Domain 1: Current & Prospective Donor Research (14%) Flashcards
1
Q
Sources of Financial Support for Nonprofit Organizations
A
- Individuals
- Corporations
- Foundations
- Grant-making bodies
- Government Agencies
- Gaming
2
Q
5 key
sources of information
for research
A
- Personal contacts
- Participation records (event attendees, program participants)
- Peers / advisors / experts
- Public Information
- Publications / reports (news, annual reports, social directories)
3
Q
3 Key areas supported by research
A
- Ensures appropriate resource allocation
- Helps build staff and volunteer confidence
- Adds an element of joy and discovery to prospecting process
4
Q
Steps to Create a Useful Prospect Profile
A
- Complete Contact Information
- Biographical Data
- Business History (for corp & foundations)
- Giving History with your org
- Cultivation & Solicitation contact records
- Publicly available giving information from other orgs
- Sources of information checked for the prospect (with most recent review dates)
- General & Specific Interests
5
Q
Electronic Research Tools
A
- Electronic analysis of giving history & donor info
- Electronic screening to help identify wealth indicators for segmenting
- Electronic data-gathering to increase amount of info about donors & prospects and increase likelihood of upgrading them
6
Q
Donor Information to Track
A
- Historical (what kinds of campaigns they supported & at what level)
- Planning (how to contact donor, other info that aids strategy)
- Accounting (for the org, governing agencies & the donor)
7
Q
How to ensure effective record storage
A
- Have accurate and timely updates
- Maintain security & confidentiality of files, limit access
- Ensure discussion of donors & their info only occurs within the organization
- Think of the ethical considerations
- what types of data should be collected & why
- what about “invasive” info or something we’re not comfortable having donor see if they requested to review their record?
8
Q
Primary reasons for acknolegement
A
make the donor feel appreciated
9
Q
Secondary reasons for acknolwegement
A
- ensure the donor’s intentions for the use of the gift are clear
- find out enough about the prospect or donor to determine how to connect with them
10
Q
Software Capabilities for gift processing systems
A
- ability to track restricted & unrestricted funds
- Interfacing with donor files to record date & amount of gifts
- recognition of different giving levels to ensure donors are recognized correctly
- capability to quickly access donor history & status
11
Q
Research Pitfalls to Avoid
A
- Putting off research until you have time
- Expecting interns or inexperienced volunteers to know what info to gather
- Sending out volunteer cultivators/solicitors with incorrect prospect info
- Trying to find out everything about everybody
12
Q
Research Progress Checks
A
- Research system enables successful fundraising in an effective & efficient manner
- Profiles are updated regularly & provided when contact opportunities arise
- Appropriate info on top prospects is shared & used when planning communications, special events, volunteer enlistment & board nominations
- The base of major gift supporters is expanding
- Major donors are involved, recognized & rewarded to ensure renewals & upgrades
13
Q
Groups at the Center of Rosso’s Concentric Circles
A
- Major Donors
- Board
- Management Staff
14
Q
7 Points of
Constituency Development
A
- Identify fundable projects
- Match prospects to projects
- conduct thorough, realistic research
- conduct cumulative, ongoing research
- conduct organized research
- conduct research ethically & confidentially
- conduct research with involvement of prospects
15
Q
Prospect & Donor Files allow the organization to
A
- plan targeted communications & special events
- design involvement opportunities to match the talents of best prospects/donors
- Determine the highest realistic amount for the “ask”
- Identify prospect’s/donor’s affiliations before choosing an appropriate solicitor
16
Q
Steps in Developing a Cultivation Plan
A
- Identify constituent groups
- Undertake prospect research
- Determine connection, capacity, and capability
- Determine the best relationship to make the connection
- Outline a moves management plan
17
Q
Questions to ask foundations during prospect research
A
- Does the foundation give to similar agencies?
- Is there clearly stated support for the type of project that is being sought?
- Is funding provided in the org’s geographic area?
- Is the amount of the request compatible with the foundation’s prior giving history to similar orgs?
18
Q
Questions to ask while doing prospect research on Corporations
A
- Are any of the org’s board members affiliated with company?
- Do company employees use any of the org’s services?
- Are any current donors or volunteers employed by company?
- Does the org purchase any of the company’s products?
- Is there a match between corporate interests and the products or services offered by the org?
- Is there a decision-making structure, and is it local?
- Is there an alignment between org’s needs and stated corporate priorities? And between community service benefits & corp’s public image?
19
Q
Major Characteristics for rating prospects
A
- Level of interest in the org (high, moderate, low, little or none)
- Your relationship to the prospect (bffs, acquaintances, never met, hostile enemies)
- the “best guess” range of prospect’s maximum giving capacity
(LIA)
20
Q
Critical Balance
A
community needs = donor needs & interets
Organization needs = community needs
21
Q
Examples of Donor Needs
A
- Desire for recognition
- Sense of belonging
- making a difference
22
Q
Data Gathering Techniques
A
- Surveys
- Focus groups
- Interviews
- Social Networking
23
Q
Donor Giving Patterns
A
- Recency - date of most recent gift
- Frequency - number of times a donor gives in a year
- Renewal Rates - percentage of donors to give year over year
- Value - average gift per donor
24
Q
Comprehensive Data Management System
A
- data capture
- storage
- retrieval
- maintenance
- security
25
Data Analysis Techniques
* statistical analysis
* data mining
* segmentation
26
Components of a Fundraising Program
* Annual giving
* Capital/Major Giving
* Planned Giving/Legacies
27
Donor Trend Indiciators
* socioeconomic status
* giving history
* generation
* gender
* culture
