Transforming fundraiser metrics and goalsetting: A case study from the University of North Carolina at Chapel Hill

This paper presents a case study of the transformation of fundraiser metrics and goalsetting at the University of North Carolina at Chapel Hill. Building on performance data and qualitative insights, a cross-departmental team led the effort to better align performance standards with strategic priorities and meaningful philanthropic outcomes, while also preserving a collaborative culture. Core to this effort was a culture shift towards accountability and clarity in role definition. The new strategic direction developed by the working group focused on three main elements — increasing pipeline qualifications, increasing major gift proposals and building a three-year horizon. First year results showed promising trends in major gift activity and proposal outcomes. This article is also included in The Business & Management Collection which can be accessed at https://hstalks.com/business/.