|
|
|
|
| LEADER |
00000nam a22000002u 4500 |
| 001 |
in00004136619 |
| 003 |
ERIC |
| 005 |
20220616050840.0 |
| 007 |
he u||024|||| |
| 008 |
990101s1999 xx ||| b ||| | eng d |
| 020 |
|
|
|a 9780899643434 :
|c $45.00
|
| 020 |
|
|
|a 0899643434 :
|c $45.00
|
| 035 |
|
|
|a ED434614 Microfiche
|
| 040 |
|
|
|a ericd
|c ericd
|d MvI
|d UtOrBLW
|
| 049 |
0 |
0 |
|a EEM#
|
| 099 |
|
|
|a ED434614 Microfiche
|
| 100 |
1 |
|
|a Matheny, Richard E.
|0 http://id.loc.gov/authorities/names/n86828271
|
| 245 |
1 |
0 |
|a Major Gifts :
|b Solicitation Strategies. Second Edition /
|c Richard E. Matheny.
|
| 260 |
|
|
|a [Place of publication not identified] :
|b Distributed by ERIC Clearinghouse,
|c 1999.
|
| 300 |
|
|
|a 196 pages
|
| 336 |
|
|
|a text
|b txt
|2 rdacontent
|
| 337 |
|
|
|a microform
|b h
|2 rdamedia
|
| 338 |
|
|
|a microfiche
|b he
|2 rdacarrier
|
| 500 |
|
|
|a Availability: 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).
|5 ericd
|
| 520 |
|
|
|a 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)
|
| 533 |
|
|
|a Microfiche.
|b [Washington D.C.]:
|c ERIC Clearinghouse
|e microfiches : positive.
|
| 500 |
|
|
|a Microform.
|
| 650 |
0 |
7 |
|a Case Studies.
|2 ericd
|
| 650 |
1 |
7 |
|a Donors.
|2 ericd
|
| 650 |
1 |
7 |
|a Fund Raising.
|2 ericd
|
| 650 |
0 |
7 |
|a Higher Education.
|2 ericd
|
| 650 |
1 |
7 |
|a Interpersonal Communication.
|2 ericd
|
| 650 |
0 |
7 |
|a Public Relations.
|2 ericd
|
| 653 |
1 |
|
|a Gifts
|
| 655 |
|
7 |
|a Books.
|2 ericd
|
| 655 |
|
7 |
|a Guides, Non-Classroom.
|2 ericd
|
| 710 |
2 |
|
|a Council for Advancement and Support of Education, Washington, DC.
|
| 907 |
|
|
|y .b6483962x
|b 211123
|c 081227
|
| 998 |
|
|
|a mc
|b 081227
|c m
|d a
|e -
|f eng
|g xx
|h 0
|i 1
|
| 982 |
|
|
|a no_backstage
|
| 999 |
f |
f |
|i 6137394a-d077-5441-9511-c1c49e91771d
|s a615b6c5-ca33-5b3b-8a11-ee392a8ddd66
|t 0
|
| 952 |
f |
f |
|p Non-Circulating
|a Michigan State University-Library of Michigan
|b Michigan State University
|c MSU Microforms
|d MSU Microforms, 2 West
|t 0
|e ED434614 Microfiche
|h Other scheme
|i Microform (Microfilm/Microfiche)
|n 1
|
