82 DEANS AND DEVELOPMENT lifetime. Although the benefits to your institution are obvious, there may also be considerable benefits to donors, including tax savings for them and their estate, and enhanced income from annuities they may receive. Your University can usually make such annuities available at a rate higher than commercially marketed instruments, at the same time providing them with a tax deduction for the gift that created the income. • Bequests–Often individuals want to remember their alma mater in their estate plan. Sometimes they assign a percentage of their estate to your institution and sometimes a fixed dollar amount or a particular asset, such as real estate. Because a will can be changed at any time, donors may change their minds without informing the legatee. It is thus crucial to exercise espe- cially attentive stewardship for supporters who have chosen these means for giving. • Capital Campaign–This involves a longer period of more robust fundraising where institutions set larger dollar goals for fundraising over a multi-year period. Campaigns can range from relatively modest dollar amounts, as low as several million dollars for institutions with little to no history of raising funds, to multi-billion dollar campaigns operated by the most elite private and flagship state Universities. Campaigns are divided into steps that include planning and “silent” phases before the formal, public launch. During the more public phase, gifts are pursued with greater fanfare. Annual giving amounts are almost always included in the totals for capital campaigns. While the goal of a Capital Campaign is to raise money, it also should increase the numberofdonorsoverall,aswellastheirgivinglevelssothat,once the Campaign is over, the institution will be able to rely, annually, on a higher level of giving from a greater number of donors. In developing donors, consider what motivates individuals to give. People want to support what they already perceive is successful, people