Domain 3: Relationship Building (26%)

Question 1

How Relationships Support Fundraising

Answer 1

• Add prospects to donor base & develop them into active, regular donors
• supporting other types of contributions
• Engaging stakeholders in the org
• Integrating with research & marketing
• Allowing the org & stakeholders to get to know prospects
• Supporting effective stewardship of funds

Question 2

Steps in Developing a Cultivation Plan

Answer 2

1. Identify Constituent Groups
2. Prospect Research
3. Determine connection, capacity, capability
4. Determine the best relationship to make a connection
5. Moves Management Plan

Question 3

Individuals Motivations for Giving

Answer 3

• Give back
• Help care for others
• identify with a worthy cause or goal
• because they are involved
• gain immortality
• express deep emotion (grief, joy)
• Respond to person asking
• Diminish negative feelings (guilt, anger, fear)
• Gain tax and or financial planning benefits

Question 4

Steps to forming relationships with Organizations

Answer 4

1. Research
2. Inquire / approach / involve
3. Develop Request
4. Solicit
5. Follow-through
6. Report
7. Repeat

Question 5

Who to include in developing a cultivation plan

Answer 5

• Chief Development Officer
• CEO
• Board of Directors
• Community volunteers
• Program leader

Question 6

Critcal Balance

Answer 6

Donor needs = Organization needs

Organization needs = community needs

Question 7

Organizational Groundwork prior to relationship building

Answer 7

• Staff and leadership with a clear sense of the org’s mission
• Leadership with a clear vision of org’s directions & knowledge of activities
• planning process that results in comprehensive plans for achieving the mission
• Realistic budgets to support the plans
• Marketing/communications plans for promoting benefit of org

Question 8

Fundraising systems & processes needed for a culture of phil

Answer 8

• Donor-focused research
• Targeted cases, constituents & methods
• Strategic communications
• Stewardship

Question 9

Primary purposes of cultivation

Answer 9

• Adds prospects to donor base
• Allows prospects to be developed into active supporters & regular donors
• Aids in improving relationships with current board, donors, volunteers, etc
• Supports achieving the organization’s mission

Question 10

Roles for volunteers in building relationships

Answer 10

• Help identify and cultivate prospects
• Open doors for gift specialists
• Advocate for the organizations programs

Question 11

Benefits of Personal Visits

Answer 11

• Assessing the depth of the commitment
• Understanding the assets a donor has
• Determining what the donor is trying to accomplish
• Discovering specific areas of interest

Question 12

Key relationship strategies for grants

Answer 12

• Avoid an “us vs them” mentality
• Make a personal contact within the org
• Write a letter of inquiry whether or not required

Question 13

Key Concepts to Optimizing Relationships

Answer 13

• Create a philanthropic fundraising environment within the org, community and constituency
• Balance community needs and organization needs
• Carefully cultivate potential donors after research shows they have capacity and interest
• Engage volunteers and staff in the cultivation process
• Remember that individual solicitation is most effective
• Soliciting organizations still requires effective relationships