Cape project's foes tap big spenders

William I. Koch, the yachting enthusiast, donated $500,000. Paul Fireman, the former chief of Reebok, gave $250,000. Michael Egan, the son of the founder of EMC Corp., kicked in $150,000.

Far from the humble world of $10 bills handed to door-knocking environmentalists, these wealthy benefactors have donated hundreds of thousands of dollars to The Alliance to Protect Nantucket Sound, the group trying to block construction of 130 wind turbines in the pristine waters off Cape Cod.

An internal fund-raising guide never intended for publication offers a revealing glimpse into how the organization has swelled its coffers with flattery, house parties, and repeated visits with some of the wealthiest residents in the country, many of whom are homeowners and summer residents on the Cape and Islands.

In this crowd, donations of $5,000 are frowned upon as ''token gifts" and fund-raisers are expected to net pledges of at least $250,000.

The guide walks fund-raisers through every step, from meeting a donor to the big pitch and the follow-up phone call.

When meeting with a prospective donor, ''break the ice," the guide says. ''Be relaxed; begin with casual talk."

''Don't let them preempt you by offering a gift," it says. ''State that you appreciate their generosity but want to take some time to share your vision and describe what the Alliance's plans are. . . .

''Explain that we have a growing donor list with many $100 donors," the script says. ''Highlight fund-raising successes to date. But our success will depend on major donors at the six-figure level."

The alliance has been fund-raising aggressively as it seeks to block turbines that it says would ruin ocean views and harm fishing grounds. The group has a Washington lobbying firm, as well as lawyers and consultants to push their cause in a highly contentious fight that pits environmentalists who want clean power against other environmentalists and Cape homeowners.

Since January 2004, the alliance has received 28 gifts of $100,000 or more, the guide says. After taking in $4.8 million in 2004, the alliance then added at least $3.7 million last year, smashing a two-year goal of $7.5 million. And 94 percent of the group's money came from 93 ''major gift" donors who gave $20,000 or more. Cape Wind Associates, which wants to build the project, has its own consultants and lobbyists and has invested more than $20 million on the project.

''The Alliance is proud of the support received from all of our 4,300 donors, and the commitment of vast numbers of Cape and Islands residents and visitors to protecting Nantucket Sound," the alliance said in a statement e-mailed to the Globe yesterday. ''This funding has enabled us to publicly challenge Cape Wind and expose the inappropriateness of this site for the largest offshore wind project in the world."

The 35-page fund-raising guide names five donors, but says many others have given generously, incuding one unnamed contributor who has given $850,000, the guide says. In the majority of cases, the guide says, donors ''wish to remain anonymous, due to the controversial nature of the issue."

The guide instructs fund-raisers to court donors at home and apologize for the inconvenience before asking them for money.

After making the pitch for $250,0000 to protect Nantucket sound, ''Allow For A Response," the guide says. ''Do not talk after making the request. And don't be afraid if there is silence; allow them to think about their response."

If they accept, ''React with gratitude! State that the gift will help tremendously toward the object of the Alliance and its campaign!"

And know when to close the deal.

''Don't prolong the visit," it says, ''thank them and leave."

If the donor offers much less than requested, don't be afraid to play a little hardball, the script makes clear.

''Use your best judgment," it says. ''If it is a token gift of $5,000 you should delay acceptance. If it is a far more generous gift, then you might graciously accept their gift and tell them you will keep them informed of progress and challenges."

Already, the guide has people on the Cape talking.

''It's a very amusing thing," said Walter Brooks, editor of Cape Cod Today, a website which has supported the proposed wind turbines. Brooks wrote about the guide yesterday under the headline, ''Secret anti-wind farm alliance bared."

Brad Goldstein, a spokesman for Koch, the alliance's cochairman, said the guide overstated Koch's donation. While the guide said Koch pledged $1.1 million, Goldstein said Koch gave only $500,000.

''Obviously, a fund-raising company wants to -- how should I put it? -- gild the lily to make it appear that they are more successful than they are or raise more than they did," Goldstein said.

Community Counseling Service, a Manhattan-based fund-raising firm hired by the alliance, wrote the guide and posted it on its website earlier this year. It has since been taken down.

The alliance condemned its release yesterday.

''The Alliance learned today that confidential internal documents belonging to one of their consultants were obtained and published on a website of a Cape Wind proponent," the statement said. ''This unethical distribution of confidential records reveals both a low standard of conduct and diversionary tactics often used to avoid talking about relevant issues. The documents made public belong to Community Counseling Service, and reflect their own interpretation and their strategy and much of it in draft form; all the facts were not correct."

The guide emphasizes how fund-raising is crucial in the campaign against the wind turbines. Big donations will build political support, fund advertising and aid in ''establishing a litigation fund for the very real possibility that this will need to be resolved in the courts," the guide says, adding, ''We cannot let money be the reason we lose."

Michael Levenson can be reached at mlevenson@globe.com.