What Should Your Total Caseload Value Be?
As the program matures, the ROI should rise to 1:5, then 1:8 and finally 1:10 or more. I've seen ROIs as high as 1:20!
So if the total expenses are $150,000, then the caseload value should be $1.5 million. How long should this take? Two to four years. And, for most situations, the following yearly performance targets should be right on the mark:
- Year 1 - $400,000 to $600,000
- Year 2 - $500,000 to $750,000
- Year 3 - $800,000 to $1 million+
- Year 4 - $1 million to $1.5 million+
I'd like to hear what your experience is in this area. Do these numbers look like your situation?
One thing for sure — it is very important to have a clear handle on what your caseload value currently is and if that number is meeting the expectations of management.
If you're a manager reading this, please take the time to have a discussion with your good MGO and arrive at a mutually acceptable number for his or her caseload. It will build confidence and help the MGO focus on taking care of donors, which is exactly what you want.
If you’re hanging with Richard it won’t be long before you’ll be laughing.
He always finds something funny in everything. But when the conversation is about people, their money and giving, you’ll find a deeply caring counselor who helps donors fulfill their passions and interests. Richard believes that successful major-gift fundraising is not fundamentally about securing revenue for good causes. Instead it is about helping donors express who they are through their giving. The Connections blog will provide practical information on how to do this successfully. Richard has more than 30 years of nonprofit leadership and fundraising experience, and is founding partner of the Veritus Group.