College President Preparation Strategies for Major Gift Solicitation

Authors

• Michael T. MillerFollow

Abstract

The study examined how college and university presidents prepare to solicit major gifts from individual benefactors, an increasingly important responsibility as institutions diversify revenue streams through philanthropic support. While extensive literature exists on higher education fundraising and presidential leadership, relatively little research has explored the specific practices presidents use to prepare for major gift solicitations. To address this gap, the study employed a descriptive research design consisting of two phases: a survey of 100 four-year public college and university presidents and follow-up semi-structured interviews with six presidents who agreed to discuss their preparation processes in greater detail. Survey findings indicated that presidents most frequently emphasized coordination with advancement staff, determining an appropriate ask amount, developing a clear solicitation strategy, and actively listening and adapting to donor responses. Statistical analysis identified significant differences related to developing a clear solicitation strategy and considering donor motivations prior to solicitation. Qualitative interviews reinforced three central themes shaping presidential preparation: the critical role of advancement staff support, the importance of background research on prospective donors, and the long-term development of personal relationships with benefactors.

Recommended Citation

Miller, Michael T. (2026) "College President Preparation Strategies for Major Gift Solicitation," Journal of Research on the College President: Vol. 9, Article 2.
Available at: https://digitalcommons.memphis.edu/jrcp/vol9/iss1/2