Driving Performance In Major Gifts

Driving Performance in Major Gift Fundraising FREML November 2010

Performance ,[object Object],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 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Fundraising Cycle INTEREST INFORMATION INVOLVEMENT INVESTMENT IDENTIFICATION

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 ,[object Object],[object Object],[object Object],[object Object]

Discovery Call Effectiveness ,[object Object],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

Moves Management ,[object Object],[object Object],[object Object],[object Object],[object Object]

Bentz Whaley Flessner Study ,[object Object]

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 ,[object Object],[object Object],[object Object],[object Object],[object Object]

Driving Performance In Major Gifts

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