Prospect researchers calling the shots How to drive fundraising in your organisation and manage prospect relationships NSPCC Helen Carpenter Holly Cranage.

Prospect researchers calling the shots

How to drive fundraising in your organisation and manage prospect relationships

NSPCCHelen CarpenterHolly 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

Prospect Research (understanding the prospect)

+

Information on NSPCC’s work (understanding the organisation)

=

Insight and Confidence

Our formula

A Donor’s Journey

1

2

3

4

5

6

7

8

Prospect Research (understanding the prospect)

+

Information on NSPCC’s work (understanding the organisation)

=

Insight and Confidence

Our formula

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

050

100150200250300350

£2k+

£10k

+

£25k

+

£50k

+

£100

k+

£250

k+

£500

k+

£1m+

£2m+

£5m+

£10m

+

£25m

+

Gift Level

Nu

mb

ers

Planned vs actual asks

0

50

100

150

200

250

Q3 08-09 Q4 08-09 Q1 09-10 Q2 09-10

Date

Nu

mb

ers

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 do you already know?

When do you plan to use the information?

What are you hoping to find from the research?

Do you already have solicitation plans?

Basic

Research

Researcher notes

Management book

Lives in Norfolk

Beautiful house with grounds

Partners in the solicitation

IdentifyResearchPlanInvolveAskCloseThankSteward

Discussion

• How do you approach prospect research in your organisation?

• Challenges

• Successes

Conclusion

Persevere

Be bold