In its work with schools, ISM often hears Development Directors say that the annual fund goal is determined by the Board and School Head, based on the “gap” between expenses and expected revenues (often referred to as the “plug number”) with little consideration of data gathered by the Development Office. Further, the performance of Development Offices is frequently evaluated based on the school’s ability to meet these goals. In ISM’s experience, budgeting for gift income and evaluating the development program in this way provides an inaccurate picture of the school’s financial resources and the true fund-raising potential of the school’s constituents.