What is“Development?” 9 called family foundations, which may boast surprisingly large resources. All their gifts, boards of directors, and basic finances are public informa- tion, as is their 990 tax information. The CFR person likely is scanning GuideStar and other philanthropic databases to see what other chari- table institutions in your area are getting from foundations. Check to see who is on the boards of regional foundations and determine if any of them have ties to your institution and can tell you about the foundations’ goals. And, yes, get into the offices of these foundations with the CFR director and find out what intersection there might be between these foundations’ interests and your needs. It never makes sense to dupli- cate in Arts and Sciences what a University Development CFR person is doing centrally. It may make sense to designate an associate or assistant dean to be the liaison with CFR, especially if you’re from the sciences and the associate or assistant dean is from the arts, humanities, or social sciences. Just as the Office of Research and Sponsored Programs will usually concentrate on helping the natural and physical sciences in Arts and Sciences get federal grants, so arts, humanities, and social sciences will typically benefit most from CFR’s help in getting founda- tion funding. The Annual Fund is used to offset institutional operating expenses, by asking alumni, parents, and other friends to give cash gifts each year through direct mail, on-line solicitations, and the tried and true- -though increasingly anachronistic—phonathon, an intensive phone- based fundraising campaign, typically is staffed by enthusiastic, lowly paid undergraduate students. The goal is to have these gifts come in as “unrestricted,” to be used as the University decides, for the highest need. At many institutions, the annual fund pays for the University Devel- opment Office. As crucial as annual fund gifts are for the University, often none or little of this money goes to colleges or schools, a source of endless resentment on the part of deans. As a dean, you cannot be disloyal to the larger institution and undercut the annual fund. At times, remember, besides supporting the University Development Office that helps you raise large gifts, the annual fund in a tight year is all that balances the budget for the University. Nonetheless, frequently, you will have less to do with the Annual Fund Office in terms of raising money