Balancing Individual and Team Goals in Major Gift Development
Scaling Major Gifts. Strategies, action steps, and ideas for scaling major gifts by Tammy Zonker, Major Gift Expert & Keynote Speaker.
As I reflect on my nearly three decades in major gift fundraising, I'm struck by how often I've seen organizations struggle with balancing individual and team goals. It's a challenge that resonates with major gift officers, development directors, executive directors, and board members alike. In my experience, finding this balance is crucial for creating a thriving major gifts program that benefits both the fundraisers and the organization as a whole.
The Tug-of-War: Individual vs. Team Goals
I've found that one of the most common pain points in major gift development is the tension between individual fundraiser goals and overall team objectives. Major gift officers often feel pressure to meet their personal targets, which can sometimes lead to a siloed approach and reluctance to collaborate. On the flip side, development directors and executive leaders struggle to foster a team-oriented culture while still motivating individual performance.
In one organization I worked with, this tension led to fundraisers hoarding donor relationships and information, ultimately hindering the nonprofit's ability to cultivate and steward major donors effectively. It was clear that a new approach was needed.
Strategies for Striking the Right Balance
Over the years, I've developed and observed several strategies that can help organizations navigate this challenge:
Align individual and team goals: I've seen great success when organizations ensure that individual fundraiser goals directly contribute to overall team objectives. This alignment helps create a sense of shared purpose.
Implement a collaborative portfolio management system: One approach I've found effective is using a donor management system that allows for shared access to donor information and cultivation strategies. This promotes transparency and collaboration among team members.
Create incentives for teamwork: I always recommend incorporating team-based metrics into performance evaluations. This encourages fundraisers to support each other's efforts and share resources.
Foster a culture of knowledge sharing: Regular team meetings where fundraisers can share successes, challenges, and strategies have proven invaluable in my experience.
Real-World Success: A Case Study
I recently worked with a nonprofit that was struggling with this very issue. By implementing these strategies, they saw remarkable results. Within a year, their major gifts revenue increased by 32%, and staff retention improved significantly.
The key to their success was adopting a donor management software that facilitated collaboration. They chose DonorSearch, which allowed them to share donor insights and coordinate outreach efforts effectively. This technology, combined with a revised incentive structure that rewarded both individual and team performance, transformed their major gifts program.
Tools to Support Your Efforts
In addition to DonorSearch, I've seen organizations benefit from tools like DonorPerfect for comprehensive donor management and Bloomerang for its focus on donor retention strategies. These platforms can help streamline your major gifts processes and promote collaboration among team members.
Actionable Takeaways
Here are some steps you can implement in your organization:
Review your current goal-setting process and ensure alignment between individual and team objectives.
Evaluate your donor management system to see if it supports collaborative fundraising efforts.
Implement regular team meetings focused on knowledge sharing and collective problem-solving.
Consider revising your performance evaluation criteria to include team-based metrics.
A Personal Note
In my journey from a solo major gift officer to leading large development teams, I've learned that the most successful organizations are those that find ways to harness both individual ambition and team synergy. It's not always easy, but the results are worth the effort.
I'd love to hear about your experiences balancing individual and team goals in major gift development. What challenges have you faced? What strategies have worked for you?
Share your thoughts in the comments below or reach out to me directly. Let's continue this important conversation and learn from each other's experiences.
Remember, we're all in this together, working towards the common goal of making a positive impact through philanthropy. Keep pushing forward, and don't hesitate to lean on your peers for support and inspiration.
Keep transforming,
Tammy Zonker
Major Gift Expert & Keynote Speaker
Fundraising Transformed
ps – Want to get Scaling Major Gifts delivered to your inbox every Thursday? Sign up here.