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ERIC Number: ED434614
Record Type: Non-Journal
Publication Date: 1999
Pages: 196
Abstractor: N/A
Reference Count: N/A
ISBN: ISBN-0-89964-343-4
Major Gifts: Solicitation Strategies. Second Edition.
Matheny, Richard E.
This book explores various strategies for major gift solicitation by colleges, universities, and other nonprofit organizations. Emphasis is on the face-to-face interactive communication process. Section 1 presents 16 chapters that discuss various solicitation strategies, including examining organizational readiness for major gift solicitation; the fund raiser's readiness for face-to-face solicitation of major gifts; the theoretical basis of interpersonal communication in gift solicitation; 10 steps to achieving success in major gift solicitation; donor motivational factors; getting an appointment with the prospect; techniques for opening and closing a major gift meeting; the structure of the gift solicitation meeting; dealing with the prospect's objections; major gift communication and stewardship through group cultivation events; the problem of institutional tension as addressed by 20 college/university presidents; the role of power and status in major gift solicitation; and a final review of major decision points in the strategic approach to major solicitation. Section 2 contains 11 case studies, which offer questions designed to facilitate application of the information. Section 3 offers some possible solutions to the questions posed by the case study situations. (DB)
Council for the Advancement and Support of Education, 1307 New York Ave., NW, Suite 1000, Washington, DC 20005-4701 (CASE members $45, others $60). Tel: 800-554-8536 (Toll Free).
Publication Type: Books; Guides - Non-Classroom
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: Council for Advancement and Support of Education, Washington, DC.