Presentation from Salesforce.org Higher Ed Summit 2018 by: David A Bruns, Maryville University. Look on most nonprofit job boards today and you'll likely see the same responsibilities listed for almost all major gift officer positions - identify, qualify, cultivate, solicit and steward major gift prospects. The problem with this paradigm is that it assumes the development officer is an expert at all stages of the fundraising cycle. It's no wonder why major gift officer turnover is such a challenge in our industry! Find out how Maryville University utilized a common, for-profit sales strategy and Salesforce to separate the fundraising stages into manageable and quantifiable processes. Now development officers can focus on meeting with only major gift prospects instead of spending time setting appointments and meeting with unqualified prospects. Also learn how TopOPPS, in combination with Salesforce, provides Maryville with a modern prospect management platform that includes easy pipeline updates and guided winning behaviors that result in CRM hygiene, accurate analytics and predictive gift forecasts. Watch a recording of this presentation: https://youtu.be/RqoIHGa0hOA

1. Fundraising is Sales.
There, I said it.
David A. Bruns, Associate Vice President, Maryville University

2. Contact Info and Disclosure
David A. Bruns
Associate Vice President for Institutional Advancement
Maryville University
Founder, Giving Team, Inc.
Email: dbruns@maryville.edu
Mobile: 314.882.4543
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5. “Are we doing the right things so that gifts are made?”

7. Job Description
● The Director of Development will work to build a portfolio major gift prospects and donors and will implement
plans for their identification, qualification, cultivation, solicitation, and stewardship.
● Conduct 100 personal visits, complete 40 solicitations each year, and qualify 25 new prospects each year.
● The Director will be responsible for planning and implementation of key programs carried out by the
Department.
● Will assist with coordination of alumni reunion events.
● Undertake special assignments for as needed.
PRIMARY DUTIES AND RESPONSIBILITIES