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

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In this powerpoint Ray Villarica, Blackbaud Pacific's Higher Education Manager as he provides an overview and demonstration of the RE:Prospect Research module.

For more information on the RE:Prospect module please contact sales@blackbaud.com.au.

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

  1. 1. 5/3/2013 Footer 1IDENTIFY, RESEARCH AND CULTIVATEMAJOR GIFTS WITH THE RAISER’SEDGE PROSPECT MODULERAISER’S EDGE ( RE: SEARCH )SO L UT IO N O VERVIEW
  2. 2. 5/3/2013 The Raiser’s Edge Prospect Research 2RE:Search helps Manage prospective major gift donors fromidentification and profiling to cultivating and soliciting major giftsor Grants• Ensure high quality donor service by easily maintaining all solicitationsin 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 grantsWHAT IS RE:SEARCH ?
  3. 3. 5/3/2013 The Raiser’s Edge Prospect Research 31. Identification2. Research3. Strategy4. Cultivation5. Solicitation6. Negotiation7. StewardshipSEVEN STAGES OF A MAJOR GIFT PROSPECT
  4. 4. 5/3/2013 The Raiser’s Edge Prospect Research 4Identify prospectsa. From The Raiser’s Edge• Reports– Top Donors Report– Consecutive Years Report• Screening and modeling constituent datab. From prospect researchc. From development officers1. IDENTIFICATION
  5. 5. 5/3/2013 The Raiser’s Edge Prospect Research 5• Create record• Mark Prospect Classification and Status1. IDENTIFICATIONProspect Tab
  6. 6. 5/3/2013 The Raiser’s Edge Prospect Research 6• 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 foridentification and dropping1. IDENTIFICATION
  7. 7. 5/3/2013 The Raiser’s Edge Prospect Research 71. IDENTIFICATION (DROPPED PROSPECT)Prospect Status =Dropped
  8. 8. 5/3/2013 The Raiser’s Edge Prospect Research 81. IDENTIFICATION (DROPPED PROSPECT)Add Prospect Note
  9. 9. 5/3/2013 The Raiser’s Edge Prospect Research 91. IDENTIFICATION (DROPPED PROSPECT)Add Prospect NoteDetails
  10. 10. 5/3/2013 The Raiser’s Edge Prospect Research 10• Change Status to “2-Research”• Do research - Enter findings into appropriate REfields, not into Notes- Family and friend information into individualrelationships- Work history and religious and communityinvolvement into organisation relationships- Education history into education relationships- Wealth and giving information into Prospect- Use multiple Note Types2. RESEARCH
  11. 11. 5/3/2013 The Raiser’s Edge Prospect Research 11• 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
  12. 12. 5/3/2013 The Raiser’s Edge Prospect Research 122. RESEARCHAdd ProspectRelationships
  13. 13. 5/3/2013 The Raiser’s Edge Prospect Research 132. RESEARCHAdd philanthropicinterests
  14. 14. 5/3/2013 The Raiser’s Edge Prospect Research 142. RESEARCHAdd Gifts to OtherOrganisations
  15. 15. 5/3/2013 The Raiser’s Edge Prospect Research 152. RESEARCHResearch financialinformation (capacity)
  16. 16. 5/3/2013 The Raiser’s Edge Prospect Research 162. RESEARCHResearch ratings(likelihood)
  17. 17. 5/3/2013 The Raiser’s Edge Prospect Research 17• 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 actions3. STRATEGY
  18. 18. 5/3/2013 The Raiser’s Edge Prospect Research 18• After plan has been created- Update Status to “4-Cultivation”- Assign prospect manager and other partners asassigned canvassers- Create proposal• Proposal = Opportunity- Enter actions, linked to proposal3. STRATEGY
  19. 19. 5/3/2013 The Raiser’s Edge Prospect Research 193. STRATEGYUse Action Tracks tomanage workflows formajor donor prospects
  20. 20. 5/3/2013 The Raiser’s Edge Prospect Research 203. STRATEGYAssign solicitor andrelationship manager
  21. 21. 5/3/2013 The Raiser’s Edge Prospect Research 213. STRATEGYCreate a proposal
  22. 22. 5/3/2013 The Raiser’s Edge Prospect Research 22• Work moves/actions- Use RE dashboards and reports for actions andproposals- Update actions with contact reports- Update constituent record with new information- Add and modify future actions to refine strategy- Update and modify proposal4. CULTIVATION
  23. 23. 5/3/2013 The Raiser’s Edge Prospect Research 234. CULTIVATION – FUNDRAISER ACTIVITY DASHBOARD
  24. 24. 5/3/2013 The Raiser’s Edge Prospect Research 244. CULTIVATION – FUNDRAISER PIPELINE
  25. 25. 5/3/2013 The Raiser’s Edge Prospect Research 254. CULTIVATION – MONTHLY FORECAST DASHBOARD
  26. 26. 5/3/2013 The Raiser’s Edge Prospect Research 264. CULTIVATION – FUNDRAISER TEAM REPORT
  27. 27. 5/3/2013 The Raiser’s Edge Prospect Research 274. CULTIVATION – MAJOR DONOR PROFILE
  28. 28. 5/3/2013 The Raiser’s Edge Prospect Research 28• When cultivation is complete and next action will besolicitation, change Status to “5-Solicitation”4. CULTIVATION
  29. 29. 5/3/2013 The Raiser’s Edge Prospect Research 29• Update solicitation action• Update proposal• Make ask• A “Yes”- Update action- Update proposal- Add gift, linked to proposal- Continue with Stewardship stage5 & 6. SOLICITATION/NEGOTIATION
  30. 30. 5/3/2013 The Raiser’s Edge Prospect Research 30• 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 withprospect5 & 6. SOLICITATION/NEGOTIATION
  31. 31. 5/3/2013 The Raiser’s Edge Prospect Research 31• Change Status to “7-Stewardship”• Create and work a Stewardship plan ofactions linked to proposal- Recognition- Thanks• At “conclusion” of Stewardship phase,determine next steps for prospect7. STEWARDSHIP
  32. 32. 5/3/2013 The Raiser’s Edge Prospect Research 32• Design a consistent process for movesmanagement.- Use action tracks where possible• Store data in the appropriate fields in RE usingProspect/Actions/Notes/Media linked to a proposal.- Avoid notes where possible• Exclude or Include? Major Donors from standarddirect mailings – above all coordinate approaches• Configure standard queries, reports anddashboards to track the status of proposalsSUMMARY
  33. 33. 5/3/2013 The Raiser’s Edge Prospect Research 33For more information on how this could workfor your organisation, please contact:ray.villarica@blackbaud.com.au | @rayv_bbp+61 2 8986 6006Or visit our website here:http://www.blackbaud.com.au/QUESTIONS?

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