This document establishes guidance for managing educational fund-raising campaigns and standards for reporting campaign gifts in the United States and Canada. The guidelines offer an objective means to compare one campaign to another and a rational way to discern how well a campaign has met its goals. The standards depend upon three fundamental…

This publication contains 15 papers concerned with the establishment at colleges and universities of new major gift programs or the improvement of existing programs. The papers, all by development professionals in higher education, are as follows: (1) "An Introduction to the Major Gift Process" (Jon Cosovich); (2) "Strategic…

The Council for Financial Aid to Education in New York has developed techniques and compiled information that colleges can use in their own individual fund raising. (Author)

The annuity and trust income program (deferred giving) permits donors to give more than they thought they could. Suggestions for establishing and monitoring such programs are offered in this article, which is a condensation of remarks at the National Conference on Trusteeship. (Author/LBH)

Institutions can capitalize on the ties alumni and friends have to a particular unit of the university. The question of how to organize fund-raising efforts both to take advantage of this loyalty and to get individual units more involved is discussed. Four models are described. (MLW)

Colleges have raised their expectations about the kind of contributions they can attract from individuals, paying particular attention to "ultimate gifts" that an individual can make only once in a lifetime. Recent successful fund-raising is also due in part to improved college fund-raising capabilities. (MSE)

Four articles on direct mail include "On Target"; "Writing Better Letters" (Conrad Squires); "Divide and Conquer" (Lee Royce); and "Fifty Ways to Increase Your Response Rate" (Judy Myers). (MLW)

Although it is generally assumed that a visible, successful sports program adds to an institution's financial well-being, most fund raisers and those who have studied the relationship between athletic success and fund raising do not agree. (MSE)

Experienced fund-raisers identify a variety of nontraditional sources of funds and unconventional approaches to fund-raising, and explore ways of measuring an institution's success with them. (Author/MSE)

Planned or deferred giving (through which a donor to a college or university contributes capital in the form of an annuity, life-income trust, insurance policy, pooled income fund, real estate, or other asset, to the institution but retains its financial benefit during his lifetime) is an increasingly popular form of donation to endowments. (MSE)

The University of Illinois used teleconferencing to ignite volunteers and leaders for a five-year capital campaign. The program was live with two-way audio communications from meeting sites back to the main studio. Suggestions for planning and organizing a teleconference are presented. (MLW)

A training manual for volunteer fund-raisers is presented. The technique of soliciting is described and an interview with top volunteer Jerome Stone on fund-raising is included (MLW)

In John Steinbeck's classic novel "The Pearl," a poor Mexican fisherman finds a valuable pearl in an oyster. But instead of leading to riches, the "treasure" brings him only envy among his neighbors and violence against his family. He can't even convert the pearl to cash. Comparable drama is familiar fare for today's fund-raising professionals and…

Annual funds face pressures to contact all alumni to maximize participation, but these efforts are costly. This paper uses a logistic regression model to predict likely donors among alumni from the College of Arts & Humanities at the University of Maryland, College Park. Alumni were grouped according to their predicted probability of donating…

Some basic strategies and procedures that provide a step-by-step annual fund plan are reviewed. This approach divides goals into revenue targets for each annual fund program and links program success to budget and staff requirements. (MLW)