b'DEVELOPMENTWarm relationships are built on personal contacts but also a sense of engagement to the school community.It is no wonder these schools have not believed in development and the long-term approach when the motive was purely for short-term gain. The urgent need or desire to have another or an improved facility outweighed the realistic position and culture at that school at that time.A fundraising mixIn every school, not many individuals or families can provide a transformational level of support so building a fundraising culture over time, providing opportunities for the wider school community to contribute in some way, is the foundation for ongoing and growing levels of fundraising support. To this extent, a combination of seeking major gifts, having a regular giving programme, promoting gifts through legacies while an engaging event programme forms the basis of a broad fundraising mix.Minimising the hope factor Planning for an inevitable major fundraising campaign takes time, in particular to ensure its readiness to gain the support and acceptance of the plans that require a fundraising component. This does not necessarily come easily and is often only assured by conducting a feasibility study among key and influential individualsthose who have the ability, enthusiasm and influence to make a difference. The outcome of such an independently conducted study can act as an insurance policy prior to launching such a campaignit minimises the fundraising hope factor.The role of the head and governors working with the development office and a volunteer development advisory group is fundamental to the success of major level fundraising. Peer to peer giving especially, when the volunteer is also a donor, creates a powerful message to potential donors. The work of the development office in nurturing and guiding the strategy and relationships makes for an effective ongoing campaign and sustained levels of support.Ian McLean has been a development director at leading schools in the UK and Australia. Ian can be contacted via www.ianmclean.org.uk.www.independentinsight.netIwww.iexcellence.co.ukIwww.i25awards.co.uk 35'