The document discusses strategies for improving performance in major gift fundraising for non-profits. It recommends that development officers focus on making 100-125 calls and 15-20 face-to-face meetings per month with prospects. Metrics like discovery calls, board connections, and physician referrals are compared in terms of lead time and average gift size. National performance metrics emphasize maintaining a portfolio of 100-150 prospects in various stages from discovery to stewardship. An annual development plan example is given with targets for three donor prospects totaling over $5 million.