1 The right talent

We review current personnel and assist with profiling and hiring of major gift personnel.

2 The right donors

Factor inclination as well as capacity into decision making. # Qualify for caseload vs. just going with the major donor metric. The 1:3 rule. In our experience only 1 in 3 donors that match the organization metric for major gifts actually want to have a personal relationship.

3 The right plan

Create goals for every donor, every year. # Create a personalized strategy for every donor that matches their interests and passions to the needs of the organization.

4 The right offers

Create offers for reps to present to donors. Our Project Support Portfolio (PSP) process takes the entire budget of the organization, including overheads, and divides it down into the “sellable” projects and different price points for every organizational category and donor interest/passion.

5 Monthly management reporting

Report on five areas:

  • How the same donors last year are performing this year.
  • How the donors are performing against individual goals.
  • How many visits, contacts and asks the rep is making.
  • Report on unusual gains and losses for any donor on the caseload.
  • Rep performance.

6 Training

Assure quality of rep content through training: strategy, program packaging, pricing, asks, handling objections, getting the appointment, etc.

7 Create expansion plans

for the field force – design and implement ways to expand major gift and planned giving representation.

More about what we do.
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