Adopting management by objectives is a way to improve the operation of small college development offices and increase the tenure of the development officer. The MBO concept is discussed as a means of setting goals, determining ways to accomplish goals, and measuring success. A development office statement of objectives is included. (MLW)

Telephone surveys are faster and only slightly more expensive than surveying by mail. One successful effort involved planning, setting objectives, studying market research techniques, drafting a questionnaire, using computers when feasible, sending a presurvey mailing, doing the calling, and preparing a final report. (MSE)

Many colleges and universities have attractive involvement programs for corporations. They entice businesses with advisory council positions, cooperative research ventures, business-management seminars, and specialized continuing and graduate education courses. Examples of corporate involvement programs are described. (MLW)

Fund raising, it is argued, needs sophisticated prospect research. Professional prospect researchers play an important role in helping to identify prospective donors and also in helping to stimulate interest in gift giving. A sample of an individual work-up on a donor and a bibliography are provided. (MLW)

How Hampden-Sydney College achieved 50 percent alumni participation in its annaul fund appeal is described. The plan included national and regional phonathons, an intensive mailing campaign, and an alumni contact program through area clubs. Some tips included: using alumni volunteers, enlisting student workers, and using the president and college…

The efforts of an ad hoc committee formed to lobby for federal legislation to allow tax deductions to nonitemizers for charitable gifts are described. Suggests that decline in charitable contributions could be disastrous to colleges, churches, etc. (MLW)

In order to have recent graduates respond to requests for funds and volunteer support, it is thought that the "alumni habit" should start with current students. Many institutions have organized alumni relations projects. Eight college and university student-alumni programs are described, including Clemson, Cornell, Northwestern, Yale, Michigan,…

Charitable remainder trusts and charitable income trusts are discussed as essentials in any "marketing mix" of gift-giving options. Unitrusts and annuity trusts are described and tax benefits of the charitable income trust are explained. (MLW)

Some suggestions on how a college development officer can relate to the president and to trustees are provided: getting the endorsement of top trustees, serving the president first, understanding how policy is made and implemented, knowing trustees personally, involving trustees in development planning, and backing institutional policy. (MLW)

A booklet about gifts of real property used in capital campaign literature describes six ways of giving: (l) outright gift, (2) life income trust, (3) place of residence, with right to use property, (4) "bargain sale" (5) outright gift by will, and (6) gift by will, establishing a life income trust for a beneficiary. (MLW)

The Tax Reform Acts of 1976 and 1978 and their impact on charitable giving are described. Tax policy is seen to be in a state of flux with charities now no longer enjoying a favored status. The educational community needs to be alert to Congressional attitudes toward tax incentives. (MLW)

Encouragement of wills and bequests is the backbone of a good planned giving program. Methods of promotion, types of will gifts, tax aspects, identification of potential donors, a simple bequest program, program evaluation, and the need for continuity and patience are discussed. (MLW)

After an intensive study, Smith College decided on outside management as trustee for their pooled income fund. Responsibilities of the trust department are listed and a description of how the planned giving program works is provided. Management is seen as crucial to the overall success of the program. (MLW)

Data collected by Group Attitudes Corporation as part of a nation-wide survey of public attitudes toward higher education is discussed. Twenty-six percent of all respondents who had been to college said that they had made some sort of donation to the undergraduate institution they attended. (MLW)

Four alumni programs are described including: an old timers' game which brings back former athletes, alumni association tours, workshops especially for women, and a phonathon for an institution's annual fund campaign. (MLW)