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Staff Performance Management

The Challenge

Development management has been more of an "art" than a science with its historic focus on building relationships more than managing to a process and measuring results. But increased economic pressures and competition for scarce donor dollars have created a growing need to generate more revenue from existing - or even fewer - resources, which means optimizing operations and team performance.

Tips + Tricks for Data Driven Discussions with Major Gift Officers Tips + Tricks for Data Driven Discussions with Major Gift Officers
30 min Webinar
Fundraising leaders have risen to the challenge by identifying best practices and managing operations against set metrics that include:

  • Activities such as in-person visits and the number of proposals issued over a twelve month period
  • The value of proposals issued vs. the rated value of the prospects
  • Speed of movement through proposal stages
  • The balance of visits and proposals by type and level of prospect
  • Close rates and gifts recorded

The Solution

Portfolio View
Portfolio View
ADVIZOR improves performance management through a 5-step process that includes:
  1. Visual Discovery™ dashboards that allow managers to identify performance trends, conduct comparative analysis, and find and share best practices across their team(s)
  2. Clear metrics to ensure that development officers are making contacts, visiting prospects, making asks, and entering the current, relevant data into the system including contact, proposals, etc.
  3. Development of individual operating plans with quarterly reviews of results vs. plan
  4. Instructional forums for skills development
  5. Cohort benchmarking to identify business practice improvements across key operating areas

The Result

Proposal Moves
Proposal Moves
ADVIZOR clients have:

  • Generated higher average ask amounts based on clear understanding of the expected value of the underlying pool of prospects
  • Shortened proposal cycles
  • Improved close rates
  • Tracked and forecasted revenue more accurately
  • Established clear-cut paths to individual performance goals
  • Improved communication within the team as well as between the team and upper management
  • Improved performance in both central and satellite development offices

Staff Performance Management, Wake Forest, Marts & Lundy, 30 minute webinar
Staff Performance Management, Wake Forest, Marts & Lundy, 30 minute webinar
"Staff Performance Management"

Wake Forest,
Marts & Lundy

Case Study (PDF)
30 min Webinar

"ADVIZOR enables us to clearly see the strengths and weaknesses of our entire development program, helping us make informed business decisions that directly affect the bottom line - both in expenses and new revenues."

College of William and Mary

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