Transcript Prospect Researchers Calling the Shots
Prospect researchers calling the shots
How to drive fundraising in your organisation and manage prospect relationships NSPCC Helen Carpenter Holly 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
Our formula Prospect Research
(understanding the prospect) +
Information on NSPCC’s work
(understanding the organisation) =
Insight and Confidence
A Donor’s Journey
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Our formula Prospect Research
(understanding the prospect) +
Information on NSPCC’s work
(understanding the organisation) =
Insight and Confidence
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
350 300 250 200 150 100 50 0 £2 k+ £1 0k + £2 5k + £5 0k + £1 00 k+ £2 50 k+ £5 00 k+ £1 m + £2 m + £5 m + £1 0m + £2 5m +
Gift Level
Planned vs actual asks 250 200 150 100 50 0 Q3 08-09 Q4 08-09 Q1 09-10 Q2 09-10
Date
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 are you hoping to find from the research?
What do you already know?
Do you already have solicitation plans?
When do you plan to use the information?
Basic Research
Beautiful house with grounds Researcher notes Management book Lives in Norfolk
Partners in the solicitation
Identify Research Plan Involve Ask Close Thank Steward
Discussion
•
How do you approach prospect research in your organisation?
• Challenges • Successes
Conclusion