How do I evaluate the job?

When it comes to knowing if your Major Gifts Officer is performing at top level you will need to look at several areas – together these areas equal 100%.

• Financial goals – this would include cash and pledges. What should the goal be – the financial number needs to be developed based on the number of donors that are available.
  
  For example, you can expect a major-gifts director to raise $250,000 a year by seeking gifts of $1,000 or more. Groups can raise that much as long as they start out with several hundred or more donors who each give at least a few hundred dollars a year.
  
  
  
• Potential donors – it is important that you chose a number that is high enough to secure your financial goal. Also, remember that the majority of these contacts need to take place face-to-face.
  
  No meeting – this is true for any fundraising meeting – should be complete without a “next action.” Even if you do not leave the meeting with a gift – leave the meeting with what your next action is and the date on which that action should take place. For example, your next action may be to send the potential donor more information, to schedule a visit to your facility for the donor or to place a follow-up call. Make sure that with each action you have a date for completion. When you return to your office this action needs to be added to your task list with the completion date.
  
  
  
• Written follow-up – after your visit a written proposal may be requested or may be the best next step. Before you send the proposal be sure to review your gift chart – and make sure you are asking this potential donor for an appropriate gift – do not make it a safe “ask”. Also, make sure that you have complete files on each potential donor – emails, proposals, meeting notes, research, etc.
  
  
  
• Use all the resources – it is important that your Major Gift Officer realize that in order to meet their financial goal they will need to use all the available resources. What are your resources?
  
  
  • Previous donors who could give a major gift
  • Past donors who could be moved to the major gift level
  • Potential donors
  • Interaction with Board of Directors and other agency leaders