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.

1. Driving Performance in Major Gift Fundraising FREML November 2010

3. 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.

4. Time Management in a Typical Development Office

5. 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.

6. Individual Major Gifts

7. The Fundraising Cycle INTEREST INFORMATION INVOLVEMENT INVESTMENT IDENTIFICATION

8. The Major Gift Pipeline

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

10. What Gets Measured Gets Done Development Officer Performance Standards

11. Increasing Focus and Effectiveness

12. 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

13. 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

14. National Performance Metrics

15. Moves Management Portfolio with 100-150 total individual prospects 20% in Discovery 40% in Cultivation and Engagement 30% in Solicitation 10% in Stewardship

16. Bentz Whaley Flessner Study Raising the Bar

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

18. 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.