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Development for Academic Leaders: A Practical Guide for Fundraising Success

ISBN: 978-1-118-28631-9
256 pages
August 2012, Jossey-Bass
Development for Academic Leaders: A Practical Guide for Fundraising Success (1118286316) cover image
Fundraising is an increasingly important responsibility for academic leaders, from department chairs to deans and on up into the executive ranks in higher education. In this concise, practical guide, Penelepe Hunt (professional fundraiser, teacher, management consultant, and executive coach) shows the vital role that academic leaders play in raising funds. She explains how leaders can learn the skills to become effective at networking, entrepreneurial, and productive fundraisers. Hunt also breaks down fundraising in a way that clarifies roles, responsibilities, programs, activities, politics, sources, and process—everything an academic leader needs to know in order to succeed in development activities.
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Foreword by John Lippincott ix

Part One: Development and Academic Leaders 1

1 The Role of Academic Leaders in Development 3

2 Staffing 9

3 Working with the Central Development Office 29

4 Prospect Management 33

5 Organizing Your Time for Development Success 41

Part Two: Development Basics from an Academic Leader’s Perspective 47

6 The Cycle of Giving 49

7 Types of Giving 57

8 Stepping into a Donor Relationship 65

9 Cultivation 71

10 Solicitation 85

11 Stewardship 101

Case Study: Engaging High-Profile Alumni 111

Part Three: Development Program Components 117

12 Communications 119

13 Campaigns 127

14 Annual Giving 139

15 Events 147

16 Corporations and Foundations 157

17 Advisory Committees 163

Case Study: The Rewards of Long-Term Relationships 179

Part Four: Special Topics 185

18 Notes for Department Heads, Center and Institute Directors, and Other Academic Leaders 187

19 Engaging Campus Leadership in Your Development Efforts 193

20 Working with Donors Across Program Lines 201

21 Engaging Your Own Community 207

22 For Presidents and Provosts 211

23 Leadership Transitions 217

Case Study: Coordinating Donor Relationships Across Programs 223

Recommended Resources 231

Acknowledgments 233

The Author 235

Index 237

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Penelepe C. Hunt is a professional fund- raiser, teacher, management consultant, and executive coach with more than twenty-five years of experience in the development field. She led Northwestern University's $1.5 billion campaign and has served as vice chancellor for development at the University of Illinois at Chicago. Hunt has trained more than 2,000 academics and development officers to increase their success in fundraising.

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