Moving beyond child sponsorships

01. Problem / Challenge

COTN staff were good at stewardship of their child sponsorship donors. But they needed to raise funds for programs and projects, over and above the sponsorships.

02. Solution

Veritus Group helped provide major gift training focused on asking, accountability, solicitation strategies and stretch goals/asks.

03. Results

COTN fundraisers had a clearer path to successfully managing donors, more intentional touches and larger asks. AND, they increased their revenue by 9% while reducing donor attrition by almost 1/3.

Going Beyond Sponsorships

What the Organization Needed

COTN staff wanted Major Gift training, concentrating on Solicitation, as they were good at stewardship – they are a child sponsorship organization, and they care for sponsors well.  Yet the organization needed to raise funds for programs and projects, over and above the sponsorships.

They needed to cultivate donors into deeper relationships with the organization, resulting in larger gifts. They wanted a structure and some solicitation strategies and training. And their donor value attrition was at 48%, way too high.

With Veritus Group’s help and training, COTN fundraisers learned the Permission-Based Asking conversation model and grew donated income by an average 10% each year for three years. They also reduced donor value attrition by almost 1/3 and kept gaining donors even during COVID.

One high-net-worth donor working with an MGO loved the mission, was very savvy, and was increasing his gifts by $50K every year; he gave $220K in early 2020. The Veritus Coach helped the MGO create a proposal with an ask of $400K in December 2020. The donor gave $405K in January 2021 (an increase of $185K)!