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CO/S "UWRITT51 ! EV5T C 2 PRO- VID$ AT NO CO/ 6! DONORS4 ,_M (! EV5TS Y N[ H W FALL 96? CATEGORY4 ,^! EV5TS >E AIM$ AT PRIOR DONORS Z A 8REW>D0 = _! LOY- AL SUPPORT4 ,!Y P[];LLY RECONNECT ! DONOR 6! MIS.N (! ORGANIZ,N & RE9=CE _! ORIG9AL DECI.N 6GIVE4 ,DONORS L1VE FEEL+ GD1 SAY+ 6!MVS3 8,I'M GLAD ,I GIVE M"OY "!4 ,I W KEEP DO+ T4 ,MAYBE ,I CD GIVE M40 ,NO "O IS ASK$ 6GIVE AT ^! EV5TS4 ,!Y >E /RICTLY A REW>D & RE9=CE;T EV5T4 ,:5 ,PO9T ( ,RE-,5TRY ,EV5TS >E D"O 9 3JUNC;N ) YR ,MULTIPLE-,YE> ,GIV+ ,SOCIETY LEVELS1 Y C 5C\RAGE PRIOR DONORS 69VITE ,8NEW0' P 6^! EV5TS4 ,=! NEW P1 ! EV5T W 2 A ,PO9T ( ,5TRY4 ,J 2 SURE 6D ! RIGOR\S FOLL[-UP "W WE H DESCRIB$4 #CCA ,,RAIS+ ,,M ,,M"OY A#BJA ,LET'S LOOK AT "S EXAMPLES3 ,! DONOR RECOGNI;N D9N] IS ! CLASSIC EX- AMPLE (A ,FREE ,FEEL-,GD ,CULTIV,N ,EV5T4 ,ALL DONORS AT A C]TA9 LEVEL >E 9VIT$ 6A SPECIAL HOME OR BOAT OR G>D5 ": !Y >E ?ANK$1 HONOR$ & RECONNECT$ 6! FACTS & EMO- ;NAL IMPACT ( YR "W4 ,LET ! GUE/S "K 9 AD- V.E "! W 2 A %ORT PROGRAM4 ,2G9 )A WELCOME & ?ANK Y F "O ( YR KEY --------------------------------------#BJB BO>D MEMB]S4 ,PLAQUES MAY 2 PRES5T$ 6EA* DONOR OR "S?+ M P]SONAL S* Z A FRAM$ *N'S DRAW+4 ,!N 2 SURE Y 9CLUDE AT L1/ "O LIVE TE/IMONIAL F A CLI5T1 FAMILY MEMB]1 VOLUN- TE] OR /AFF MEMB]--& MAKE X GD4 ,NEXT ! ,VI.N>Y ,L1D] BRIEFS ! DONORS ON ! /ATE (! ORGANIZ,N = NO M ?AN FIVE M9- UTES1 TELL+ !M H[ F> Y H -E ?ANKS 6_! HELP4 ,!N ! L1D] PA9TS ! PICTURE (! ORGAN- IZ,N'S FUTURE1 ! NEXT PHASE (! DR1M1 ! NEXT LEVEL ( NE$S4 ,? C BORD] ON A 8S(T0 ,ASK4 8,WE'RE LOOK+ =W>D 6BUILD+ \R [N BUILD+ 9 ! NEXT ?REE YE>S4 ,Y'LL 2 HE>+ M AB T Z ! "T -ES CLOS]40 #CCB ,,RAIS+ ,,M ,,M"OY A#BJB ,! ,VI.N>Y ,L1D] C EV5 M5;N A ,*ALL5GE ,GIFT T HAS BE5 RCVD OR BETT] YET1 ANN\NCE ! *ALL5GE N[ 6^! DONORS Z 9SID]S4 ,IF ! DONORS 6! ,*ALL5GE ,GIFT ,FUND >E PRES5T1 H !M SAY :AT 9SPIR$ !M 63TRIBUTE 9 ? WAY4 ,X W HELP LAUN* ! NEXT PHASE (! CAMPAIGN & 5C\RAGE P 69CR1SE _! 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NEXT "D4 ,S9CE ? IS A ,PO9T ( ,RE-,5TRY ,EV5T1 Y W 2 />T+ ! CYCLE ) !M AG 0MAK+ ,FOLL[-,UP ,CALLS4 ,ANO!R TYPE ( ,FREE ,FEEL-,GD ,CULTIV,N ,EV5T IS 9VIT+ YR EXI/+ DONORS 6"S REGUL>- LY S*$UL$ EV5T ) YR CLI5TS4 ,MAYBE DONORS >E 9VIT$ 6! REUNION ) P>5TS & PREMATURE BABIES HO/$ E O!R YE> 0! HOSPITAL4 ,N[ T WD 2 A TE>-J]K]6 ,X CD 2 PREC$$ 0A SPECIAL RECEP;N = DONORS )! H1D PHYSICIAN 9 ! P$I- ATRICS UNIT &! H1D (! HOSPITAL4 ,OR DONORS >E 9VIT$ 6! REGUL>LY S*$UL$ GRADU,N1 PRE- C$$ 0A SPECIAL RECEP;N )! PR9CIPAL & BO>D4 ,A ?IRD EXAMPLE (A ,FREE ,FEEL-,GD ,CUL- TIV,N OR ,PO9T ( ,RE-,5TRY ,EV5T IS A PRI- VATE1 ISSUE-ORI5T$ =UM )A S"\-AF SP1K]4 ,? "WS WELL = POLICY & N,NAL #CCD ,,RAIS+ ,,M ,,M"OY A#BJC ORGANIZ,NS & C 2 TAK5 ON ! ROAD4 ,J 2 SURE 69CLUDE 5 EMO;N 9 ! TE/IMONIALS &! IMPAS- .N$ DR1M (! ,VI.N>Y ,L1D]4 ,O!RWISE Y W H AN 9TELLECTUAL EV5+1 : IS N SU6ICI5T =A ,FREE ,FEEL-,GD ,CULTIV,N ,EV5T4 ,,LAUN*+ ,A ,,VOLUNTE] ,,GIV+ ,,PROGRAM ,A F\R? EXAMPLE (A ,FREE ,FEEL-,GD ,EV5T IS A VOLUNTE] RECOGNI;N EV5T4 ,:5 PLANN$ Z A ,PO9T ( ,RE-,5TRY1 X C 2 US$ 6LAUN* A VOLUNTE]-DRIV5 VOLUNTE] GIV+ PROGRAM4 ,"H IS A SU7E/$ ROAD MAP3 ,2G9 0ID5TIFY+ TWO OR ?REE KEY VOLUNTE]S :O >E SUPPORTIVE (! NO;N ( VOLUNTE] GIV+4 ,ASK !M 6CO-*AIR YR NEXT VOLUNTE] RECOGNI- ;N EV5T OR S]VE ON ! EV5T -MITTEE4 ,!N DESIGN T EV5T 6BE A P[];L ,PO9T ( ,RE-,5TRY = YR VOLUNTE]S4 ,GIVE P SU6ICI5T FACTS AB YR CURR5T PROGRAMS & NE$S4 ,2 SURE 6%[ A VIDEO OR PROVIDE 5 ( AN EMO;NAL TE/IMONIAL T P W 2 RECONNECT$ 6! MIS.N4 ,Z Y PRES5T ! AW>DS 6SELECT$ VOLUNTE]S1 HID FOLL[-UP SCRIPT 7SEE ,*APT] #BA7 6?ANK !M & ASK = _! FE$BACK4 ,!N H ! FOLL[-UP CALL] ADD ! FOLL[+3 8,Y "K1 AF A WOND];L EV5T L T1 _M ( U H BE5 ?9K+ AB H[ WE1 Z VOLUNTE]S1 C HELP ! ORGANIZ,N 6EXP& XS PROGRAMS 6^? >1S ( NE$ WE SEE S CLE>LY4 ,WE DON'T "K :E!R WE WD />T "S TYPE ( SPECIAL FUND OR GIVE AT "O (! LEVELS ALR DESIGN$ = ?4 ,WD Y H AN 9T]- E/ 9 2+ 9VOLV$ 9 "S?+ L T80 ,H ! PHON]S WRITE UP _! NOTES ON EA* CALL4 ,!N SUMM>IZE ! RESULTS4 ,:AT P]C5T- AGE SEEM G5],Y FAVORA#8 ,NEUTRAL8 ,NEGA- TIVE8 ,ASSUM+ T ! #BJ-FJ-BJ RULE W HOLD TRUE1 Y W H #BJ@3P (! P SAY+ !Y >E FAVORA- #1 #FJ@3P NEUTRAL & #BJ@3P OPPOS$4 ,NEXT1 DESIGN YR ,UNITS ( ,S]VICE OR GIV+ LEVELS4 ,TRY 6AVOID A4+ DI6]5T LEVELS 6! GIV+ LEVELS ! ORGANIZ,N ALR HAS4 #CCF ,,RAIS+ ,,M ,,M"OY A#BJD ,MAKE SURE ! DONORS "U/& ^! CATEGORIES >E = UNRE/RICT$ OP]AT+ FUNDS4 ,!N MOVE =W>D ) YR ASKS1 ALL 6BE D"O BY ACTIVE1 WELL-RESPECT$ VOLUNTE]S4 ,EI 0LR OR EMAIL1 0PH"O OR 9 P]SON1 !Y EXPLA9 6! VOLUNTE]S T1 BAS$ ON ! FE$BACK RCVD1 _M VOLUNTE]S H EXPRESS$ AN 9T]E/ 9 2COM+ SUS- TA9+ F9ANCIAL SUPPORT]S (! ORGANIZ,N4 ,!Y 9VITE ! VOLUNTE]_/DONOR 6JO9 !M 9 "PICI- PAT+ AT :AT"E LEVEL WD 2 -=TA# = !M4 ,ORGANIZE ANO!R ,FREE ,FEEL-,GD ,CULTI- V,N ,EV5T )9 ?REE MON?S (! ,ASK 6%[CASE ! K9DS ( ?+S _! M"OY HAS PROVID$4 ,5C\RAGE ! VOLUNTE]S_/DONORS 6BR+ FRS1 FAMILY & O!R VOLUNTE]S 6JO9 !M4 ,:E!R ! EV5T IS A ,SCI- ;E ,FAIR 6%[ (F ! EXP&$ SCI;E PROGRAMS1 A LECTURE F A NOT$ ?9K] 9 YR ISSUE >EA OR A 8WELCOME0 RECEP;N =! NEW /AFF P]SON HIR$ Z A RESULT ( T EXTRA FUND+1 LET ! DONORS 9 ON ! GD NEWS4 ,TR1T !M Z ! TRUE 9SID]S !Y >E4 ,AF EA* EV5T1 H _! ,DONOR ,S]VICE ,REP- RES5TATIVE FOLL[ UP ) !M AG1 P]SON,Y1 6GET _! FE$BACK & #CCG ,,RAIS+ ,,M ,,M"OY #BJE ADVICE4 ,KEEP 9VIT+1 FOLL[+-UP1 LI/5+ & ASK+4 ,KEEP CU/OMIZ+ EA* /EP 6:AT !Y >E TELL+ Y !Y WANT4 ,KEEP TR1T+ !M Z ! NEW BRE$ ( VOLUNTE]_/DONOR4 ,!Y W GR[ 96MAJOR LIFEL;G DONORS4 #CCH ,,RAIS+ ,,M ,,M"OY A#BJE #CCI ,,RAIS+ ,,M ,,M"OY #BJF-BJG ,,*APT] #BD ,,! ,,FREE ,,"O-H\R ,,ASK ,,EV5T ,! ?IRD CATEGORY ( EV5T IS ! ,FREE ,"O- ,H\R ,ASK ,EV5T4 ,Z ! "N IMPLIES1 WE ACTU- ,Y ASK P 6GIVE M"OY AT ? EV5T4 ,IF P H ALR PD A TICKET PRICE1 REG>D.S ( H[ SMALL A PRICE1 !Y W RES5T 2+ ASK$ 6GIVE ANY A4I;NAL M"OY AT ! EV5T4 ,9 _! M9DS1 !Y H ALR GIV54 ,! PRICE ( _! TICKET 0 _! GIFT 6Y4 ,EV5 9 ! CASE ( AN AUC;N1 A RA6LE OR A GOLF T\RNA;T1 ": DONORS >E GETT+ PL5TY ( TANGI# GDIES 9 RETURN1 MO/ DONORS W FEEL ANY M"OY SP5T 0 _! 3TRIBU;N 6_! ORGANIZ,N4 ,9 \R MODEL1 6QUALIFY Z AN ,ASK ,EV5T1 "! IS NO TICKET PRICE 6! GUE/4 ,T IS "R1 X IS A .FREE ,ASK ,EV5T4 ,P "K 9 ADV.E !Y W 2 ASK$ 6GIVE4 ,YET !Y >E N REQUIR$ 6GIVE AT ALL4 ,"! >E NO M9IMUM & NO MAXIMUM GIFTS SU7E/$4 ,9 O!R ^WS1 P C GIVE NO?+4 ,? EV5T IS 4T9CT F ALL O!R EV5TS4 ,9 OR- D] 6BE SU3ESS;L US+ ? =MAT1 X IS A GD IDEA 6PUT ASIDE ALL ! O!R EV5TS T Y MAY #CDJ ,,RAIS+ ,,M ,,M"OY A#BJG ?9K X RESEM#S & J LE>N H[ ? EV5T "WS4 ,! ,FREE ,"O-,H\R ,ASK ,EV5T HAS A "PIC- UL> =MULA2 "! IS NO?+ HAPHAZ>D AB X4 ,! PROGRAM ELE;TS >E SEQU;ED S Z 6BUILD 6A CRESC5DO AT ! 5D (! H\R4 ,AT T PO9T1 ! GUE/S H BE5 SU6ICI5TLY $UCAT$ & 9SPIR$1 9 S* A NATURAL & RESPECT;L MANN]1 T !Y >E A# 6*OOSE FREELY :E!R OR N !Y WD L 63TRIBUTE F9ANCI,Y 02COM+ A "P ( --------------------------------------#BJH YR ORGANIZ,N'S ,MULTIPLE-,YE> ,GIV+ ,SOCI- ETY4 ,F> F 2+ A HI<-PRESSURE1 OBLIGATORY-GIV+ EV5T1 ! ,FREE ,"O-,H\R ,ASK ,EV5T PROVIDES P ) AN UN=GETTA#1 SU39CT PRES5T,N (! EX- TRAORD9>Y "W ( YR ORGANIZ,N4 ,YR GUE/S W 2 ?ANK+ Y = HAV+ 9VIT$ !M4 ,? =MAT IS N[ US$ = _M HI$ 6MO/ EV5TS P >E N[ BUSY PRODUC+1 ? TYPE ( EV5T REQUIRES SIG- NIFICANTLY LESS "W4 ,! BE/ "P AB X1 2SS ! BOTTOM-L9E ( C\RSE1 IS T ! 5TIRE H\R IS SP5T $UCAT+ ! AUDI;E AB YR #CDA ,,RAIS+ ,,M ,,M"OY A#BJH PROGRAMS4 ,X IS A L>GE-GR\P ,PO9T ( ,5TRY EV5T1 IDE,Y = P :O H ALR BE5 6A ,PO9T ( ,5TRY4 ,! BIG DI6];E IS T ? "T !Y >E ASK$ 62COME F.D+ MEMB]S ( YR ,MULTIPLE-,YE> ,GIV+ ,SOCIETY 0PL$G+ 6GIVE AT SPECIFI$ ,UNITS ( ,S]VICE = MULTIPLE YE>S4 ,LET'S LOOK AT H[ X "WS4 ,Y H D"O YR ,PO9T ( ,5TRY EV5TS4 ,Y H FOLL[$ UP1 9 _M CASES S"EAL "TS1 )! 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GUE/S %D 2 -+1 IDE,Y1 2C A FR 9VIT$ !M4 ,"!=E1 X IS ESS5TIAL T E ,TA# ,CAPTA9 "U/&S ! WAY ! EV5T "WS & FEELS -=TA# T _! GUE/S W N 2 PRESSUR$1 9 ANY WAY1 6GIVE4 ,TAKE ! "T 6G OV] ! SU7E/$ ^W+ 6BE US$ 0EA* ,TA# ,CAPTA9 Z !Y 9VITE _! GUE/S4 ,MAKE SURE !Y >E CLE> T P W 2 ASK$ 6GIVE M"OY AT ! 5D (! EV5T2 H["E1 "! IS NO M9I- MUM & NO MAXIMUM 3TRIBU;N EXPECT$4 ,9 O!R ^WS1 X IS F9E = P N 6GIVE AT ALL4 ,LET'S SAY #CJ P AGREE 6BE ,TA# ,CAP- TA9S4 ,_! JOB IS 6FILL A TA# ( #AJ ON ! "D (! EV5T4 ,T M1NS !Y W NE$ 6/>T BY #CDC ,,RAIS+ ,,M ,,M"OY A#BJI 9VIT+ _M M ?AN #AJ GUE/S & 03FIRM+ AT L1/ #AD P P]SON,Y 7) REM9D] PO/C>DS & PH"O CALLS7 AT L1/ TWICE Z ! EV5T APPROA*ES1 9CLUD+ ONCE ! "D 2F ! EV5T4 ,T IS :AT X W TAKE 6PRODUCE #AJ P AT _! TA# ON ! "D (! EV5T4 ,YR PROJECT$ FUND RAIS+ NUMB]S =! EV5T %D PRESUME T NO M ?AN #EJ@3P (! GUE/S W MAKE A F9ANCIAL 3TRIBU;N T "D4 ,! O!R #EJ@3P MAY *OOSE 6-E 6A 8R1L0 ,PO9T ( ,EN- TRY AF ! EV5T 6LE>N M1 6TALK ) "S"O ELSE 2F MAK+ _! GIFT OR N 6GIVE AT ALL4 ,9 O!R ^WS1 ! EV5T ORGANIZ]S NE$ 6BE C.T+ ON ONLY HALF ! P GIV+4 ,= _M (! GUE/S :O H BE5 6,PO9TS ( ,5TRY & SUBSEQU5TLY WELL-CULTIVAT$ FOLL[+ ! ,RAIS+ ,M ,M"OY MODEL1 ? EV5T W 2 ! F/ "T !Y H BE5 ASK$ 6GIVE4 ,= L;G-"T SUPPORT]S ( ! ORGANIZ,N1 ! EV5T W 2 A REA6IRM,N ( _! WISE 9VE/;T & !Y MAY *OOSE 6GIVE AG4 ,= BR& NEW P1 ! ,FREE ,"O-,H\R ,ASK ,EV5T W S]VE Z _! ,PO9T ( ,5TRY & !Y W MO/ LIKELY NE$ M "T OR 9VOLVE;T 2F !Y *OOSE 6GIVE4 ,ON ! MORN+ (! EV5T1 ! ,TA# #CDD ,,RAIS+ ,,M ,,M"OY B#BJI ,CAPTA9S >RIVE E>LY 6GREET _! GUE/S4 ,! GUE/S >RIVE1 "S:AT 3FUS$1 WOND]+ :AT ? IS ALL AB1 LOOK+ =! C(FEE4 ,?\< !Y H BE5 TOLD ? IS A "O-H\R EV5T1 NO "O 2LIEVES X4 ,P >E ASSUM+ !Y W NE$ 6SLIP \ A LL E>LY1 WRITE A *ECK & GET BACK TO --------------------------------------#BAJ _! "WPLACE4 ,9/1D1 Y WAKE !M UP1 DAZZLE !M1 9SPIRE !M & !N ASK = _! M"OY1 ALL )9 #FJ M9UTES4 ,9 ? _W ( 9/ANT GRATIFIC,N1 GIV5 ! 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DATE = YR BIG EV5T & GET 6"W6 #CFB ,,RAIS+ ,,M ,,M"OY #BBJ-BBA ,,*APT] #BE ,,TAK+ ,,! ,,RAIS+ ,,M ,,M"OY ,,MODEL ,,ONL9E ,N[ T Y >E 2COM+ M -=TA# )! L&SCAPE (! NEW R1L;Y & Y >E >M$ )A SY/EM = BUILD+ LIFEL;G DONORS1 Y C 2G9 6SEE H[ 6ADAPT ? APPROA* 6ALL K9DS ( V5UES4 ,GIV5 ! PIVOTAL ROLE T ONL9E GIV+ W PLAY 9 ! YE>S 6-E1 LET'S LOOK AT H[ 6USE \R MODEL 63DUCT A FULL ONL9E PROGRAM4 ,:ILE ? MAY / SEEM PREMATURE1 AT ! RATE ?+S >E *ANG+1 Y _H BE/ GET PREP>$4 ,OV] ! NEXT FIVE 6T5 YE>S ! ,9T]NET W 2COME A MAJOR MODE ( GIV+4 ,= _M ORGANIZ,NS1 ? IS ALR TRUE4 ,9CR1S+ NUMB]S ( _! EXI/+ DONORS PREF] GIV+ ONL9E4 ,6SAVE "T1 TRAVEL OR 6AVOID HUMAN 3TACT1 EV5 YR LOYAL LOCAL DONORS MAY F9D X EASI] 6CLICK M"OY YR WAY ?AN 6WRITE Y A *ECK4 ,Y W 2 SURPRIS$ 6F9D H[ _M ( YR EXI/+ LOYAL DONORS MAY SWIT* 6ONL9E GIV+ :5 Y MAKE X AVAILA# 6!M4 #CFC ,,RAIS+ ,,M ,,M"OY A#BBA ,/EP BACK & TAKE A LOOK AT H[ ! ,9T]NET IS CURR5TLY 2+ US$ Z A RES\RCE = *>ITA# GIV+4 ,! MO/ POPUL> APPLIC,N TD IS = ATTRACT+ NEW DONORS :O 9/ANTLY CLICK ON ! 8DONATE N[0 BUTTON4 ,= L>GE N,NAL & 9T]N,NAL OR- GANIZ,NS1 T WD SEEM L A GD ?+4 --------------------------------------#BBB ,EV5 = SMALL] ORGANIZ,NS1 ! OPPORTUN;Y TO ACQUIRE NEW DONORS ONL9E IS EXTREMELY AT- TRACTIVE4 ,YET1 US+ \R MODEL1 ONL9E 8GIV+0 IS ONLY "O ASPECT (! LIFEL;G REL,N%IP Y >E AIM+ TO DEVELOP4 ,:ILE X IS C]TA9LY POSSI# 6USE ! ,9T]NET M]ELY 6DRIVE M"OY YR WAY1 X MISSES ! RI* OPPORTUNITIES ? M$IUM AF=DS 6CULTI- VATE A TRU] REL,N%IP4 ,US+ EMAIL1 ! ,9T]- NET ALL[S Y 6BUILD A LI/ ( POT5TIAL DONORS & !N 3NECT & /AY 3NECT$ ) !M OV] "T )A UNIQUE S5SE ( P]SONALIZ,N & IMM$IACY4 ,T WAY1 :5 Y >E R1DY 6ASK =A GIFT ONL9E1 Y W H E>N$ 5 P]MIS.N S T X W 2 NO?+ M ?AN NUDG+ ! 9EVITA#4 ,LET'S LOOK AT H[ 6WALK "? ALL #CFD ,,RAIS+ ,,M ,,M"OY A#BBB F\R /EPS (! ,RAIS+ ,M ,M"OY MODEL ONL9E4 ,,/EP ,,"O3 ,,PO9T ,,( ,,5TRY ,IF Y SP5D ANY "T VISIT+ NONPR(IT ,WEB SITES1 Y W QKLY NOTICE : "OS GRAB Y4 ,A GRT ,WEB SITE1 :5 DESIGN$ 69CLUDE ! ?REE ESS5TIAL ELE;TS--,FACTS1 ,EMO;NAL ,HOOK &A LEGITIMATE WAY 6,CAPTURE ! ,"NS ( YR GUE/S --2COMES A ,PO9T ( ,5TRY4 ,^? BOR+ DRY SITES W N D ! TRICK4 ,NOR W ! "OS ) ALL ! FANCY /R1M+ VIDEO (! 4A/] VICTIMS & HUNGRY *N4 ,! FRONT PAGE ( YR ,WEB SITE M/ 3TA9 BO? ! ,FACTS &! ,EMO;NAL ,HOOK4 ,J Z )A LIVE EV5T1 "S (! BE/ ONL9E ,PO9TS ( ,5TRY ,I H SE5 USE /ORIES & TE/IMONIALS1 -B9$ ) / OR MOV+ PHOTOS & MUSIC1 6HOOK Y4 ,H X 2 A VIRTUAL WALK-"? OR T\R ( YR ORGANIZ,N4 ,Y C 9CLUDE ! SAME ?REE H&\TS US$ AT A LIVE ,PO9T ( ,5TRY3 ! ,FACT ,%EET1 ! ,WI% ,LI/ & YR /&>D BRO*URE4 ,^! C 2 EASILY L9K$ 6YR FRONT PAGE OR 9TRODUC$ AT ! "R "T 9 ! CLICK-"? VIRTUAL T\R4 ,YR ONL9E ,PO9T ( ,5TRY M/ L1VE P #CFE ,,RAIS+ ,,M ,,M"OY B#BBB 9 ! SAME PLACE Z YR LIVE ,PO9T ( ,5TRY1 T IS1 HAV+ ANSW]$ ! "QS3 ,H[ DOES ! "W ( ? ORGANIZ,N *ANGE LIVES8 ,H[ DOES X A6ECT ! LIFE ( "O P]SON OR "O FAMILY8 --------------------------------------#BBC ,D N TRU/ YR [N 9/9CTS 6GAUGE ! IMPACT ( YR ONL9E ,PO9T ( ,5TRY4 ,TE/ X \ ON A FEW P 6SEE IF X IS /R;G 5 6$UCATE & 9SPIRE !M4 ,O4S >E X W NE$ M EMO;N4 ,H[ _M SCRE5S D !Y H 6CLICK "? 6GET 6! GD /UFF8 ,MAKE X R1DILY AVAILA# ONCE !Y >RIVE AT YR SITE4 ,H[ !N >E Y GO+ 6CAPTURE ! "NS & EMAIL A4RESSES8 ,Z )A LIVE1 IN-P]SON ,PO9T ( ,5TRY1 Y M/ H P'S P]MIS.N 6GIVE Y _! "NS & 6/AY 9 T\* ) !M4 ,Y M/ E>N T P]MIS.N1 USU- ,Y 0GIV+ !M "S?+ ( VALUE 9 RETURN VIA EMAIL OR ! ,9T]NET4 ,V FEW ,WEB SITES D ?4 ,R ?AN FOCUS+ ON CAPTUR+ "NS1 EMAIL AD- DRESSES & O!R /RATEGIC 9=M,N F _! VISITORS 9 ORD] 62G9 6DEVELOP AN ONGO+ REL,N%IP1 MO/ SITES (F] A PASSIVE1 9=M,NAL 8BRO*URE0 SITE OR J A BOLD 8DONATE N[0 BUTTON4 ,DID Y "K T ! AV]AGE ,WEB SITE VISITOR MAKES UP _! M9D AB YR ,WEB SITE )9 #CFF ,,RAIS+ ,,M ,,M"OY A#BBC ! F/ ?REE SECONDS8 ,IF "! IS NO?+ 6DRAW !M 9 & CAPTURE _! ATT5;N1 !Y W 2 G"O 9 A CLICK4 ,LOOK AT YR ,WEB SITE3 ,:AT >E Y (- F]+ P 6MAKE X WOR?:ILE = !M 6GIVE Y M 9=- M,N8 ,:AT IS _! SELF-9T]E/ 9 GIV+ Y _! EMAIL A4RESS & 2G9N+ AN 9T]ACTIVE REL,N%IP ) Y8 ,:Y G 6ALL ! "W ( CR1T+ AN ATTRACTIVE & 5GAG+ SITE )\T MAK+ X CLE> 6YR VISITORS :AT Y WANT !M 6D NEXT 6DEEP5 _! 3NEC;N 6Y8 ,SE? ,GOD9 CALLS ? ! 8BANANA40 ,8 /RAID METAPHOR SAYS3 ,ALL ! GORILLA WANTS IS ! BANANA2 GIVE HM ! BANANA & HE W /AY2 DON'T GIVE HM ! BANANA & HE W LOSE 9T]E/ 9 Y & L1VE4 ,:AT IS YR 8BANANA10 YR (F]1 9 EX*ANGE = P'S 3TACT DATA8 ,X CD 2 AN (F] ( M SPECIF- IC 9=M,N S5T VIA D[NLOADS1 MAIL+S1 EMAIL UPDATES1 ANN\NCE;TS OR BULLET9S4 ,YR ,WEB SITE W 2 $UCAT+ VISITORS AB SUBJECTS !Y WANT 6"K M AB4 ,IF Y H TRULY GRA2$ _! 9T]- E/1 !Y W WANT 6/AY 9 3TACT ) Y4 ,3V]SELY1 YR (F] CD 2 A REQUE/ = 9=M,N F !M4 ,? CD 9CLUDE HAV+ A BOX OR PAGE = !M 6TYPE 9 #CFG ,,RAIS+ ,,M ,,M"OY #BBD _! -;TS AB YR ,WEB SITE4 ,X CD 2 ! OPPOR- TUN;Y 6"PICIPATE 9 A SURVEY OR JO9 A *AT ROOM ": !Y C H A =UM 6%>E _! VIEWS4 ,X MAY 2 ! (F] ( AN ONL9E OR (FL9E NEWSLR SUB- SCRIP;N1 AN (F] 6BE NOTIFI$ ( EV5TS OR HAPP5+S ( 9T]E/ 6!M1 OR AN (F] 6BE KEPT 9=M$ AB LEGISL,N1 ISSUES OR >1S ( -MON 3C]N4 ,9 EX*ANGE = (F]+ ANY ( ^!1 Y C]TA9- LY H 5 P]MIS.N 6ASK = _! 3TACT 9=M,N3 "N1 A4RESS1 PH"O NUMB] &1 ( C\RSE1 EMAIL AD- DRESS4 ,9 %ORT1 YR PRIM>Y OBJECTIVE %D ALW 2 TO GET YR VISITORS 6TELL Y :O !Y >E4 ,Y WANT 6USE YR ,WEB SITE = CAPTUR+ _! EMAIL AD- DRESSES & Z M* A4I;NAL 9=M,N Z POSSI# S T Y C /AY 9 T\* ) !M4 ,:Y8 ,2C ! M !Y -E 6"K & TRU/ Y ONL9E1 ! M !Y W SAY YES :5 Y ASK4 ,,/EP ,,TWO3 ,,FOLL[ ,,UP ,,& ,,9VOLVE ,ONCE Y H _! "NS1 Y >E R1DY 6G >.D ! CYCLE4 ,! NEXT /EP IS FOLL[ UP1 ": Y 2G9 6DEEP5 ! DIALOG--! GIVE-&-TAKE ( #CFH ,,RAIS+ ,,M ,,M"OY A#BBD 9=M,N RELEVANT 6EA* UNIQUE DONOR4 ,Y H S"EAL OP;NS Z 6H[ 6FOLL[ UP4 ,ASSUM+ Y WANT 6/AY ONL9E1 Y C RESPOND IMMLY )A /&>DIZ$ YET P]SONALIZ$ EMAIL SUR- VEY OR "QNAIRE T ?ANKS !M = VISIT+ YR SITE & !N ASKS !M 6ANSW] ! ?REE FOLL[-UP "QS3 ,:AT DID Y ?9K ( \R ,WEB SITE & \R ORGANI- Z,N 7\R ONL9E ,PO9T ( ,5TRY78 ,IS "! ANY WAY Y CD SEE YRF 2COM+ 9VOLV$8 ,WD Y L 6ATT5D "O ( \R GET-ACQUA9T$ EV5TS8 ,IS "! ANY"O ELSE Y C ?9K ( :O MIE TRY+ 6GET P'S FE$BACK AB YR SITE4 --------------------------------------#BBE ,H[ DID !Y LOCATE YR SITE 9 ! F/ PLACE8 ,:AT "W$ AB X = !M8 ,:AT 7 ! B>RI]S 6US+ X8 ,9 O!R ^WS1 D N ASK !M ALL ! "QS #CFI ,,RAIS+ ,,M ,,M"OY A#BBE Y WD ASK 9 A /&>DIZ$ "QNAIRE =MAT4 ,ASK !M "O OR TWO AT A "T & WAIT = _! RESPONSES 2F ASK+ = M4 ,YR GOAL IS 6GET A TRUE DIALOG GO+ ) EA* P]SON--6H X FEEL1 6Y & 6!M1 Z ?\< "! IS A R1L P]SON ON ! O!R SIDE (! SCRE54 ,? SURVEY TE*NIQUE1 ( C\RSE1 C 2 APPLI$ 6GETT+ FE$BACK AB YR NEWSLR1 AN EV5T1 ! QUANT;Y & QUAL;Y (! 9=M,N Y >E PROVID+ OR ANY O!R TOPIC ( 9T]E/ 6Y4 ,! ,ONL9E ,NEWSLR ,"O (! EASIE/ & MO/ P[];L TOOLS = DEVEL- OP+ LIFEL;G DONORS ONL9E IS 6PRODUCE AN ONL9E V].N ( YR NEWSLR4 ,? IS AN EXCELL5T WAY 6$UCATE1 9=M1 9SPIRE & 9VOLVE YR NEW FRS4 ,ONL9E NEWSLRS >E SIGNIFICANTLY LESS CO/LY 6PRODUCE & 4TRIBUTE ?AN H>D-COPY NEWSLRS4 ,!Y "W EXTREMELY WELL Z ! 8BA- NANA0 T Y (F] P M]ELY = GIV+ Y _! 3TACT 9=M,N4 ,!Y C (F] L9KS 6O!R SEC;NS ( YR WEBSITE 9CLUD+ ! 8EMAIL U N[0 L9K %D !Y WI% 6-;T ON "S?+ !Y H R1D 0RESPOND+ DIRECTLY4 ,F9,Y1 ONL9E NEWSLRS >E #CGJ ,,RAIS+ ,,M ,,M"OY B#BBE EASY = P 6=W>D 6O!RS :O C !N SUBSCRIBE !MVS4 ,IF Y >E 3SID]+ (F]+ YR NEWSLR ONL9E1 />T )A SY/EMATIC EF=T 63V]T YR EXI/+ MAIL+ LI/ 6AN EMAIL LI/ S T Y C GET 6"K YR CUR- R5T SUBSCRIB]S ONL9E4 ,9 E =M ( H>D-COPY -MUNIC,N--:E!R DIRECT MAIL APP1LS & RE- SPONSES1 ?ANK Y NOTES1 HOLI"D C>DS OR AN- NUAL REPORTS--9VITE ! RECIPI5T 6EMAIL1 CALL OR WRITE Y 6GIVE Y _! EMAIL A4RESS4 ,TELL !M T X W ALL[ Y 6SAVE "T & M"OY4 ,ASK = _! P]MIS.N 6H _! NEWSLR >RIVE ON _! -PUT] SCRE5 VIA EMAIL4 ,ONCE E/ABLI%$1 YR ELECTRONIC NEWSLR C 2 TI$ 6A SELF-ADM9I/]+ DATABASE T ALL[S P1 ON AN ONGO+ BASIS1 --------------------------------------#BBF 6SUBSCRIBE1 UNSUBSCRIBE1 *ANGE _! 3TACT 9=M,N1 ASK "QS1 REQUE/ 9=M,N OR J G5],Y -MUNICATE ) YR ORGANIZ,N4 ,Y C !N USE ? DATABASE_/-MUNIC,N S(TW>E 6TRACK E -MUNI- C,N 6& F YR 3TACT LI/4 #CGA ,,RAIS+ ,,M ,,M"OY A#BBF ,E>N+ ,P]MIS.N ,ONL9E ,:ILE1 ) _M ( YR DONORS1 YR OBJECTIVE W 2 6GET 8LIVE10 9 O!R ^WS 6SWIT* 6! TELE- PH"O OR FACE-TO-FACE 3TACT1 Y M/ RESPECT ONL9E ETIQUETTE & E>N T P]MIS.N1 /EP-BY- /EP4 ,= EXAMPLE1 AN OBVI\S NEXT /EP AF AN ON- L9E DIALOG HAS BE5 E/ABLI%$1 WD 2 69VITE ! P]SON 6"O ( YR LIVE ,PO9T ( ,5TRY EV5TS4 ,:ILE Y CD PO/ T Z AN OP5 9VIT,N ON ! FRONT PAGE ( YR ,WEB SITE1 :E!R OR N P EV5 G "? YR ONL9E ,PO9T ( ,5TRY1 Y W 2 M* M LIKELY 6H P ACTU,Y %[ UP IF !Y H ALR GOTT5 6"K Y ONL9E4 ,J L YR TELEPH"O ,FOLL[-,UP ,CALLS1 YR JOB 9 ! ONL9E FOLL[ UP IS 6LI/5 =! CUES TO EA* P]SON'S HOT BUTTONS4 ,:AT IS X AB YR "W T CAPTURES _! HE>TS8 ,:AT EXP]I;E 9 _! LIVES L$ !M 6Y8 ,IS "! ANY?+ 9 "PICUL> !Y WD L M 9=M,N AB8 ,! ONL9E FOLL[ UP M/ E/ABLI% 5 P]MIS.N = Y 6RECONTACT !M AB A TOPIC ( _! *OOS+4 ,ASK !M 9 YR EMAIL DIALOG IF !Y WD #CGB ,,RAIS+ ,,M ,,M"OY B#BBF L 6ATT5D A LECTURE OR "S O!R MIS.N-RELAT$ EV5T4 ,IF !Y >E A L;G 4T.E AWAY1 :AT ELSE C Y (F] !M8 ,J ! DIALOG OR *AT ROOMS OR ONL9E NEWS MAY 2 SU6ICI5T4 ,O!RS MAY WANT A FACE-TO-FACE VISIT :5 YR ,ALUMNI ,REL,NS P]SON -ES 6_! T[N4 ,DET]M9E ! NUMB] OR QUAL;Y ( 3TACTS Y W H ) EA* POT5TIAL DONOR 2F Y ASK !M = M"OY4 --------------------------------------#BBG ,,/EP ,,?REE3 ,,ASK ,,= ,,M"OY ,J Z ) \R (FL9E MODEL1 ! VIRTUAL ,ASK M/ N 2 MADE UNTIL ! FRUIT HAS RIP5$4 ,SP5D 5 "T ON ! ,CULTIV,N ,SUP]HIE R1DY 6ASK = M"OY1 REMEMB] 6IN- CLUDE ! SAME 9GR$I5TS (A LIVE1 MAIL OR TELEPH"O ,ASK3 ,UNITS ( ,S]VICE & ,MULTIPLE-,YE> ,PL$GES4 ,^! C EASILY 2 D"O ONL9E4 ,US+ ! SAME GIFT LEVELS &=! SAME NUMB] ( YE>S1 9VITE YR ONL9E POT5TIAL DONORS 6CON- SID] JO9+ YR ,MULTIPLE-,YE> #CGC ,,RAIS+ ,,M ,,M"OY A#BBG ,SOCIETY ONL9E4 ,? C 2 D"O 9 AN EMAIL )A P]SONALIZ$ 9VI- T,N 6GIVE4 ,ATTA* YR /&>D PL$GE C>D "R 9 ! EMAIL MESSAGE OR L9K YR DONORS 6! SECUR$ POR;N ( YR SITE4 ,LET !M FILL X \ "R "! & EMAIL X BACK 6Y IF Y H A WAY ( TAK+ SECUR$ DON,NS1 OR H !M PR9T X \ & FAX X 6Y4 ,2 SURE 6/RESS ! IMPORT.E ( MAK+ A ,MULTIPLE-,YE> ,PL$GE4 ,LET !M "K T L;G- T]M F9ANCIAL /ABIL;Y (! ORGANIZ,N IS YR F/ PRIOR;Y4 ,!Y C HELP 6BE A "P ( T4 ,Z WE SD 9 ,*APT] #G1 X IS N NEC T Y G 6! "W & EXP5SE ( SETT+ UP YR [N SECUR$ SITE4 ,TALK ) O!R PROVID]S ( ? S]VICE & 3TRACT X \4 ,=A SMALL FEE !Y C SAVE Y "E HAV+ 6GET ON ! NO-W9 TR1DMILL ( E/ABLI%+ YR [N 9T]NAL ME*ANISMS4 ,F9,Y1 A SPECIAL NOTE ( CAU;N ) ONL9E GIV+4 ,REMEMB] 6RESPECT ! SAME RULES ( 3FID5TIAL;Y T APPLY 6(FL9E DONORS4 ,PRO- VIDE Z M* ASSUR.E Z POSSI# T Y W N 2 %>+ _! 9=M,N \TSIDE ( YR ORGANIZ,N 9 ANY WAY & !N HONOR T PROMISE4 ,Y H "W$ H>D 6E>N ! TRU/ & P]MIS.N ( YR DONORS4 ,"O #CGD ,,RAIS+ ,,M ,,M"OY B#BBG VIOL,N C 2 CO/LY4 --------------------------------------#BBH ,,ONL9E ,,FREE ,,FEEL-GD ,,CULTIV,N ,,EV5TS ,Z SOON Z P H GIV51 !Y >E 9VIT$ 6A ,FREE ,FEEL-,GD ,CULTIV,N ,EV5T1 EI LIVE OR VIR- TUAL4 ,REG>D.S (! V5UE1 X M/ RECONNECT !M 6! ,FACTS & ,EMO;NAL ,HOOK4 ,X S]VES 6RE9- =CE _! WISE 9VE/;T 9 YR ORGANIZ,N4 ,GRANT$1 _M ONL9E DONORS W N WANT 6DRESS UP & DRIVE OV]4 ,!Y H MADE X P]FECTLY CLE> T _! PREF]R$ M$IUM = -MUNICAT+ ) Y IS ON- L9E4 ,= ^? DONORS1 _! ,FREE ,FEEL-,GD ,EV5T C 2 AN ONL9E SUMM>Y ( ALL ! P :O H B5EFIT$ F YR PROGRAM1 A3OMPANI$ 0A P]SONAL ?ANK-Y & TE/IMONIAL LR F A *1 ADULT1 OR /AFF MEMB]4 ,ASK EA* DONOR 6RESPOND )A QUOTE OR -;T J 6LET Y "K !Y RCVD ! MESSAGE & T X RESONAT$ ) !M4 ,9CLUDE AN ONL9E 9VI- T,N 6! LIVE ,FREE ,FEEL-,GD ,CULTIV,N ,EV5TS4 ,"O ?+ T W / 2 MISS+ F ? TYPE ( ONL9E ,FREE ,FEEL-,GD ,EV5T IS ! RE9=C+ #CGE ,,RAIS+ ,,M ,,M"OY A#BBH 3TACT ) O!R LOYAL DONORS4 ,?9K AB H[ Y C (F] ? VIRTUAL GR\P EXP]I;E 6EA* DONOR4 ,9 "S CASES1 ! *AT ROOM OR BULLET9 BO>D W 2 HELP;L4 ,9 O!R CASES1 Y MAY WANT 6/AGE A VIRTUAL EV5T 9 R1L "T1 ": "EY"O LOGS ON )9 A PRE>RANG$ "T SPAN 6HE> TE/IMONIALS & /O- RIES & 6TALK ) EA* O!R4 ,DEP5D+ ON ! SCALE ( YR ORGANIZ,N1 ? MAY OR MAY N 2 WOR?:ILE4 ,_M (! JUMBO-SIZ$ N,NAL NONPR(IT ORGANIZA- ;NS W F9D ? V USE;L4 ,J L 9 \R LIVE MODEL1 ANY ,FREE ,FEEL- ,GD ,CULTIV,N ,EV5T OR ,PO9T ( ,RE-,5TRY TRI7]S ANO!R R.D ( FOLL[ UP1 EA* "T GETT+ M P]SONAL1 DEEP5+ ! P]MIS.N & 9VIT+ ! DO- NOR 6R1L1 LIVE ,PO9TS ( ,5TRY4 --------------------------------------#BBI ,,/EP ,,F\R3 ,,DONORS ,,9TRODUC+ ,,O!RS ,F9,Y1 ^! HAPPY DONORS >E 9VIT$ 69TRO- DUCE O!RS 6! ORGANIZ,N4 ,:E!R 0S5D+ !M 6! ,WEB SITE ,PO9T ( ,5TRY OR 09VIT+ !M 6A LIVE ,PO9T ( ,5TRY1 ? IS A NATURAL SIGN (A TRUE 2LIEV] 9 YR CAUSE4 ,!Y W 2 S #CGF ,,RAIS+ ,,M ,,M"OY A#BBI EXCIT$ AB YR "W !Y W WANT ! O!R IMPORTANT P 9 _! LIVES 6GET 6"K Y4 ,ONL9E GIV+ DOES N LET Y (F ! HOOK 9 ANY WAY4 ,X REQUIRES A RELATIVELY HI< LEVEL ( -=T )! M$IUM ON YR "P Z WELL Z A REL5T.S OBSES.N ) FOLL[ UP4 ,)\T T1 6REIT]ATE1 Y H NO?+ M ?AN A GRT ONL9E DONOR ACQUISI;N TOOL1 OR A TOOL = ONL9E 8GIV+10 Z OPPOS$ 6HAV+ A P[];L SY/EM = ACQUIR+ & RELAT+--= CULTIVAT+ LIFEL;G DONORS ONL9E4 #CGG ,,RAIS+ ,,M ,,M"OY B#BBI #CGH ,,RAIS+ ,,M ,,M"OY #BCJ-BCA ,,*APT] #BF ,,"W+ ,,) ,,BO>DS ,,( ,,DIRECTORS ,,9 ,,! ,,NEW ,,R1L;Y ,? *APT] 3TA9S "S /RAIDS1 2G9N+ ) MY [N OP9ION T1 OV]ALL1 MO/ NON- PR(IT ORGANIZ,NS >E N NICE 5 6_! BO>D MEM- B]S4 ,9 ? NEW R1L;Y1 ": "T IS ! MO/ PRECI\S -MOD;Y1 X IS 9CR$IBLY HE>T5+ 6R1LIZE ! AM.T ( "T & TAL5T T P GIVE 6S]VE ON BO>DS4 ,YET1 = :AT"E R1SON1 EV5 AF WE H "W$ S H>D 6RECRUIT !M1 _M ( U TAKE \R BO>D MEMB]S = GRANT$4 ,ACTU,Y1 X MAY 2 WORSE ?AN T3 ,WE MAY FEEL !Y [E U "S?+--M "T1 M H>D "W1 M G5]\S %>+ ( _! 3TACTS1 ETC4 ,I SAY X IS PRECISELY ? ATTITUDE T P]PETUATES ! COM- PLA9TS AB 9E6ECTIVE BO>DS4 ,TAKE A M9UTE 6APPROA* ? F A DI6]5T PO9T ( VIEW4 ,PUT YRF 9 ! BO>D MEMB]'S %OES4 ,?9K AB ! BE/ EXP]I;E Y H "E _H S]V+ ON A BO>D4 ,IF Y H N"E BE5 A BO>D MEMB]1 !N ?9K AB ANO!R TYPE ( VOLUNTE] EXP]I;E1 #CGI ,,RAIS+ ,,M ,,M"OY A#BCA "O ": X SEEM$ Z IF Y CD D NO WR;G4 ,:AT"E Y DID J SEEM$ 6"W BRILLIANTLY4 ,Y N"E FELT ! ORGANIZ,N 0 TAK+ ADVANTAGE ( Y4 ,Y FELT -PLETELY APPRECIAT$ F ! V 2G9N+4 ,9 FACT1 !Y %[]$ Y ) NICE NOTES & APPRO- PRIATE LL GIFTS & AW>DS AL;G ! WAY4 ,!Y TOOK 963SID],N YR O!R "T -MIT;TS1 !Y IN- CLUD$ --------------------------------------#BCB YR FAMILY 9 V>I\S ACTIVITIES4 ,!Y HONOR$ YR "T & TAL5TS & GAVE Y FUN & *ALL5G+ AS- SIGN;TS4 ,!Y SUPPORT$ Y ) GRT /AFF :O MADE Y LOOK GD & MADE SURE ! PROJECT 0 SU3ESS- ;L4 ,!Y %[CAS$ YR /R5G?S & _H O!RS MAGIC,Y AVAILA# 6COV] = YR W1K;SES4 ,NO D\BT1 Y / H A W>M FEEL+ :5 Y ?9K AB X4 ,N[ ?9K AB :AT YR BO>D MEMB]S WD SAY IF ASK$ 3FID5TI,Y AB _! EXP]I;E ( S]V+ ON YR BO>D4 ,H[ WD X -P>E8 ,? IS ! ,GOLD5 ,RULE ( "W+ ) BO>DS 7& VOLUNTE]S73 ,TR1T !M ONLY Z Y WD WANT 6BE TR1T$4 ,2 EV5 NIC] 6!M ?AN Y >E ALR 2+4 ,9 ^? ORGANIZ,NS ": ? IS N ! CASE1 "! IS "O SIMPLE ?+ MISS+4 ,! /AFF H #CHJ ,,RAIS+ ,,M ,,M"OY A#BCB =GOTT5 "O (! MO/ FUNDA;TAL DI6];ES 2T /AFF MEMB]S & BO>D MEMB]S3 ! BO>D MEMB]S >E VOLUNTE]S4 ,!Y >E GIV+ Y _! "T4 ,X IS A GIFT4 ,!Y DON'T NE$ 6D ?4 ,S]V+ ON YR BO>D IS N _! FULL-"T JOB2 !Y MAY ALR H "O ( ^?4 ,? IS AN AVOC,N1 A SMALL WAY ( GIV+ BACK 6! -MUN;Y4 ,9 MO/ CASES1 BO>D MEMB]S D N WANT ! "D- TO-"D WEIE "! =4 ,!Y WANT 6BE KEPT 9=M$ & 6BE 3SULT$ = _! WISDOM & P]SPEC- TIVE4 ,_! ROLE IS M* M AK9 6A GR&P>5T ?AN A P>5T4 ,X IS A S\RCE ( PL1SURE = !M1 N A BURD5 OR A7RAV,N4 ,:5 !Y G ON VAC,N1 !Y DON'T WANT 6BE WORRY+ AB YR ORGANIZ,N4 ,FUR!RMORE1 BO>D MEMB]S H RAD> = CRITI- CISM4 ,IF !Y SUSPECT 9 ! SLIE 2+ CRITICAL ( !M1 !Y W RETALIATE--USU,Y 0L1V+ OR 0BACK+ (F SIGNIFICANTLY4 ,Z /AFF MEM- B]S1 ! SOON] WE "U/& ?1 ! HAPPI] "EY"O W BE4 ,9 FAIR;S 6! /AFF1 ? 4SON.E 2T ! ROLES ( ! /AFF &! BO>D USU,Y >ISES \ (A WOND];L REL,N%IP ": ! BO>D MEMB] HAS #CHA ,,RAIS+ ,,M ,,M"OY B#BCB PROVID$ 9VALUA# ASSI/.E1 MO/ (T5 ON "S V FOCUS$ PROJECT T MADE A HUGE DI6];E 6! OR- GANIZ,N4 ,! /AFF GOT HOOK$4 ,!Y WANT M ( T LEVEL ( EXP]TISE & 9VOLVE;T F ! BO>D MEM- B]4 ,9 "S CASES1 !Y --------------------------------------#BCC W GET X1 9 O!RS N4 ,BO>D MEMB]S1 L ALL VOLUNTE]S1 _C ALW PROMISE Y A 3SI/5T LEVEL ( "T OR 5]GY4 ,= _M BO>D MEMB]S1 YR ORGANIZ,N IS A SPECIAL PROJECT & !Y W "W Y 96_! LIVES & PRIORI- TIES Z BE/ !Y C4 ,FOCUS$1 "T-LIMIT$ PROJ- ECTS ACTU,Y "W Q WELL = BO>D MEMB]S IF Y CLE>LY DEL91TE ! "T -MIT;T & /AFF SUPPORT T W 2 AVAILA#4 ,:AT IF Y & YR /AFF 7 6-MIT YRVS 6MAKE "W+ ) YR ORGANIZ,N ! S+LE BE/ VOLUNTE] EX- P]I;E EA* ( YR BO>D MEMB]S HAS "E _H8 ,!N Y SET AB DO+ ? 0VALU+ !M Z ! LIFEL;G FR & SUPPORT] !Y W 2COME1 SP1K+ 6_! MO/ NO# & G5]\S QUALITIES1 & ALW RECONNECT+ !M 6YR MIS.N4 ,9 O!R ^WS1 Y TR1T !M ! V WAY Y WD TR1T ANY ( YR O!R LIFEL;G MAJOR DONORS4 ,:AT IF Y -MITT$ 6HAV+ YR #CHB ,,RAIS+ ,,M ,,M"OY A#BCC ORGANIZ,N 2COME S M* A "P ( _! LIVES1 S M* A "P ( :O !Y >E1 T _! SATISFAC;N CAME F _! 9VOLVE;T ) Y & 0 :AT !Y MO/ WANT$ 6BE RE- MEMB]$ =8 ,T IS ! /UFF T R1L LIFEL;G DONORS >E MADE (4 ,I RECOMM5D Y ALT] YR EXPECT,NS & 2G9 REG>D+ YR BO>D MEMB]S Z ADVOCATES = YR "W \ "! 9 _! _WS4 ,TR1T !M Z YR *]I%$ AMBAS- SADORS 6! BROAD] -MUN;Y4 ,IF A P]SON ( _! /ATURE & ROLE DID NO?+ M ?AN SP1K WELL ( YR "W 9 ! -MUN;Y & $UCATE P AL;G ! WAY1 P]H 9VIT+ !M 6TAKE A T\R1 !Y WD 2 GETT+ _! JOB D"O Z BO>D MEMB]S4 ,,BO>D ,,MEMB]S ,,& ,,FUND ,,RAIS+ ,,9 ,,! ,,OLD ,,R1L;Y ,LET'S WALK "? ! EXP]I;E (A BO>D MEMB] 9 ! OLD R1L;Y ( FUND RAIS+4 ,F/1 "S"O 9 YR ORGANIZ,N PROBABLY SP5T A GRT D1L ( "T RECRUIT+ EA* BO>D MEMB]4 ,!Y />T$ 0ID5TIFY+ ! CATEGORIES ( EXP]TISE NE$$4 ,= EXAMPLE1 ! ORGANIZ,N CD #CHC ,,RAIS+ ,,M ,,M"OY #BCD H BE5 LOOK+ = "S"O ) EXP]I;E 9 HUMAN RE- S\RCES1 R1L E/ATE1 HUMAN S]VICES1 ! >TS1 F9.E OR FUND RAIS+4 ,EA* POT5TIAL BO>D MEMB] 0 *ECK$ \ ?OR\D MEMB]S R1D OV] ! WRITT5 AGREE;T ( :AT WD 2 EXPECT$ ( !M 7AL "KN Z ! JOB DESCRIP;N74 ,Y MADE SURE !Y DIGE/$ ALL ! F9E PR9T AB _! FUND-RAIS+ RESPONSI- BILITIES4 ,P]H YR ORGANIZ,N HAS A M9IMUM GIV+ EXPECT,N =! BO>D1 OR A 8GIVE1 GET1 OR GET (F0 POLICY4 ,:AT"E YR EXPECT,NS1 Y MADE !M CLE> UP FRONT 2F !Y AGRE$ 6S]VE4 ,N[1 Z YR FRE% & EAG] NEW RECRUIT >RIVES AT "O ( H] F/ BO>D MEET+S1 R1DY 6FILL ! ,8,,CPA SLOT10' = EXAMPLE1 "O (! MA9 AG5DA ITEMS IS1 ( C\RSE1 FUND RAIS+4 ,X J HAPP5S 6BE ! "T ( YE> =! BIG ANNUAL BANQUET1 GOLF T\RNA;T OR FUND DRIVE4 ,2F %E HAS EV5 GOT- T5 ORI5T$ 6! BASICS ( 2+ ON ! BO>D1 ! NEW MEMB] IS 2+ ASK$ 6D ! "P %E DR1D$ MO/4 ,YES1 %E DID "K ? 0 -+1 & %E DID AGREE TO HELP4 ,S %E TAKES A DEEP BR1? & SCANS H] A4RESS BOOK = H] #AJ CLOSE/ FRS OR #CHD ,,RAIS+ ,,M ,,M"OY A#BCD COLL1GUES :O _C REFUSE H]4 ,AF ALL1 %E HAS HELP$ !M 9 SIMIL> "TS ( NE$4 ,?9K =A MO;T AB H[ X FEELS = H] FRS 6BE ON ! RCVG 5D ( "O ( ^? ,ASKS8 ,9 MO/ CAS- ES1 X IS TRUE ! P]SON _C SAY NO4 ,_! RE- L,N%IP ) YR BO>D MEMB]1 :E!R PROFES.NAL OR P]SONAL1 WD MAKE X V AWKW>D 6REFUSE4 ,9 _! M9DS1 _! 3TRIBU;N IS M AK9 6A BUSI;S EX- P5SE4 ,! "TS ,I H BE5 ,8/R;G->M$0' 0MY FRS ON BO>DS1 ,I H _H 6SAY YES4 ,B Z SOON Z MY FR GOES (F T BO>D1 ,I /OP GIV+ 6T ORGANI- Z,N4 ,X IS N 2C X 0 A BAD ORGANIZ,N4 ,ON ! 3TR>Y1 !Y 7 ALM C]TA9LY DO+ V GD "W4 ,_H !Y TAK5 ! "T 6$UCATE & CULTIVATE ME P]SON- ,Y1 ,I CD H 2COME A LIFEL;G SUPPORT] 9 MY [N "R4 ,B 9 _! M9DS1 ,I 0 MY FR'S 3TACT1 S !Y LEFT ME AL"O1 N WANT+ 69TRUDE4 ,9 T]MS ( _! LOVE ( FUND RAIS+1 A BASIC R&OM SAMPL+ --------------------------------------#BCE ( BO>D MEMB]S W PRETTY M* MIRROR A SAMPL+ (! L>G] POPUL,N4 ,9 O!R ^WS1 FUND RAIS+ IS J N "EY"O'S FAVORITE ACTIV;Y4 ,! SAME FOLKS :O MAY 2 BRILLIANT AT #CHE ,,RAIS+ ,,M ,,M"OY A#BCE /RATEGIC PLANN+ OR HUMAN RES\RCES MAY N FEEL !Y H ! KNACK = FUND RAIS+4 ,REMEMB]1 Y DIDN'T 9ITI,Y RECRUIT ALL ( !M = _! FUND-RAIS+ EXP]TISE4 ,T WD 2 AK9 6ASK+ ALL BO>D MEMB]S 6BE RESPONSI# = REVIEW+ ! AN- NUAL AUDIT 9 DETAIL OR SECUR+ ! NEXT R1L E/ATE TRANSAC;N =! ORGANIZ,N4 ,ON ! O!R H&1 "! IS A POR;N (! POPUL,N T ACTU,Y LIKES 6ASK O!RS = M"OY4 ,^? >E ! FOLKS Y 9T5;N,Y RECRUIT$ 6FILL ! FUND- RAIS+ SLOTS4 ,Y PUT !M ON ! DEVELOP;T COM- MITTEE4 ,AT ! PROP] PO9T 9 ! FUND RAIS+_/- CULTIV,N CYCLE1 ^! FOLKS W 2 ( GRT HELP 9 ASK+ = M"OY1 B N UNTIL POT5TIAL DONORS H BE5 6A ,PO9T ( ,5TRY EV5T1 RCVD A ,FOLL[- ,UP ,CALL & BE5 CULTIVAT$ SU6ICI5TLY 6BE R1DY 6BE ASK$4 ,Z MO/ ( U H LE>N$ ! H>D WAY1 PRESSUR+ BO>D MEMB]S 6D FUND RAIS+ DOES N "W4 ,X IS A VE/IGE (! OLD FUND-RAIS+ R1L;Y4 ,EV5 IF !Y SAY !Y W MAKE ^? ?REE CALLS1 _M N"E SEEM 6GET >.D 6X4 ,= "S1 _! ATT5D.E AT MEET+S SLACKS (F & EV5TU,Y !Y )DRAW OR RE- SIGN F ! BO>D FEEL+ GUILTY1 #CHF ,,RAIS+ ,,M ,,M"OY B#BCE 9ADEQUATE & FRU/RAT$4 ,,! ,,?REE ,,KEY ,,ROLES ,,= ,,ALL ,,BO>D ,,MEMB]S ,9 ! NEW FUND-RAIS+ R1L;Y1 US+ \R MODEL1 :AT >E ! ROLES = ALL BO>D MEMB]S T W 5H.E & SUPPORT YR -MIT;T 6MAKE ? ! S+LE-BE/ VOLUNTE] EXP]I;E !Y H "E _H8 ,"! >E ?REE RECOMM5D$ VOLUNT>Y ROLES = BO>D MEMB]S 9 ? MODEL4 ,D N ATTEMPT 6=CE ANY"O 6D ANY ( ^!4 ,!Y >E3 ,9VIT+ P 6,PO9T ( ,5TRY EV5TS ,?ANK+ DONORS = GIFTS ,GIV+ M"OY !MVS --------------------------------------#BCF ,9VIT+ ,P 6,PO9T ( ,5TRY ,EV5TS ,:5 Y REG>D YR BO>D MEMB]S Z YR MO/ *]- I%$ ADVOCATES & AMBASSADORS 6! L>G] -MUNI- TY1 X IS EASY 6SEE :Y ? WD 2 A KEY ROLE4 ,X %D 2 SAFE 6ASSUME T ANY"O :O IS ON YR BO>D1 NO MATT] H[ %Y OR H[ BUSY1 HAS 5 BA- SIC PAS.N AB YR MIS.N 6BE A# 69VITE #CHG ,,RAIS+ ,,M ,,M"OY A#BCF P 6,PO9T ( ,5TRY EV5TS4 ,ONCE !Y H ATT5D$ A ,PO9T ( ,5TRY EV5T !MVS1 !Y W 2G9 6TRU/ ! PROCESS4 ,!Y W "U/& T A ,PO9T ( ,5TRY EV5T IS J A GET-ACQUA9T$ EV5T & _! FRS W N 2 ASK$ = M"OY "!4 ,!Y W 2G9 69VITE O!RS4 ,2 SURE 6PREP>E A LI/ = EA* BO>D MEET+ ( ALL ! ,PO9T ( ,5TRY GUE/S 9 ! PA/ MON? AL;G )! "NS ( :O 9VIT$ !M4 ,? IS ANO!R WAY = BO>D MEMB]S 6GET WELL-DES]V$ RECOGNI;N4 ,Y W 2 SURPRIS$ 0H[ _M BO>D MEMB]S W WANT 6SEE _! "NS ON T LI/ NEXT MON?4 ,?ANK+ ,DONORS = ,GIFTS ,Y W SEE A LOT M ( ? ACTIV;Y 9 ! NEW FUND-RAIS+ R1L;Y4 ,X C 2 D"O 9 AN EASY1 NON-?R1T5+ PH"O CALL OR VOICE-MAIL MESSAGE F A BO>D MEMB] 6E DONOR :O HAS GIV5 OV] A C]TA9 DOLL> AM.T4 8,HELLO1 MY "N IS ----4 ,I'M ON ! BO>D ( ----4 ,I'M CALL+ 6?ANK Y = YR G5]\S GIFT4 ,WE RE,Y APPRECIATE YR SUPPORT40 ,T IS X4 ,Y PROVIDE ! BO>D MEMB]S #CHH ,,RAIS+ ,,M ,,M"OY B#BCF ) "NS ( DONORS & LET !M MAKE ! CALLS AT ANY "T !Y F9D 3V5I5T4 ,IF !Y CALL DUR+ ! "D1 !Y C L1VE ? ?ANK Y Z A MESSAGE ON AN ANSW]+ MA*9E OR VOICE-MAIL4 ,IF1 H1V5 =- BID1 !Y %D R1* ! R1L P]SON1 O4S >E ! P]SON W 2 FRLY & SAY NICE ?+S AB ! ORGANIZ,N4 ,IF ! DONOR CALL$ HAS CRITICAL FE$BACK1 Y C]TA9LY WANT 6HE> X4 ,H ! BO>D MEMB]S REPORT ON _! ?ANK-Y CALLS AT ! BO>D MEET+4 ,? IS AN EASY WAY 6H !M REMEMB] :Y !Y GOT 9VOLV$ ) YR ORGAN- IZ,N 9 ! F/ PLACE4 ,& X ALL[S !M 6LOOK GD 6_! FELL[ BO>D MEMB]S )\T HAV+ --------------------------------------#BCG D"O A TREM5D\S AM.T ( "W4 ,HAV+ BO>D MEM- B]S MAKE ^! P]SONAL ?ANK-Y CALLS AL W MAKE A HUGE DI6];E )! DONORS4 ,?9K (! MESSAGE X S5DS3 8,WE NOTIC$ T Y GAVE4 ,WE APPRECIATE X4 ,WE NE$$ X4 ,PL1SE GIVE AG40 ,X C 2 AN ESS5TIAL 9GR$I5T 9 BUILD+ LIFEL;G DONORS4 ,GIV+ ,M"OY ,!MVS ,0N[1 MO/ NONPR(IT ORGANIZ,NS H _H 5 BA- SIC TRA9+ AB BO>DS 6"K X IS A GD #CHI ,,RAIS+ ,,M ,,M"OY A#BCG IDEA 6SPELL \ YR EXPECT,NS = GIV+ & GETT+ 7= T MATT]1 ALL YR EXPECT,NS7 6POT5TIAL BO>D MEMB]S 2F !Y SIGN ON4 ,MO/ ORGANIZ,NS H "S SU7E/$ GUIDEL9ES REG>D+ BO>D GIV+4 ,= "S1 X IS 8GIVE1 GET1 OR GET (F40 ,9 O!R ^WS1 GETT+ O!RS 63TRIB- UTE C SUB/ITUTE =! BO>D MEMB]S GIV+ !MVS4 ,O!R ORGANIZ,NS A3EPT IN-K9D 3TRIBU;NS ( GDS & S]VICES 6SUB/ITUTE =A P]SONAL F9AN- CIAL 3TRIBU;N4 ,9 "S ORGANIZ,NS1 A CORPO- RATE GIFT IS A3EPTA# = BO>D MEMB]S REPRE- S5T+ ^? CORPOR,NS4 ,/ O!RS P]MIT CORPORATE 3TRIBU;NS 6"UWRITE A TA# AT ! ANNUAL GALA 6C.T Z A BO>D MEMB]'S GIFT4 ,9 ? MODEL = BUILD+ A SELF-SU/A9+ 9DI- VIDUAL GIV+ PROGRAM1 BO>D MEMB]S M/ GIVE4 ,& !Y M/ GIVE P]SON,Y "? CA%1 /OCK OR "S TYPE ( ANNUAL UNRE/RICT$ GIFT1 PREF]ABLY 9 "O (! MULTIPLE-YE> GIV+ CATEGORIES Y H E/ABLI%$4 ,/RUCTURE X ANY WAY Y L4 ,J MAKE X CLE> Y WANT 6BE A# 6TELL O!R DONORS &! -MUN;Y 9 G5]AL1 T #AJJ@3P ( YR BO>D GIVES4 ,AF "W+ ) _M ORGANIZ,NS1 ,I RECOMM5D T Y N H AN AGRE$-^U M9IMUM DOLL> #CIJ ,,RAIS+ ,,M ,,M"OY B#BCG 3TRIBU;N4 ,S9CE P'S CAPAC;Y 6GIVE COV]S A WIDE F9ANCIAL SPAN1 Y RUN ! RISK ( EMB>- RASS+ "S P 96GIV+ M ?AN !Y >E -=TA# GIV+1 :ILE FOLKS AT ! TOP 5D MAY N WANT 6FLAUNT A L>G] GIFT4 ,J LET X 2 "KN F ! 2G9N+ T ! EXPECT,N AT YR ORGANIZ,N IS T #AJJ@3P ( YR BO>D GIVES1 P]SON,Y4 ,= MO/ BO>D MEMB]S1 ? W -E Z NO SURPRISE4 ,&= _M1 --------------------------------------#BCH ONCE !Y HE> !Y DON'T H 6G \ & SOLICIT _! FRS1 !Y W FEEL SU6ICI5TLY RELIEV$ 6BE EV5 M G5]\S4 ,"H IS A SU7E/$ SC5>IO = H&L+ BO>D GIV+ AT A BO>D MEET+3 #A4 ,H ! *AIR ( YR DEVELOP;T -MITTEE 7YR DESIGNAT$1 PAS.NATE FUND RAIS]7 ON ! AG5DA 6TALK AB ! UPCOM+ ,ANNUAL ,CAM- PAIGN4 #B4 ,%E SAYS "S?+ L3 8,X'S T "T ( YE>--! "T :5 WE ASK ALL ( \R SUPPORT]S 6MAKE _! ANNUAL GIFT 6! ORGANIZ,N4 ,Z Y RECALL1 WE EA* AGRE$ :5 WE JO9$ ! BO>D TO #CIA ,,RAIS+ ,,M ,,M"OY A#BCH MAKE A P]SONAL 3TRIBU;N ANNU,Y4 ,PL1SE ?9K AB ! GIFT Y'D L 6MAKE4 ,OV] ! NEXT WEEK OR TWO1 ,I W 2 GIV+ EA* ( Y A CALL 64CUSS YR GIFT40 #C4 ,AT T SAME BO>D MEET+1 %E MID PL$GE C>D1 SPECIFY+ ! MULTIPLE-YE> ,UNITS ( ,S]VICE Y H ADOPT$4 ,X W 2 A GD TAKE-HOME REM9D] (! CALL !Y W SOON RCV4 ,REMEMB] 6TR1T YR BO>D MEMB]S Z Y WD TR1T E O!R SIGNIFICANT MAJOR DONOR4 ,GIVE !M ! "O-ON-"O1 P]SONAL ATT5;N T 5H.ES _! 9VOLVE;T4 ,%[ !M ! UTMO/ RESPECT & C>E4 ,!N !Y W WANT 62COME YR MO/ /ALW>T LIFEL;G DONORS4 ,9 A4I;N 6GIV+1 !Y W 9TRODUCE _! FRS & COLL1GUES :O1 9 TURN1 W 2COME LOYAL LIFEL;G DONORS4 ,YR BO>D MEMB]S >E A GIFT 6YR ORGANIZ,N4 #CIB ,,RAIS+ ,,M ,,M"OY B#BCH ,,3SID] ,,/>T+ ,,AN ,,HONOR>Y ,,ADVISORY ,,-MITTEE ,IF Y >E LOOK+ =A QK WAY 6L1P- FROG YR FUND-RAIS+ PROGRAM 96! NEW R1L;Y )\T RU6L+ TOO _M F1!RS1 Y MIT+ AN ,HONOR- >Y ,ADVISORY ,-MITTEE4 ,? IS A "PICUL>LY GD SOLU;N = P :O >E TIR$ ( WAIT+ =! BO>D ( DIRECTORS 6GET EXCIT$ AB FUND RAIS+4 ,D Y FEEL Z IF Y >E 3/ANTLY BADG]+ BO>D MEMB]S --------------------------------------#BCI 6CALL Y BACK1 ONLY 6HE> _! EXCUSES = N HAV+ FOLL[$ "?8 ,>E Y FRU/RAT$ ) N HAV+ DIRECT A3ESS 6! FOLKS Y NE$ S Y C TALK UP YR GD "W8 ,RELAX1 TAKE A DEEP BR1? & D YRF A FA- VOR3 ,GIVE UP ON !M4 ,T'S "R1 GIVE UP4 ,A3EPT ! WOR/ CASE SC5>IO3 ,!Y W N"E *ANGE4 ,!Y W N"E 2 ! 8DR1M0 BO>D Y _H HOP$ =4 ,!Y W N"E FULLY JUMP 96! FUND-RAIS+ >EA4 ,LET X G4 ,DON'T EV5 CRITICIZE !M = X4 ,!Y #CIC ,,RAIS+ ,,M ,,M"OY A#BCI >E GD P4 ,!Y JO9$ YR BO>D =! "R R1SONS4 ,MAYBE FUND RAIS+ 0 J N"E _! ?+4 ,MAYBE !Y H LO/ 9T]E/ OR GOTT5 BUSY ) O!R -MIT;TS4 ,LET !M (F ! HOOK & GET ON ) X4 ,IF Y >E ! /AFF P]SON 9 *>GE ( FUND RAIS+1 X IS YR JOB4 ,Y >E ! "O 2+ PD 6MAKE X HAPP51 N ! BO>D4 ,UN.S Y >E ANTICIPAT+ A V %ORT T5URE 9 YR JOB1 Y _H BETT] GET CRE- ATIVE4 ,I RECOMM5D SETT+ UP AN ,HONOR>Y ,ADVI- SORY ,-MITTEE--! P>ALLEL UNIV]SE /RUCTURE = NONPR(IT ORGANIZ,NS S]I\S AB 9CR1S+ _! FUND-RAIS+ RESULTS EXPON5TI,Y4 ,AN ,HONOR>Y ,ADVISORY ,-MITTEE IS A BR1? ( FRE% AIR = "EY"O4 ,"! >E NO BIG "T -MIT;TS1 NO =MAL M"OY -MIT;TS1 NO MEET+S4 ,^! -MITTEE 8MEMB]S0 AGREE 6LET Y TALK 6!M ?REE OR F\R "TS A YE> = ADVICE4 ,!Y >E YR [N HI<-LEVEL KIT*5 CAB9ET1 P :O ADORE ! ORGANIZ,N B D N H ! "T OR P]SONAL NE$ 6BE (FICI,Y 9VOLV$4 ,Y H 6R1LIZE 9 ? NEW R1L;Y "EY"O IS BUSY4 ,EV5 IF !Y SAY !Y W HELP Y1 =! MO/ "P1 T DOES N M1N !Y WANT 6RUN ! %[4 #CID ,,RAIS+ ,,M ,,M"OY B#BCI ,!Y WANT 6GIVE Y ADVICE & LET Y D ! LEG"W4 ,!Y WANT 6FEEL Z ?\< _! 3TRIBU;N ( "T IS J "O PIECE (! L>G] EQU,N4 ,!Y DEF9ITELY WANT 6MAKE A DI6];E1 B !Y L 6KEEP _! 9VOLVE;T LOOSE4 ,"U ^? CIRCUM/.ES1 ON _! T]MS1 !Y W 2 DELIT 0MAK+ A LI/ (! P 9 ! -MUN;Y :O SEEM 6RE,Y L YR PROGRAM4 ,IDE- ,Y1 !Y H EXPRESS$ ? 0GIV+ Y M"OY1 "T1 OR BO?4 ,!N ADD "S (! POT5TIAL MAJOR DONORS Y H N GOTT5 >.D 63TACT+ YET1 & O!RS F YR ,TR1SURE ,MAP :O WD NATUR,Y --------------------------------------#BDJ H A R1SON 6WANT 6GET 9VOLV$4 ,N[ G BACK "? ! LI/ & PUT A /> NEXT 6! "NS ( P Y WD LOVE 6"W )4 ,Y "K Y CD LE>N S M* F !M4 ,Y WD RESPECT _! ADVICE4 ,_! P]- SPECTIVE & EXP]I;E WD ADD A :OLE NEW DIM5- .N 6YR PROGRAM4 ,Y WD 2 HONOR$ 6GET 6"K !M4 ,REMEMB]1 9 ! NEW R1L;Y1 Y H GIV5 UP ANY 9T]E/ 9 SU6]+4 ,X IS F9E = Y 65JOY ? PROJ- ECT1 65JOY LE>N+ F ! FASC9AT+ P Y >E "W+ ) & F ! *ALL5GES Y >E A# 6TACKLE #CIE ,,RAIS+ ,,M ,,M"OY A#BDJ ?ANKS 6_! COLLECTIVE 9PUT4 ,S9CE ? ,HONOR- >Y ,ADVISORY ,-MITTEE IS YR [N CRE,N1 PICK ! P Y WD LOVE 6"W )4 ,X IS YR FANTASY BO>D -E TRUE4 ,DID Y "E TAKE A CLASS 9 COLLEGE T 0 GRAD$ EI 8PASS0 OR 8FAIL08 ,9 O!R ^WS1 Y 7 N TRY+ 6GET A GD GRADE4 ,Y J TOOK X 6LE>N & 5JOY4 ,! IRONY IS T 9 MO/ PASS-FAIL CLASSES1 ! /UD5TS /UDY M & "W H>D] ?AN !Y WD =A CLASS ": !Y RCV A LR GRADE4 ,! SAME PSY*OLOGY PREVAILS "H4 ,LET'S SAY ,I AGREE 6SIGN ON 6YR ,HONOR>Y ,ADVI- SORY ,-MITTEE Z MY P]SONAL1 EXTRA- CURRICUL> 9DULG;E4 ,I DON'T H 6D ANY?+ O!R ?AN TALK 6Y ONCE 9 A:ILE4 ,S9CE ,I L Y & YR ORGANIZ,N1 & ,I C SEE Y >E AN EAG] LE>N] )A F]VOR = MAK+ "S?+ BIG HAPP51 ,I />T 65JOY X EV5 M ?AN ,I EXPECT$4 ,:5 Y -E 06GET MY ADVICE1 ! MEET+S LA/ A LL L;G] ?AN WE _H S*$UL$4 ,I F9D MYF ?9K+ ( /RATEGIES 6HELP Y A3OMPLI% YR GOAL4 ,I AM NOTIC+ >TICLES & BOOKS ON YR TOPIC4 ,I TALK AB X 9 CASUAL 3V]S,N ) MY FRS & FAMI- LY4 ,N[ ,I F9D MYF LOOK+ =W>D 6YR #CIF ,,RAIS+ ,,M ,,M"OY B#BDJ NEXT CALL4 ,AT "S PO9T D[N ! ROAD1 Y M5;N T "! >E O!RS ON ? 8-MITTEE40 ,Y />T TELL+ ME A LL AB _! BACKGR.DS4 ,!Y >E F ALL OV] ! C.TRY1 ALL OV] ! _W4 ,!Y EA* H FASC9AT+ 9T]E/S & EXP]I;E &A PAS.N =! SAME CAUSE4 ,J WAT*3 ,AT "S PO9T SOON "!AF1 "O ( ^! 4T+UI%$ 9DIVIDUALS W SU7E/ 8GETT+ ALL ( U TGR0 =A ?9K-TANK TYPE SES.N 6GRAPPLE ) "S ISSUE OR ? CAMPAIGN 9 --------------------------------------#BDA P]SON4 ,Y PUT TGR A M9I-RETR1T )! FULL ,HONOR>Y ,ADVISORY ,-MITTEE4 ,X IS /RICTLY AN OP;NAL EV5T AT A UNIQUE1 R ELEGANT LO- C,N4 ,"! IS PL5TY ( QUAL;Y D[N-"T = FOLKS 6M+LE4 ,A FEW KEY "QS >E POS$ AT ! 2G9N+4 ,^! %D 2 ! L(TI] "QS3 ,H[ 6GR[ ! ,5D[;T ,FUND 6! NEXT LEVEL8 ,H[ 6PULL 9 NEW SUP- PORT]S ( _! CALIB]8 ,H[ 6GET ! POLITICAL SUPPORT NE$$ = YR ISSUE8 ,YR 9SPIR,NAL F.D] OR DIRECTOR >RIVES = "P (! WEEK5D 6%>E 8 OR H] VI.N & 6LI/54 ,? IS ! ADVISORY -MITTEE'S RETR1T4 ,X IS N TOO H1VILY /A6$4 ,LET ! GR\P G5]ATE #CIG ,,RAIS+ ,,M ,,M"OY A#BDA "S RECOMM5D,NS4 ,NO D\BT1 2+ AC;N-ORI5T$1 !Y W SU7E/ "S GOALS & "TL9ES & (F] 63TACT "S FOLKS4 ,9 ! M1N"T1 _! *ECKS W />T 6>- RIVE4 ,!Y "K :AT Y NE$ &1 S9CE Y >E TRULY LI/5+ 6_! 9PUT1 !Y WANT 6HELP4 ,GIVE ? A YE> OR TWO & Y W H DEVELOP$ A CADRE ( S5- IOR ADVISORS 5VI$ 0ALL4 ,DON'T 2 SURPRIS$ IF "O OR TWO ( !M />T 6ASK AB YR BO>D4 ,AT A C]TA9 PO9T1 "S ( !M MAY *OOSE 6JO9 ! BO>D1 SIMULTANE\SLY4 ,!Y'LL FEEL M -=TA# -+ ON ! BO>D ) P ( _! [N CALIB] :OM !Y ALR "K4 ,PLUS1 IF Y BR+ ON A FEW ( !M AT ONCE1 X W ALT] ! QUAL;Y ( YR BO>D M>K$LY--GIV+ Y LESS & LESS 6-PLA9 AB6 #CIH ,,RAIS+ ,,M ,,M"OY #BDB-BDC ,,*APT] #BG ,,ADJU/+ ,,YR ,,VI.N ,,6,,! ,,NEW ,,R1L;Y3 ,,": ,,6,,2G9 ,0N[1 ,I HOPE Y C SEE T ? MODEL CD "W = Y4 ,X MAKES S5SE4 ,X %D HI1S T CD 2 TW1K$ A LL1 *ANG$ SUB/ANTI,Y1 OR D"O AWAY ) ALT4 ,? BOOK IS 9T5D$ 6TRANS=M ! WAY Y SEE RAIS+ FUNDS4 ,IF WE 7 6LIK5 X 6GETT+ A NEW PAIR ( PRESCRIP;N EYEGLASSES1 WE WD "K TO EXPECT T X MIS 2F WE WD "E ?R[ ! OLD GLASSES AWAY P]MAN5TLY4 ,IF ! ,RAIS+ ,M ,M"OY MESSAGE HAS SUNK IN1 ! M5TAL TEMPLATE ( OLD R1L;Y_/NEW RE- AL;Y W H 2COME FAMILI>4 ,EV5TU,Y X W 2COME SECOND NATURE4 ,ASK+ /RANG]S = M"OY 8COLD0 W ="E SET (F AL>M BELLS & R$ FLAGS4 ,PUTT+ ON EV5TS T D NO?+ 6%[CASE YR "W W #CII ,,RAIS+ ,,M ,,M"OY A#BDC 2COME A ?+ (! PA/4 ,E EV5T1 MEET+1 OR "O- ON-"O 3V]S,N W 2COME AN OPPORTUN;Y =A ,PO9T ( ,5TRY OR ,RE-,5TRY4 ,Y W "K T YR JOB IS 63NECT FRS & DONORS 6! PAS.N & EMO- ;N ( YR "W 9 A4I;N 6GIV+ !M ! FACTS4 ,Y W RECOGNIZE --------------------------------------#BDD T Y H NO "R 6EXPECT A TRUE 3TRIBU;N F "S"O :O HAS N BE5 9=M$1 9SPIR$1 LI/5$ 6& IN- VOLV$4 ,Y W "K 6LET ! DONOR DET]M9E ! TIM+ & PACE (! REL,N%IP1 "E VIGILANT (! DONOR'S R1DI;S 6GIVE AG4 ,Y W "K T ! NATURAL T5D5- CY ( E P]SON :O HAS MADE A TRUE 3TRIBU;N IS 6WANT 6%>E T EXP]I;E ) O!RS4 ,:ILE EV5TU,Y Y W 2COME -=TA# ) YR NEW WAY ( SEE+ ! _W1 9ITI,Y ! *ALL5GE MAY SEEM DAUNT+4 ..,Y DON'T H 6OV]HAUL "EY?+ AT .ONCE4 ,ESPECI,Y IF Y ANTICIPATE OPPOSI;N1 />T 0SETT+ YR SIEA1 PROGRAM OR EV5T Y N[ (F] & SEE H[ Y CD BR+ ? APPROA*1 ? WAY ( SEE+1 6X4 ,P]H X IS YR ANNUAL RECOGNI;N D9N]1 ! GOLF T\RNA;T OR J ^? DRE>Y BO>D MEET+S Y WD L 6TW1K4 ,WE>+ YR NEW GLASSES1 Y #DJJ ,,RAIS+ ,,M ,,M"OY A#BDD W "K J :AT 6D4 ,:5 Y ?9K AB T DIRECT-MAIL APP1L Y H GO+ \ NEXT MON?1 Y W SEE WAYS TO FOCUS ON A SUBSET (! RECIPI5TS ) :OM Y CD TRY ? APPROA*4 ,"S GR\PS />T 0FOCUS+ ON "O ASPECT (! MODEL4 ,IF Y >E "PICUL>LY 9 NE$ ( DEVELOP+ NEW DONORS1 Y MIE 3SI/5T8 ,TURN X 96A SY/EM4 ,O!RS F9D !Y H NO %ORTAGE ( FRS & DO- NORS4 ,_! ISSUE IS GETT+ 6"K !M BETT] Z 9DIVIDUALS4 ,= ^? ORGANIZ,NS ! FOCUS NE$S 6BE ON FOLL[ UP4 ,:AT IF Y 2CAME OBSESS$ ) DO+ IMPE3A# FOLL[ UP AF E 3TACT )A DONOR OR POT5TIAL DONOR8 ,:AT IF EA* FOLL[-UP 3V]S,N 0 AN OPPORTUN;Y 6ELICIT _! P]SONAL FE$BACK ) AN EYE 6(F]+ !M M ( PRECISELY :AT 9T]E/S !M8 ,AF SIX MON?S 6A YE>1 T S9- GLE FOCUS WD TRANSLATE DIRECTLY 6YR #DJA ,,RAIS+ ,,M ,,M"OY B#BDD BOTTOM L9E4 ,AF FIVE YE>S1 Y WD H GR[N YR BASE ( L;G-T]M SUPPORT]S EXPON5TI,Y4 --------------------------------------#BDE ,OR P]H Y W *OOSE 6FOCUS ON ASK+4 ,Y MAY R1LIZE Y H D"O M ?AN 5 IN-DEP? CULTIV,N & LI/5+1 YET NO "O HAS ASK$ ^! LOYAL SUP- PORT]S 6GIVE 9 A BIG WAY4 ,!N Y >E R1DY TO Z]O 9 ON E/ABLI%+ YR ,MULTIPLE-,YE> ,GIV+ ,SOCIETY ) HI<] ,UNITS ( ,S]VICE4 ,PUT TGR A ,*ALL5GE ,GIFT MAT*+ FUND & LAUN* T PRO- GRAM 9 A MAJOR WAY4 ,Y W 2 LETT+ YR LOYAL SUPPORT]S "K T N[ IS ! "T 62G9 MAK+ _! BI7] GIFTS 6Y4 ,Y W F9,Y 2 GIV+ !M ! OP- PORTUN;Y 63TRIBUTE ON A LEVEL -M5SURATE ) _! PAS.N AB YR "W4 ,(T5 !Y W WOND] :AT HAS TAK5 Y S L;G 6ASK4 ,Y MAY F9D T ! ONLY MISS+ ELE;T ( YR PROGRAM IS GIV+ YR LOYAL DONORS A *.E 6IN- TRODUCE O!RS4 ,YR POOL ( DONORS1 AL? L>GE & G5]\S1 HAS /AGNAT$ OV] "T4 ,YR WELL- E/ABLI%$1 2LOV$ ORGANIZ,N IS R1DY = AN IN- FU.N ( NEW 5]GY4 ,BEEF UP YR ,FREE ,FEEL- ,GD ,CULTIV,N ,EV5TS1 5C\RAGE ^? *]I%$ SUPPORT]S 69VITE AL;G A NEW FR OR #DJB ,,RAIS+ ,,M ,,M"OY A#BDE TWO4 ,5C\RAGE !M 6BR+ _! FAMILIES 6A ,PO9T ( ,5TRY4 ,ONCE "!1 TELL !M AB ! 9NOVATIVE NEW PROGRAMS Y >E (F]+4 ,D ! C>E;L LI/5+ 9 ! ,FOLL[-,UP ,CALL T W TELL Y H[ BE/ 6IN- VOLVE !M4 ,X W MAKE ! P]SON :O 9TRODUC$ !M 6Y V HAPPY4 ,? NEW POT5TIAL DONOR MAY H -E 6! ,PO9T ( ,5TRY OR ,PO9T ( ,RE-,5TRY /RICTLY TO PL1SE _! FR4 ,B 0! "T !Y *OOSE 6GIVE1 !Y W H BE5 S WELL TAK5 C>E (& S P[];LLY 3NECT$ & RECONNECT$ 6! ASPECT ( YR MIS.N T MO/ 9SPIRES !M1 T !Y W 2 DELIE DO+4 ,I RE,Y D "U/& :AT Y'RE UP TO4 ,KEEP TALK+ 6ME & T1*+ ME M AB ! IS- SUES & 9VOLV+ ME M1 & ,I W KEEP GIV+40 ,Y W H E/ABLI%$1 "O DONOR AT A "T1 A BASE ( LIFEL;G SUPPORT]S4 ,Y W F9,Y 2 A# 6CA/ (F ^? OLD EYEGLASS- ES4 ,YR NEW PRESCRIP;N W FEEL P]FECTLY NORMAL4 ,Y W WOND] :AT ALL ! FUSS 0 AB4 ,X W ALL SEEM S CLE>1 S OBVI\S4 ,:AT Y #DJC ,,RAIS+ ,,M ,,M"OY B#BDE W 2 SEE+ IS ! NEW R1L;Y4 #DJD ,,RAIS+ ,,M ,,M"OY #BDF-BDG ,A ,,ROAD ,,MAP ,,= ,,GETT+ ,,/>T$ ,/>T 0REMEMB]+ BACK 6! LEGACY "Q WE ASK$ 9 ! 2G9N+3 8,IF Y KNEW ? 7 GO+ 6BE YR LA/ YE> ) YR ORGANIZ,N1 :AT WD Y WANT 6MAKE HAPP5 2F Y CD TURN OV] YR JOB & WALK AWAY80 ,H[ DID Y ANSW] T "Q8 ,:AT IS ! LEGACY Y WD WANT 6L1VE8 ,!N1 -POSE YR ORGANIZ,N'S T1M = IMPLE;T+ ? MODEL4 ,ONLY 9VITE P :O WANT 6BE A "P ( ?4 ,X W MO/ LIKELY 2 A MIX$ GR\P ( BO>D1 /AFF & VOLUNTE]S4 ,"O-ON-"O ) Y1 OR TGR 9 ! L>G] GR\P AT YR F/ MEET+1 H E P]SON ANSW] T SAME LEGACY "Q = !MVS4 ,:AT IS _! SELF-9T]E/ 9 L1V+ A SELF-SU/A9+ 9DIVIDUAL GIV+ PROGRAM Z A LEGACY8 ,:AT WD T PROVIDE =! ORGANIZ,N 9 ! WAY ( PROGRAMS1 /A6+ & MIS.N FULFILL;T8 ,:AT IS ! LEGACY !Y WD MO/ WANT 6L1VE8 ,2 SURE !Y >E V FOCUS$ ON :Y X WD 2 WOR? X 6!M 6D ! "W X W TAKE 6BUILD ? SY/EM4 ,D N G =W>D UNTIL EA* T1M MEMB] HAS A CLE> IMAGE ( T RESULT4 ,X IS F9E IF ! #DJE ,,RAIS+ ,,M ,,M"OY A#BDG RESULT IS DI6]5T = EA* P]SON4 ,NEXT1 H A MEET+ ( YR T1M4 ,WALK !M "? ? MODEL = BUILD+ YR LIFEL;G DONORS4 ,2 SURE !Y "U/& T 9 ! NEW FUND-RAIS+ R1L;Y WE W N ASK = M"OY UNTIL ! DONORS >E WELL 9=M$ & 9VOLV$4 ,USE ! RIP5$ FRUIT ANALOGY4 ,SU7E/ 6!M T YR ORGANIZ,N />T 0DESIGN+ YR ,PO9T ( ,5TRY EV5T & TRY+ X \ )A FEW 9SID]S & GUE/S4 ,"W ON ! BE/ WAY 63VEY ! ,FACTS #AJA1 ! ,EMO;NAL ,HOOK & 6,CAPTURE ! ,"NS4 ,GET X D[N 6"U AN H\R4 ,H A FEW ( ^! EV5TS 6TE/ \ DI6]5T LOC,NS & PROGRAM =- MATS4 --------------------------------------#BDH ,D ! ,TR1SURE ,MAP EX]CISE ) YR T1M4 ,TAKE HALF A "D 9 A RETR1T-L SETT+ 6FLE% \ ALL ! ASPECTS ( YR ,TR1SURE ,MAP4 ,IF Y D ? Z A GR\P1 X W 2 V RI* & DIV]SE4 ,"EY"O W 2 "P ( XS CRE,N4 ,X W 2COME OBVI\S 6ALL T YR ORGANIZ,N HAS AN ABUND.E ( TR1SURE "R "U XS NOSE4 ,N[ Y J NE$ 63V]T ^? FOLKS TO ,PO9T ( ,5TRY GUE/S & GET !M GO+ R.D ! CIRCLE ) Y4 ,SET UP YR SY/EM =! 5TIRE MODEL4 #DJF ,,RAIS+ ,,M ,,M"OY A#BDH ,ID5TIFY ALL F\R "PS3 #A4 ,H[ IS YR ,PO9T ( ,5TRY SY/EM GO+ 6"W8 ,:O W 2 9 *>GE ( X8 ,H[ W Y GET ! MA*9]Y GO+ S T NEW GUE/S %[ UP E WEEK OR MON?8 #B4 ,:O W D ! ,FOLL[-,UP ,CALLS8 ,": W ALL T GD DATA 2 /OR$8 ,:O W 9SURE T WE H TAK5 ALL ! NEC AC;N /EPS 6FOLL[ "? ON ! SU7ES;NS F EA* POT5TIAL DONOR8 ,:O W 2 _! ONGO+ ,DONOR ,S]VICES ,REPRES5TATIVE8 #C4 ,": W ! ,ASK TAKE PLACE8 ,:O W D ! ASK+8 ,:AT W 2 YR ,UNITS ( ,S]VICE OR GIFT LEVELS8 ,= H[ _M YE>S M/ DONORS PL$GE 62COME A "P ( YR ,MULTIPLE-,YE> ,SOCIETY8 #D4 ,H[ C YR HAPPY1 ,MULTIPLE-,YE> ,DONORS 9TRODUCE O!RS8 ,:AT O3A.NS W Y (F] = ,FREE ,FEEL-,GD ,CULTIV,N ,EV5TS8 ,C NEW DONORS HO/ O!R ,PO9TS ( ,5TRY EV5TS8 ,9 O!R ^WS1 H[ W ! :OLE SY/EM HANG TGR S T :5 Y -E BACK 6VISIT #BJ YE>S F N[1 Y W SEE A WELL-FUND$ ORGANIZ,N ) HAPPY DONORS8 ,! LEGACIES T Y & YR T1M MEMB]S _H #DJG ,,RAIS+ ,,M ,,M"OY B#BDH WANT$ 6L1VE W 2 "!1 G5]AT+ LIFEL;G DONORS :O >E Z -MITT$ 6FULFILL+ ON ! MIS.N (! OR- GANIZ,N Z Y W]E1 WAY BACK :54 #DJH ,,RAIS+ ,,M ,,M"OY #BDI ,,BIBLIOGRAPHY ,B>K]1 ,JOEL4 ..,P>ADIGMS3 ,! ,BUSI;S ( ,4COV]+ ! .,FUTURE4 ,H>P] ,BUSI;S1 #AIIC4 ,BECK)1 ,H>RY4 ..,SELL+ ! ,9VISI#3 ,A ,FIELD ,GUIDE 6,MOD]N .,M>KET+4 ,W>N] ,BOOKS1 #AIIG4 ,BELL1 ,*IP ,R4 & ,ZEMKE1 ,RON4 ..,MANAG+ ,KNOCK ,YR ,SOCKS ,(F .,S]VICE4 ,,AMACOM1 ,AM]ICAN ,MANAGE;T ,ASSOCI,N1 #AIIB4 ,B[LES1 ,%ELDON4 .,RAV+ .,FANS4 ,MORR[1 #AIIC4 ,BREHONY1 ,KA?LE5 ,A4 .,ORD9>Y .,GRACE4 ,RIV]H1D ,BOOKS1 #AIII4 ,BURNETT1 ,K54 ..,REL,N%IP ,FUNDRAIS+3 ,A ,DONOR-,BAS$ ,APPROA* ,6,! ,BUSI;S ( ,RAIS+ .,M"OY4 ,! ,:ITE ,LION ,PRESS ,LIMIT$4 ,LONDON1 #AIIB4 ,CAM]ON1 ,JULIA4 ..,! ,>TI/'S ,WAY3 ,A ,_SUAL ,PA? 6,HI<] .,CR1TIV;Y4 ,J]EMY ,P4 ,T>*]_/,PUTNAM1 #AIIB4 #DJI ,,RAIS+ ,,M ,,M"OY A#BDI ,CIALD9I1 ,ROB]T ,B41 ,PH4,D4 ..,9FLU;E3 ,! ,PSY*OLOGY ( .,P]SUA.N4 ,QUILL ,WIL- LIAM ,MORR[1 #AIHD4 ,DAVIS1 ,/AN & ,MEY]1 ,*RI/OPH]4 ..,BLUR3 ,! ,SPE$ ( ,*ANGE 9 ! ,3NECT$ .,ECONOMY1 ,A4ISON ,WESLEY1 #AIIH4 ,EYRE1 ,L9DA & ,RI*>D4 ..,T1*+ ,YR ,*N .,VALUES4 ,FIRESIDE1 #AIIC4 ,GLANZ1 ,B>B>A ,A4 .,BUILD+ .,CU/OM] .,LOYALTY4 ,MC,GRAW-,HILL1 #AIID4 ,GOD91 ,SE?4 .,P]MIS.N .,M>KET+4 ,SIMON & ,S*U/]1 #AIII4 ,GUR91 ,MAURICE4 ..,ADVANC+ ,2Y ! ,TE*- NIQUES 9 ,FUND .,RAIS+4 ,FUND ,RAIS+ ,9/ITUTE4 ,DIVI.N (! ,TAFT ,GR\P1 #AIIA4 --------------------------------------#BEJ ,HYDE1 ,LEWIS4 ..,! ,GIFT3 ,IMAG9,N &! ,]OTIC ,LIFE ( .,PROP]TY4 ,V9TAGE ,BOOKS1 #AIGI4 ,9DEP5D5T ,SECTOR4 ..,GIV+ & ,VOLUNTE]+ 9 ! ,UNIT$ .,/ATES4 #AIII4 ,J5S51 ,ROLF4 ..,! ,DR1M ,SOCIETY3 ,H[ ! ,-+ ,%IFT F ,9=M,N 6,IMAG9,N ,W ,TRANS=M ,YR .,BUSI;S4 ,MC,GRAW ,HILL1 #DAJ ,,RAIS+ ,,M ,,M"OY A#BEJ #AIII4 ,KAPLAN1 ,ANN ,E41 ,$ITOR4 ..,GIV+ ,,USA3 ,! ,ANNUAL ,REPORT ON ,PHILAN?ROPY =! ,YE> .#AIIE4 ,AM]ICAN ,ASSOCI,N ( ,FUND- ,RAIS+ ,C\NSEL 7,,AAFRC7 ,TRU/ = ,PHI- LAN?ROPY1 #AIIF4 -- ..,GIV+ ,,USA ,UPDATE3 ,*>ITA# ,GIV+ BY ,P ( ,COLOR3 ,AFRICAN ,AM]ICANS1 ,ASIAN ,AM]ICANS1 ,LAT9OS1 & ,NATIVE .,AM]I- CANS4 ,ISSUE #B1 #AIII4 ,KLE91 ,KIM4 ..,FUNDRAIS+ = ,SOCIAL .,*ANGE 7#CRD EDI;N74 ,*>DON ,PRESS1 #AIID4 ,LANSD[NE1 ,DAVID4 ..,FUND ,RAIS+ ,R1LI- TIES ,E ,BO>D ,MEMB] ,M/ .,FACE4 ,EM]SON & ,*UR*1 #AIIF4 ,LE,BOEUF1 ,MI*AEL1 ,PH4,D4 ..,H[ ,6,W9 ,CU/OM]S & ,KEEP ,!M ,= .,LIFE4 ,NEW ,YORK4 ,B]KELEY ,BOOKS1 #AIHG4 ,LEV9SON1 ,JAY ,3RAD4 ..,GU]RILLA ,M>KET+ ,EXCELL;E3 ,! ,FIFTY ,GOLD5 ,RULES ,= ,SMALL-,BUSI;S .,SU3ESS4 ,H\KET+ #DAA ,,RAIS+ ,,M ,,M"OY B#BEJ .,IMAG9,N4 ,! ,FREE ,PRESS1 #AIHC4 ,MC,K5NA1 ,REGIS4 ..,REL,N%IP ,M>KET+3 ,SU3ESS;L ,/RATEGIES =! ,AGE (! .,CUS- TOM]4 ,P]SEUS ,BOOKS1 #AIIA4 ,MORISON1 ,BRADLEY ,G41 & ,DALGLEI%1 ,JULIE ,GORDON4 ..,WAIT+ 9 ! ,W+S3 ,A ,L>G] ,AUDI;E =! ,>TS & ,H[ 6,DEVELOP .,X4 ,AM]ICAN ,C\NCIL =! ,>TS1 #AIHG4 ,NI*OLS1 ,JUDI? ,E41 ,PH4,D41 ,,CFRE4 ..,0! ,NUMB]S3 ,US+ ,DEMOGRAPHICS & ,PSY*OGRAPHICS = ,BUSI;S ,GR[? 9 ! .#'IJ'S4 ,BONUS ,BOOKS1 #AIIJ4 -- ..,*ANG+ ,DEMOGRAPHICS3 ,FUND ,RAIS+ 9 ! .#AIIJ'S4 ,BONUS ,BOOKS1 #AIIJ4 --------------------------------------#BEA -- ..,GLOBAL ,DEMOGRAPHICS3 ,FUND ,RAIS+ =A ,NEW .,_W4 ,BONUS ,BOOKS1 #AIIE4 -- ..,GR[+ F ,GD 6,GRT3 ,POSI;N+ YR FUND- RAIS+ EF=TS = ,,BIG .GA9S4 ,BONUS ,BOOKS1 #AIIE4 -- ..,P9PO9T+ ,A6LU;E3 ,9CR1S+ ,YR ,%>E ( ,MAJOR ,DONOR .,DOLL>S4 ,PRECEPT ,PRESS1 #AIID4 -- ..,T>GET$ ,FUND ,RAIS+3 ,DEF9+ & #DAB ,,RAIS+ ,,M ,,M"OY A#BEA ,REF9+ ,YR ,DEVELOP;T ,/RATEGY4 ,BONUS ,BOOKS1 #AIIA4 ,O',3NELL1 ,BRIAN4 .,AM]ICA'S .,VOLUNT>Y .,_S4 ,! ,F.D,N ,C5T]1 #AIHC4 -- .,PHILAN?ROPY .9 .,AC;N4 ,! ,F.D,N ,C5- T]1 #AIHG4 ,O/R[]1 ,FRANCIE4 ..,:Y ! ,W1L?Y ,GIVE3 ,! ,CULTURE ( ,ELITE .,PHILAN?ROPY4 ,PR9CE- TON ,UNIV]S;Y ,PRESS1 #AIIE4 ,PANAS1 ,J]OLD4 ..,MEGA ,GIFTS3 ,:O GIVES !M1 :O GETS .!M4 ,PLURIBUS ,PRESS ,9C41 #AIHD4 ,PEPP]S1 ,DON & ,ROG]S1 ,M>?A1 ,PH4,D4 ..,! ,"O 6,"O ,FUTURE3 ,BUILD+ ,REL,N- %IPS ,"O ,CU/OM] AT A .,"T4 ,A ,CURR5CY ,PAP]BACK1 ,D\#"D1 #AIIC4 ,PET]S1 ,TOM4 .,?RIV+ .ON .,*AOS4 ,H>P] ,P]5NIAL1 #AIHG4 ,RAB9[ITZ1 ,ALAN4 ..,SOCIAL ,*ANGE ,PHI- LAN?ROPY 9 .,AM]ICA4 ,QUORUM ,BOOKS1 #AIIJ4 ,RAMSEY1 ,K>54 ..,"EY?+ ,Y ,"K ,AB ,M"OY IS ,WR;G3 ,OV]COM+ ! ,F9ANCIAL ,MY?S ,KEEP+ ,Y F ,! ,LIFE ,Y .,WANT4 #DAC ,,RAIS+ ,,M ,,M"OY B#BEA ,REGAN ,BOOKS1 #AIII4 ,ROS5B]G1 ,CLAUDE1 ,JR4 ..,W1L?Y & ,WISE-- ,H[ ,Y & ,AM]ICA ,C ,GET ! ,MO/ ,\ ( ,YR .,GIV+4 ,LL1 ,BR[N & ,-PANY1 #AIID4 ,%AW1 ,SONDRA ,C4 & ,TAYLOR1 ,M>?A ,A4 ..,RE9V5T+ ,FUNDRAIS+3 ,R1LIZ+ ! ,POT5- TIAL ( ,WOM5'S .,PHILAN?ROPY4 ,JOSSEY- ,BASS1 #AIIE4 ,%>PE1 ,ROB]T ,F41 ,SR4 .,PLANN$ .,GIV+ .,SIMPLIFI$4 ,,NSFRE_/,WILEY ,FUND ,DE- VELOP;T ,S]IES1 #AIII4 --------------------------------------#BEB ,%]D51 ,WILLIAM ,S4 ..,M>KET ,[N]%IP3 ,! ,>T & ,SCI;E ( ,2COM+ ,NO4 .#A4 ,,AMACOM1 ,AM]ICAN ,MANAGE;T ,ASSOCI,N1 #AIID4 ,%ORE1 ,BILL4 .,! .,CA!DRAL .,)94 ,R&OM ,H\SE1 #AIII4 ,/ANLEY1 ,?OMAS ,J41 ,PH4,D4 ..,M>KET+ 6! .,A6LU5T4 ,MC,GRAW-,HILL1 #AIHH4 -- ..,NET"W+ )! .,A6LU5T4 ,MC,GRAW-,HILL1 #AIIC4 -- ..,SELL+ 6! .,A6LU5T4 ,MC,GRAW-,HILL1 #AIIA4 #DAD ,,RAIS+ ,,M ,,M"OY A#BEB ,/ECKEL1 ,RI*>D1 ,PH4,D4 & ,LEHMAN1 ,J5NIF]4 ..,9 ,SE>* ( ,AM]ICA'S ,BE/ .,NONPR(ITS4 ,JOSSEY-,BASS1 #AIIG4 ,VAVRA1 ,T]RY ,G41 ,PH4,D4 ..,AF,M>KET+3 ,H[ 6,KEEP ,CU/OM]S = ,LIFE "? 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PRIVATE SECTOR Z A #DAG ,,RAIS+ ,,M ,,M"OY A#BEC SECURITIES BROK]-D1L] =A N,NAL 9VE/;T FIRM & 3T9U$ FUND RAIS+ = S"EAL ORGANIZ,NS Z A VOLUNTE]4 ,F #AIIB 6#AIIE1 %E "W$ ) ,ZION ,PREP>A- TORY ,ACADEMY1 AN EXCEP;NAL 9N]-C;Y S*OOL 9 ,S1TTLE1 ,WA%+TON1 T _H N"E 2F D"O ANY =MAL FUND RAIS+4 ,FOCUS+ 9T5TLY ON 9DIVID- UAL GIV+1 ! S*OOL RAIS$ M ?AN 4#G MILLION = UNRE/RICT$ OP]AT+ SUPPORT &A CAPITAL CAMPAIGN & 0 N,N,Y RECOGNIZ$ 9 A .,*RONI- CLE .( .,PHILAN?ROPY COV] /ORY4 --------------------------------------#BED ,R1LIZ+ T ? SMALL1 RELATIVELY UN"KN S*OOL _H BE5 A B5EFICI>Y ( 9DIVIDUAL FUND+ ( UNPREC$5T$ MAGNITUDE1 ,T]RY SET AB 64T9- GUI% ! PR9CIPLES T _H MADE ALL T FUND RAIS+ SEEM RELATIVELY EF=T.S4 ,! RESULT IS ! ,RAIS+ ,M ,M"OY MODEL1 : IS N[ TAUIETY ( O!R MAT]IALS ON ? SUB- JECT4 #DAI ,,RAIS+ ,,M ,,M"OY B#BED #DBJ ,,RAIS+ ,,M ,,M"OY #BEE ,,9DEX ,ABUND.E ABUND.E-BAS$ MODEL1 #AJH-AJI E6ECT ON ASK+ = M"OY1 #AFF-AFG VS4 SC>C;Y1 #AJ-AC ,AC"KL$G;T BO>D MEMB]S1 #BCA-BCC IMPORT.E (1 #AEA-AEC SEE AL ,RECOGNI;N2 ,?ANK Y\S2 ,?ANKA?ON ,ACQUISI;N-C5T]$ /RATEGY1 #BD ,A69;Y M>KET+1 #EF ,AGE & GIV+1 #CA-CB ,A7REGAT$ ONL9E GIV+ SITES1 #EF ,ANNUAL GIFTS &! OLD R1L;Y1 #EJ ,APPRECI,N BO>D MEMB]S1 #BCA-BCC IMPORT.E (1 #AEA-AEC SEE AL ,RECOGNI;N2 ,?ANK Y\S2 ,?ANKA?ON ,>MS-L5G? REL,N%IP1 #AHB ,ASK1 ! ,FREE ,"O-,H\R ,ASK ,EV5T1 #BJG-BAI MAK+ ! 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GIFT1 #AGC-AGE FOLL[ UP CALLS1 #ABB ?ANK Y\S1 #AID ,$UC,N & GIV+1 #CJ-CA ,EMAIL1 #BBC-BBD ,EMO;NAL ,HOOK MA9 4CUS.N1 #IG-AJF ,PO9T ( ,5TRY PROGRAM1 #FD1 #HD-HE ,EMO;NS1 #AJA ,5D[;T1 #AF-AH ,E/ATE PLANN+1 #BB ,E?NIC DIV]S;Y1 #CA #DBF ,,RAIS+ ,,M ,,M"OY B#BEH ,EV5TS 3V]T+ CURR5T EV5TS 6,RAIS+ ,M ,M"OY MODEL1 #AHD-AIJ EV5TS T GR[ DONORS1 #AHC-AIJ ,FOLL[-UP ,CALLS1 #AIE PLANN+1 #AIA-AIC ,PO9T ( ,5TRY ,EV5TS1 #GI-IE RECOGNI;N EV5TS1 #ACF-ACI ..,"EY?+ ,Y ,"K ,AB ,M"OY IS .,WR;G1 #AC ,FACTS FACT %EET1 #HG-HH ,FACTS #AJA1 #FD1 #FF ,PO9T ( ,5TRY PROGRAM1 #HC-HD --------------------------------------#BEI ,FANTASY CATEGORIES1 #AAB .,FA/ .,-PANY1 #IH ,FE> ( ASK+1 #AFE-AFF ,FE$BACK 3NECT+ ) DONORS1 #ADI-AEA FOLL[ UP CALLS1 #ABB-ABD ,SEE AL ,?ANK Y\S ,FEEL+S1 BASIC HUMAN1 #AJA ,FOLL[ ,UP FOLL[-UP CALLS1 #FG-FH1 #ADH1 #DBG ,,RAIS+ ,,M ,,M"OY A#BEI #AIC-AIE IMPORT.E 6DESIGN ( EV5TS1 #AIA ,"K-,?Y-,DONOR PROGRAM1 #AHB ONL9E GIV+1 #BBD-BBF ,/EP ,TWO3 ,FOLL[ ,UP & ,9VOLVE1 #FG-GJ1 #ABA-ABG ,FOOD AT EV5TS1 #HI ,F.D,N GRANTS & OLD-R1L;Y ?9K+1 #AI-BJ ,FREE :Y FREE IS A MAGIC ^W1 #AHF-AHG :Y TICKET PRICES "UCUT GIV+1 #BJG ,FREE ,FEEL-,GD ,CULTIV,N ,EV5T1 #GF-GG1 #AHE-AHF 2G9N+ ) FOLL[ UP1 #AIA 9VIT,N AF DONOR'S GIFT1 #AGD MA9 4CUS.N1 #BJA-BJE ONL9E GIV+1 #BBH ,TR1SURE ,MAP ,9T]VIEWS1 #AAH ,FREE ,"O-,H\R ,ASK ,EV5T1 #GC1 #AHF-AHG 2G9N+ ) FOLL[ UP1 #AIA DONORS Z ,TA# ,CAPTA9S1 #AGD MA9 4CUS.N1 #BJG-BAI ,FREQU5TLY ASK$ "QS ,FREE ,"O-,H\R ,ASK ,EV5T1 #DBH ,,RAIS+ ,,M ,,M"OY B#BEI #BAG-BAI ,PO9T ( ,5TRY EV5TS1 #HH-IE ,FUND RAIS]1 3V].N 96A ,PO9T ( ,5TRY1 #HA ,FUND1 ,*ALL5GE ,GIFT1 #AFB-AFC ,FUND]S4 ,SEE ,DONOR ,G5D] & GIV+1 #CB-CC ,GETT+ />T$1 #BDG-BDI --------------------------------------#BFJ ,GIFTS BO>D ( DIRECTORS1 #BCG-BCH *ALL5GE GIFTS1 #AFA-AFC F/ 3TACT AF ! GIFT1 #AGC-AGE IN-K9D />T] GIFTS1 #DC-DD 9DIVIDUAL GIV+1 #BJ NUMB] ( 3TACTS & SIZE ( GIFT1 #GJ-GA PREDICTORS ( GIV+1 #CJ-CA R1DI;S 6GIVE1 #AFH ?ANK Y\S1 #BCF-BCG TRUE 3TRIBU;NS1 #ADC-ADE ,UNITS ( ,S]VICE 7SIZES ( GIFTS71 #AEI-AFA UNRE/RICT$ ANNUAL GIFTS1 #EJ ,GILB]T1 ,MI*AEL1 #EF ..,GIV+ & ,VOLUNTE]+ 9 .,AM]ICA1 #DBI ,,RAIS+ ,,M ,,M"OY A#BFJ #DA ,GIV+ LEVELS1 SEE ,UNITS ( ,S]VICE .,GIV+ .,,USA1 #AA ..,*>ITA# ,GIV+ 0,P ( .,COLOR1 #CA .,GLOBAL .,DEMOGRAPHICS1 #CB ,GOD91 ,SE?1 #DH1 #BBC ,GOLD5 ,RULE TR1T+ DONORS Z R1L P1 #DI "W+ ) BO>DS1 #BCB ,GOV]N;T GRANTS & OLD-R1L;Y ?9K+1 #AI-BJ ,GRANTS & GRANTSMAN%IP1 #AI-BA ,H&\TS1 #HG-HH ,HI< T\*1 #HE ,HONOR>Y ,ADVISORY ,-MITTEE1 #BCH-BDA ,HOOK4 ,SEE ,EMO;NAL ,HOOK ,H\SEHOLD 9COME & GIV+1 #CJ-CA ,ID1L DONOR1 #BI-CB SEE AL ,DONOR ,IMAG9E1 !1 #AJD ,IN-K9D 3TRIBU;NS1 #DC-DD ,9COME & GIV+1 #CJ-CA ,9DIVIDUAL GIV+1 #BJ ,9FOM]CIAL1 #AHF ,9T]NAL HOOK1 #AJJ #DCJ ,,RAIS+ ,,M ,,M"OY B#BFJ ,SEE AL ,EMO;NAL ,HOOK --------------------------------------#BFA ,9T]NET4 ,SEE ,ONL9E GIV+ ,9T]RUP;N M>KET+1 #DH ,9T]VIEW1 ,TR1SURE ,MAP1 #AAE-AAI ,SEE AL ,FOLL[-UP CALL ,9TRODUC+ O!RS1 #GE1 #AFI-AGE ,9VIT,NS BO>D MEMB] ROLE1 #BCF PR9T$ 9VIT,NS1 #IJ ,9VOLVE4 ,SEE ,FOLL[ ,UP ,J5S51 ,ROLF1 #IH ,"K-,?Y-,DONOR ,PROGRAM1 #AGG-AHB ,TR1SURE ,MAP ,9T]VIEW &1 #AAI ,LANGUAGE ( ABUND.E1 #AC ,LEGACY "Q1 #C1 #F 5D[;T FUND1 #AF-AH IMPLE;T+ ! ,RAIS+ ,M ,M"OY MODEL1 #BDG-BDI ,LETT+ P (F ! HOOK1 #FI ,LEVELS ( GIV+4 ,SEE ,UNITS ( ,S]VICE ,LEVITT1 ,!ODORE1 #ADH ,LIFEL;G DONOR4 SEE ,DONOR ,LI/5+1 IMPORT.E (1 #ADI #DCA ,,RAIS+ ,,M ,,M"OY A#BFA ,MAIL+S & OLD-R1L;Y ?9K+1 #EC ,M>KET+ 9T]RUP;N VS4 P]MIS.N M>KET+1 #DH MASS M>KET+1 #BB-BE1 #EC ,MATRIX = RECOGNI;N & CULTIV,N1 #ACF-ACI ,M9I-RETR1T1 #BDA ,MODEL = RAIS+ M M"OY4 ,SEE ,RAIS+ ,M ,M"OY MODEL ,M"OY ASK+ = M"OY1 #GJ-GE1 #AFE-AGB GR[+ UP AB M"OY1 #AG "ULY+ M"OY MESSAGES1 #AC-AD ,MULTIPLE-,YE> ,GIV+ ,SOCIETY1 #GD DONOR SATISFAC;N1 #EA-EB ,FREE ,"O-,H\R ,ASK ,EV5T1 #BJH LAUN*+1 #AEG-AEH P]C5TAGE PAY+ (F PL$GES1 #BAG-BAH ,MULTIPLE-YE> PL$GES4 ,SEE ,PL$GE --------------------------------------#BFB ,NEW R1L;Y BO>D ( DIRECTORS1 #BCA-BDA CU/OMIZ$ DONOR DIALOG1 #BE DONOR1 DEF9I;N (1 #ABD-ABG GIV+ PROCESS DESCRIB$1 #ADD #DCB ,,RAIS+ ,,M ,,M"OY A#BFB ON-L9E GIV+1 #ED-EI ": 62G91 #BDC-BDF ,SEE AL ,RAIS+ ,M ,M"OY MODEL ,NEWSLR ONL9E1 #BBE-BBF ,NI*OLS1 ,JUDI?1 #CB ,NO1 #AFG-AFH ,NON-DONORS1 #FI ,OLD R1L;Y BO>D MEMB]S & FUND RAIS+1 #BCC-BCE DONOR1 #ABD EMO;N & FUND-RAIS+1 #HE ID1L DONOR1 #BI MASS M>KET+1 #BB-BE1 #EC-ED PR9CIPLES (! OLD R1L;Y1 #I VOLUNTE] PROGRAMS1 #CG-CH WAYS ( RAIS+ M"OY1 #AI-BJ ,"O-,H\R ,ASK ,EV5T4 SEE ,ASK1 !2 ,FREE ,"O-,H\R ,ASK ,EV5T ,ONGO+ CULTIV,N PROCESS4 ,SEE ,CULTIV,N ( DONORS ,ONL9E GIV+ ,NEWSLR1 #BBE-BBF ,RAIS+ ,M ,M"OY ME?ODS ONL9E1 #BBA-BBI ! FUTURE ( GIV+1 #EC-EI #DCC ,,RAIS+ ,,M ,,M"OY B#BFB ,PAS.N1 #IG-AJJ ,P]MIS.N CAPTUR+ "NS1 #AIA-AIC DONOR P]MIS.N1 #ADD ONL9E GIV+1 #BBF P]MIS.N M>KET+1 #DH ,P]SONAL 3TACT DEF9I;N1 #ACJ ROLE 9 ,RAIS+ ,M ,M"OY1 #CC-CD ,P]SONAL TR1SURE MAP1 #AAD ,PIT* P]SON1 #BAC --------------------------------------#BFC ,PLANN+ EV5TS1 #AIA-AIC ,SEE AL ,DESIGN ,PL$GE ,FREE ,"O-,H\R ,ASK ,EV5T1 #BAG ,MULTIPLE-,YE> ,GIV+ ,SOCIETY1 #AEG-AEH MULTIPLE-YE> PL$GES1 #EJ-EB1 #GD P]C5TAGE PAY+ (F PL$GES1 #BAG-BAH SAMPLE PL$GE C>D1 #BAD ,PO9T ( ,5TRY ,3V].N ,EV5T1 #AHD-AHE1 #AIG ,PO9T ( ,5TRY ,EV5T1 #FC-FF1 #GI-IE 2G9N+ ) FOLL[ UP1 #AIA BO>D MEMB] ROLES1 #BCF #DCD ,,RAIS+ ,,M ,,M"OY A#BFC 3V].N EV5TS1 #AHD-AHE1 #AIG DONOR HO/+ ,PO9T ( ,5TRY ,EV5T1 #AGD ,FACTS #AJA1 #FF 9VIT,NS 6PREVI\S DONORS1 #AHJ-AHA MA9 4CUS.N1 #GI-IE ONL9E GIV+1 #BBB-BBD REVIEW ( MA9 PO9TS1 #AIG ,TR1SURE ,MAP ,9T]VIEWS1 #AAH :O 69VITE1 #AJG-AAI ,PO9T ( ,RE-,5TRY ,EV5T1 #GF-GG1 #AHE-AHF 9VIT,NS 6PREVI\S DONORS1 #AHJ-AHA MA9 4CUS.N1 #BJA-BJE ,POV]TY M5TAL;Y & FUND+ SC>C;Y1 #AE ,PREDICTORS ( GIV+1 #CJ-CA ,PROGRAM ,ASK ,EV5T1 #BAJ-BAF DONOR RECOGNI;N D9N]1 #BJA-BJC =MAT ( ,PO9T ( ,5TRY EV5TS1 #HB-IE VOLUNTE] GIV+ PROGRAM1 #BJC-BJE ,RAIS+ ,M ,M"OY MODEL 3V]T+ CURR5T EV5TS 6? MODEL1 #AHD-AHG CYCLE ( ,RAIS+ ,M ,M"OY1 #FC \TL9E1 #FC-GG ,/EP #A3 ,PO9T ( ,5TRY1 #FC-FF1 #DCE ,,RAIS+ ,,M ,,M"OY B#BFC #GI-IE1 #BBB-BBD ,/EP #B3 ,FOLL[ ,UP1 #FG-GJ1 #ABA-ABG1 #BBD-BBF ,/EP #C3 ,ASK+ = ,M"OY1 #GJ-GE1 #AFE- #AGB1 #BBG-BBH --------------------------------------#BFD ,/EP #D3 ,DONORS ,9TRODUC+ ,O!RS1 #GE-GG1 #AGC-AGE1 #BBI ": 62G91 #BDC-BDF ,R,Y+ CRY1 #AJE ,RAMSEY1 ,K>51 #AC-AD ,RE-,5TRY ,EV5T4 ,SEE ,PO9T ( ,RE-,5TRY ,EV5T ,R1DI;S 6GIVE1 #AFH ,RECOGNI;N APPRECI,N & AC"KL$G;T1 #AEA-AEC RECOGNI;N D9N]1 #BJA-BJC REL,N 6DONOR CULTIV,N1 #ACE-ADB ,SEE AL ,?ANK Y\S ,RECOGNI;N1 DONOR1 #ACE-ACI ,RELEV.E ( 3TACTS 6DONOR NE$S1 #ACJ-ACA ,REPLY C>D1 #AIA-AIB ,RES\RCES 9 ABUND.E-BAS$ MODEL1 #AJH-AJI ,RETOOL+ EXI/+ EV5TS1 #AHG-AIJ #DCF ,,RAIS+ ,,M ,,M"OY A#BFD ,ROADMAP = GETT+ />T$1 #BDG-BDI ,ROS5B]G1 ,CLAUDE1 #AA ,SC>C;Y OLD R1L;Y ?9K+1 #I POV]TY M5TAL;Y1 #AE VS4 ABUND.E1 #AJ-AC ,SCRIPT FOLL[ UP CALLS1 #ABB-ABD ,PO9T ( ,5TRY EV5TS1 #IA ,?ANKA?ON1 #AGI ,SECUR$ SITE1 #BBG ,SELF-9T]E/ ONL9E GIV+1 #BBC ,TR1SURE ,MAP RES\RCES1 #AAJ-AAA ,SIGN-IN1 ,PO9T ( ,5TRY EV5TS1 #HB ,S9C];Y4 ,SEE ,AU!NTIC;Y ,/AFF ,PO9T ( ,5TRY EV5TS1 #ID-IE ,?ANKA?ON1 #AGH-AHJ ,TR1SURE ,MAP RES\RCES1 #AJI ,/EPS 9 ,RAIS+ ,M ,M"OY \TL9E1 #FC-GG --------------------------------------#BFE ,/EP #A3 ,PO9T ( ,5TRY1 #FC-FF1 #DCG ,,RAIS+ ,,M ,,M"OY A#BFE #GI-IE1 #BBB-BBD ,/EP #B3 ,FOLL[ ,UP1 #FG-GJ1 #ABA-ABG1 #BBD-BBF ,/EP #C3 ,ASK+ = ,M"OY1 #GJ-GE1 #AFE- #AGB1 #BBG-BBH ,/EP #D3 ,DONORS ,9TRODUC+ ,O!RS1 #GE- #GG1 #AGC-AGE1 #BBI ,/]EOTYPES1 #AJB-AJC ,/ORY1 #II ,/RATEGY1 ACQUISI;N-C5T]$1 #BD ,/R;G >M ! ,ROLODEX MODEL1 #BI1 #DG1 #ADC ,SU6]+ & OLD R1L;Y ?9K+1 #AD-AE ,SY/EM1 NE$ =1 #AD-AE ,TA# ,CAPTA9 RECRUIT;T1 #BJH-BJI ,TELEPH"O TELEM>KET+1 #ED ?ANK Y CALLS1 #AIC-AIE ,TELL ,X ,L ,X ,IS1 #AJD-AJE ,TE/IMONIALS1 #HF ,?ANK Y\S APPRECIATE & AC"KL$GE1 #AEA-AEC BO>D MEMB] ROLE1 #BCF-BCG LRS1 #AIC ,PO9T ( ,5TRY ,EV5T1 #HG #DCH ,,RAIS+ ,,M ,,M"OY B#BFE TELEPH"O CALLS1 #AIC-AIE ,?ANKA?ON HI<-LEVEL ?ANKA?ON1 #AGH-AHJ SU7E/$ \TL9E = CALL1 #AGI ,TR1SURE ,MAP ,9T]VIEW &1 #AAI ,TICKETS1 #BJG ,TIM+ 3TACTS ) DONORS1 #ACA DONOR RECOGNI;N & CULTIV,N MATRIX1 #ACF-ADA FOLL[ UP1 #AIC-AID ,T\R EMO;NAL HOOK1 #HF ,PO9T ( ,5TRY1 #FD-FE1 #HJ ,TR1SURE ,MAP CR1T+ A TR1SURE MAP1 #AAD-AAG 9T]VIEW "QS US$ DUR+ ,?ANKA?ON1 #AGI-AHJ KEY ROLE ( /AFF1 #ID --------------------------------------#BFF MA9 4CUS.N1 #AJG-AAI ,UNITS ( ,S]VICE1 #GE ,MULTIPLE-,YE> ,GIV+ ,SOCIETY1 #AEI-AFA NE$ = SPECIFIC AM.TS1 #BAG ,UNRE/RICT$ ANNUAL GIFTS & OLD #DCI ,,RAIS+ ,,M ,,M"OY A#BFF R1L;Y1 #EJ ,VALUES1 CULTURAL1 #AJB ,V5UE =! ,ASK1 #AFC-AFD ,VIDEO1 #HF ,VI.N>Y ,L1D]1 NE$ =1 #AG ,VOLUNTE] Z BO>D MEMB]1 #BCB-BCC Z DONOR1 #CG-DE -MIT;T 6OLD-R1L;Y EV5TS1 #BAH DEF9I;N1 #DB-DC SELF-9T]E/1 #AAJ-AAA ,?ANKA?ON1 #AGH-AHJ ,TR1SURE ,MAP RES\RCES1 #AJI VOLUNTE] GIV+ PROGRAM1 #BJC-BJE ,VOLUNTE]+ & GIV+1 #GB ..,W1L?Y & ,WISE--,H[ ,Y & ,AM]ICA ,C ,GET ! ,MO/ ,\ ( ,YR .,GIV+1 #AA ,:AT IF81 #AJD ,:EEL]1 ,D\G1 #BF ,": 62G91 #BDC-BDF ,WI% LI/ FOLL[ UP CALLS &1 #ABF ,PO9T ( ,5TRY EV5TS1 #FF1 #HH PURPOSE1 #DC #DDJ ,,RAIS+ ,,M ,,M"OY B#BFF ,WOM5 & GIV+1 #CB-CC ,_W ,WIDE ,WEB4 ,SEE ,ONL9E GIV+ ,ZION ,PREP>ATORY ,ACADEMY1 #BF1 #BAJ-BAF ,Z"O1 !1 #AEC-AED #DDA ,,RAIS+ ,,M ,,M"OY C#BFF #DDB