Table of Contents

Abstract

Abstract Playing By the Rules What Should, Shouldn't Be Counted in Campaign Totals? What Two Organizations Are Counting in Their Campaign Totals Naming Gift Guideline Advice On Face‐to‐face Calls Build a Corps of Accomplished Volunteers Celebrating Funded Projects Hold A Joint Donor/Community Reception Managing Your Board's Development Committee Have the Development Committee Chair Give Board Reports Monitoring Major Gift Pledge Payments Dealing With Pledges That Don't Convert to Cash Planned Gift Charitable Remainder Trusts Educate Donors on Protecting NIMCRUT Investment Strategy Cultivating ‘Agents of Wealth’ Build Solid Relationships With Insurance Agents Try a ‘Reverse’ Challenge Overcome Planned Gift Objections Help Your CEO Earn Prospects' Respect Respecting Donors' Wishes How to Protect Donor Anonymity More Advice On Anonymous Gifts Dealing With Negative Publicity When Bad Things Happen to Good Charities: Be Honest Expanding Your Prospect Pool University's Dinner Stewards Donor, Attracts New Prospects Are You In a ‘Picking’ or a ‘Planting’ Mode? Foundations That Give Within Geographical Limits Tie Internet Searches To Each Top Prospect Choose To Think Positive Campaign Leadership Issues Keep Your Steering Committee Pumped Campaign Planning Studies Group Meetings Serve As Alternative To One‐on‐One Feasibility Study Interviews Engaging Your Board, Top Prospects Strategic Planning Process Serves to Energize KSU's Board Hiring a Consultant Key Considerations For Selecting Outside Counsel Share Program Results With Your Board Consultant Profile How Persistence Pays Know When ‘No’ Won't Suffice: Third Request Banks a $250,000 Foundation Grant Making Sure Commitment Matches Capability Dealing With an Unexpected, Unsolicited Low‐ball Pledge Judge the Donor's Intent