"Many scatterbrained MGOs and development folks are cultivating 400-500 people, thinking they can be effective. They are not. In fact they are failing. No one cultivating 400-500 donors is successful. So after helping them qualify these donors, we get them to a manageable 150 donors.

Correct time allocation — Even 150 donors is tough to manage correctly. We know that 50% of a person’s time has to be spent on their best donors in order to be successful. That is why we tier donors in A, B and C levels, to focus the MGO’s time correctly. This is extremely important. Without this structure, scatterbrained people will spend their time with anyone, for any length of time. This is not a wise use of time and money."