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.

Major Gift Metrics that Matter
Thomas W. Grabau, Ph.D.
White Paper This July 2010 issue of Bentz Whaley Flessner's white paper, Points of Practice, discusses how to track the right major gift metrics for the best donor results.