The results of the ISM 2000-01 Development Director Survey implied that increasing salary could help attract and retain a quality fund raiser. However, other factors are also involved, and the responses suggested methods for bonding this administrator to the school’s community. As Head of School, take the following steps to support and nurture the Development Director and cement his or her relationship with your school.

An essential element of accountability in the Development Office is the capacity to evaluate whether objectives are being achieved, and to measure progress toward those ends. The following table suggests a framework you can use to think through the metrics that define and measure success. You, as the Development Director, can use these metrics to analyze the state of your operations, to establish your baseline, and to assess your forward progress and communicate this to the School Head, the Board, and the school community. They will also aid you in planning and managing your operations.

The relationship that you, as the Development/Advancement Director, have with your School Head can be a complicated and confusing one. There are five major reasons for this. Few Heads have any background in development. They tend to reach their position because of their academic background, not development experience. Few development people, on the other hand, have much background in education. They typically come from the nonprofit sector, or they start as parent volunteers and graduate to become staffers, with little formal training in the nuances of fund raising at private-independent schools.

One of the prime responsibilities of the Board of Trustees is to provide strong and consistent stewardship of the school’s assets. Your school’s nonprofit (501)(c)(3) status with the Internal Revenue Service and its good name in the community are two examples of non-tangible assets that must be preserved. If your school loses either or both of these assets, its position could weaken drastically, moving you into murky, uncharted waters.

One of second-tier markers of the ISM Stability Markers® is “demand in excess of supply.” While it would be desirable for every grade to be described this way, ISM has always viewed this Marker as critical when it describes the situation at the school’s traditional “entry” grades (e.g., pre-kindergarten, sixth, ninth)—the first grade of the school and the grade(s) where it expands, either through attrition or by design, the number of seats available for new students.

Mrs. Smith, who has been the Administrative Assistant for the School Head for the last 10 years, is overseeing the sign-in table on “Parents Night” for the ninth year. Once again, she will not be paid for this activity. It began innocently in 2001, when the school was much smaller, and she said, “I can help out tonight.” Since then, there has developed an expectation by the Head and the faculty that she will continue to “volunteer” each year for the event.

Your Case for Support is one of the core elements of any fund-raising campaign, whether it is for annual, capital, or major gifts. This marketing tool communicates with donors and prospects, and begins the process of matching their values and interests with your school’s mission and guiding principles. Donors give and continue to give when they know that their gifts will make a difference and that their gifts are used as intended.

ISM surveyed a random sample of Development Directors from our I&P subscriber schools; 157 responded (139 full-time and 18 part-time).1 This article reports on the responses of the 139 full-time Directors. Based on this survey, this article focuses on their satisfaction with their compensation and the competition that private-independent schools face in hiring and retaining Development Directors.

As the School Head or Director of Development of a small private-independent school, you must ensure that you provide your donors with the services and opportunities that will maximize their giving potential. If you’ve built donor-centered programs based on ISM’s Comprehensive Development Model, and you are prepared to listen to your donors and to respond to their charitable needs, then you are ready for gift planning. This is the process of designing gift strategies that fit their personal financial and philanthropic circumstances.

Aegis Academy, I&P’s fictional coed, K-12 day school, has carefully prepared for a capital campaign. The school has been successfully cultivating donors for years. The Board’s feasibility study advised a $20 million goal. The top donors have been identified and it is estimated that the top gift will come in at 20% of the campaign total, $4 million.