Alumni often shoulder much of the responsibility of calling up classmates and colleagues.
"Most of the work is done by volunteers," Fineberg wrote in an e-mail message. "It's much easier for someone who has themselves made a commitment to be persuasive."
Often this technique pays off. "They asked me to do things, and I
just did them," says donor Frank Stanton, an honorary chair of the campaign.
Learning the Ropes
"We basically spend a lot of time presenting in different ways what the dreams [of Harvard] are," Boardman says.
UDO workers teach volunteers how to raise money. This first lesson is on fundraising jargon, starting with the very name volunteers give themselves: developers.
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