Reworking Portfolios from the Top Down
Impact:
The advancement operation at the University is moving more relationships between several frontline fundraisers than they had been previously, with an organized system for tracking activity and solicitations. They are well positioned for the planning phase of a $50M+ campaign initiative after successfully building and working portfolios from the top down and implementing best practices over a period of time throughout the entire division.
Summary of work:
Major Gift Program Implementation over a 9-month period; direct work with advancement services to develop portfolios for each frontline fundraiser and the president; bi-monthly prospect moves management sessions to strategize on next steps and solicitations; recommendations around messaging and cultivation work with a near-term future campaign initiative in mind.
At a University in South Florida, GPG has worked over a 9-month period to help the philanthropy team prioritize each person's time, clearly define roles, develop appropriate portfolios for frontline fundraisers, and help motivate the consistent movement of relationships.
While higher education development shops typically offer more resources and positions, it's easy for many positions to be pulled into directions that do not fuel major gift movement with ongoing school activity and events. GPG worked with advancement services to organize data and develop portfolios that were right-sized for each person, including the president.
Bi-monthly prospect strategy sessions were established to help each fundraiser strategize regularly on his or her top 3 to 5 relationships, including key talking points around a case for support, impactful points of cultivation, and ways to make solicitations using different vehicles and considering one's capacity to give. The division elevated and focused its work around individual giving to both build capacity and prepare for an upcoming campaign initiative.
This work better prepared them for a feasibility study process, having begun deliberate relationship-building in advance of important campaign preparation work.