Table of Contents

Abstract

Abstract Nurture Major Gift Relationships Involved Volunteers Become Committed Donors Focus Groups Go Beyond Feasibility Study Proper Stewardship of Planned Gifts Prioritize Uses for Unrestricted Bequests Should You Be Marketing Restricted Gifts More Heavily? Stewardship Policies Donor Recognition Procedures for Multi‐year Pledges If You're New to the Profession Use Veterans' Call Reports as Learning Tools Expand Your Pool of Prospects Cultivation Begins With ‘Getting Your Foot in the Door’ Be Prepared to Share Major Gift Opportunities ‘Wish List’ Delineates Needs, Invites Major Gifts Evaluating Staff Performance Five‐point System Measures Staff Performance Be Flexible When It Comes To Payout Periods Rule of Thumb Pre‐Campaign Procedures Timeline for the Production of A Case Statement: Who Does What When? Qualities of the Ideal Major Gifts Officer Make the Most of the Moment Call Reports Are a MUST Relationship‐building Tip Measuring Your Preparedness How to Prepare for A Development Audit Audit Gets Campaign Back On Track Audits: What Firms Charge, How Long It Takes Don't Overlook Capable Donors Identify and Engage New Prospects for Major Gifts Consultant Profile Marketing Planned Gifts Don't Get Too Technical With CRTs Understand Your Prospect Closing Questions Closing Tips Networking Procedures That Get Results How Well Do You Work the Room? Thinking ‘Big’ Helps Move You Beyond Status Quo Necessary Ingredients for Billion‐dollar Campaigns