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Driving Performance In Major Gifts
 

Driving Performance In Major Gifts

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Explains how to build and improve a major gift program.

Explains how to build and improve a major gift program.

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    Driving Performance In Major Gifts Driving Performance In Major Gifts Presentation Transcript

    • Driving Performance in Major Gift Fundraising FREML November 2010
    •  
    • Performance
      • Objective:
      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.
    • Time Management in a Typical Development Office
    • Bentz Whaley Flessner Study
      • 70% of major gift officers completed less than 10 meaningful visits per month.
          • Not an institutional priority
          • Lack of willingness to make cold calls
          • Lack of professional training
          • Lack of administrative support
          • Too many other responsibilities
          • Lack of ability to focus on major gifts as a priority.
    • Individual Major Gifts
    • The Fundraising Cycle INTEREST INFORMATION INVOLVEMENT INVESTMENT IDENTIFICATION
    • The Major Gift Pipeline
    • Building Focus ----Total Prospect Pool ---- Level 1 Research ---- Discovery Calls ---- Discovery Meeting ---- Analysis ---- Cultivation ---- Specialty Specific Cultivation ---- Level 2 Research ---- Solicitation ---- Gift Agreement ---- Stewardship
    • What Gets Measured Gets Done Development Officer Performance Standards
    • Increasing Focus and Effectiveness
    • What Gets Measured Gets Done
      • Development Officer Performance Metrics
        • 100-125 calls per month, including new donor prospects
        • 15-20 meaningful face-to-face meetings with prospects in your portfolio each month.
        • 15-30 annual face-to-face solicitations
    • Discovery Call Effectiveness
      • There are other, more effective ways to meet and engage new people!
      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
    • National Performance Metrics
    • Moves Management
      • Portfolio with 100-150 total individual prospects
        • 20% in Discovery
        • 40% in Cultivation and Engagement
        • 30% in Solicitation
        • 10% in Stewardship
    • Bentz Whaley Flessner Study
      • Raising the Bar
    • 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
    • Stewardship
      • Thank them 7 times in 7 different ways before you ask again.
        • Engage in the mission
        • Engage with faculty and staff
        • Send important “insider” information with a note.
        • Show them what their gift has done and begin to talk about new needs.