Apra Greater Houston

Major Giving Performance Drivers and Change Management – How to Leapfrog Your Performance

  • 10 Jul 2020
  • 12:00 PM - 1:00 PM
  • Virtually - Link in confirmation email


  • Free

Registration is closed

Major Giving Performance Drivers and Change Management – How to Leapfrog Your Performance

Many major giving teams manage to the wrong metrics. As a result they do not achieve the results that they could. In particular, there is an over focus across the sector around fiscal year based activity metrics. While these can be useful in some limited cases, most prospects could care less about your fiscal year and in fact are cultivated across quite different time periods.

In this webinar we will unpack the results of an in-depth research. We’ll report out on why today’s commonly used benchmarks have not been particularly helpful at empowering fundraising teams to raise more money. We will then highlight best practices in managing major giving teams to a set of metrics that include:

  1. Prospect Assignments: Are all of our highest capacity and most engaged prospects staffed? Are portfolios reasonably sized?
  2. Penetration: Are our portfolios of assigned prospects being connected with?
  3. Movement: Are we moving prospects forward at a reasonable pace?
  4. Solicitation Levels: Are our asks at the right level relative to capacity and attachment?
  5. Yield: Are we closing solicitations at an aggressive level?

Our discussion will cover not just which metrics are most effective, but how teams have shifted practices and behaviors in order to use metrics to draw out stories and best practices which are then used as coaching tools openly and transparently with their teams.

This interactive session will last 40 minutes, and will be followed by a Q&A.

Doug Cogswell

EVP, Strategy at The Pursuant Group

Doug is currently EVP of Strategy for The Pursuant Group, which acquired Advizor Solutions, a Business Intelligence software company, in 2019. Doug originally spun Advizor out of Bell Labs and grew it as President & CEO into a leading data discovery and analytics platform. As part of The Pursuant Group Advizor’s analytics expertise is now supported by a full team of strategy consultants and fundraising story development and execution through digital and print media. Advizor is now part of Pursuant’s GivingDNA™ platform which gives people quick easy access to their data in a highly interactive visual format that includes augmented intelligence. This transforms how fundraisers make decisions while improving overall performance and creating cultures of analytics.

With a degree in physics and engineering from Dartmouth, an MBA from Harvard, strategy consulting experience with both Bain and Booze Allen, and over 15 years in the BI sector, Doug has extensive data analytics and client strategy expertise. He is a thought leader in the world of data discovery and analysis.

Doug has participated on the Boards of the Chicagoland Chamber of Commerce, the Information Technology Association of Illinois, and is a frequent speaker at national and regional conferences. He is also heavily involved in his church. And when he’s not working, he enjoys hockey, skiing, running, backpacking, and pretty much anything outdoors.

For more information and/or questions please contact aprahouston[at]gmail.com.

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APRA Greater Houston is a 501(c)6 non-profit organization.
Houston skyline by Katie Haugland Bowen with modifications by Apra GH under CC BY 2.0.

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