This document provides a strategy for non-profit fund raising. It discusses identifying donors who share an organization's values and managing those relationships over time. Effective fund raising requires understanding why people donate, including believing in an organization's cause, knowing its leaders, receiving tax benefits, or being personally asked. Non-profits need funds for survival, expansion, reducing dependency, building a constituency, and creating a sustainable organization. Donors exchange values with non-profits rather than goods and services. Key principles include focusing on people rather than causes, fundraising for success not distress, and using resources to further the mission. Building a constituency involves past/present contributors, participants, volunteers and others involved with the organization. The document outlines the "