Ms. Pritzker, a leading member of the Chicago dynasty that owns the Hyatt hotel chain, has raised the money largely by focusing on the little guy. The campaign has tapped more than one million donors.
A Novel Strategy
Ms. Pritzker, who works for the campaign as a volunteer, began working closely with Julianna Smoot, a hard-driving Southerner who is Sen. Obama's in-house finance director. They laid plans to reach out to wealthy donors, a target of most campaigns and a group well acquainted with the Pritzker name. David Geffen and Oprah Winfrey, for example, held lucrative fund-raising dinners.
But Ms. Pritzker and the team decided to focus mainly on an often-ignored corner of the fund-raising world: first-time donors and small donations.
She divided the country into 13 regions and gave the regional chiefs freedom to make decisions without having to get everything approved by headquarters. The policy made it easier for the regions to build relationships with smaller donors.
The campaign gathers emails and contact information from donors and rally attendees, then uses it for more fund raising. Under its "recurring gift" program, it offers to withdraw $25 a month from donors' accounts until they reach the legal limit of $2,300 for a primary. The campaign says only 2.4% of donors have reached that mark. "Operation Give Again" identifies donors who have given at least $500 and asks them to give to the limit. (The Clinton campaign recently stepped up efforts to recruit small donors.)
It was Mr. Friedman and Alan Solomont, a Boston-based donor, who brought Ms. Pritzker the idea to train first-time fund-raisers. She moved quickly to set up a weekend boot camp for bundlers, dubbed Obama University. Held in a Chicago hotel, it featured panels such as "Hunting vs. Farming" and "Four Ways to Raise Money." Students are told how to ask for money from their relatives without starting a family fight, and how to solicit from business colleagues without running afoul of campaign-finance laws. Two sessions have already been held, and another is planned.
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