If you don't know where you're going, it's kind of hard

1. Emerge from the organization's mission and strategic plan.

2. Present a vision of "what can be."

3. Serve as an investment prospectus.

4. Present investment opportunities from the prospects' perspective.

5. Talk about opportunity, not needs.

Once the case statement is in&003; place, Falk stresses, it's essential that everyone in the organization -- from the president and board members to the folks who write the literature and answer the phones -- are on board and can speak knowledgeably and confidently about the campaign, whether at a formal presentation or at a cocktail party, on paper or on the 10th green.