Driving Performance In Major Gifts


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Explains how to build and improve a major gift program.

Driving Performance In Major Gifts

  1. 1. Driving Performance in Major Gift Fundraising FREML November 2010
  2. 3. Performance <ul><li>Objective: </li></ul>To provide increasingly significant gift revenue each year to support a not-for-profit’s mission so that its mission and vision are fulfilled through a partnership with donors that is mutually rewarding.
  3. 4. Time Management in a Typical Development Office
  4. 5. Bentz Whaley Flessner Study <ul><li>70% of major gift officers completed less than 10 meaningful visits per month. </li></ul><ul><ul><ul><li>Not an institutional priority </li></ul></ul></ul><ul><ul><ul><li>Lack of willingness to make cold calls </li></ul></ul></ul><ul><ul><ul><li>Lack of professional training </li></ul></ul></ul><ul><ul><ul><li>Lack of administrative support </li></ul></ul></ul><ul><ul><ul><li>Too many other responsibilities </li></ul></ul></ul><ul><ul><ul><li>Lack of ability to focus on major gifts as a priority. </li></ul></ul></ul>
  5. 6. Individual Major Gifts
  7. 8. The Major Gift Pipeline
  8. 9. Building Focus ----Total Prospect Pool ---- Level 1 Research ---- Discovery Calls ---- Discovery Meeting ---- Analysis ---- Cultivation ---- Specialty Specific Cultivation ---- Level 2 Research ---- Solicitation ---- Gift Agreement ---- Stewardship
  9. 10. What Gets Measured Gets Done Development Officer Performance Standards
  10. 11. Increasing Focus and Effectiveness
  11. 12. What Gets Measured Gets Done <ul><li>Development Officer Performance Metrics </li></ul><ul><ul><li>100-125 calls per month, including new donor prospects </li></ul></ul><ul><ul><li>15-20 meaningful face-to-face meetings with prospects in your portfolio each month. </li></ul></ul><ul><ul><li>15-30 annual face-to-face solicitations </li></ul></ul>
  12. 13. Discovery Call Effectiveness <ul><li>There are other, more effective ways to meet and engage new people! </li></ul>Donor Type Lead Time Average Gift Discovery Call 5.7 months $49,000 Board Connected 6.9 months $242,000 Physician ID’d 2.9 months $455,000
  13. 14. National Performance Metrics
  14. 15. Moves Management <ul><li>Portfolio with 100-150 total individual prospects </li></ul><ul><ul><li>20% in Discovery </li></ul></ul><ul><ul><li>40% in Cultivation and Engagement </li></ul></ul><ul><ul><li>30% in Solicitation </li></ul></ul><ul><ul><li>10% in Stewardship </li></ul></ul>
  15. 16. Bentz Whaley Flessner Study <ul><li>Raising the Bar </li></ul>
  16. 17. MGO Annual Development Plan 25% 50% 75-100% Plan Donor 1 25,000 Equip. Donor 2 1,000,000 Cardiac Donor 3 500,000 NICU TOTAL 575,000 3,250,000 2,500,000
  17. 18. Stewardship <ul><li>Thank them 7 times in 7 different ways before you ask again. </li></ul><ul><ul><li>Engage in the mission </li></ul></ul><ul><ul><li>Engage with faculty and staff </li></ul></ul><ul><ul><li>Send important “insider” information with a note. </li></ul></ul><ul><ul><li>Show them what their gift has done and begin to talk about new needs. </li></ul></ul>