The personal career story of the vice president for advancement at Trinity College (Connecticut), an African-American woman, is told. She comments on the crucial factors in her success, the role of travel and training in her job, racism in advancement administration, and the future for minorities in the field. (MSE)

A planned giving officer is seen as an asset to college/university development for technical expertise, credibility, and connections. Attorneys, certified public accountants, bank trust officers, financial planners, investment advisers, life insurance agents, and real estate brokers may be qualified but probably also need training. (MSE)

The institutional memory of a college or university depends largely on staff continuity and student memory. By encouraging graduates to tell their stories about the institution, advancement professionals can foster alumni desire to give to the institution. Topics and themes might include faculty and curricular experiences, social/extracurricular…

Alumni leaders should be included in a school or college capital campaign drive. The alumni office can help find prospects, provide events and programs for fund raising, promote the campaign, involve alumni staff members. Alumni themselves can assist in campaign planning and inspire others to give by donating themselves. (MSE)

Five college presidents who were previously development officers tell what they have learned about the roles, including the importance of maintaining a vision for the campus; pressure on a college president to succeed in many areas and difficulty of scheduling; and the crucial role of mutual support in the development effort. (MSE)

As objective outsiders, consultants can bring a fresh and unbiased view to institutional needs and perspectives. However, careful preliminary screening of consulting firms by colleges and universities considering their use is important, addressing a variety of cost considerations; prospective firms' experience and success record; and the specific…

The University of Minnesota Alumni Association has developed from a fraternal organization into a credible and active force in campus and state higher education policy. Networking, careful selection of issues, and clear communication with the college administration have been keys to the group's success. (MSE)

Uniform reporting standards and better communications about how college development campaigns and endowments benefit the institutions can thwart public resentment of higher education fund raising. Institutions must be scrupulously honest and fair minded in reporting gifts and assure that the public knows the reporting is ethical. (Author/MSE)

Although volunteers serve many useful functions in fund raising, soliciting gifts should be left to staff. Volunteers are hard to recruit, keep, motivate, are unreliable, lacking in expertise, and they can balk at the realities of development tasks. Development offices should carefully think through the appropriate roles for these individuals.…

Most college fundraising volunteers are uncomfortable asking for money. A training technique designed to help volunteers overcome these fears takes three hours and addresses attitudes about money and requesting it, good and bad solicitation, and the elements of effective solicitation. A program schedule and practical exercises are offered. (MSE)

New college fundraisers are encouraged to be optimistic, act confident, ask for a specific amount, and expect a positive answer when requesting a donation. Anecdotal evidence illustrates how effective this approach can be, and how the benefits extend beyond achieving a fundraising goal to inspire others about the college. (MSE)

The State University of New York College at Brockport's experience in overcoming organizational challenges to implementing a successful sponsored research program is outlined step by step. A key to program success has been psychological support and supportive climate for faculty and staff through every stage of grant seeking. (Author/MSE)

Applying prospect research techniques to donors on the college or university annual fund rolls can be effective without high cost. Simple segmenting can be done by manipulating existing computer files, as illustrated by the experience of a number of institutions. Using commercial analysis services can also be cost effective. (MSE)

Effective fund raising among graduate school alumni requires efforts that differ from those used with undergraduate alumni. Working with school-based or umbrella alumni organizations, staffing, and development of services and programs appropriate to this population are keys to success. Reunions, career roundtables, orientation, mentor programs,…

A more inclusive definition of wealth for higher education institutions that adds capitalized value of annual gifts, grants, and public appropriations to the traditional endowment-based measure is proposed. It is found that, when the definition of wealth includes these nonendowment sources, public higher education institutions dominate in…