Abstract Marketing Endowment Pledge Fulfillment How Forcefully Should You Pursue Unpaid Pledges? Naming Gifts How to Determine Naming Gift Requirements Ease Volunteers Into Major Gifts Efforts Help Reluctant Volunteers Get Comfortable Between Capital Campaigns Beef Up Opportunities for Involvement Guidelines for Setting Goals Look to Current Donors When Setting a Campaign Goal Understanding Planned Gifts What's a ‘Split‐interest’ Gift? Pledge Fulfillment Create A Letter of Intent (Rather Than a Pledge Form) Helping Boards Understand Their Philanthropic Potential Ask Board Members to Fill Out Board, Self Assessments Attitude Matters Sincerity is a Cornerstone of Philanthropic Success Closing Techniques Net Worth Formulas Remember the Four R's Before Accepting Gifts of Real Estate… Faithfully Review Your Local Newspaper Challenge Gift Profiles Foundation Challenge Leads to $5 Million Gift Stewardship: Genuine Acts of Kindness Show Your Support In Times of Personal Tragedy Cultivating Endowment Support Establish a Society for Endowment Donors How Is Your Organization Distinctive From Others? Begin an Annual Event with Endowment as the Focus Cultivate Those Returning Home for a Visit How One Nonprofit Identified Major Gift Prospects Projects That Attract Major Gifts Identify Those Who Have a ‘Following’ Cultivating the Business Community Foundation Hopes Business Group Will Attract Major Gifts Staff Meeting Agendas Earmark a Portion of Each Meeting for Major Gift Discussion Paving The Future Gather E‐mail Addresses Now Volunteer Involvement Show Colleagues the Energizing Impact of Major Gifts Development Respond Quickly to Onetime Grants Consultant Profile Five Strategic Planning Pitfalls Useful Management Tools Prospect Form Ensures Coordinated Tracking Efforts

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