An audit revealed billions in capacity on a donor file, but the team had no plan to capture it.

Poor portfolio management left millions of potential dollars unraised.

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Challenge

An audit revealed billions in capacity on a donor file, but the team had no plan to capture it.
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Our Solution

- Right-sized gift officer portfolios from 180 to 100
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- Added tiers of gift officer titles so that the most experienced staff pursued the highest capacity donors
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- Rearranged geographic regions to better suit the current staff
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- Encouraged portfolio managers to continuously refresh the prospects that were added to gift officer portfolios
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- Created a new mid-level program for the 7,000 major gift prospects not on portfolio.
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Results

The major gifts team raised the most in organizational history, an ~$2 million increase from the previous year.