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Bankrolling the Business School A business school's best friends often are its top alumni, who are committed to its success and deeply involved in its special projects. Identifying them and keeping them interested are two of the keys to successful fund raising. by Sharon Shinn I 46 BizEd JULY/AUGUST 2002 illustrations by Sally Wern Comport development depends on the long-term relationships developed with key alumni," says Donald Gray, vice president of the University of Wisconsin Foundation in Madison, Wisconsin. "It is equally important to realize that these relationships take time, energy, commitment, and patience by the dean, the faculty, and the development officer." Development officers and fund-raising professionals empha- size that, to successfully raise money, business schools must iden- tify potential donors, understand the donors' areas of interest, and keep these donors deeply involved in the life of the school. Then, when capital campaigns are organized, both individual and corporate donors will be willing to continue to support the school, both in its ongoing needs and its special events. ndividuals try to avoid asking their friends for money, but institutions make a habit of it. Colleges of business know that the people most likely to contribute to their causes are the people who truly care about their schools: alumni and other donors who feel a deep con- nection with the institution. "Business schools must understand that major gift