NC State first engaged Plus Delta Partners in 2015 during the silent phase of its $1.6 billion “Think and Do the Extraordinary” campaign. The university sought to create a common culture of major gift fundraising among staff members in central development and 16 independent colleges and programs. Since 2015, forty-nine of NC State’s gift officers have participated in Plus Delta Partners’ Discipline of Frontline Fundraising (DFF) program. NC State is now well on its way to a record breaking campaign, having raised 75% of its goal with only a quarter of the public phase completed.
- $8.5 million in incremental gift revenue raised by DFF program participants.
- Sustainable behavior changes among participants that are yielding cross-unit collaboration, the use of a common fundraising process and a shared vocabulary among all frontline fundraisers.
- Moving from a highly decentralized development operation to an integrated culture in which multiple units could better collaborate in a donor-centric environment.
- With new leadership, the university sought to build a more consistent approach to fundraising that would yield higher conversion rates and larger gift amounts.
- Helping gift officers to be more direct and intentional in Qualification.
- The most recent cohort of 9 gift officers (July 2017–March 2018) raised an additional $8.5 million, representing an 8,400% return on investment for NC State. This sum represents gifts that would not have happened, would have taken much longer to close, or would have closed at lower amounts.
- 89% of participating gift officers reported “significant” or “transformational” improvement in their ability to reach fundraising goals as a result of skills, competencies, and coaching gained through Plus Delta.
- Increased internal collaboration through shared process and vocabulary resulted in regional major gift officers and unit-based officers partnering to close one 7-figure gift benefitting multiple programs and the identification and qualification of a previously unknown 8-figure prospect.
- Gift officers gained the confidence and tools to raise prospects’ sights by building conviction around mutually desired outcomes. In one case, this meant an 800% increase over the original, intended ask amount.