Some basic strategies and procedures that provide a step-by-step annual fund plan are reviewed. This approach divides goals into revenue targets for each annual fund program and links program success to budget and staff requirements. (MLW)

A written campaign plan is seen as essential for annual fund success. It should contain details on all aspects of the campaign: strategy, leadership, organization, goals, and events, plus the schedule and deadlines for each of these. (MLW)

The annual phonathon held at Elmira College is described. Phonathon prospects are seen as coming from two categories: (1) alumni donors who have given $10 and up in the past and (2) all members of reunion classes, whether or not they have ever given. (MLW)

Phonathons are seen as a highly personal, effective, and informative type of solicitation. Duke University's "Dialing for Duke" phonathon is described. Suggestions for phonathon success are: relentless recruitment of volunteers, upbeat atmosphere, a sense of competition, good training, staff supervision, and a realistic goal. (MLW)

Six institutions' successful annual fund drives are described. St. Stephen's School keeps its constituents informed of giving participation and fosters a competitive spirit by using agents for each alumni class and parent representatives for each school grade. Ohio University cultivates annual gifts through a gift club for local donors. (MLW)

By using paid telephone callers instead of direct mail appeals, the University of Maryland increased its rate of acquiring new alumni donors 17 times over. An incentive plan was implemented in order to increase the motivation of the student callers. The paid callers use scripts. (MLW)

Using paid phonathon callers, it is argued, will increase dollar and percentage response without hurting college volunteer programs. Arguments in favor of paid callers are summarized: they raise more money, they cost less, and since they are more easily available more alumni can be phoned. (MLW)

Paid phonathon solicitors may raise more money in the short term, but using paid callers, it is suggested, will undermine college volunteer programs. Phonathons are seen as a fund raising technique. Committed involvement is seen as fundamental to fund raising success. (MLW)

How Hampden-Sydney College achieved 50 percent alumni participation in its annaul fund appeal is described. The plan included national and regional phonathons, an intensive mailing campaign, and an alumni contact program through area clubs. Some tips included: using alumni volunteers, enlisting student workers, and using the president and college…