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.
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.
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