vi Organizing the Dean’s Office for Development....................................... 47 Development Responsibilities.................................................................................47 Improving the Performance of the Dean’s Office.....................................61 Collaborations within the College and across Campus......................63 Working with External Boards..............................................................................65 Starting from Nothing..................................................................................................68 Conclusion.............................................................................................................................69 Finding Money and Raising Funds................................................................. 71 Do you have a Support Staff to Guide and Assist you in your Fundraising Efforts?................................................72 Do you have a Communications Strategy that Brings your College into the Lives of Alumni and Other Supporters on a Regular Basis?....................................................75 How do you Identify New Donors and Gradually Expand the Pool of Donors?.....................................................................................77 How do you Cultivate Individuals who have Given as well as Those Who have Not?............................................................................80 How do you know when to Ask? For what? For how much?...........84 Once the Gift has Been Given, or the Pledge Agreed to, how do you Continue to Work with the Donors to Ensure their Satisfaction?...........................................................................................92 Conclusion.............................................................................................................................93 Making the Case for Arts and Sciences........................................................ 95 The Centrality of the Liberal Arts........................................................................95 Setting the Stage for Fundraising: Build a Vision Using Priorities....99 Focused Planning on Your Priorities.............................................................. 103 Promoting the Vision to Donors........................................................................104 Conclusion...........................................................................................................................110 Resources..................................................................................................................................... 113 Index. ............................................................................................................................................... 115 3 4 5