When we think of Booker T. Washington, we immediately think of him as an educator. for that is how history remembers him. An educator he was but like many an academic head, he was also a brilliant fundraiser who truly understood the time-honored principles of fundraising.

The first classes for Tuskegee Institute in Alabama were held in a stable and a hen house. Today, Mr. Washington's school is a leading university with over 3,000 students and a campus of over forty buildings.

Mr. Washington's skills as a fundraiser began by inspiring local White and African American farmers to support his school through cake and bake sales. Later, he would start attracting major gifts from high society including the likes of Andrew Carnegie. He was the first African American to dine at the White House and first to earn an Ivy League honorary degree (Harvard University).

Mr. Washington had many difficult obstacles to overcome in his life and like us, understanding and implementing viable development principles was one. In his book, Up From Slavery, he describes his life from humble beginnings as a slave in Virginia. It was from this impoverished background that he came, ultimately, to leave a legacy that would touch thousands of lives.

His autobiography, Up From Slavery, reveals precious insights into his philosophy of fundraising. Here follows some passages from his autobiography that any development officer, executive and board member would be wise to practice:

"I would say that I have but two rules for fundraising. First, always to do my whole duty regarding making our work known to individuals and organizations; and, second, not to worry about the results. This second rule has been the hardest for me to live up to. When bills are on the eve of falling due, with not a dollar in hand with which to meet them, it is pretty difficult to learn not to worry, although I think I am learning more and more each year that all worry simply consumes, and to no purpose, just so much physical and mental strength that might otherwise be given to effective work."

"In order to be successful in any kind of undertaking, I think the main thing is for one to grow to the point where he completely forgets himself; that is, to lose himself in a great cause. In proportion as one loses himself in this way, in the same degree does he get the highest happiness out of his work."

"My experience and observations have convinced me that persistent asking outright for money from the rich does not, as a rule, secure help. I have usually proceeded on the principle that persons who possess sense enough to earn money have sense enough to know how to give it away, and that the more making known of the facts regarding Tuskegee, and especially the work of the graduates, has been more effective than outright begging. I think that the presentation of the facts, on a high, dignified plane, is all the begging that most rich people care for."

"I have rarely called on an individual for funds, that I have not been thanked for calling, usually before I could get an opportunity to thank the donor for money ... I repeat my belief that the world is growing in the direction of giving. I repeat that the main rule by which I have been guided in collecting money is to do my full duty in regard to giving people who have money an opportunity to help."

"The first time I ever saw the late Collus P. Huntington, the great railroad man, he gave me two dollars for our school. The last time I saw him, which was a few months before he died, he gave me fifty-thousand dollars ... Some people would say that it was Tuskegee's good luck that brought us this gift of fifty-thousand dollars. No, it was not luck. It was hard work."

"When Mr. Huntington gave me the first two dollars, I did not blame him for not giving me more, but made up my mind that I was going to convince him by tangible results that we were worthy of larger gifts. For a dozen years I made a strong effort to convince Mr. Huntington of the value of our work. I noted that just in proportion as the usefulness of the school grew, his donations increased."

"I have found that strict business methods go a long way in securing the interest of rich people. It has been my constant aim at Tuskegee to carry out, in financial and other operations, such business methods as would be approved of by any New York banking house."

"I have spoken of several large gifts to the school; but by far the greatest proportion of the money that has built up the institution has come in the form of small donations from persons of modest means. It is upon these small gifts, which carry with them the interest of hundreds of donors, that any philanthropic work must depend largely for its support ... In a large degree it has been the pennies, the nickels, and the dimes which have come from the Sunday-schools, the Christian Endeavor Societies, and the Missionary Societies, as well as from the Church proper, that have helped to elevate the Negro at so rapid a rate."

"This speaking of small gifts reminds me to say that very few Tuskegee graduates fail to send us an annual contribution. These contributions range from twenty-five cents up to ten dollars".