4. Gift Pledge Turn Down Donor

5. Situation Analysis Market Research Identify Critical Issues & Goals & Objectives Identify Critical Issues & Goals & Objectives Create Plan Define Target Markets Define Target Markets Segment Target Markets Segment Target Markets Board, Senior Management, Development Determine Total Dollar Needs Determine Total Dollar Needs

6. Break into Gift Amount Segments Create Prospect & Gift Pyramid Development Identify Prospect Identify Prospect Create Record Research Assessment Case Statement

7. Major Gifts Direct Marketing Current Operations Strategy Senior Management & Development Segment Special Gifts Strategy Special Gifts Strategy Assign Cultivation & Solicitation (Cultivation) Direct Marketing (Cultivation) Direct Marketing Endowment Strategy Endowment Strategy General Strategy General Strategy Marketing & Development (Cultivation) Website (Cultivation) Website (Cultivation) Events (Cultivation) Events (Cultivation) Personal Meeting (Cultivation) Personal Meeting (Ask) Letter (Ask) Letter (Ask) Direct Marketing (Ask) Direct Marketing (Ask) Website (Ask) Website (Ask) Personal Meeting (Ask) Personal Meeting (Ask) Phone (Ask) Phone (Ask) Proposal (Ask) Proposal

8. Gift Pledge Turn Down Donor

9. Prepare Case Statement Prepare Case Statement Create Promotional Materials Create Promotional Materials Internal Feedback Internal Feedback Development Identify Prospect Identify Prospect Create Record Research Assessment Further Assessment Further Assessment

10. Gift Pledge Turn Down Donor

11. Record Gift Acknowledge Advise Solicitors Development Recognize and Report Update Cultivation Strategy Spin Off New Prospects Spin Off New Prospects Solicitor Board Management Staff Volunteers Senior Management & Development Marketing & Development

12. P.O. Box 7475 Arlington, VA 22207 Phone: (877) 528-5775 Fax: 703-528-3311 12 South Fifth Street Geneva, IL 60134 Phone: (630) 208-9700 Fax: 630-208-1499