Maximizing Fundraiser Efficiency in Higher Ed

Use this study to scale cultivation strategy development to meet donor expectations within current staff capabilities and time allocation and maximize fundraiser efficiency in higher ed.

Major gift officers (MGOs) often comprise the single largest staff investment within any development team, but chief advancement officers are increasingly questioning whether MGO productivity justifies the cost. Instead of investing in additional frontline fundraisers, advancement teams are increasingly considering how to grow fundraising productivity by helping current staff work more efficiently at every point in the cultivation cycle.

To move beyond fundraisers’ current challenges, advancement teams should focus on three critical areas for improved efficiency. First, advancement leaders should provide MGOs with the tools to implement creative cultivation strategy without rewriting the playbook for every major gift prospect. Second, managers of frontline fundraisers should deploy goal-setting and data tracking to provide targeted, proactive coaching for MGO challenges and skill gaps. Third, advancement should take the lead in rethinking how MGOs spend their time in order to refocus on fundraising.