Project Description

The Challenge

A Canadian health charity’s revenue was stagnate and showing signs of decline.

The Solution

Establish a formal donor development process to increase revenue, with new Key Performance Indicators, forecasting discipline, defined competencies and role clarification.

The result was an increased focus on Leadership Gifts/Donations, and an annual increase in revenue in the targeted area.

Project Details

Skills:

  • Lean Six Sigma  – Definition of Problem/Opportunity, Process Mapping, Data Collection and Analysis, Improvement Options and Selection, 90 Day Control Plan.
  • HR – Compensation Design, Workforce Planning
  • Client Segmentation & Value Proposition Development
  • Sales Training Curriculum Development & Delivery

Management Consulting Categories:

  • Business Process
  • Human Resource
  • Revenue Generation
  • Strategic Change

Implementation

Map

Mapped an End-to-End Donor Development Strategy and Process.

Measure

A number of hypothesis were tested using data analysis, to identify the greatest opportunity for revenue growth.

Move

Organizational change focused on new behaviours for both management and the development team; related to the most valuable donor segment.  Including establishing new targets for acquiring, renewing and increasing the total dollar contribution per donor per year.

Monitor

The CEO began managing critical new behaviours expected from the VP of Donor Development, which included disciplined management of the Donor Development Process and behaviours needed to drive conversion at each step.