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10 Reasons Why Most Major-Gift Programs Suck!

June 9, 2011 By Jeff Schreifels
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(Editor's note: Veritus Group co-owner Jeff Schreifels started the Passionate Giving blog last month, and he's already posted some pretty interesting stuff — like his "10 Reasons Why Most Major Gift Programs Suck!" He's only up to No. 5, so we're going to try to play catch-up. Here's No. 1. Check out the blog for the next four. Then we'll share the next five as he does.) 

Over the years, we here at Veritus Group have audited more than a hundred different major-gift programs. Almost all of them suck. "Do you really have to use that language, Jeff?" Yes, yes I do. It’s not that these programs are bad or they need a little tweak here and there; it’s that they are just plain awful. So, the word, “sucks” really fits.

I’ve come up with 10 reasons why this is the case. Now, there are more than 10, and over the course of time I’m sure we’ll get into them all. But, to be pithy and to get people to read my blog, I’m coming up with 10.

OK, I’m going to start with No. 1. Yeah, I know everyone does this countdown thing, but I’m not David Letterman and all of these “reasons” carry the same weight so just hang in there with me.

1. Development directors review the WRONG criteria for success
When we ask a development director how he thinks his program is performing, we usually get an answer like this: “Well, four out of our six major-gift officers made their goals this year. It’s not perfect, but I think we’re doing pretty well.”

Then we ask this: “What is your caseload attrition rate, and what is the value attrition year to year?”

Blank stares, sweat starting to bead up on brow, face turning red …

Most major-gift programs we have evaluated are judged on whether they made their overall goals each year. That’s one criteria. However, we find that seems to be the only criteria. When that is the only criteria we find, it’s masking some bad donor behavior.

 
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--Chris Brogan, president of Human Business Works

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COMMENTS

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Most Recent Comments:
LundonConsult - Posted on June 09, 2011
This is great and I believe this mistake is made all too often. Executive Directors and Board members must know what the success criteria should be, because unfortunately, they are often judging a development director's success on measures that may or may not be meaningful.
Margaret Battistelli - Posted on June 09, 2011
Shannon, Jeff is writing them as an ongoing series on his blog. if you go to the top of the story and click on the link to Passionate Giving, you can see numbers 2 through 5. Six through 10 haven't been written yet. But stay tuned -- both to Today in Fundraising and to the Passionate Giving blog!
Shannon - Posted on June 09, 2011
Where are the other 9 reasons?
rvb - Posted on June 09, 2011
"Over the years, we here at Veritus Group have audited more than a hundred different major-gift programs. Almost all of them suck. "Do you really have to use that language, Jeff?" Yes, yes I do." -- Actually, no, you don't have to use that language.
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Archived Comments:
LundonConsult - Posted on June 09, 2011
This is great and I believe this mistake is made all too often. Executive Directors and Board members must know what the success criteria should be, because unfortunately, they are often judging a development director's success on measures that may or may not be meaningful.
Margaret Battistelli - Posted on June 09, 2011
Shannon, Jeff is writing them as an ongoing series on his blog. if you go to the top of the story and click on the link to Passionate Giving, you can see numbers 2 through 5. Six through 10 haven't been written yet. But stay tuned -- both to Today in Fundraising and to the Passionate Giving blog!
Shannon - Posted on June 09, 2011
Where are the other 9 reasons?
rvb - Posted on June 09, 2011
"Over the years, we here at Veritus Group have audited more than a hundred different major-gift programs. Almost all of them suck. "Do you really have to use that language, Jeff?" Yes, yes I do." -- Actually, no, you don't have to use that language.