118 index research office, 6, 16, 87, 92 restricted gift, 19, 59 Retained Life Estate, 12 return-on-investment, 68. See ROI ROI, 68. See return-on-investment screening, 15. See also wealth screening Setting the Stage for Fundraising: Build a Vision Using Priorities, 99 solicitation, 9, 44, 54, 61, 63, 109. See also stages of development stages of development, 54, 66 cultivation, 54 discovery, 54 identification, 54 solicitation, 54 stewardship, 54 Starting from Nothing, 68 stewardship, 6–7, 20–21, 24, 40, 41, 49, 50, 54, 56, 72–74, 79–80, 82, 92. See also stages of development Stewardship, Alumni Relations, and Communications, 20 strategic plan, 3, 26, 48–49, 83, 85, 102–104 The Broader Campus, 40 The Centrality of the Liberal Arts, 95 The Elevator Speech: Knowing Your Needs and Your Story, 3 The Joy of Giving and Receiving, 26 The Major Fundraising Operations, 8 Understanding Development, 1 unrestricted gifts, 9, 10, 81 visit preparation, 55, 91, 98 vocational concerns, 97 wealth, 2, 13, 15–17, 19, 33, 35, 38-39, 44, 74, 79 wealth estimation, 39 wealth screening, 15. See also screening What is “Development” and What is the Role of the Arts and Sciences Dean?, 1 What Not to Do: Event Planners, Lone Rangers, and Crying Poor, 23 Working with External Boards, 65