Not-for-profits can develop a strategy to optimize donations by challenging donation prospecting efficiency via a tool called the pipeline velocity calculator.

The tool leads us to ask the questions that will support consistent and meaningful forward momentum, specifically:

  1. What initiatives can we enact to get more leads?
  2. How can we improve our close rate?
  3. Is there a way to increase our average ask?
  4. What strategies can we enact to reduce our cycle time?

With databases typically degrading by 5-10% per year, the challenge for not-for-profit executives is really one of replenishment of high value prospects.