Finding Money and Raising Funds 87 Thefollowingscenarioillustratesthestepsyoumighttakeincultivating a prospect. Your research office has identified an alumnus with substan- tial giving potential, but this person has not been in regular contact with your college since graduating thirty years ago. Step One is: you or your staff person making a call and asking for a brief appointment. “Mr. Jones, this is Dean Smith from Noble College. Our Alumni Office has let me know that you were a physics graduate thirty years ago. I will be on a busi- ness trip to Chicago next week, and would like half an hour of your time, if you’re free, to talk with you about Noble and your experiences here.” You may need to reassure the alum that this is not a visit where you will be asking for money. You, as dean, are interested in meeting former students and finding out about their experiences in your college. The alumnus will likely be impressed that you phoned and, once he or she recognizes this is a get-acquainted visit, ideally will be pleased to meet with you. A person with significant means will understand the visit as an early step toward an ask, so being willing to meet is a very positive sign. Go to that meeting with as much relevant information about the prospect as possible: academic career (at your institution or graduate school); career in business or profession; spouse and family; member- ships in professional and social organizations; history of giving and to whom; and so forth. If the alum is married or partnered with one of your graduates, research that person as well. Your staff can prepare a dossier for you: learn it. Talk to the prospect’s former teachers, particularly if the alum has named them, for additional information. A major gift officer who made a qualifying visit to a political science graduate who had gone on to become partner in a major law firm did this one step better. In an initial cold call phone conversation that obviously went well, she was able to ask about former instructors who had influenced him. She then created a short video that included greetings and reminiscences from three faculty members still working at the University. The attorney was moved to tears at the visit, and the way was cleared for further visits and cultivation, including his firm’s hosting a group of pre-law and business students for an overnight visit.