Research and data are important to fundraising, but universities shouldn’t put them in charge of determining a final caseload.
A good CEO or Executive Director allows her development director or MGO to manage her portfolio and to essentially tell the CEO what she needs to do to cultivate and steward those donors.
To build a major donor caseload over time, you have to go back to the basics. Here’s our summary.
Major gift officers have to prioritize their caseloads. Here’s how they need to address their largest, lowest-giving group of major donors.