ERIC Number: ED434614
Record Type: Non-Journal
Publication Date: 1999
Reference Count: N/A
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)
Descriptors: Case Studies, Donors, Fund Raising, Higher Education, Interpersonal Communication, Public Relations
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
Authoring Institution: Council for Advancement and Support of Education, Washington, DC.