Cover -- Title Page -- Copyright -- Contents -- Foreword -- Introduction -- Section I Strategic Benefit Auctions: The New Catalyst for Philanthropy -- Chapter 1 The Shift: Event Transaction to Philanthropic Transformation -- Pillar 1: Find Out What Matters Most to Your Supporters -- Pillar 2: Invite Your Supporters In -- Pillar 3: Inspire Your Supporters to Fall in Love with You -- Pillar 4: Give your supporters reasons to stay in love with you forever -- Pillar 5: Invest in What Counts -- Ignore the Rest -- Revitalized Leadership Roles for Board Members and Auctioneers -- Philanthropy Model versus Transaction Model of Auction Fundraising -- The Giving Gap -- Conclusion -- Notes -- Chapter 2 Bid High and Prosper: Are Auctions Right for You? -- Critical Factors for First-Time Benefit Auctions and Every Year, Really . . . -- Decide What Kind of Auction You Want -- Consider These Questions for a First-Time Auction -- A: The Role of the Professional Benefit Auctioneer -- U: One-of-a-Kind Items Make Your Event Unique -- C: Cultivate Auction Guests -- T: Timing Is Everything -- I: Inspiration for Impact -- O: Outcomes -- N: No Bidder Left Behind: The Fund-a-Need -- S: Sound, Lights, Action! -- Conclusion -- Notes -- Chapter 3 Energize and Empower Your Board and Team -- Engaging Board Members -- Keep the Energy Going after Your Auctions -- Start Now for Next Year -- Leverage Board Contacts for Sponsorships -- Conclusion -- Note -- Chapter 4 Make Your Auctioneer Your Quarterback -- Catapult Your ROI: Increase Your Profit by 20 Percent or More -- All Auctioneers Are Not the Same -- Audience Motivation -- Lead Time -- The Style of Selling: The Chant (That Thing Auctioneers Do) -- Showmanship and Fun -- Advantages of a Professional Fundraising Auctioneer -- Your Magic Formula: Return on Auctioneer (ROA) -- What Do Organizations Want?.

How Nonprofits Benefit: What's in It for You -- Other Services Fundraising Auctioneers Offer -- The Auction Team: Professional Auctioneer Bid Assistants -- How to Retain a Great Auctioneer -- How to Interview an Auctioneer -- Competencies of a Benefit Auctioneer -- Auctioneer Compensation -- Your Mission Ambassador -- The Fundraising Auctioneer-Your New Philanthropic Partner -- Your Auctioneer Can Be Your Coach Too -- Conclusion -- Notes -- Section II Designing Strategic Benefit Auctions -- Chapter 5 Attract the Right People First -- Obsess on Strategic Audience Development -- A Philanthropic Approach to Audience Development -- Attract More High Bidders -- Draw on Your Development Professionals Expertise -- Empower Your Community of Champions -- The Super Connectors -- Get Rid of Your Ticket Committee -- Kathy's Top Strategies for Audience Development -- Five Mistakes You'll Want to Avoid -- We Sold Out! Create the Expectation to Give -- Make Your Event a Signature Networking Opportunity -- Conclusion -- Chapter 6 Procure Incredible Auction Items -- It's All about Relationships -- What's Hot? Fulfill Fantasies, Hit Emotions -- What's Not? It's Personal -- How Many Items to Procure? -- Analyze Your Auction Data -- Use Time as a Guide -- Making the Ask -- No Is Not Always No -- Kick-Off Rally -- Connections to Procure Auction Items -- A Few of My Favorite Things -- Consignment items -- The Dream Game -- Conclusion -- Note -- Chapter 7 Make Your Show Flow -- Planning Your Show Flow -- Anatomy of a Benefit Auction -- Design an Inspiring Program -- Make Every Minute a Revenue Minute -- Transitions: From the Fund-a-Need -- Shrimp Cocktail-Your Secret to Big Silent Auction Bidding -- Run Your Auction Like a Track Meet -- Add a Stage Manager and Speaker Handlers -- Note -- Chapter 8 Communicate Donor Impact -- It's Not the Plane-It's the Destination.

Riveting Remarks Raise More Money -- Getting to the Heart of Your Message -- Extreme Focus on Fundraising -- Kathy's FAB Formula -- Leverage Your Sponsors' Marketing Power -- Sponsors Have Powerful Relationships -- The Gift of Influence -- Public Relations -- Specialty Newsletters and Publications -- Social Media Marketing for Benefit Auctions -- Item Solicitation and Procurement -- Marketing during Your Fundraiser -- Climb the Golden Ramp -- Conclusion -- Notes -- Chapter 9 Measure Impact -- Your Auction Data Is a Goldmine -- Know Thy Audience -- Performance Snapshot -- Beyond the Numbers -- Kathy's PILI Method: Purposeful Informal Listening In -- Kathy Kingston Fundraising Auction Impact Scale -- You Get What You Measure -- Conclusion -- Notes -- Chapter 10 Leverage New Technology -- Fundraising Auction Software -- When to Do an Online Auction -- Top Strategy for Fund-a-Need Mobile Bidding -- Conclusion -- Note -- Section III Conducting Strategic Benefit Auctions for Donors and Dollars -- Chapter 11 Optimize Silent Auctions for Loud Results -- Too Little Money for Too Much Work? -- Strategically Cultivate Guests during Silent Auctions -- Empower Your Leadership Team Now -- Your Auctioneer Is Your Ambassador Too -- Learn from the Retailers -- Claim the Prime Space -- Amazing Grazing -- How Many Silent Auction Items? -- Generate Crowd Momentum -- Elevate Your items -- Superb Sound -- Silent Auction Quad Pods -- Timing: When to Close Silent Auctions -- Volunteers Are the Key to Success -- What's New in Silent Auctions? Mobile Bidding -- Conclusion -- Notes -- Chapter 12 Maximize the True Worth of Your Live Auction -- Twin Morals of the Story -- Twin Strategies for Ultimate Live Auctions -- Why Live? -- Stop Selling Items-Start Selling Your Cause -- Why Risk It? -- Stand Up Front and Gain a New Perspective -- Combo Auctioneer and Emcee.

A Hidden Benefit of Live Auctions -- Increase Generosity: Prepare Your Guests to Bid -- New Stakeholder Leadership for Higher Bids -- Curate Your Live Auction Items -- The Fun and Profit Factor at Your Live Auction -- "Auction-tainment": Lights, Camera, Auction! -- Double Double-Dollars and Donors -- When Bigger Is Better-Bid Cards -- The Value of a Live Auctioneer Team -- Engage Donors in New Ways -- Note -- Chapter 13 Ignite Generosity with Fund-a-Need Special Appeals -- Double Your Income in 10 Minutes -- Inspire Generosity and Goodwill -- The Secret Ingredient -- Communicate Emotionally -- Characteristics of a Successful Fund-a-Need -- Showing Donors That Their Gifts Made a Difference -- Why You Need a Professional Benefit Auctioneer -- Preparing Your Fund-a-Need Speaker -- The Run-Through Required -- Visuals during the Fund-a-Need -- A Long-Term Strategy -- Eight Key Points for a Successful Fund-a-Need -- Conclusion -- Notes -- Chapter 14 Add Strategic Income Streams (...and Fun) -- Make Every Minute a Revenue Minute! -- Planned Spontaneity and Profits -- Add More Fun -- Fresh, Fun, and Profitable Income Streams -- Heads-and-Tails -- The Mystery Grab Bag -- Premium Dessert Frenzy -- Auction Chicken -- Party Boards -- Gift Card Frenzy -- Centerpiece Auctions -- Silent Auction Green Line Auction -- Golden Ticket -- Pot of Gold -- Wild Card Auction -- Mini Live Auction -- A Word on Raffles -- Great Fundraiser Warm-Ups -- Notes -- Section IV Leveraging Strategic Benefit Auctions -- Chapter 15 Keep the Money Flowing -- The Party's Over-See Ya Next Year…Maybe… -- Stop Inviting Guests and Start Engaging Donors -- Do You Treat Every Guest as a Donor? -- Your Auction Items Are Sold, but Are Your Guests? -- Cheers! Sonoma Harvest Wine Auction's Stunning 4 Million Success -- Pick Door Number 3: Take Your Organization to the Next Level.

Create the Greatest Impact-A Strategic Donor Cultivation Plan -- Get to the Heart of What Matters -- The Power of a Story -- Notes -- Acknowledgments -- Resources -- References -- A Final Call: Giving Back and Passing Forward -- Index -- EULA.