Donors—particularly major donors—are increasingly seeing their gifts as investments. And just like any corporate investor, they want to know their gifts’ ROI. Universities that leverage their president, chancellor, cabinet, and faculty chairs effectively to build authentic relationships with donors are the ones seeing the biggest returns in today’s philanthropic marketplace. University of Arkansas – Fort Smith has transformed its major giving program thanks to the relationships its Chancellor Terisa Riley and department chairs such as Kendall Ross have built with key stakeholders and donors. Since Dr. Riley arrived on campus three years ago, major giving has skyrocketed. The university is set to exceed its $75 million centennial campaign’s financial goal by 33 percent, with record individual gifts and giving levels. To understand how other universities can build similar donor/president relationships, this presentation will focus on: -the role of the university’s advancement office in the process -qualifying and prioritizing the right donors -ideal allocation of a president’s time to fundraising -taking the first step in building the relationship -the types of cultivation events or individual meetings that are most effective