Intro
Preface
Contents
About the Authors
List of Figures
List of Tables
Part I Core Fundraising Concepts for the Non-fundraiser
1 Fundraising for Academicians
Thinking Differently About Fundraising
Fundamental Giving Data and Resources to Know and Share
Giving USA
Voluntary Support of Education
NACUBO-TIAA Endowment Study
The Costly Obsession with Alumni Giving Participation
Conclusion
Actionable Strategies
Section I Case Study: A Culture of Philanthropy Catches up to a Top Business School
References

2 Historical Perspectives on Academic Fundraising
Harvard and the First Fundraisers
Using Giving History in Storytelling
Conclusion
Actionable Strategies
References
3 Language Matters
Development and Fundraising Are Not the Same Thing
Banned Words and Phrases
Stewardship: Saying "Thank You" Like You Mean It
Conclusion
Actionable Strategies
References
4 Tenets of Operational Effectiveness
Building and Retaining an Advancement Team
Alumni Relations
Communications
Corporate Relations
Donor Relations/Stewardship
Foundation Relations

Internal Relations
Other Constituents
Annual Gifts
Major Gifts
Planned Gifts
Development as a Profession
Core Policies and Procedures
Prospect Management
Gift Proposals
Gift Acceptance
Ethical Fundraising
Conclusion
Actionable Strategies
References
Part II Research Insights to Drive Fundraising
5 Understanding Donor Motivation
Giving Motives by Source: Individuals, Corporations, Foundations
Individuals
Corporations
Foundations
Other Organizations
The Imperative of Empathy
The Dangers of Thinking for the Donor
Conclusion

Actionable Strategies
Section II Case Study: One Donor, Two Naming Gifts: The Motives for Giving
Key Lessons
References
6 Applying the Identification Model
Explaining the Identification Model
Applying the Identification Model
Discovering Hidden Networks
Conclusion
Actionable Strategies
References
7 Engaging Potential Donors
The Major Gift Process
The Virtue of Patience
Conclusion
Actionable Strategies
References
Part III Operational Strategies and Tactics for the Academic Unit
8 Narrow Your Universe
Finding More Needles in the Haystack

Building and Managing a Portfolio
Strategies for Meaningful Engagement
Reaching an Alumni Population at Large
Conclusion
Actionable Strategies
References
9 The Annual Development Plan
Setting Priorities
Core Components of the Plan
Data Review
Priority Horizon
Priority Prospects
Other Considerations
Celebrating Success, Learning from Mistakes
Conclusion
Actionable Strategies
References
10 Engaging Partners
Collaborating with Faculty
Utilizing the President, Provost, and Governing Board
Presidents
Provosts
Governing Boards