The college trustees' responsibility for fund-raising is outlined. Trustees are responsible for policy decisions that define the mission of the institution, that allocate development priorities to particular programs, or goals of the institution, and that provide the budget, the impetus, and the targets for a fund-raising campaign. Although trustees are not full-time fund-raisers, they must be personally involved in cultivating potential donors and making sure that the community understands and supports the college or university. The basic steps in cultivating donors and essential policy questions trustees must address in considering a fund-raising campaign are identified. A checklist of trustee responsibilities in fund-raising and potential problems in the organization of the campaign is presented. In addition, questions are listed that may clarify the need for funds and the strategy for raising them. The institutional case statement, or the overall statement of need, argument for support, and plan of action, is also covered. (SW)