Raise and Engage

INFOGRAPHIC: Secrets to the Perfect Gift Officer Portfolio

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Secrets to the Perfect Gift Officer Portfolio The perfect portfolio is an elusive, ever-changing target. Does it really exist? You can certainly come close by developing portfolio-building guidelines as part of a prescribed process unique to your organization. Data from the Blackbaud Fundraiser Performance Management team reveals that simple tweaks to portfolio composition combined with fundraising expertise can maximize dollars per assigned prospect to help you build a pretty darn good portfolio. Maybe even perfect. When the portfolio contains less than 120 prospects, the average commitment per assigned household increases. When the portfolio is focused on high capacity + high inclination prospects, the average commitment per assigned household increases. 57 % for leadership annual gifts $2,189 INCREASE for leadership annual gifts $40,347 INCREASE for for planned gifts $5,202 INCREASE for for major gifts 35 % for major gifts 6 7 % for planned gifts KEEP IT SMALL RAISE YOUR STANDARDS > Qualification suffers because gift officers naturally travel the path of least resistance, focusing only on the people in cultivation or solicitation stages. > Pipeline projection may be artificially inflated because it looks like more prospects are being managed than actually are. > The majority of prospects aren't getting the attention they need. If they are getting attention, then it is likely sporadic which leads to a poor donor experience. DISADVANTAGES TO LARGER PORTFOLIOS > Develop a commonly agreed upon system to rank order your prospects based on capacity + inclination. > Use a predictive model to identify inclination to give within your prospect pool. > Trust your model results and ensure portfolios contain a majority of prospects in the top ranks of capacity + inclination. MAKE THE MOST OF YOUR PROSPECTS TAKE ACTION: Strategize with a dedicated fundraising consultant to build smaller portfolios and make the most of them. TAKE ACTION: Identify prospects with a high inclination to give and ensure these prospects make up at least 75% of each portfolio. When the prospects with high capacity + high inclination are visited, the average commitment per assigned household increases. 133 % for leadership annual gifts 73 % for major gifts 80 % for planned gifts Find out how Blackbaud experts can help you develop a prescribed process for your organization that includes a data-driven strategy to maximize portfolio composition. TAKE ACTION: Use a solution that provides at-a-glance data and benchmarks important to your organization so you can consistently analyze gift officer activity and progress. Learn more VISIT THE RIGHT PROSPECTS $24,000 $16,000 Average commitment from prospects with high capacity + high likelihood to give Average commitment from prospects without this combination Average number of visits by an officer in FY 2019 How are you ensuring the right visits are happening? engage top 100 donors leaving many prospects undiscovered Do you have high capacity + high inclination prospects that are being ignored? 79 % of officers of assigned prospects were not visited in FY 2019 If only half of prospects are visited, are gift officers visiting the right half? 56 % 83 VS

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