Development for Academic Leaders: A Practical Guide for Fundraising Success
October 2012, Jossey-Bass
DEVELOPMENT FOR ACADEMIC LEADERS
In addition to their other duties, academic leaders are expected to network with potential donors and to be productive and enthusiastic fundraisers. More often than not, however, academic leaders are given little or no training on how to be savvy fundraisers for their institutions.
Development for Academic Leaders is a much-needed resource that offers a concise yet comprehensive guide to fundraising for those who are new to the process. The book clarifies roles, responsibilities, programs, activities, politics, and funding sources as well as offering a review of the overall process.
Written by Penelepe C. Hunt, a successful practitioner of and noted expert in academic fundraising, the book includes information on attracting and retaining effective development officers and contains suggestions for deans (and other campus leaders) for working effectively with these valued members of their institutions. Hunt introduces novice fundraisers to the cycle of giving (identification, qualification, cultivation, solicitation, and stewardship) and provides information on how and when to take part in the fundraising process. She defines the various types of funding including annual gifts, major gifts, planned gifts, and principal gifts and reveals why ascertaining which type of gift will be most appealing to a donor is an important part of planning for a successful solicitation. Development for Academic Leaders also contains suggestions for overcoming reluctance on the part of leaders to ask potential donors for a gift. Hunt explains that donors do not give merely because our programs need and deserve support. They give because of their own desires, passions,and aspirations.
Development for Academic Leaders also reveals the importance of participating in your institution's overall development communications efforts and offers a general overview of campaign and event principles and how you can use these funding strategies to the advantage of your college.
For any academic leader who participates in their program's fundraising efforts, this important resource offers a wealth of information for becoming a creative, skilled, and successful part of the fundraising team.
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
The Author 235
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.