How does your caseload rate in each of these six areas? You may be able to improve its performance!

1 Donors have capacity.

Do you have donors on your caseload that have capacity?

2 You are securing a portion it.

Are you being successful in securing a portion of it for your organization? Compare the sum of actual giving from all donors on a caseload against the sum of capacity. Normal ranges are from 0.4% to 20.2% (which is extremely high). A better range is 5.8% to 11%.

3 100% of donors are qualified.

This means you have contacted each donor on your caseload and have determined that they want to relate to you and want to actively support the organization. Another way to state this point is to be sure that the donors on your caseload are currently giving and are inclined to give more.

4 Financial goals for each qualified donor.

Have you set a financial goal for each qualified donor on your caseload?

5 Written plans for each qualified donor.

Your caseload is divided into three tiers (1, 2, 3 or A, B, C) with 1 or A being the highest potential givers. On a qualified caseload of 150, Tier 1 would have approximately 20 donors, Tier 2 would have 50 and Tier 3 would have 80. Tier 1 plans are more detailed – Tier 3 are less detailed.

6 Disciplined execution of plans.

Are you actually executing the plans you've written, in a diligent and disciplined manner?

  • 25-40% of the donors on your caseload are actively in the solicitation (vs. just cultivation) stage.
  • You are visiting donors – actual face to face – at a rate 10 to 15 per month.

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