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Advancement Advizor
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.
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
- Visual Discovery™ dashboards that allow managers to identify performance trends, conduct comparative analysis, and find and share best practices across their team(s)
- 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.
- Development of individual operating plans with quarterly reviews of results vs. plan
- Instructional forums for skills development
- Cohort benchmarking to identify business practice improvements across key operating areas
The Result
Proposal Moves
- 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
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"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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Standard Solutions
General Management
Leadership Giving
Annual Giving
Member/Alumni Relations
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