Graceland College is taking a sales approach to deferred giving. Their products include annuities, trusts, life insurance, bequests--all the deferred giving plans that offer big benefits to donors and long-term financial benefit to the college. Benefits are emphasized through a written illustration of the proposed deferred gift. (MLW)

A strategy for seeking grants from major foundations is presented. A five-step process includes: preparation, identification, cultivation, solicitation, and stewardship. A grant from one of the private foundations in the country brings not only cash but also important national visibility to a campus. (MLW)

To raise money for endowment, there needs to be a mix of strong leadership, solid fund-raising technique, and confidence-inspiring endowment fund management. These ingredients have helped Berea College increase its endowment to more than $100 million. (MLW)

Effective fund-raising letters balance an eye-catching appearance with an action-getting appeal. Some helpful hints to consider when planning direct mail letters are discussed including: making the letter attractive, using language skillfully, planning the text, considering copy formulas, etc. (MLW)

For small, private institutions, the real estate pooled income fund can be ideal for constructing new facilities, especially if the facility will produce revenue. Even a public or well-endowed private institution may have a unique project for which a pooled income fund may be a nontraditional funding solution. (MSE)

A Memphis-based attorney was asked for advice on the ethics of planned giving. The bottom line is that the donor's interests come first. (MLW)

This article discusses techniques for calculating the net worth of prospective college and university donors, explaining how to base a net worth calculation on known statistical averages. It then reviews several formulas for estimating a person's giving ability. (MDM)

The most recent tax law creates stiffer rules forcing donors to document their charitable gifts in exchange for offering charities relief from the 1986 Alternative Minimum Tax law. For colleges and universities, who already follow relatively stringent receipt rules, the new regulation is a free and valuable benefit. (MSE)

A $26 million Sesquicentennial Campaign at Wheaton College in Norton, Massachusetts, is described. The campaign was divided into three 18-month phases designed to push the campaign forward while inspiring confidence among trustees, alumnae, and other important leaders: setting the goal, redeploying forces, and soliciting the "Final…

Guidelines for managing fund-raising programs are presented including: recognize variability of costs, understand salaries as major cost, compare institution only with its peers, manage volunteers well, allocate enough resources for the long-range development of young alumni and planned giving, pursue endowment gifts, etc. (MLW)

A new approach to the role of the prospect research specialist--the proactive approach--is described. The prospect research specialist finds the names and builds the lists that identify the community's wealthy and powerful who may be prospective donors. (MLW)

A comprehensive study of Stanford University giving capacity of alumni and friends is described. The mission was to identify new donor prospects and to review perceptions of the people already identified. Some 1,200 new volunteers were involved. (MLW)

In a philanthropic partnership, a corporation gives money to a university so the university can use it to further the corporation's philanthropic goals. Business must focus its support where it will have the most effect on targeted social problems. (MLW)

Gift clubs at significant levels give donors a reason to make significant gifts. Mega-gift clubs succeed for four reasons: they are an attractive way to recognize donors, clubs give donors who are ready and willing an opportunity to give, they offer status, and they provide donors with tax deductions. (MLW)

A program that sent a fund-raising videotape to 1,500 University of Richmond alumni is described. Research had turned up affluent alumni in areas too remote for personal calls or visits by the presidents. The program was a success and proved cost-effective. (MLW)