Making the Case for Leadership

Profiles of Chief Advancement Officers in Higher Education

By (author) Jon Derek Croteau, Zachary A. Smith Foreword by Peter A. Hayashida

Publication date:

30 November 2011

Length of book:

228 pages


Rowman & Littlefield Publishers

ISBN-13: 9781442206335

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.
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.