Most organizations focus their fundraising activity and resources on the bottom of the donor pyramid - the 90 percent of the donors who usually account for 10 percent, or less, of the money raised. This occurs because most organizations, and the majority of development professionals, have little or no experience in the development of a major gift program, and the identification, cultivation, and solicitation of major gifts. *

H. Freeman Associates is one of relatively few fundraising consulting firms that offer both a breadth of development services and also expertise in the marketing and implementation of charitable gift (or "deferred gift") programs.

A common challenge facing many non-profit organizations and educational institutions is how to evaluate the effectiveness of the institution's development program and identify areas where changes will result in increased revenue and the improvement of services provided. Executives, presidents, and governing board members often ask:

Many institutions, including those with well-established development programs, hire or promote personnel who fit the institutional culture of the organization but have limited experience in the planning and implementation of a fundraising program. This decision may be in the long-term best interest of the institution, given the talents of the individual. However, professionals with experience in related fields often need direction and guidance in order to actually increase dollars raised, and to successfully implement new programs.