66 DEANS AND DEVELOPMENT them: for example reading internal scholarship applications, partici- pating in a career night, or helping to organize an event in another city. A campaign committee is a much more focused entity and in many ways much easier to manage, as its mission is clear—as is the expecta- tion of a financial contribution. Once a critical mass is attained, size matters less than dedication and willingness to commit one’s time and resources. While balanced representation from the college disciplines is desirable, breadth and diversity of interests and career paths are more important. The committee’s chairs or co-chairs work closely with the college development officer to finish recruiting the committee and to establish each member’s role. Part of the recruiting process involves educating members about the nature and stages of development work. (JCH) It was a meeting of this sort that gave our campaign committee its first experience of making cold calls. Following the committee meeting, which took place at a downtown University club, we held a larger “Meet-the-Dean” reception for a wider circle of alumni. Each committee member had contacted 10–15 other alums in the area to invite them to the reception. The committee discovered that making the calls was more enjoyable than they had expected. It is reassuring to many to understand that, unless they are expe- rienced and comfortable with that role, they need not be involved in making an ask. More often, they are requested to develop networks of other alumni or professional peers; to invite others to campaign events; to host events themselves. They also lead by example. At an event cele- brating a particular initiative or project, for example, the testimony of a campaign committee member who stands and asks others to join in support can be highly effective in motivating others. (JCH) I inherited an advisory board that had largely lost its sense of purpose; only a small core continued to come to the campus for meetings and they were not accustomed to any expectations of annual giving. The start of a University