At the end of this past fiscal year, I took a close look at what separated our most productive fundraisers from the rest of the team. It wasn’t who had the best portfolio or even who had the most experience.
It was this:
They simply opened more proposals.
In fact, our top performers had twice as many open proposals as everyone else. Not surprisingly, they also closed the most gifts. No matter how you look at it, the number of proposals opened is the single most predictive metric of fundraising success.
So the question becomes:
How do you help your team open more proposals?
Here are four practical ideas that can try:
1. Make Proposal Reviews a 1:1 Priority
Every time you meet with a fundraiser, take a look at what they’re planning to ask for. Set a timeline for when they’ll make the ask, and talk through any roadblocks or prep needed.
2. Run a Monthly Proposal Blitz
Once a month, dedicate a week where the whole team focuses on opening 1–2 new proposals. Give them templates and have managers host 1:1 coaching strategy sessions.
3. Build a Proposal Leaderboard
Put up a monthly leaderboard that tracks how many new proposals each fundraiser opens. You could make make it look like a golf tournament leaderboard!
4. Give Out Proposal Awards
Every month, hand out a few awards like “Most Creative Proposal” or “Best Collaborative Pitch.” Our top performer gets a championship chain to wear for the month and people love it!
If you want to improve outcomes, create a culture where opening proposals is a shared, celebrated goal. Let me know if you have any ideas for getting your team to open more proposals – adamplatzer@gmail.com.
Forward Fundraisers 