Major gift officers are a huge investment for your organization, and when they’re not productive, you need to know why. Assuming you’ve hired the right people, paired them with the right donors, and given them plenty of “attaboys,” what else might be going on?
The problem might be the relationship your gift officers have with your CRM. Does your CRM system easily support their donor cultivation, pipeline, and stewardship? If not, your gift officers are likely wasting time and losing ground rather than raising money. Many organizations inadvertently constrain major gift talent with inefficient and confusing procedures or configurations for their CRM technology.
When organizations invest in effective systems to support their major gift programs, they get the most from their personnel and IT investments. One vice president calculated she was losing more than $100,000 every year because gift officers wasted time re-creating information on spreadsheets, entering notes in varying manners that could not be easily measured, and manually re-creating massive reports that were hard to manage.