The Salvation Army Intermountain Division
High-value donors needed more attention
Problem / Challenge
A new leader knew that consistent, high-value donors were not being managed effectively, and that new staff members needed training in The Veritus Way.
Veritus vetted and trained four new major gift officers and one mid-level officer. We provide ongoing structure, strategy and accountability to the entire team.
The new team has connected well with donors, resulting in deeper donor engagement, more intentional Permission-based Asking™ and increased revenue of $1.5M!
“Veritus Group has provided the needed support to guide Donor Relations Directors in having meaningful donor relationships through cultivation and stewardship and the permission based ask. This model has proven to be successful through increased individual giving and sustainable donor engagement. I highly recommend the Veritus Group model for any major gifts program.”
Building a New Team
What the Organization Needed
The Development team had gone through many changes, with a lot of staff turnover in the past few years. A new leader engaged Veritus in 2019. They knew consistent, high value donors were not being managed effectively, and that training the new staff in the Veritus way would ensure donors were attended to.
Veritus Group worked with new staff and helped to manage donors from a retiring gift officer’s caseload. With a largely new development staff, the Division could create a common language and structure for gift officer work and accountability.
Veritus recommended not only initial vetting, hiring and training, but we also began providing ongoing structure, strategy and weekly management, including accountability.
The Right Donors
Fundraisers are engaging high-value donors at deeper levels. The donors often mention how much they enjoy the connections and communication.
One donor had been giving $17,000 each year. After a new gift officer reached out multiple times, the donor called back and thanked him for the great communications. Then she doubled her gift to $35K!
Even with new staff, FY 2020 giving was up $1.5 million over 2019.
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.