Slidedeck from the Idealist Consulting-WealthEngine webinar 4/30/14.

1. 1wealthengine.com wealthengine.com
Soliciting Major Donors with
WealthEngine
April 30, 2014

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Introductions
Danielle St. Germain-Gordon
Director of Development
Guthrie Theatre
Minneapolis, MN
Sally Boucher
Director of Research
WealthEngine
Bethesda, MD
sboucher@wealthengine.com

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WealthEngine
Trusted By
20+ Years Experience
4,000+ Clients
120MM+ Households
10+ Terabytes
2,000+ Unique Attributes

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Our Services
Smart Solutions to Support
Your Strategy & Budget
Data
Services
Analytics
Services
Marketing
Services
Direct Mail
Email Campaigns
Digital
Wealth Screening
Lifestyle Appends
Prospecting
Custom Models
Segmentation Analysis
Circle of Friends

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WealthEngine for SalesForce

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Best Practices in Soliciting Major Donors
Through the lens of the donor cycle:
Identification
Qualification
Discovery
Cultivation
Solicitation
Stewardship

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Major Gift Thresholds
0
50
100
150
200
250
300
Average Minimum Major Gift Threshold Overall
Average
Minimum
Major Gift
size=$18,660

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Identification
Identification
Qualification
DiscoveryCultivation
Solicitation
Who are my
major gift
prospects?
Where/how
can I find more
prospects?

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Identification Best Practices
Use a combination of methods to identify
major gift prospects in your database
Data mining
Peer screening
Data screening/wealth & lifestyle appends
Find new prospects using all the tools at your
disposal
In the news
Published donor lists
Peer referrals
Custom prospect lists

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Qualification
Identification
Qualification
DiscoveryCultivation
Solicitation
Does this
prospect meet
my minimum
criteria for a
major gift
prospect?

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Qualification Best Practices
Find enough data to answer the question:
“Is this a major gift prospect?”
Capacity – can s/he make at least a gift of $X
over 3-5 years?
Affinity – Does s/he have some connection to
our organization?
Philanthropy – Has s/he indicated a
philanthropic propensity by donating to our or
other charitable organizations?

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Discovery
Identification
Qualification
Discovery
Cultivation
Solicitation
Does this
prospect have
the interest to
further engage
with our
organization?

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Discovery Best Practices
Ask for permission to speak with them: “Is
this a good time?”
Be open about who you are and what you
do
Ask open-ended questions
Listen for cues of reluctance or interest
If there is interest, make an appointment
to visit face-to-face, or get permission to
contact them at a later time
If there is not interest, move on!

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Cultivation
Identification
Qualification
DiscoveryCultivation
Solicitation
How can I
move this
prospect closer
to our
organization?
What are
his/her
specific
interests and
passions?

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Cultivation Best Practices
Identify organization touch points
Learn the important “rights”
Right time
Right amount
Right partners
Right purpose

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Solicitation
Identification
Qualification
DiscoveryCultivation
Solicitation
Ask for a
specific gift
amount for a
specific
purpose

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Solicitation Best Practices
Make sure you have the decision makers
present
Prepare written/graphic materials as
appropriate
Ask for a specific amount for a specific
purpose
Don’t be first to speak after the ask
Establish next steps

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Comments or Questions?
Additional Resources:
Join WealthEngine Institute
@http://info.wealthengine.com/Institute.html
Annual Giving Workbook
Individual Giving Workbook
Best Practices for Advocacy and Community
Organizations