Are your MGOs working with too many donors who don’t respond to them? Is your return on investment unacceptably low? There IS an answer. Here’s the secret!
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The very sad thing is that some managers should not be in their jobs.
If you want to literally chase your MGO out the door, keep changing the rules of engagement. That will do the job.
Management needs to help major gift officers create annual goals based on donors’ reality, not based on wishful thinking or random percentage increases.
Having a goal and a plan for every donor keeps you focused and accountable; and this will, more than likely, lead you to be successful.
Major gifts work is all about staying focused on the plan and working it. Let me say it clearly: no discipline, no growth.
The 4th quarter of the year is a busy time for fund-raisers. Here’s what I did as an MGO many years ago to stay focused on achieving my goals.
Major gift outsiders can’t seem to get it: sometimes giving from a donor goes down. But we should continue to walk with them in the down times.
A non-profit CEO recently told us how she drew closer to donors through the individual planning process we recommend for major gifts fundraising.
When major gift officers get multi-year pledges, they should be congratulated – but these should not count for current-year goals. Cash is needed.
