Abstract Reactivate Founding and Former Board Members Take Pride In Your Profession What Is It You Do, Anyway? Making the Most of Inadequate Resources What You Can Do to Raise More With Less Success Is About Attitude Clearinghouse Features Donated Supplies Websites of Interest Retaining Annual Contributions Procedure Follows Anniversary of Previous Year's Gift Abide by Donors' Wishes If You Agree to Gift Restrictions, Honor Them Collaborative Fund‐raising Efforts Group Effort Promotes Planned Giving, Saves Bucks Welcome Coworkers' Assistance Give Fellow Employees Easy Access to Fund Development Add Rewards, Consequences To Performance Expectations Five Kernels of Wisdom For Conducting Mass Mailings Attention‐grabbing Communications Pre‐call Postcard Grabs Attention, Sets Stage for Phonathon Make Use of Donor Photos Concept Paper Helps Shape Funding Proposals Media Relations Practices Want Your Cause Heard? Meet With The Editorial Board Keeping Your Board Informed, Involved What Do You Cover During Your Board Report? Marketing Major Gifts Guidelines for Naming Buildings Useful Bits of Wisdom Tactics Versus Strategies: Know the Difference Managing Telesolicitation Sound Advice for Hiring Productive Student Callers for Your Phonathon When Interviewing Potential Callers Each Rejection Brings You One Step Closer to Success Special Event Insight Celebrity Appearances: Put Details in Writing Multiple Direct Mail Appeals to the Same List Monthly Letters Serve As Relationship‐Builders, Indirect Solicitations Tying Annual Giving to a Multi‐year Campaign One University's Approach at Increasing Annual Support Do Visitors Know Purchases Help Support Your Mission? Anniversary Ideas Development Tools You Can Use Establish a Process For Encouraging Matching Gifts Follow Listening With Action Sharpening Solicitation Skills Listening Skills Key to Fund‐raising Success

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