72 DEANS AND DEVELOPMENT good their gift is doing. Stewarding both gifts and donors makes later gifts more likely. Good stewardship of the land ensures future harvests. This chapter offers practical steps that represent friendraising and fundraising as both science and art. The science part focuses on what research can allow you to find out about potential donors. A good University Development Office has tools to help you. Effective interac- tion with potential donors and careful listening to gauge their passion and interests is an art that grows with experience. Some people with abundant resources will never give much of it away. Others will. Most people of modest means will limit their support to an annual fund or some lesser project. Some may give their entire estate to a good cause, provided they are passionate about it and their passion is ignited at the right time. Distinguishing between them is intrinsic to finding friends and raising money. Finding friends and raising money have many steps. Using a set of questions, we guide you through the process: 1. Do you have a support staff that will assist you in your fund- raising efforts? 2. Do you have a communications strategy and infrastructure that bring your college into the lives of alumni and other supporters on a regular basis? 3. How do you identify new donors and gradually expand the pool of donors? 4. How do you cultivate individuals who have given before as well as those who have not? 5. How do you know when to ask, and for what and for how much? 6. Once the gift has been given, or the pledge agreed to, how do you continue to work with donors to ensure their satisfaction? Do you have a Support Staff to Guide and Assist you in your Fundraising Efforts? In the spirit of this publication, advice on fundraising can be taken with the proverbial grain of salt. Any process described needs to be