Ultimately you want major gift officers who are passionate about helping donors fulfill their passions and interests, and then you want to fairly and generously reward those MGOs that do this well.
Who gets credit for a non-profit’s major gifts? The major gift officer should get all the credit if he/she is actively engaging with the donor prior to the gift. Period. The MGO should also get credit for reducing attrition in previously unmanaged donors.
Most importantly, is the MGO making meaningful connections with each and every donor? Is she moving the donors toward deeper connection with the organization and its mission?
The subject of MGO performance and the related subjects of performance metrics, credit issues and compensation are hot topics these days. This is why I am writing this series of six posts on the subject.
When hiring a new professional fundraiser, find out if she’s sales-oriented, has good communication skills, and accepts accountability. Oh, and does she care about your cause?
If you are a manager of major gift officers, or if you’re an MGO in need of a manager, one way to stay focused and accountable is to perform a review of their/your work at least annually.
Twice monthly, Richard and Jeff address current topics and classic problems in major gift fundraising.
