Hands-on Advice for Winning Management Support

Meriwether said her corporate-support team decided a few things:

1. That it would not be incentive based. Instead, they viewed their role as similar to that of a major-gift officer who, rather than going after individual gifts, was soliciting corporate gifts.

2. They identified the top benchmarks for what would make the department successful, deciding on average contract size or average gift, renewal rate, and net revenue income.