ABSTRACT
An increasingly important role of academic administrative leaders is that of developing external resource support for the programs they lead. The role might be described as friend-raising and fundraising. It involves thoughtful and sustained cultivation. Whereas university presidents and provosts focus on the goals for their entire institutions, it is deans and faculty who develop and focus on the visions and goals of their individual colleges and programs. They build relationships, day in and day out. They, by and large, deliver on the promises made by institutional development offi cers. The quality of their product and the promise of continued and ever greater quality are what benefactors judge in committing their resources.
