Contents - Major Gifts

from Richard E. Matheny, Major Gifts: Solicitation Strategies, 3rd ed. (CASE 2010)

Foreword, by Gary Evans

Preface

Section 1. Solicitation Strategies

1. Organizing for Success: Step 1
2. Lessons from the Literature and Conventional Wisdom
3. Conducting a Personal Communication Inventory
4. Myths Regarding Major Gift Solicitation
5. Understanding the Sources of Interpersonal Communication
6. Barriers to Effective Communication in Major Gift Solicitation
7. Major Gift Solicitation: 10 Steps to Success
8. Understanding and Motivating Major Gift Prospects
9. Getting the Appointment
10. The Major Gift Meeting: Opening and Closing Techniques
11. Major Gift Solicitation: The Funnel Technique
12. Overcoming Objections: Behind Closed Doors
13. Major Gift Communication and Stewardship Through Group Cultivation Events
14. Reducing Institutional Tensions and Conflicts
15. Confronting the Issues of Status and Power
16. Taking a Step Back
17. Change

Section 2. Case Studies

Instructions
Case A. James Knox College
Case B. The Children's Alternative Center
Case C. Lincoln State University
Case D. St. Mark's Children's Hospital
Case E. Kamps for Kids/Nature Outreach
Case F. Weston Symphony
Case G. Jamesfield Academy
Case H. Huntington University
Case I. The Center for Gender Studies
Case J. University Hospital
Case K. Riverdale Art Gallery

Section 3. Discussion of Case Studies

Thinking Further: Alternatives and Possibilities

About the Author