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
RAISER’S EDGE ( RE: SEARCH )
SO L UT IO N O VERVIEW

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:
ray.villarica@blackbaud.com.au | @rayv_bbp
+61 2 8986 6006
Or visit our website here:
http://www.blackbaud.com.au/
QUESTIONS?

Identify, Research and Cultivate Major Gifts with The Raiser’s Edge Prospect Module

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