managing your prospect pool
Download
Skip this Video
Download Presentation
Managing Your Prospect Pool

Loading in 2 Seconds...

play fullscreen
1 / 24

Managing Your Prospect Pool - PowerPoint PPT Presentation


  • 123 Views
  • Uploaded on

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.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Managing Your Prospect Pool' - albert


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
managing your prospect pool

Managing Your Prospect Pool

Bobby A. Prince, CFRE

Associate Vice President for Development

University of Memphis

Tennessee Advancement Resources Council

July 17, 2008

slide2

STEWARDSHIP

STRATEGY

Receptions

FOLLOW-UP

CONTACTS

MOVES

GOALS

Annual Gifts

PROPOSALS

ASKS

Plans

ORGANIZING

CULTIVATION

QUALIFICATION

IDENTIFICATION

RESEARCH

Meetings

agenda
Agenda
  • Overview
  • Development Process
  • Strategy Design
  • Bringing It All Together
what fund raisers do by joel smith
“What Fund Raisers Do” by Joel Smith

What fund raisers do, essentially, is to design strategies that are intended to moveprospects (prospective donors) through stages of deepening commitment to the point at which a successful ask can be made.

what fund raisers do by joel smith1
“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.

investment cycle
Investment Cycle

Identification

Interest

Information

Investment

Involvement

identification
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
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
Five Rights
  • Right Prospect
  • Right Project
  • Right Amount
  • Right Time
  • Right People
prospect strategy
Prospect Strategy
  • Research
  • Think long term
  • Be thorough
  • Seek feedback
  • Expect it to change
slide17

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:______

metrics
Metrics
  • Face to face visits
  • Identification visits
  • Asks
  • Closes
  • Prospect load
time allocations
Time Allocations
  • Discovery/Qualification 15%
  • Cultivation 50%
  • Solicitation 20%
  • Stewardship 15%
prospect coordination
Prospect Coordination
  • Donor Database
  • Contact Reports
  • Prospect Strategy Meetings
slide23

It’s All About Impact

StudentSupport

FacultySupport

ProgramSupport

Capital Support

Unrestricted

managing your prospect pool1

Managing Your Prospect Pool

Bobby A. Prince, CFRE

Associate Vice President for Development

University of Memphis

Tennessee Advancement Resources Council

July 17, 2008

ad