Embracing Performance Pay

A few colleges hope that rewarding fund raisers with cash for reaching specific goals will inspire loyalty and bring in more gifts

By JOHN L. PULLEY

Gainesville, Fla.

By fund-raising standards, Deborah Klapp is a success. She has a price on her head, but no time on her hands. As her next appointment approaches her campus office, she runs a brush through her hair.

Those silver-and-black...

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