Synopses & Reviews
Praise for Development for Academic Leaders
"Penny Hunt has opened the door on what many academics consider the mystery of fundraising success. In a straightforward and direct way, the book explains what is most important for academic leaders to do and understand. It articulates roles and responsibilities and offers practical counsel for long-term success. Penelepe's own highly successful and collaborative approach to fundraising shines through on each page. This should be given to every new dean and department head who hopes to make a positive contribution to philanthropy for their academic program."
?Lynette L. Marshall, CFRE, president and CEO, University of Iowa Foundation
"Development for Academic Leaders is a significant addition for deans and academics of every rank who know a great deal about academic research but who know nothing about raising money. This book will get boundary spanners outside of their campus silos and serve as a bridging instrument to the outside world. With its conceptual framework, its illustrations, its metrics, its model conversations/ discussions, and its breadth, it will help any campus official who works with the public to raise the right kind of awareness and to help potential donors find the right fit for their giving."
?Don Chu, dean, College of Education, Health, and Human Services at California State University, San Marcos; author, The Department Chair Primer, Second Edition
"Everything I know about development work I learned from Penny Hunt! I have been privileged both to be her colleague and to attend her seminars on development, and am thrilled now that other academic leaders will be able to benefit from her sage but practical advice in this indispensable guide."
?Dwight A. McBride, associate provost and dean, The Graduate School, Northwestern University; former dean of the College of Liberal Arts and Sciences, University of Illinois at Chicago
"Any academic leader who wants to master the development process will benefit from reading Development for Academic Leaders. Penny Hunt's thorough experience, her empathy and her sheer intellect position the work of fundraising in a way that is manageable, friendly, even fun, for the scholar who has made the transition to chair, dean, provost, or president and is daunted by new responsibilities and bottom lines. Development officers will gain insight on working with academic leadership to navigate the internal political landscape and bring greater results in the short term and stronger institutions in the long term."
?Thomas J. Minar, vice president, Development and Alumni Relations, American University
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.
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.
About the Author
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.
Table of Contents
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