Effective fundraising begins with clear fundraising roles and metrics that effectively monitor and evaluate the fundraising activity of volunteers, CEO, and fundraising staff. Most fundraising departments of Canadian charities and non-profits fall on the spectrum of a traditional department model. Yet, ongoing research and anecdotal evidence reveals that chief fundraisers within organizations (at CEO, VP, and Director of Development levels) believe they are raising less money than they should be able to raise all the while retaining, despite the inefficiencies in their departments, an optimistic outlook for future fundraising.

The principles of Six Sigma and Lean Manufacturing have been applied to improve organizational performance across the private sector, but have yet to be deeply explored in how they might apply within Canadian fundraising environments. In this session, delegates will consider the ways Lean and Six Sigma principles may be applied to radically improve fundraising performance, with real-world examples drawn from Canadian and U.S. fundraising.

Key Objectives:

  • Learn the fundamental principles of Lean Six Sigma and apply them to a fundraising organization
  • Review the successes and challenges of implementing lean principles using a real case study
  • Position your fundraising team to maximize meaningful contact with prospects and realize the highest value donations

Steven A. Reed


Performance Advantage, a Marketing Partners, Inc. company

Steven A. Reed, CEO of Performance Advantage, offers 30 years of experience in fundraising, business development, executive search, marketing, performance improvement and strategic planning. He holds professional accreditation from the Public Relations Society of America, is a member of the Counselors Academy, the Healthcare Financial Management Association, the Association of Fundraising Professionals, the Association for Healthcare Philanthropy, the Society for Healthcare Strategy and Market Development, and the American Marketing Association. He is one of 13 invited thought-leaders who authored chapters in Redefining Healthcare Philanthropy, and co-authored an article with Erik J. Daubert, chair of the AFP Growth in Giving Initiative, in Advancing Philanthropy explaining the Fundraising Fitness Test. His article, Hope is Not a Strategy, was the cover story in the fall 2012 issue of the AHP Journal. Steve’s latest article, which addresses North American demographic trends and their implications for philanthropy, was published in that journal this spring.