"Trusteemanship" is seen as a partnership with institutional officers to ensure current and future financial stability and security through management statesmanship. The role calls for an uncommon commitment of personal time, common sense, creativity, and sales management ingenuity. (MLW)

The challenges and concerns facing annual fund directors in coming years and resources for further information are offered. The Council for the Advancement and Support of Education (CASE), which sponsors conferences and workshops and publishes materials related to annual giving, is cited as a good source for information. (MLW)

Building a board of trustees with development strength requires attention to three areas: identifying specific development purposes and potential, recruiting trustees with compatible credentials and capabilities, and developing executive leadership. An institution's board of trustees is seen as the single most important constituency for resource…

Volunteers are seen as essential to the success of a major giving program. Of equal importance, however, is the support a volunteer gets from the development office: volunteer research, prospect research, volunteer recruitment, supervision, training, and solicitation. (Author/MLW)

Deferred gifts are defined as gifts a donor arranges in the present in a legally binding way, but which are deferred as far as the recipient's full enjoyment is concerned. Four roles for volunteers in deferred giving programs are considered--introducing, authenticating, advising, and soliciting. (Author/MLW)

The success of the annual fund-raising campaign is seen to depend in large part on a careful search for and cultivation of a select group of generous donors. Leadership giving is defined, and creating gift clubs, solicitation, competition and challenges, pitfalls, and renewal are discussed. (Author/MLW)

A sound method of recognition is seen as necessary for any annual giving program. The donor deserves an expression of the school's appreciation, and that recognition is part of the cultivation which will encourage a donor's continuing support. Recognition includes the thank-you process, donor reports, social events, letters, etc. (MLW)

Tax laws' incentives and disincentives for charitable giving are outlined. Basics of charitable giving, partial property interests, gifts of future interest in tangible property, undivided interest gifts, ordinary income property, capital gain property, bargain sales, remainder interest gifts, estate tax, and valuation overstatement are discussed…

Financial support commensurate with ability is seen as the by-product of a comprehensive, integrated, well-organized, and effectively managed advancement program. Efforts must be directed to determine each trustee's ability to provide financial support, motivation for being a trustee, and personal agenda for institutional benefit. (Author/MLW)

Two areas of leadership responsibility that a college governing board should not delegate include the fund-raising responsibility and the responsibility for investment of the institution's assets. Cornell's fund-raising is described, including the board structure for fund-raising, the practice of trusteeship, and the special campaign. (MLW)

Alumni administration is an activity of a college designed to allow alumni to exercise their rightful role in the governance and support of the institution. It is an asset of tremendous worth to the president and can help meet the various problems of higher education today. (MSE)

As colleges and universities have started a trend toward the hiring of paid solicitors, others have begun to question the traditional role of volunteers as campaign solicitors. The long-range effects of the trend toward increased staff solicitation are discussed and suggestions for staff working with volunteers are offered. (Author/MLW)

An organized and aggressive reunion-giving program is seen as a major component of every college's annual giving campaign. The advent of a major reunion is a natural time for alumni to refocus attention and interest on their alma mater. Getting people involved, setting goals, and campaigns are discussed. (Author/MLW)

Colleges and universities must develop complete and coherent marketing strategies that aim at communicating a solid, identifiable, and structured image and purpose to alumni and friends, and to their regional and national communities. Some examples of how a particular institution should structure its annual fund are provided. (MLW)

Two-year colleges are competing successfully in American higher education, except for funding sources. While two-year colleges enroll over 36 percent of college students, they receive only 1.4 percent of total dollars raised. These colleges must take drastic action to compete for financial support. (MSE)