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California State University East Bay

California State University East Bay (CSUEB) aimed to enhance fundraising outcomes and donor relationships by evaluating gift officer actions and portfolio saturation. With 13,000+ students and 150,000 alumni, CSUEB is a leading four-year institution offering diverse undergraduate and graduate programs. Recognized as a "Best in the West" college and a Best Business School by the Princeton Review, it is also ranked as a top-tier masters-granting university by U.S. News & World Report.



Revenue secured within six months from newly identified prospects 


 Average growth in annual gift officer saturation


Newly identified major gift prospects 


The primary goal was to assess the performance of gift officers and the saturation level and impact of their portfolios to address gift close rates. Additionally, the objective was to determine the suitability of prospects within the portfolios and establish a comprehensive moves management approach. The aim was to enhance the effectiveness and efficiency of the gift officers' efforts in securing donations while ensuring the right allocation of resources and personalized engagement strategies based on prospect capacity.


  1. Evaluate gift officer performance by reviewing an average portfolio of 150 donors and prospects to determine if adjustments were needed and identify areas for improvement.

  2. Analyze saturation rates by comparing the number of engagements with donation size and timeframe to optimize gift officer effectiveness.

  3. Review current moves management approach based on capacity and engagement, determining the average number of engagements needed to qualify prospects and secure major gifts at or above $25,000.

  4. Identify the types and series of engagement efforts that have historically led to major gifts.


  1. Facilitated a refined moves management approach tailored to individual prospects' capacity, improving gift officer performance and closing rates.

  2. Identified the optimal number of engagements required for prospect qualification and secured major gifts.

  3. Enhanced portfolio saturation by strategically focusing on meaningful engagements, leading to improved fundraising outcomes.

  4. Developed scalable multi-year projected metrics on gift officer revenue based on saturation rates growth annually.

SFG's assessment and recommendations transformed our fundraising efforts. Their strategic guidance brought improvements and delivered outstanding results for our organization. We highly recommend their expertise.

- Evelyn Buchanan
  Vice President for University Advancement, California State University - East Bay 

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