Interviews with 30 million-dollar donors to colleges and universities, including 17 individuals and representatives of 8 corporations and 5 foundations, revealed that donors gave with the expectation of receiving some return but sought indirect rather than direct benefit: enhancement of the institution, community, or society at large. (MSE)

To cultivate companies for fund raising, the college development officer should focus on appropriate people, understand giving trends, follow mergers and acquisitions, and note corporate differences in giving patterns. Annual reports can reveal company self-image, help identify individuals, and illuminate the company's fiscal situation. However,…

The private sector is a mostly untapped source of student financial aid. Colleges and universities themselves are the largest sources of funds, but corporate sources are important. The Citizens' Scholarship Foundation of America (CFSA) administers over 720 scholarship programs for corporate and other sponsors, up from 400 five years ago; other…

Ideas that have helped the University of Richmond win corporation support are identified: develop impact statements; research each prospect; schedule corporate days on campus; plan executive information sessions on campus; give return for support; use one gift to increase others; extend pledge period; use team approach; and thank donors. (MLW)

With each merger or corporate restructuring comes the possibility that corporate giving to higher education will suffer. A combination of patience, understanding of the processes at work in corporate change, and regular contact with affected companies can help position the college or university to make the most of any outcome. (MSE)

Offers advice on developing successful partnerships between higher education institutions and corporations, including characteristics of effective relationships, determining the nature of the partnership, identifying potential partners, getting campus cooperation, and identifying benefits to both institution and corporation. Examples of programs…

Emory University (Georgia) has advanced its fundraising by leveraging a $2 million challenge from the Coca-Cola Foundation. The school publicized the challenge, made the case for an added incentive to give, and integrated advancement functions to get greater results. Challenge grants can come from industry, foundations, and alumni; and careful…

Four major trends in corporate funding that may be seen as problems for higher education are outlined. Trends include corporate downsizing, decreased corporate giving, fewer one-time gifts, and increased emphasis on elementary secondary education. Specific examples are given of institutions turning these potentially negative trends into…

Trends in college fund raising are identified in three areas: (1) in campaign design, goals are bigger and campaigns longer; (2) demographics of donors and volunteers have changed, with donors more skeptical, less generous, and harder to find and volunteers more scarce; and (3) government and corporate contributions are critical. (MSE)

As researchers turn to industry over government for research funding, it is proposed that research administrators provide substantial assistance to faculty in the different strategies and skills needed to win grants. Differences between corporate and federal sponsors, basic strategies found effective in winning grants, and elements of effective…

College development specialists predict trends in corporate matching gifts including increased competition, reduction in gift size, more diversity, more employee input, sophisticated use of technology, more global and democratic giving, gifts reflecting the general economic climate, and larger gifts for top recipients). They recommend better…

To improve matching gift numbers in fund-raising campaigns, colleges and universities can use these techniques: flagging potential matches during phonathons; broadcasting the matching-gift message on the phone, in pledge reminders, with leaflets, and in publications; focusing on companies that employ many alumni; improving follow-through on…

Advice on prospect research to help colleges raise more money from major donors is provided in 14 chapters, and 15 sample forms for processing research are appended. The advice covers how to discover prospects' interests and assets, and the potential match of a donor to the college's needs. Chapters address: collecting, organizing, and evaluating…

Differences in fund raising in public and private colleges are considered in 14 papers, with attention to different strategies, the organization of the effort, and special considerations. Article titles and authors are: "Private Support of Public Higher Education" (Michael J. Worth); "Organization of Fund Raising at Public…