index 117 fundraising staff, 33, 35. See also development staff Fundraising Models, 32 gifts that go on taking, 19 graduates, 10, 17, 32, 35, 41, 44–45, 59, 68, 75–79, 87, 98, 110. See also former students GuideStar, 9. See also database How do you Cultivate Individuals that have Given as well as Those Who have Not?, 80 How do you Identify New Donors and Gradually Expand the Pool of Donors?, 77 How do you know when to Ask? For what? For how much?, 84 hybrid model, 35 identification, 54. See also stages of development Improving the Performance of the Dean’s Office, 61 key phrases, 86 lead development officer, 56, 57 Lead Development Officer, 56 Lead Trust, 12 letter of gift, 18, 20. See LOG local foundations, 8, 79 LOG, 20. See letter of gift lone rangers, 23–26. See also department chairs, faculty major gifts, 7–8, 11, 19, 49–50, 60, 65, 73, 80–81, 86, 108–109 major gifts officer, 7, 11, 81, 86. See MGO MGO, 13–15, 21, 24. See major gifts officer Making the Case for Arts and Sciences, 95 master plan, 85 messaging, 67, 95 mission, 1, 4, 14, 26, 31–32, 34, 66, 83, 85, 96, 98 moves management, 14, 39, 54–55 Once the Gift has Been Given, or the Pledge Agreed to, how do you Continue to Work with the Donors to Ensure their Satisfaction?, 92 Organizing the Dean’s Office for Development, 48 parents, 5, 9, 13, 17, 27, 70, 80, 97 personalized communications, 52 pitch, 4, 31, 61, 90. See also elevator speech placement statistics, 32 planned giving, 7–8, 11–13, 67, 73, 81 planned gift, 11, 13, 22, 81, 86 planned giving officer, 11–13, 67 See also planned giving specialist planned giving specialist, 11, 13. See also planned giving officer pledge form, 18 prioritizing, 3–4, 100 private foundation, 8 professional development, 40, 63, 68 Promoting the Vision to Donors, 104 proposal, 6, 18–20, 26, 63–64, 74, 80, 85, 89, 91 Proposals and Gifts, 18 prospects, 3, 6, 11–17, 19, 22–26, 43, 49–51, 54–57, 59–61, 63–64, 76, 90, 100 quadrivium and trivium, 29 referrals, 51, 58–59, 69 Relationship with the Foundation, 37