I picked this up a few weeks ago from a networked colleague, though I've been aware of it for quite a while, and I thought I'd share it with you guys in the interests of professional information-trading and of getting a few lulz.
In 1890, fresh from a successful fundraising campaign (a "subscription canvass" as they were usually known then) on behalf of the not-yet-extant University of Chicago, Frederick Gates was asked to advise a colleague on tactics. The result was a memo which acquired the title "Keep absolutely and serenely good-humored" despite that being a misread in the text. Gates outlined in nineteen points the basic structure of fundraising as we know it today; even in the information age, not a lot of what he says needs much adaptation to be relevant. And the combination of good natured faith in humanity, total sneakiness, and mild cynicism never fails to amuse me.
Various versions of this can be found online, but this one comes from the archives of the University of Chicago, who ought to know.
( The following memorandum was written by Mr. Frederick Gates... )