Institutional advancement is defined as the craft of securing understanding and support from internal and external constituencies for all the programs and activities of the college, and selling is seen as the means for achieving institutional advancement goals. The making of friends who become donors is discussed. (MLW)

A synthesis of critical advancement concerns is presented: leadership-based advancement; clarity of purpose; marketing to advance; selling the small college; comprehensive financial development; the advancement process; and using consultants wisely. Sources for additional information are provided. (MLW)

College marketing is seen as a comprehensive approach to college management and resource generation that focuses on service and flexibility. Key concepts of college marketing are explained; and ways that an advancement officer can apply simple marketing practices to strengthen the college are described. (MLW)

Private sector support sources to colleges, it is suggested, deserve full disclosure of financial gift plans and needs as well as donor gift opportunities to stimulate confidence in management. At the beginning of each fiscal year, it is appropriate to send each constituent a descriptive explanation of how the institution is financed. (MLW)