The literature in the field of higher education fund-raising places development officers into four roles: (1) salesman, which emphasizes soliciting gifts; (2) catalyst, working behind the scenes to support fund-raising activities of presidents and volunteers; (3) manager, which requires organizing fund-raising programs and staff; and (4) leader,…

Despite growth in the scope and importance of the college or university chief development officer's role, it remains relatively unexamined and the subject of differing perceptions. This report reviews the history and current status of the development function. Major authors on the subject are reviewed and placed into four "schools of…