Major Gifts : Solicitation Strategies / Richard E. Matheny.

This book explores strategies for major gift fund raising for colleges, universities, and other nonprofit organizations. Section 1 provides a framework for examining a nonprofit's organizational readiness to conduct major gift solicitation, discusses methods and rationale for suggested staffing and attitudinal shifts, explores the fund raiser's readiness for face-to-face cultivation and solicitation of major gifts, establishes a theoretical basis and understanding of interpersonal communication, reviews barriers to effective communication, presents 10 steps to achieve success in major gift solicitation, explores various motivational factors entering into a donor's decision, offers suggestions for getting an appointment with the prospect, offers techniques for opening and closing a major gift meeting, reviews methods of dealing with the prospect's objections to a solicitation proposal, and discusses major gift communication and stewardship through group cultivation events. Section 2 presents 11 case studies to enable the reader to apply knowledge of solicitation techniques to develop strategies for securing major gifts. Each case varies as to gift purpose and size, type of organization or institution, background of prospective donor, and background of the development officer. Section 3 provides possible solutions to the questions posed by the case study situations, meant to stimulate thinking and consideration of alternatives. (JDD)

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