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University of North Carolina at Chapel Hill

In preparation for the public phase of their $4.25 billion campaign, Chapel Hill initiated a partnership with Plus Delta to enhance the foundational elements of a university-wide fundraising culture grounded in a performance-based, shared approach to raising money. Additionally, Development leadership sought to build a forum for frontline fundraising managers to integrate new skills and behaviors into the fundraising organization, learn from one another, and collaborate around their management and coaching practices.

Challenges

  • Wide variations in communication, processes, fundraising approaches, portfolio analysis and pipeline tracking existed across UNC’s historically decentralized advancement function.
  • A donor-centric collaborative approach to engagement and pipeline management did not exist.

Benefits & Results

  • Program participants self-reported $18 Million in new commitments raised as a direct result of the new skills acquired from the Plus Delta processes and practices, delivering a multi-million dollar return on Chapel Hill’s investment.
  • Learning how to assess the donor’s preferred communication style allowed frontline fundraisers to adapt their personal styles to a donor-centric approach that improved outcomes with donors.
  • A new shared language and cultivation process across the UNC frontline fundraising team enhanced donor-centric strategy and resulted in a shortened average cultivation cycle.
  • Enhanced discipline with qualification coupled with more effective communication tools allowed gift officers to confidently move prospects through a defined philanthropic process more quickly and efficiently.