While many nonprofits have significant volunteer resources, few know how to direct those resources strategically and systematically into their all-important development programs. Hidden Assets shows them how, introducing a unique, proven formula for volunteer development that aims at enhancing fundraising, public relations, and marketing results through the strategic use of volunteers. Volunteers also play a key role in a powerful new technique?affinity fundraising?that teaches step-by-step how to cultivate the donors who have the greatest affinity for an organization's work and mission. Diane Hodiak and John Ryan?both fundraising experts?include real-life examples of how organizations have incorporated volunteers into their development programs. Their hands-on guide features a wealth of worksheets, sample dialogues with donors, and practical tips on recruiting, retaining, and motivating volunteers. In addition, the authors help development officers and nonprofit managers learn how to convert volunteers into donors. In this way, volunteers not only help in the day-to-day activities of the development office, but also contribute to bringing in major gifts. The authors' unique process has a direct effect on donors. They come to the table having thought about objectives for themselves and their heirs, and their charitable dreams. This provides a wonderful foundation for later technical implementation by advisors like me. --Clinton A. Schroeder, president, American Council on Gift Annuities Hodiak and Ryan have developed a structured listening process that helps donors relate their giving to their values, resulting in more frequent and larger gifts. Afer using this process with hundreds of donors over several years, I recommend it. --James A. Jenson, executive director, Luther Seminary Foundation Affinity fundraising helps unlock the giving potential of often overlooked and undervalued friends. It allows us to help them create their very own legacy. This message is needed, wanted, and it works. --Lynette Brooks, director of resources, Mexico Division, The Nature Conservancy The Authors Diane Hodiak is a consultant and trainer to nonprofits in marketing, fund development, planning, and public relations. She has more than twenty years ofexperience in the field. John S. Ryan, former vice president and director of planned giving for the University of Minnesota Foundation, has been a professional fundraiser since 1960. He is the founder of Major Gifts, Inc. Cover design by