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Prospect Worksheet - PowerPoint

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									Managing Your Prospect Pool

                         Bobby A. Prince, CFRE
      Associate Vice President for Development
                          University of Memphis

         Tennessee Advancement Resources Council
                                   July 17, 2008
STEWARDSHIP                                        STRATEGY
                      Receptions
                                     FOLLOW-UP
            CONTACTS
MOVES
                                             GOALS

   Annual Gifts
                        PROPOSALS
   ASKS                                  Plans
                                                   ORGANIZING
        CULTIVATION
                                   QUALIFICATION


    IDENTIFICATION
                                          RESEARCH
                          Meetings
                      Agenda

•   Overview
•   Development Process
•   Strategy Design
•   Bringing It All Together
OVERVIEW
Manage your time and
resources so that people-not
process-come first
Effective prospect
management means focused
attention on the right
people at the right time
     “What Fund Raisers Do”
                 by Joel Smith


What fund raisers do, essentially, is to design
strategies that are intended to move prospects
(prospective donors) through stages of
deepening commitment to the point at which a
successful ask can be made.
     “What Fund Raisers Do”
                  by Joel Smith

From this it follows that fund raisers should
spend virtually all day, every day, in activity
that pertains to prospects: identifying them,
gathering information about them, using that
information to design strategies that will cause
deepened commitment, and then managing the
execution of those strategies.
DEVELOPMENT PROCESS
         Investment Cycle
Identification
                        Interest
Information



 Investment
                      Involvement
              Identification


• Isolate a list of prospects for
  cultivation
• Look for natural, logical
  connections
• Concentric circles
• Visit to define capacity and
  inclination to give
               Create Interest and Involvement:
• Seek their advice or opinion
• Promote meaningful visitation
• Quote them, with adequate visibility
• Ask them to be a guest lecturer
• Seek their testimony
• Use their names
• Take their pictures
• Ask them to do something for you
                     Five Rights

•   Right Prospect
•   Right Project
•   Right Amount
•   Right Time
•   Right People
STRATEGY DESIGN
             Prospect Strategy

•   Research
•   Think long term
•   Be thorough
•   Seek feedback
•   Expect it to change
                                Prospect Strategy Worksheet
Prospect Name:                                    Prospect Manager:
Date Prepared:
Solicitation Level: (circle one)   Assessment      Cultivation    Solicitation        Closure
Stewardship
What is known about this prospect?                What do we need to know or do before we solicit
                                                  this prospect?
Ability
Affinity
Access
Top three objectives to be accomplished in the next 90 days:
1.
2.
3.

Next Steps
Action                                              Deadline     Person responsible
                Cultivation and Solicitation Strategy

Creation Date:
Prospect’s Name:
Prospect Manager’s Name:
Rated:

Area Clearance/Project:
Campaign Project:
Cultivation and /or Solicitation Team:
Background:
Cultivation and Solicitation Steps:
           Step 1.
           Step 2.
           Step 3.
           Step 4.
           Step 5.
           Step 6.
Stewardship Plan:
Additional Comments and Information:
See revisions to this plan dated:_____________ Initials of Prospect Manager:______
BRINGING IT ALL
  TOGETHER
                       Metrics
•   Face to face visits
•   Identification visits
•   Asks
•   Closes
•   Prospect load
              Time Allocations

•   Discovery/Qualification   15%
•   Cultivation               50%
•   Solicitation              20%
•   Stewardship               15%
                                                          Pipeline
                                    Proposed Ask               Anticipated Close Amount & Date
                  Prospect              Date       Target
Constituent ID   (Last/First)   DOD (Month/Year) Designation 30-Sep    31-Dec    30-Apr  30-Jun        Status
                                                                                                   School in
          12345Johnson/Glen BAP        Oct-2007   Scholarship         $1,000,000                   Psych.




                                                  Total            $0 $1,000,000     $0       $0
        Prospect Coordination


• Donor Database
• Contact Reports
• Prospect Strategy Meetings
It’s All About Impact

                 Student Support


                 Faculty Support


                 Program Support


                 Capital Support


                 Unrestricted
Managing Your Prospect Pool

                         Bobby A. Prince, CFRE
      Associate Vice President for Development
                          University of Memphis

         Tennessee Advancement Resources Council
                                   July 17, 2008

								
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