Solid Results for Veritus Clients

Veritus Group Consulting Produces Solid Results

Veritus Group has worked with non-profit organizations for many years, designing and helping to manage major gift programs with hundreds of Major Gift Officers. We have seen substantial progress with most of them, especially in the area of value retention.

When we evaluate a non-profit’s major gift performance, we focus on two things: value retention (dollar value retained year over year from the same donors) and donor retention (number of donors who continue their giving year after year).

Donor retentionOver a ten-year period of tracking donor behavior, the value retention of most non-profits in the United States, Canada and Europe is in the 30-60% range, and donor retention is often worse.­ In fact, a study by Bloomerang  found that the average donor retention is 41% and has been dropping over the past five years.

This is a serious problem that has three root causes: (1) No real structure implemented for a major gift program (2) Poor treatment of donors from the thank you and gift acknowledgement process all the way through cultivation and stewardship, and (3) Not telling the donor that their gift made a difference.

The examples on this page highlight some of the work we’ve done with different organizations. Through implementing a structure, ongoing management and coaching, major gift officers retain 85-93% of the value from donors who are on their caseload and are properly managed, as evidenced by increased donations per year. This is a substantial increase in performance compared to overall trends in the nonprofit sector.

In 2017, here are some specific successes we’ve seen with MGOs and organizations that Veritus has been working with:

  • In 2017 a particular donor gave $2,000. In 2016, they gave $6,000.  In early 2018 the organization received a planned gift of $919,000 (almost $1M!) in IRA funds.
  • An MGO asked a donor who had previously given $20,000 to repair an elevator this year – a known specific interest. The MGO pitched them to help fix it, and the donor gave $40,000 – double the amount they gave last year.
  • A Mid-Level representative connected with and met a $500 donor for lunch. She shared about the need to help a certain number of kids.  The donor immediately gave $10,000.
  • An MGO had been connecting with, sending YMADs (“You Made A Difference”) and calling the gatekeeper for an anonymous donor.  The MGO heard no word for 3 months until year-end, when the donor gave $200,000.
  • MGO and Veritus strategized about a donor that typically gives $50,000 each year.  This year the MGO once again asked for $100,000, since she had done really well at thanking and reporting back about on the impact of their past gifts.  The donor just gave $350,000.
  • Veritus worked with a new MGO, and after the first 12 months he raised 51% more in revenue than the previous year from his qualified caseload of donors.

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