $33,000 with a median of $27,200. Entry-level development coordinators earn from $31,200 to $39,200 with a median of $34,000 and development managers earn $38,5000 to $58,500 with a median of $41,900. Top salaries for supervisory managers reach a median of $59,500.

Independent contractors charge by the job or by the month. Earnings vary greatly according to one's productivity and experience.

Professional Associations:
Association of Fundraising Professionals (AFP)
Greater Los Angeles Chapter (GLAC)
315 West 9th Street- Suite 708
Los Angeles, CA 90015-4200
Reservations and Special Events Line: 213-624-3346
Contact: Kandy Nunn, 213/624-3545, or afpglac@aol.com
Job opportunity listings are available on request. There is a fee for non-members.
Monthly meetings are held the second Tuesday of each month and offer members an excellent opportunity to meet other development professionals representing the diverse fund raising community within the Greater Los Angeles area. The meetings are normally held at St. Anne's Conference Center in Los Angeles and non-members are welcome to attend. At each monthly meeting they present a Professional Development Seminar featuring speakers who cover a variety of topics of interest.

Yearly Subscription to the sLAte- Non-Members cost $15.00 per issue/ $50 per year. The GLAC also has a mentoring program, the purpose of which is to help educate and assist members of NSFRE/GLAC. The Committee serves as a resource for members who face new challenges brought on by a recent job change or who need counsel and direction in various aspects of their work.

Training Options and Costs:
Center for Non-Profit Management
606 S. Olive St. #2450
Los Angeles, CA 90014-1604
(213) 623-7080
fax 213-623-7460
www.cnmsocal.org
The Center offers a quarterly series of seminars on issues related to nonprofit management.
The 25 to 30 topics covered focus specifically on the nonprofit sector, in the following categories: Board Management, Finance and Accounting, Fundraising/Resource Development, Human Resources/Personnel, Leadership and Organization Development, Legal Issues, Marketing/Public Relations/Media Relations, Office Administration, Planning/Evaluation, Proposal Writing/Research, Volunteer Management.

Specific titles include Fundamentals of Fundraising, "Selling" Donors on Your Cause, and Making Your Event Special. For students unaffiliated with a particular organization, the classes run $125 for a full day and $100 for a half day. Other seminars include: Job openings in nonprofit organizations are listed in their publication, Opportunity NOCS, (Nonprofit Organization Classifieds). Individual subscriptions: $20.00 for three months, $46.00 for one year.

The Center has begun to offer hands-on computer classes in Windows95/98, Word, and Excel. Other computer programs used in nonprofit organizations include DonorSoft and Raisers' Edge. A Center representative suggested that an entry-level non-profit worker take their Library Orientation, then take the FC Search hands-on session to learn about database management. She said that, after mastering database management, learning other software programs would not be difficult. The orientation and workshop is free.
UCLA Extension
(310) 825-0641
www.uclaextension.org
The Certificate Program in Fund Raising program consists of 27-36 units, including an internship ($325), which can take from one-and-one-half to three years to complete on a part-time basis. However, certificate students are given up to five years to complete the program. Courses can also be taken on an individual basis and cover such topics as grantwriting, annual giving, special events planning, strategic planning for non-profit organizations.

There is also a Certificate in Fund Raising with a Course of Study in the Institutional Development Process. Course costs range from $135 to $325. There is a $150 nonrefundable application fee. Total tuition is approximately $4,000.
Cal State Long Beach Certified Specialist in Planned Giving Program
1250 Bell Flower Blvd
Long Beach, CA 90840
(562) 985-5505
www.csulb.edu
The American Institute for Philanthropic Studies has developed this program, which encompasses the entire syllabus recommended by the National Committee on Planned Giving (NCPG). The program consists of six modules that last from two days to a week. The program includes History, Philosophy and Standards, Finance and investment Planning, Elder Care and Tax Planning, Charitable Gifting Parts I & II, Charitable Gift Methods and Marketing Planned Giving, Estate Planning, International Gift Planning and Administration and Operation of Planned Giving Programs, Practicum Review. Classes are from 8:30 a.m. to 4:30 p.m. An examination must be passed after each module, and a practicum must be completed.

The modules are offered in sequence or as stand alone courses and begin every year in September. Total cost of the course is $4,790, plus a $200 practicum fee. Additional related stand-alone courses range in cost from $150 to $800.

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Susan W. Miller, M.A., is a National Certified Career Counselor, a Certified Vocational Evaluation Specialist and holds diplomate status on the American Board of Vocational Experts. She heads California Career Services, a private practice career counseling firm in Los Angeles.

You may e-mail questions to swmcareer@aol.com.