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| Path: Main Street : Resources & Library : Book Reviews : Book Review |
Major Gifts:
Solicitation Strategies
by Richard E. Matheny.
167 pages. $31.00 US for CASE members, $41.50 US for non-members. From Council For Advancement and Support of Education.Need help to begin, improve, or sustain your major gift program? Then you need this book. Basically a systems approach that deals with everything from enlisting institutional commitment to ensuring a confident attitude on the part of the development officer, it endorses a holistic approach to institutional advancement.
"Successful programs do not happen in a vacuum. The development officer's role is not just to get the gift, but to be a matchmaker, enabling donors to fulfill their own needs through institutional mission," says Matheny.
Section 1 provides the basics for developing strategies, eg. organizing for success, learning from the conventional wisdom, assessing personal communication abilities, and dispelling the myths regarding major gift solicitation. Matheny covers communication barriers, giver motivations, getting the appointment, meeting preparation, objection handling, and planning for stewardship and group cultivation events.
Section 2 tests your newly acquired knowledge through 11 real-life case studies, and Section 3 discusses possible strategies and alternatives.
Buy the book:
International: buy through Amazon.com: Check availability
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