Principles and techniques for college fundraisers to use in preparing for a major solicitation are discussed, including information gathering, adequate and appropriate preparation for the call, content of the conversation, rehearsal of the interaction, making the appointment, handling objections, and closing the gift. (MSE)

The ways in which Spence School, a New York private school for girls, and Dartmouth College (New Hampshire) cultivated and won top alumni donors are described. In each case, the development office and administration encouraged the donor's personal involvement in areas of interest at the institution, and donor enthusiasm and participation…