Making the Case for Leadership

Profiles of Chief Advancement Officers in Higher Education

Jon Derek Croteau and Zachary A. Smith - Foreword by Peter A. Hayashida

The advancement industry has experienced tremendous growth in breadth and depth over the last few decades. Driving this growth is the chief advancement officer; however, as a relatively new position on most college and university campuses, little is formally known about the role and the people who fill it. In Making the Case for Leadership, Jon Derek Croteau and Zachary A. Smith provide insightful and intimate details of ten of the most high performing and successful CAOs in the industry: their career paths, leadership philosophies, and other important leadership variables. Additionally, the book presents the authors' Advancement Leadership Competency Model, based on the results of the interviews and rigorous data analysis. Croteau and Smith delve further into the advancement office and its history, impact, and potential than any book—or research—ever has. They conclude this momentous undertaking with the lessons learned and implications for the future related to the next generation of advancement leaders and future leadership development and training programs.

Rowman & Littlefield Publishers

Pages: 228 • Trim: 5¾ x 8¾

978-1-4422-0634-2 • Paperback • November 2017 • $35.00 • (£30.00)

978-1-4422-0635-9 • eBook • November 2011 • $33.00 • (£25.00)

Subjects: Education / Administration / Higher, Education / Leadership, Education / Higher

Making the Case for Leadership

Profiles of Chief Advancement Officers in Higher Education

Paperback

eBook

Summary

The advancement industry has experienced tremendous growth in breadth and depth over the last few decades. Driving this growth is the chief advancement officer; however, as a relatively new position on most college and university campuses, little is formally known about the role and the people who fill it. In Making the Case for Leadership, Jon Derek Croteau and Zachary A. Smith provide insightful and intimate details of ten of the most high performing and successful CAOs in the industry: their career paths, leadership philosophies, and other important leadership variables. Additionally, the book presents the authors' Advancement Leadership Competency Model, based on the results of the interviews and rigorous data analysis. Croteau and Smith delve further into the advancement office and its history, impact, and potential than any book—or research—ever has. They conclude this momentous undertaking with the lessons learned and implications for the future related to the next generation of advancement leaders and future leadership development and training programs.

Details

Rowman & Littlefield Publishers

Pages: 228 • Trim: 5¾ x 8¾

978-1-4422-0634-2 • Paperback • November 2017 • $35.00 • (£30.00)

978-1-4422-0635-9 • eBook • November 2011 • $33.00 • (£25.00)

Subjects: Education / Administration / Higher, Education / Leadership, Education / Higher

Author

Jon Derek Croteau is a senior consultant with Witt/Kieffer, the single largest executive search and leadership solutions firm specializing in health care, education, and not-for-profit organizations committed to improving the quality of life. He is also adjunct professor at The University of Rochester in the Warner Graduate School of Education. He is the author of The People First Approach, a guide to recruiting, developing and retaining the right people, and has published numerous articles on strategic talent management in higher education.
Zachary A. Smith is assistant vice chancellor of development at the University of California, Riverside. He also consults with higher education institutions on talent management and organizational research projects. Previously, he was the senior director of strategic talent management & initiatives for university advancement at the University of California, Irvine. His work has been highlighted in the Chronicle of Higher Education and the Chronicle of Philanthropy.

Table of Contents

Acknowledgments
Foreword
Introduction
Chapter 1: A Brief History of Higher Education Advancement
The Colonial Period
A Nation Develops
Growth and Prosperity
Fundraising and Advancement Programs Professionalize
Advancement Modernizes
The Chief Advancement Officer of the 21^st Century

Chapter 2: Leadership in Higher Education and Advancement
What is Leadership?
Higher Education LeadershipAdvancement Leadership

Chapter 3: Issues of Methodology
Leadership and Competence
Leadership and Competence in Higher EducationThe Approach
Identifying the Cases
The Interviews and Data
Analyzing and Presenting the Cases

Chapter 4: Lisa D. Calvert: The Analytic Fundraiser
Perspectives on Leadership
Leadership Development and the Future of Advancement Leaders

Chapter 5: Michael C. Eicher: A Father’s Influence
Perspectives on Leadership
Leadership versus Management
Leadership Development and the Future of Advancement Leaders

Chapter 6: Susan K. Feagin: An Ivy Lifer
Perspectives on Leadership
Leadership Development and Future of Advancement Leaders

Chapter 7:Patricia P. Jackson: A Natural Born Advancement Leader
Perspectives on Leadership

Chapter 8: Connie Kravas: The Academician Turned Advancement Professional
Leadership Development and the Future of Advancement Leaders

Chapter 9 Jerry A. May: Leadership from the Big Ten
Perspectives on Leadership
Leadership Development & Training and the Future of Advancement Leadership

Chapter 10: Sarah R. Pearson: Creative Strategist
Perspectives on Leadership
Leadership Development & Training and the Future of Advancement Leadership

Chapter 11: Carolyn A. Pelzel: The Entrepreneurial Advancement Professional
Perspectives on Leadership
Leadership Development and the Future of Advancement Leaders

Chapter 12: Martin Shell: The Optimistic Leader
Perspectives on Leadership
Leadership Development and the Future of Advancement Leaders

Chapter 13: Curtis R. Simic: A Hoosier’s Story
Perspectives on Leadership
Leadership Development and the Future of Advancement Leaders

Chapter 14: The Advancement Leadership Competency Model
The Advancement Leadership Competency Model
Implications of the Model

Chapter 15: Lessons Learned & Thoughts for the Future
The Future of Advancement Leadership
Conclusion

Reviews

Our profession has, at long last, a thoughtful and nuanced examination of the skills, competencies, mindset, and characteristics required of chief advancement officers to lead in the brutally competitive marketplace of higher education today. Croteau and Smith are, thankfully, two scholar-practitioners who eschew a trite 'how to' approach in favor of a layered, deeply insightful case-study format. To all of today's development officers who hope to become a chief advancement officer in the future: this book will put a sledgehammer to your preconceptions of the 'top job' and encourage you to take steps now for your future success.

— Darrow Zeidenstein, vice president for resource development, Rice University

The Chief Advancement Officer has evolved in the last four decades as an essential leadership position on college campuses. This book is the first of its kind to explore this role and to profile significant leaders. It concludes by outlining 14 practical leadership competencies. Worthwhile ideas are presented on each page of this text. It should be required reading for all future Chief Advancement Officers.
— Kim Nehls, executive director, Association for the Study of Higher Education (ASHE)

This book wonderfully illustrates the various leadership styles and competencies which contribute to success in advancement. Croteau and Smith propose a theoretically grounded model of advancement leadership that will be helpful for those who desire to develop a deeper understanding of the
multiple roles occupied by chief advancement officers. Making the Case for Leadership is a terrific read both for sitting chief advancement officers and for those who aspire to lead universities and their
advancement organizations.
— Timothy C. Caboni, vice chancellor for public affairs; professor of educational leadership and policy, University of Kansas; editor of International Journal of Educational Advancement

Through their skillfully conducted studies, Croteau and Smith communicate the stories of some true leaders in our profession. Making the Case for Leadership is compelling reading for both established professionals and newcomers in the field.
— James J. Husson, senior vice president for university advancement, Boston College

Making the Case for Leadership offers high profile insiders' assessments of higher education advancement--and the characteristics necessary for success--through the voices of 10 chief advancement/development officers at prestigious US public and private universities and colleges. . . . Making the Case for Leadership offers intriguing insights into the complex university advancement environment, characterized by multiple audiences and governance processes shared not only with faculty, but also with diverse stakeholders and resource providers. The nuggets of “practical, actionable” advice the study offers practitioners also raise substantive marketing research questions. Drawing on research in areas such as services marketing, boundary spanner roles and influence strategies to develop more robust, theory-based research in marketing leadership in higher education will deepen and extend understanding in the areas of the field that Croteau and Smith charted in Making the Case for Leadership.
— The Journal of Academic Administration in Higher Education