prospect researchers calling the shots how to drive fundraising in your organisation and manage...
TRANSCRIPT
Prospect researchers calling the shots
How to drive fundraising in your organisation and manage prospect relationships
NSPCCHelen CarpenterHolly Cranage
Structure
• Who we are
• Moving to a consultancy approach
Prospect Management
- discussion
Prospect Research
- discussion
The NSPCC Team
The busy researcher
Working with all fundraisers
• Across the UK
• Focus on major giving (£2k)
• But… much wider remit
Prospect Research (understanding the prospect)
+
Information on NSPCC’s work (understanding the organisation)
=
Insight and Confidence
Our formula
A Donor’s Journey
1
2
3
4
5
6
7
8
Prospect Research (understanding the prospect)
+
Information on NSPCC’s work (understanding the organisation)
=
Insight and Confidence
Our formula
Prospect Management
Bold recommendations
Buy-in from senior management
Buy-in from fundraisers
Prospect Management
• Train and direct fundraisers
• Produce reports and analysis
• Direct and bold recommendations
Gift levels
Gift Levels
050
100150200250300350
£2k+
£10k
+
£25k
+
£50k
+
£100
k+
£250
k+
£500
k+
£1m+
£2m+
£5m+
£10m
+
£25m
+
Gift Level
Nu
mb
ers
Planned vs actual asks
0
50
100
150
200
250
Q3 08-09 Q4 08-09 Q1 09-10 Q2 09-10
Date
Nu
mb
ers
Planned
Actual
Agreements secured from Senior management
• Agreement One - accurate and up-to-date records
• Agreement Two – solicitation stages
• Agreement Three - who should be on our prospect management reports?
Sticky prospects
• identify and investigate which prospects are ‘stuck’
• Fundraisers are moving prospects through the stages
• We are identifying problem areas to be investigated further
Fundraisers
• HOW?
• WHY?
Bold recommendations
Buy-in from senior management
Buy-in from fundraisers
Discussion
• How you manage prospects in your organisation?
• Is this done in the research team?
• Do you use Raiser's Edge or a similar relationship management system?
Prospect Research
Its okay to challenge
Fundraising experts
Partners
Research Requests - It’s good to talk
• Discussing
• Tailoring
• Challenging
Researching the request
What do you already know?
When do you plan to use the information?
What are you hoping to find from the research?
Do you already have solicitation plans?
Basic
Research
Researcher notes
Management book
Lives in Norfolk
Beautiful house with grounds
Partners in the solicitation
IdentifyResearchPlanInvolveAskCloseThankSteward
Discussion
• How do you approach prospect research in your organisation?
• Challenges
• Successes
Conclusion
Persevere
Be bold