v The Contributors....................................................................................................................vii Acknowledgements.............................................................................................................xiii Foreword...................................................................................................................................... xv What is “Development” and What is the Role of the Arts and Sciences Dean?..................................................................1 Understanding Development......................................................................................1 The Elevator Speech: Knowing Your Needs and Your Story..............3 Creating a Development Operation in Arts and Sciences..................4 Development is a Team Sport: The Players.......................................................6 The Major Fundraising Operations.......................................................................8 Cultivation and Making the Ask..........................................................................13 Proposals and Gifts. .........................................................................................................18 Stewardship, Alumni Relations, and Communications......................20 What Not to Do: Event Planners, Lone Rangers, and Crying Poor... 23 The Joy of Giving and Receiving...........................................................................26 Arts and Sciences on Campus............................................................................. 29 Arts & Sciences within the University..............................................................30 Fundraising Models........................................................................................................32 Relationship with the Foundation...............................................................37 The Broader Campus......................................................................................................40 Conclusion.............................................................................................................................45 Table of Contents 1 2