ERIC Number: ED383381
Record Type: RIE
Publication Date: 1994-May-24
Making Money: The Art of the Ask.
Loane, Nancy K.; Kaplan, Gloria C.
Although most people approach asking for donations with a high level of anxiety, $129.9 billion dollars were donated by individuals, bequests, corporations, and foundations in 1994. While corporation and foundation gifts are usually in cash, individual gifts may take the form of money, securities and real estate, art works, life insurance, or gifts in wills. Moreover, while corporations usually give to community colleges because they see them as a resource for training employees, individual motives range from religious beliefs, guilt, a desire for recognition, self-preservation, tax rewards, obligation, and pressure. Six basic steps for a successful fundraising include the following: (1) preparation, including obtaining adequate approval for fundraising and compiling information on one's own institution and project; (2) identification of such possible sources of funding as personal friends, financial advisors, corporations and foundations, business and industry clients, advisory committee members, special event audiences, staff, faculty, students, and past donors; (3) research on prospective donors to determine their ability to give; (4) cultivation of donors by involving them in campus or project activities; (5) solicitation, making sure to thank the prospect, actively involve them in the cultivation and solicitation process, determine their knowledge of the college or program, invite them to become a partner, and indicate how to achieve that; and (6) appreciation of the person and their time. (A 21-item bibliography is appended.) (BCY)
Publication Type: Opinion Papers; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Note: Paper adapted from a presentation at the Annual International Conference of the National Institute for Staff and Organizational Development on Teaching Excellence and Conference of Administrators (16th, Austin, TX, May 22-25, 1994).