Episode Details

This week Tom moves from “what to track” to “how to use it.” He shows managers how to read stacked activity charts at a glance to spot three patterns—over-aggressive, over-passive, and the Goldilocks “Betty Balance”—and coach fundraisers toward the productive middle: intentional and direct, yet patient, strategic, and relationship-driven. You’ll learn which metrics to weight most (major gift solicitations, major gifts closed, and repeat major gifts), how to use close rate and yield rate without encouraging “playing it too safe,” and why contact counts should carry minimal weight. Tom also explains when extreme seasons (new MGO year one vs. late-campaign urgency) justify outlier patterns, why a single “dollars raised” goal is risky, and how economic shocks should shape evaluation. Practical, candid guidance you can apply in your next one-on-one to grow revenue the right way.

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