78 DEANS AND DEVELOPMENT about how scholarships made his education–and that of many of his twelve siblings–possible. He also speaks about how as he was being admitted to the University, its chancellor told him scholarships were making his education possible and that once he graduated, he had an obligation to “give back.”) One of your tasks is to identify these grateful graduates and convince them to increase their own giving to the institu- tion that enabled their success. So how do you identify them? There’s no sure-fire method, but here are some things to keep in mind: • Aside from receiving the regular newsletter, have they been connected to your institution recently? Consider hosting an interesting event that casts a wide net. New donors can be identified when they accept an invitation to participate in a University event that will re-connect them to their alma mater. For example, host a family planetarium show for alumni who live in the area. Target the invitation to those who are likely to have school-age children and make it a family event. Or, host a networking event for women in science that will showcase current accomplishments of female faculty and students. Invite your alumni who are women in science and ask for their assis- tance as mentors. • Are they already giving, and to what? Current support means something. If a recent graduate has established a pattern of giving, this is likely to continue throughout his or her life. Look at the records, observe the patterns, and decide which donors to investigate and cultivate further. Consider hosting events thanking donors for their previous contributions to a particular department, program, or cause. • Are they volunteers for your college or the University? Do they return to events after their graduation? It’s possible they might not have the means of making a donation, but if they are demon- strating institutional loyalty, this can eventually be translated into a financial commitment.