Examining Assumptions About Fundraising Portfolios: Insights from Sales Force Management
White Paper This white paper looks at sales force management techniques as a way to help development offices assign major donors to development officers in order to minimize costs and maximize revenue. The paper considers four common fundraising models—constituency based, geographic, capacity based and the Mayo Clinic model—in relation to criteria used in sales-force strategies: product knowledge, customer knowledge, available time/travel and internal incentives.

Benchmarking Investments in Advancement: Results of the Inaugural CASE Advancement Investment Metrics Study
White Paper The Advancement Investment Metrics Study, or AIMS, benchmarked investments and staffing in each of the advancement disciplines (advancement services, alumni relations, communications and marketing, fundraising, and advancement management) as well as the return on the investment in fundraising specifically. This CASE white paper reports on the study's results by institution type, campaign status and other factors. The formulas and definitions used in the study are also included.

Use of Technology for Development and Alumni Relations among CASE Members
White Paper This research explores the role of "advancement-enabling" technology in helping institutions meet their development and alumni relations goals. It includes data on how technology is being used, barriers to effective use of technology, and strategies for effective deployment of technology. The report is based on data provided by 357 advancement staff in higher education institutions and independent schools. Isurus Market Research and Consulting analyzed the data for CASE and SunGard Higher Education, which fielded the survey.

Performance Management Maturity Model: Raising the Bar of Fundraising Performance
White Paper Higher education development professionals face increasing demand for greater levels of success. Finding a solution to increasing output and improving performance in an environment filled with short-term presidents, persistent turnover, greater competition and higher board expectations is foremost in development leaders' minds. The Performance Management Maturity Model provides a prescriptive solution to raising the bar of performance. This internally focused methodology can set you on a path to new levels of organizational output and improved staff productivity and morale.