Children of the Nations
Moving beyond child sponsorships
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.
Veritus Group helped provide major gift training focused on asking, accountability, solicitation strategies and stretch goals/asks.
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.
“Our Veritus coach has been so great to work with. She always follows up, cares about how I’m doing, knows each team member, and actively works to help us succeed. Debi is quick to respond and thinks strategically — she’s always encouraging me to push myself to be better. We love Veritus Group!”
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)!
Donors are saying: “Thank you for sharing stories of impact” “Wow! You are calling to thank me for a gift of $500?” “I appreciate having someone at COTN to connect with.”
Lower Value Attrition
In just the first year of the partnership, three MGO caseloads produced increased giving of $220,000.
More FEATURED CASE STUDIES
The organization had an ambitious CEO but no development staff. How could they capitalize on the potential of their major donors?
Holt had thousands of passionate donors, child sponsors and adoptees. How could they manage relationships with only two development officers?
A national organization with too few major gift officers, 1/3 of existing donors were leaving each year. Veritus helped them build their staff and strengthen the donor pipeline.