6 DEANS AND DEVELOPMENT hiring an Arts and Sciences development officer? Yes, but in this situ- ation, it becomes incumbent upon the dean to develop a very close working relationship with the Vice President for Development and his/ her staff and ensure that they are connecting with the dean’s office as they should. In order to have time to make development trips and work with the Development Office, it is usually essential that the dean dele- gate some duties to an associate or assistant dean. If the dean does not or cannot create an Arts and Sciences Development Office, convincing University Development to designate someone within its ranks to be the liaison with the dean for development in Arts and Sciences may be a crucial step. You should also form close relationships with development officers in University Development and have the backing of the Vice President for Development for these officers to take you along on devel- opment visits and to have you review any draft proposal to a donor that is intended to benefit Arts and Sciences. Development is a Team Sport: The Players It is critical that you as a dean understand how your University’s Office of Development (which may be known as the Advancement Office) is set up. The figure on page 7 depicts a sample organizational chart for a development operation. As depicted in this figure, Development offices have a number of “back office” operations that do not directly raise money. One of the most important is the Research Office that compiles and maintains the data on alumni (or obtains it from the Alumni Office), does research on prospective donors (known as prospects), and provides the background information on prospects when a development officer goes out to meet them. If the prospect has been visited before, contact reports document the vital information about the interac- tion: date, place, subject of the conversation, whether there was a gift requested, and so forth. Research provides the background on the pros- pect and copies the contact reports for the development officer and dean before the next visit. The other major back office unit in Development is the group that does stewardship, i.e., keeping in touch with past donors by inviting them to events, sending annual personal endowment reports, sending