20 DEANS AND DEVELOPMENT of the building, and the types of students eligible for their scholarship support. It is important to keep language flexible so that funding is not held captive by a narrow focus. Consider using language such as “with preference given to a student from Pennsylvania.” Working out these preferences is crucial, so, again, the proposal and how it is revised is an essential step. University Development Offices will likely encourage you to ask for an annual fund gift as part of the multiyear capital commitment. This is called a dual ask. The purpose of this is to ensure that when moving a donor up in their giving that it is not at the expense of the annual fund. Once a prospect has agreed to give her or his funds and thus turns from a prospect into a donor, the letter of gift (LOG) becomes the oper- ative document. The LOG is a legal document which should have all the standard language committing the college or University to spending or investing the donation according to IRS regulations, with the usual clauses that will take effect if the activity being helped no longer exists in the future. LOG’s are critical because, years in the future, they may be looked at carefully by deans, department chairs, provosts, auditors, and attorneys in order to determine whether or not the terms of the gift were carried out or if the terms will allow a slight change in how the college or University has used the funds. Stewardship, Alumni Relations, and Communications Once a gift has been made, the donor falls into the stewardship category. Stewardship involves recognizing the donors appropriately in publica- tions or online communications, continuing to communicate with them by mail, making occasional visits, noting significant life events such the marriage of children, retirements, changes of residence, and inviting them to events. Good development operations calibrate the level of stew- ardship to the level of gift, with the inevitable reality that some very generous donors eschew almost all contact and some donors have an insatiable appetite for attention. (I know of one donor who has given $1.5 million to one of the institutions I’ve worked for who never wants visits, and tolerates only one mailing a year, and one, amazingly brief, annual phone call). More typically, you will send holiday cards to the