Estie Karpman wrote regarding how she assists Board members in making
calls on prospective donors.  I agree with her approach...the paper work
(cover letter, case letter, brochures, etc.) should come from staff.  It
has worked well for me too.

More basic is the issue of prospect research.  You don't want your Board
members calling on people who aren't in a position to give...it is a
waste of their time and disheartening too. You need to ask the Board
members for leads...do they know someone capable of giving who has an
interest in (fill in the blank: art, libraries, local history, etc.)  If
they are uncomfortable calling on a friend, assign that prospect to
another Board member.

Also of importance is the follow up call. After the visit it is often
necessary to call or visit again.  If you got an "I don't know" or "I'll
have to think about it" response, don't file it away as a "no" until you
have asked if they have thought about it.  And don't take them off next
years list...have a different Board member visit next year, and offer
them the option of a restricted donation...e.g. "your funds will support
the research library only and will not be used to purchase antique
chamber pots."

These are pretty basic ways to approach an annual campaign.  There are
lots of books on the subject.  The important thing staff and Board need
to remember is that it takes awhile...you aren't likely to get instant
success, although now and then it happens.  Every year builds on the
previous one.

Ginny Cass
President, Board of Directors
Northern Rockies Heritage Center
P. O. Box 1884
Missoula, MT  59806-1884
phone 406.728.3662 (message)
FAX 406.728.5063
email [log in to unmask]
http://www.nrhc.org