Directed toward development officers, college presidents, school heads, trustees, and other administrative officers concerned with fund-raising, this book contains chapters by over 60 authors. It is appropriate for use in all institutions, offering practical guidelines and checklists, specific recommendations, and illustrative case examples. After an introductory chapter, the book is divided into the following sections: (1) "Preparing for Success" (prerequisites, assessment of donor attitudes and potential, case statements, etc.); (2) "Designing Annual Giving and Associates Programs" (program elements, multiple techniques, and specific giving clubs); (3) "Emphasizing Capital Campaigns and Major Gifts" (nonalumni givers, deferred giving, etc.); (4) "Exploring the Support Potential of Organizations" (corporation donors, government relations, and churches); (5) "Probing the Support Potential of College Constituencies" (parents, students, faculty, and women); (6) "Organizing and Motivating Volunteers" (trustee leadership and volunteer roles); (7) "Working with Key Campus Administrators" (such as presidents and business officers); (8) "Enhancing Operational Efficiency" (staff size, goal setting, etc.); (9) "Examining Key Skills and Concerns of Development Officers" (leadership, ethics, and regulations); (10) "Taking Advantage of Institutional Uniqueness" (in-house foundations and characteristics of small, church-related, and community colleges); (11) "Learning from Experience;" and (12) "Looking Ahead." A selected readings reference list and a sample audit report are appended. (LB)