identify, research and cultivate major gifts with the raiser’s edge prospect module

5/3/2013 Footer 1

IDENTIFY, RESEARCH AND CULTIVATE

MAJOR GIFTS WITH THE RAISER’S

EDGE PROSPECT MODULE

R A I S E R ’ S E D G E ( R E : S E A R C H )

S O L U T I O N O V E R V I E W

5/3/2013 The Raiser’s Edge Prospect Research 2

RE:Search helps Manage prospective major gift donors from

identification and profiling to cultivating and soliciting major gifts

or Grants

• Ensure high quality donor service by easily maintaining all solicitations

in one system.

- Detailed financial information

- Prospect rating information

• Manage cultivation activities using Moves Management

• Better visibility of major donors and major donor prospects

• Centralised strategy for handling major donors

• More accurate forecasting

• Look professional to grant-making organisations

• Avoid missing opportunities for major gifts and grants

WHAT IS RE:SEARCH ?


1. Identification

2. Research

3. Strategy

4. Cultivation

5. Solicitation

6. Negotiation

7. Stewardship

SEVEN STAGES OF A MAJOR GIFT PROSPECT


Identify prospects

a. From The Raiser’s Edge

• Reports

– Top Donors Report

– Consecutive Years Report

• Screening and modeling constituent data

b. From prospect research

c. From development officers

1. IDENTIFICATION


• Create record

• Mark Prospect Classification and Status

1. IDENTIFICATION

Prospect Tab


• Conduct prospect strategy meeting

- Run constituent profiles based on status of “1-

Identification”

- Review prospects

- Drop prospect or assign to research

• Drops

- Change status to “Dropped”

- Add a constituent note explaining reason for

identification and dropping

1. IDENTIFICATION


1. IDENTIFICATION (DROPPED PROSPECT)

Prospect Status =

Dropped



Add Prospect Note



Add Prospect Note

Details


• Change Status to “2-Research”

• Do research - Enter findings into appropriate RE fields, not into Notes

- Family and friend information into individual relationships

- Work history and religious and community involvement into organisation relationships

- Education history into education relationships

- Wealth and giving information into Prospect

- Use multiple Note Types

2. RESEARCH


• Use RE Constituent Profiles, not Microsoft Word

• Assign initial ratings – e.g. CAP rating

– Capacity (Ability)

– Affinity (Linkage)

– Propensity (Interest)

• When research is complete, change Status to “3-Strategy”

2. RESEARCH


2. RESEARCH

Add Prospect

Relationships


2. RESEARCH

Add philanthropic

interests


2. RESEARCH

Add Gifts to Other

Organisations


2. RESEARCH

Research financial

information (capacity)


2. RESEARCH

Research ratings

(likelihood)


• Prospect Strategy meeting

- Run profiles based on Status of “3-Strategy”

- Assign moves manager/prospect manager

• During or after meeting determine

- Funding purpose

- Expected $ amount

- Anticipated ask date

- Primary and secondary players

- Plan of 5-7 actions

3. STRATEGY


• After plan has been created

- Update Status to “4-Cultivation”

- Assign prospect manager and other partners as

assigned canvassers

- Create proposal

• Proposal = Opportunity

- Enter actions, linked to proposal

3. STRATEGY


3. STRATEGY

Use Action Tracks to

manage workflows for

major donor prospects


3. STRATEGY

Assign solicitor and

relationship manager


3. STRATEGY

Create a proposal


• Work moves/actions

- Use RE dashboards and reports for actions and

proposals

- Update actions with contact reports

- Update constituent record with new information

- Add and modify future actions to refine strategy

- Update and modify proposal

4. CULTIVATION


4. CULTIVATION – FUNDRAISER ACTIVITY DASHBOARD


4. CULTIVATION – FUNDRAISER PIPELINE


4. CULTIVATION – MONTHLY FORECAST DASHBOARD


4. CULTIVATION – FUNDRAISER TEAM REPORT


4. CULTIVATION – MAJOR DONOR PROFILE


• When cultivation is complete and next action will be

solicitation, change Status to “5-Solicitation”

4. CULTIVATION


• Update solicitation action

• Update proposal

• Make ask

• A “Yes”

- Update action

- Update proposal

- Add gift, linked to proposal

- Continue with Stewardship stage

5 & 6. SOLICITATION/NEGOTIATION


• A “Maybe”

- Change status to “6-Negotiation”

- Add necessary actions

- Update proposal

• A “No”

- Update actions

- Update proposal

- Change Status to “Dropped”

- Need to determine next steps with

prospect

5 & 6. SOLICITATION/NEGOTIATION


• Change Status to “7-Stewardship”

• Create and work a Stewardship plan of

actions linked to proposal

- Recognition

- Thanks

• At “conclusion” of Stewardship phase,

determine next steps for prospect

7. STEWARDSHIP


• Design a consistent process for moves

management.

- Use action tracks where possible

• Store data in the appropriate fields in RE using

Prospect/Actions/Notes/Media linked to a proposal.

- Avoid notes where possible

• Exclude or Include? Major Donors from standard

direct mailings – above all coordinate approaches

• Configure standard queries, reports and

dashboards to track the status of proposals

SUMMARY


For more information on how this could work

for your organisation, please contact:

[email protected] | @rayv_bbp

+61 2 8986 6006

Or visit our website here:

http://www.blackbaud.com.au/

QUESTIONS?

mailto:[email protected]

identify, research and cultivate major gifts with the raiser’s edge prospect module

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