The job of a college or university planned-giving officer is to seek gifts that the college will receive after the donor's death. It requires substantial interpersonal skills, legal and financial knowledge, and understanding of donor attitudes. While dealing with potential donors requires great tact, the gifts are often substantial. (MSE)

College fundraisers can enhance their planned-gift negotiation by focusing on donor concerns, knowing the variety of gift options available, and presenting them effectively to the prospective donor. With this approach, it is possible to choose the solution that most benefits both donor and institution. (MSE)

College and university fund-raisers offer suggestions for successful direct-mail campaigns, telephone campaigns, and fund-raising auctions. Ideas include specific persuasive techniques for different types of donors, motivational and support mechanisms for volunteers, and appealing activities and rewards for campaign participation. (MSE)

Suggestions for better communication are offered for volunteers participating in college fund-raising phonathons. They include general guidelines for telephone communication, solutions for specific situations, notes on appropriate word choice, an exercise to regulate speech speed, information on personality types that may be encountered, and…

Reasons and techniques for encouraging planned giving among baby-boomers are outlined, and one approach is detailed. This involves recruiting a volunteer financial services team of alumni to host financial presentations for fellow alumni in their local areas, and developing a newsletter for the target alumni population. The fund-raising program at…

Argues that a strong case can be made for supporting outreach as a value-added function in a university. Specific strategies for positioning outreach within the university by developing a power base are outlined. The case of the University of Michigan-Flint is offered as an example of this approach. Seven lessons learned in the process are noted.…