April 8, 1999
Dialing for Big Dollars
Long used to seek small donations, the phone becomes a major-gifts tool
When the Barbara Ann Karmanos Cancer Institute, in Detroit, began its $100-million capital campaign last fall, it was clear the non-profit group did not have enough staff members or volunteers to solicit all of its potential donors in a personalized way.
Fund raisers realized they needed to make some tough calls about how to reach as many people as possible. Those deemed likely
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