Your caseload of donors should be made of no more than 150 donors who have expressed interest in interacting with you. At this level, you can make individualized plans work – and it's worth it.

Depending on your organization, you may be accepting new donors regularly as they reach your metrics, and you'll keep working to qualify them. But you should do a thorough review at least twice a year.

You should have a direct mail program (and hopefully a mid-level program) that works with donors below your threshold. Make sure to pass them on thoughtfully and respectfully.

Each donor needs a plan and a goal, so you know where you're aiming for with each relationship. Check out our White Paper on the subject if you need ideas.