Four years ago, the administration moved responsibility for development from the UB Foundation to Capen Hall. "This was a most significant change," Stein said. "It created a structure here that now is more like most other public institutions." Though still a far cry from Harvard's $3 billion total endowment, UB now has over $200 million in endowed funds.

In the four years since moving development responsibility to Capen Hall's fifth floor, the university has seen dramatic results. Last year alone, the development staff, which numbers fewer than 30 and has an overall budget of under $4 million, brought in nearly $15 million. This year, on a budget just over $4 million, the goal is to raise $17.25 million. Stein last week unveiled plans for a major, five-year capital campaign to members of the FSEC .

Development, explains Stein, is "a science, not an art, with proven tools that work, rather than intuition." Stein's office is actually a decentralized operation consisting of numerous school-based development officers supported by a central staff of specialists. "Those officers work with deans to solicit major gifts, generally those of $25,000 or more," explained Stein. Last year, one-half of the $15 million raised was in the form of major gifts. Most of the balance comes from smaller donations and an annual appeal to alumni.

Recent analysis of a large number of UB alumni and friends has given the development office direction. "We now know who they are, where they are and what they do," said Stein. "Now we can build relationships across the world." When development does make contact, added Stein, "the first thing we usually hear is, 'Where have you been for 30 years?' The second thing we hear is 'I had a great time and got a great education at the university." Most are happy to finally make contact with a university that holds a special place in their hearts, he said.

The largest single gift the university has received so far, $2.4 million, came anonymously. It was expressly dedicated to fully supporting 20 top scholars through four years of college, explained Stein. Proceeds of the program have, this year, attracted two National Merit Scholarship winners to UB, he added.