116 index Support of Education, 35, 40. See CASE. Creating a Development Operation in Arts and Sciences, 4 CRUT, 12, 81. See Charitable Remainder Unit Trust crying poor, 23, 25 Cultivation and Making the Ask, 13 cultivation, 13, 15–16, 26, 54, 62, 68, 71, 73, 79, 87, 89. See also stages of development database, 7, 9, 16, 38–39, 55, 57, 59–60. See also Guidestar decentralized model, 32 deferred gift annuity, 12 department chairs, 3, 20, 24, 36–37, 40, 41, 45, 48–49, 51, 53, 57–58, 60, 63, 64, 69, See also lone rangers Department Chairs and Assistant/Associate Deans, 58 Dean, 48 development, 2–8, 10, 13–14, 16, 18–21, 24–27, 32–33, 35, 37–40, 43, 47, 48–49, 51– 64, 66–70, 73–76, 85, 89, 101–103, 105–106, 109 development goals, 3–4, 48 development metrics, 24, 38–39, 43 development officer, 2–7, 10, 13–14, 16, 18, 19, 21, 24–26, 33, 35, 37–40, 47–49, 53–64, 66–70, 74–75, 89, 101–103, 105–106, 109. See also lead development officer development operation, 1, 4, 6–8, 20, 27, 69, 73, 76 development responsibilities, 47–48 development staff, 13–14, 32, 51–52, 57, 59, 85. See also fundraising staff Development is a Team Sport: The Players, 6 Development Officer, 54 Development Responsibilities, 47 director of planned giving, 7, 11 discovery, 55. See also stages of development Do you have a Communications Strategy that Brings your College into the Lives of Alumni and Other Supporters on a Regular Basis?, 75 Do you have a Support Staff to Guide and Assist you in your Fundraising Efforts?, 72 donors, 8, 20–21, 39, 44, 62, 86 donors, conflict, 44 donor relations, 8, 21, 39, 62 donor visits, 86 elevator speech, 3–4, 53, 61. See also pitch employment, 98 endowment, 6, 11, 36, 39, 41–42, 46, 49, 65, 73, 79, 80, 84, 91, 105 estate and special gifts officer, 11 event planning, 23–25, 58 expendable funds, 11 external board, 65 faculty, 4, 10, 14, 17–19, 21, 23, 25–26, 30, 36–38, 41–43, 45–46, 48–49, 51, 53, 63–65, 67, 69, 70, 74–77, 79, 85, 87, 90, 92–93, 95, 99–105, 110. See also lone rangers family foundations, 9 Finding Money and Raising Funds, 71 Focused Planning on Your Priorities, 103 former students, 41–42, 75, 77, 87. See also graduates foundation relations, 7–8 friendraising, 2, 72, 76 fundraising, 31–32, 35–36, 38, fundraising dilemmas, 31 fundraising models, 32, 36, 38 fundraising principles, 35