Two MGOs for 2,000 major donors wasn’t enough

01. Problem / Challenge

With 2,000 major donors and only two MGOs, more than 30% of donors were leaving each year.

02. Solution

After one year, donor attrition fell by 12%. And during a pandemic, revenue in caseloads went up $700,000!

03. Results

Over five years, donated revenue tripled and the CEO’s donor caseload was giving 10x more on average.

Inside a Turnaround

What the Organization Needed

Holt helps strengthen vulnerable families, care for orphans, and find adoptive families for kids. They have a large group of donors who give regularly, but not enough staff to develop relationships with them.

With only two MGOs, there were nearly 2,000 donors not in caseloads who were giving at a major gift level annually, and thousands more in the mid-level range.  Without the proper attention, the value attrition was 30%-35% annually.

Our Recommendation

Veritus helped Holt to implement a stewardship protocol to ensure all donors – even Child Sponsors – who reached the major gift threshold were qualified to caseloads.  We ensured MGOs were focused on regions with the greatest number of donors.  After one year, there were still a large group of donors we wanted to try to connect with, leading Holt to hire a mid-level officer.

With Veritus’ guidance, MGOs learned to qualify caseload donors while also attempting to connect with and qualify other donors; to develop communication plans that focus on reporting impact to donors; and to ensure good communication between marketing, program and fundraising.