Discusses issues and appropriate behaviors for college and university fundraisers when a major donor shows signs of burnout, noting causes (oversolicitation, ignoring the donor's interests, neglecting to steward past gifts) and warning signs (telephone tag, no-shows, disgruntled spouse), and offering techniques for bringing donors back (personal…

Makes suggestions for persuading publicity-shy faculty that talking to reporters can be useful to their research and the institution. Arguments include that their participation may result in increased funding, new constituents, productive collaboration, impact on public policy/public opinion, benefit to the profession, and more control by the…

Presents a step-by-step guide to the fund-raising telephone call, designed for volunteers in college and university phonathons. Includes asking for the donor, introducing oneself, giving the reason for the call, verifying prospect records, establishing rapport, dealing with both positive and negative responses, suggesting alternatives, summarizing…

Makes suggestions for volunteers in college fund-raising telethons who must respond to negative attitudes about making a donation. Specific situations are addressed, including unspecified objections, "I'm already giving,""I can't afford it," requests to be left alone, uncertainty, and objections because of a variety of other issues. Exact language…