INSEAD Library

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Major Gifts Solicitation Strategies Contents Foreword................................................................................ vii Gary Evans Section 1: Solicitation 1. Organizing for Success: Step 1............................................ 1 Strategies 2. Lessons from the Literature and Conventional Wisdom..... 9 3. Conducting a Personal Communication Inventory............ 15 4. Myths Regarding Major Gift Solicitation.......................... 21 5. Understanding the Sources of Interpersonal Communication............................................................. 25 6. Barriers to Effective Communication in Major Gift Solicitations................................................................... 29 7. Major Gift Solicitation: 10 Steps to Success..................... 33 8. Understanding and Motivating Major Gift Prospects........ 47 9. Getting the Appointment................................................... 53 10. The Major Gift Meeting: Opening and Closing Techniques....................................................... 61 11. Major Gift Solicitation: The Funnel Technique.............. 65 12. Overcoming Objections: Behind Closed Doors.............. 71 13. Major Gift Communication and Stewardship Through Group Cultivation Events............................... 81 14. Reducing Institutional Tensions and Conflicts................ 93 15. Confronting the Issues of Status and Power.................... 99 16. Taking a Step Back........................................................ 103 Case A: James Knox College...............................................107 Case B: The Children's Alternatives Center........................ 111 Case C: Lincoln State University........................................ 117 Case D: St. Mark's Children's Hospital............................... 123 Case E: Kamps for Kids/Nature Outreach...........................127 Case F: Weston Symphony.................................................. 133 Case G: Jamesfield Academy.............................................. 139 Preface.................................................................................... ix Section 2: Case Studies Case H: Huntington University............................................ 145 Case I: The Center for Gender Studies................................ 151 Case J: University Hospital ................................................. 157 Case K Riverdale Art Gallery.............................................. 163 Section 3: Alternatives and Possibilities............................................... 171 Discussion of About the Author..................................................................193 Case Studies