Q and A: Making Tough Choices in the Fund-Raising Office

In this time of tighter resources, college development officers cannot operate in the way they did when universities were more flush, says Ted R. Grossnickle, chairman and chief operating officer of Johnson Grossnickle and Associates, an Indiana-based fund-raising consulting company.

Mr. Grossnickle expects that trustees will be asking more questions of college fund raisers about how they measure impact and success. He also says administrators need to take a tough look at their