Major Gift Officers, You Need Help!
I have to admit that I’m pretty worked up. Over the last few days there have been many instances where good major gift officers (MGOs) are being sucked into a vacuum of despair.
What’s causing this vacuum of despair? The lack of administrative help. That’s right, even with all the pressure on MGOs to “get the money” and, more importantly, form meaningful relationship with donors, many MGOs like you are stuck dealing with data entry, mailing correspondence, making travel arrangements and setting up multiple meetings.
Richard and I think this is a waste of valuable time. In fact, Richard has written about this a few times himself and he gets just as worked up as I am at this moment.
We believe MGOs need to spend the majority of their time in the offices, across lunch tables or at the homes of their donors—not at their desks filling out expense reports.
Good administrative help can free up the MGO to do what they are paid to do—form deep and meaningful relationships with donors who will be inspired to give to your organization.
Instead, what we see are MGOs who are locked to their desks performing tasks that someone who could be paid less and is actually better suited for the tasks than the MGO should be doing.
Yet, nonprofit organizations continue to be shortsighted, pennywise and a thousand-pounds foolish. Why? There are several reasons:
1. To save money—the problem with this is that the nonprofit actually is losing money. Yes, having a good administrative assistant actually is helping create a positive ROI. Think about it. Say you pay a good assistant between $35,000 and $45,000 a year. This frees up the MGO for an extra 15 hours a week. Those 15 hours a week are easily four to five more face-to-face meetings with donors per week. The revenue potential on that is huge.
I recently read an article in the Harvard Business Review. Melba Duncan writes:
“In their zeal to cut administrative expenses, many companies have gone too far, leaving countless highly paid middle and upper managers to arrange their own travel, file expense reports and schedule meetings. Some companies may be drawn to the notion of egalitarianism they believe this assistant-less structure represents—when workers see the boss loading paper into the copy machine, the theory goes, a 'we’re all in this together' spirit is created. But as a management practice, the structure rarely makes economic sense. Generally speaking, work should be delegated to the lowest-cost employee who can do it well. Although companies have embraced this logic by outsourcing work to vendors or to operations abroad, back at headquarters they ignore it, forcing top talent to misuse their time.”
2. To become more efficient—this makes no sense to me. Technology can only help you so much. It still takes a bunch of time to make travel arrangements. I had one MGO take 10 hours to prepare all the flights, hotels and car rental arrangements for a weeklong donor trip. Is that that an efficient way to use an MGO’s time? No way.
3. It shows that “we’re all in this together” or, as the above quoted article states, makes us more “egalitarian.” The fact of the matter is that you are paying a highly skilled MGO a lot of money to raise much more money. This work takes specific skills. Why would you not have someone with other specific skills (and who can perform them much better) with less pay do that work?
4. “If I can’t have one, neither can they” mentality—nonprofit managers and leaders spend the vast majority of their time in the office. Many of them do not have assistants themselves and think no one else should be afforded one. So, the MGOs who are directly generating revenue are spending a ton of their time at their desks too. Ridiculous.
The majority of the complaints I hear from MGOs have nothing to do with where they’re really skilled at. It’s mostly about how much time they are spending doing administrative work.
If you are a manager or leader at a nonprofit, do not be shortsighted or a spendthrift. Understand that you actually are hurting the revenue of your organization by not hiring good administrative help to support the folks who are directly bringing in hundreds of thousands to millions of dollars to your organization.
Do your MGOs and organization a favor. Hire good administrative help and see your organization grow!
Jeff Schreifels is the principal owner of Veritus Group — an agency that partners with nonprofits to create, build and manage mid-level fundraising, major gifts and planned giving programs. In his 32-plus year career, Jeff has worked with hundreds of nonprofits, helping to raise more than $400 million in revenue.