Is an incentive compensation program the answer?

Topics: Staffing, Organizational Structures

This is a preview of restricted content.

  • If you are an EAB member, please log in.
  • If you are logged in and still see this message, the content is outside your membership portfolio, and we invite you to learn more by contacting us.
  • If you are not an EAB member and wish to learn more, please contact us.

Diana Barnes

Diana Barnes, Analyst

University advancement shops face more competition for major gift officer candidates than ever before. In addition to the salary arms race with other universities they're also competing with an exploding non-profit field. At the same time, universities are increasingly dependent on major gifts and the performance of the fundraisers that bring them in.

Although it's long been a controversial topic in fundraising, some advancement leaders have turned to incentive-based compensation to address these pressing issues. Many have found success driving their MGOs' performance to match ever higher fundraising goals. They've been able to attract significantly more top-level job candidates. They've even been able to reduce prospect hoarding behavior and increase fundraiser teamwork.

But what type of incentive program is right for your institution? And what would it look like?