Securing more seven-figure gifts at University of Southern California
USC partnered with Plus Delta to strengthen frontline fundraising performance and increase the number of seven-figure gifts. By combining Discipline of Frontline Fundraising with ongoing coaching and advanced development for top performers, USC built a stronger, more disciplined approach to pursuing high-impact philanthropy.
133 $1M+ gifts
in the first year of partnership
$164.6M
in gifts impacted through the Discipline of Frontline Fundraising
$125
Returned for every $1 invested
18 $10M+ gifts
in fiscal year 2025
A Comprehensive Approach
When USC engaged Plus Delta, the goal was clear: increase the number of seven-figure gifts and strengthen performance at the top of the pyramid. Leadership did not want to simply raise expectations. They wanted to equip frontline fundraisers with the tools, structure, and confidence needed to pursue larger, more complex gifts with discipline and consistency.
That commitment shaped the engagement from the beginning. USC launched multiple cohorts of Discipline of Frontline Fundraising, focusing on building a shared process, common language, and stronger approach to donor strategy. At the same time, leadership emphasized a strategic shift in portfolios, prioritizing the development of a stronger $1M+ pipeline.
Importantly, in the first year of the partnership, USC saw a meaningful increase in seven-figure gifts, moving from a historical average of 90–95 gifts at $1M+ annually to 133 gifts. This early momentum reinforced the value of a more disciplined and intentional approach.
As the work progressed, USC continued to invest in its highest-performing fundraisers through Discipline of Frontline Fundraising - 201, extending the model to more complex, multi-unit gift strategies. Together, these efforts created a sustained development pathway designed to improve both immediate performance and long-term fundraising capacity.
The Work
Since launching the partnership in fall 2023, USC has expanded well beyond its initial commitment, implementing seven Discipline of Frontline Fundraising cohorts and introducing Discipline of Frontline Fundraising - 201 to support fundraisers working on the most sophisticated gift opportunities. The university also invested in Management of Frontline Fundraising and a series of reinforcement workshops to sustain momentum across teams.
A defining feature of the USC approach has been its commitment to continued coaching. Discipline of Frontline Fundraising participants were not left to apply the model on their own. Instead, they had access to ongoing coaching that helps to:
reinforce behaviors
strengthen strategy
ensure consistent application of the tools over time
This combination of structured training, continued coaching, and reinforcement created a system for sustained behavior change. Fundraisers were not only introduced to a new approach, but supported in applying it consistently across their portfolios, particularly in advancing high-value donor conversations.
Impact
The results have been significant and measurable. More than 40 participants have identified 156 gifts totaling $164.6 million that were directly influenced by the tools, methodology, and coaching from the Discipline of Frontline Fundraising program. Gift officers reported $43.7 million in new revenue, $26.6 million in additional value from gifts that closed higher than expected, and $53.5 million in gifts that closed faster than anticipated.
This performance translated into exceptional return on investment. With an investment of $561,000, USC has generated more than $70 million in new gift revenue, representing $125 in new revenue for every dollar invested and $294 in total gift revenue.
At the institutional level, the trajectory is equally compelling. After increasing to 133 gifts of $1M+ in the first year of the partnership, USC reached 151 seven-figure gifts in the most recently completed fiscal year, a substantial increase from its historical average of 90–95 gifts annually. The university also recorded 18 gifts of $10M+, demonstrating meaningful growth at the highest levels of giving.
These results reflect more than increased activity. They demonstrate a shift in how frontline fundraisers approach donor strategy, prioritize their portfolios, and execute against the most important opportunities. With continued investment in coaching and advanced development through Discipline of Frontline Fundraising - 201, USC is building a fundraising operation better equipped to sustain growth at the top of the pyramid.