Major Gift Officer Productivity Question & Answer (part 3 of a series)

Major Gift Officer Productivity Question & Answer (part 3 of a series)

By Tom Wilson Major Gifts Guru

Suzanne's question that started this series of articles also asked: "What salary ranges can be expected to have this kind of return?"

See part 1 and part 2 for the full discussion of the return. Basically, I suggested break even in the first year (or 2 to 3 times return of expenses for a star); 3 times expense return in the second year, and 5 times in the third year.

So, to answer Suzanne's question.

First, don't hire a rookie. The casualty rate of first time fundraisers is 50% in the first 18 months. Look for somebody with 3 to 5 years of experience and an "impact" resume.

What does that mean?

Not duties, but rather impact statements such as "increased annual major gifts club membership by 40%" or "boosted renewal rate for multi-year donors from 80% to 95%." How does their resume indicate they are an impact player?

Salary range -- benchmark salaries in your local area and with your type of nonprofit organization. Don't think too low. It's not just hiring the person, it's retaining them over time. Especially if you have a star. $70,000 to $90,000 is not unrealistic at all. Remember you're making an investment in the program, not incurring an expense.

This article was the third of a series. See articles 1 and 2 below:

• Major Gift Officer Productivity Question & Answer (part 1 of a series)
• Major Gift Officer Productivity Question & Answer (part 2 of a series)

Permanent Link: Major Gift Officer Productivity Question & Answer (part 3 of a series)

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