Why do you think all the colleges and universities have so many “major gifts officers” on staff in their development office? It’s because it’s a smart investment. The universities know that with each additional development officer calling on major gifts prospects, they can expect a certain return on their investment that is a very nice multiple of that person’s salary.
Hiring development officers is a very smart investment. I’d love to see the latest statistics on the ROI, but I am sure it’s nice and high. Too many smaller organizations just don’t have the resources or the vision – or the courage – to invest in staff – and then they wonder why their fundrasing programs are faltering.