Prospect researchers calling the shots

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

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Structure

• Who we are
• Moving to a consultancy approach
• Prospect Management
• - discussion
• Prospect Research
• - discussion

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The NSPCC Team
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The busy researcher
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Working with all fundraisers

• Across the UK
• Focus on major giving (2k)
• But much wider remit

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Our formula

• Prospect Research
• (understanding the prospect)
• Information on NSPCCs work
• (understanding the organisation)
• Insight and Confidence

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A Donors Journey
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Our formula

• Prospect Research
• (understanding the prospect)
• Information on NSPCCs work
• (understanding the organisation)
• Insight and Confidence

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• Prospect Management

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• Bold recommendations
• Buy-in from senior management
• Buy-in from fundraisers

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Prospect Management

• Train and direct fundraisers
• Produce reports and analysis
• Direct and bold recommendations

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Gift levels
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Planned vs actual asks
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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?

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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

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Fundraisers

• HOW?
• WHY?

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• Bold recommendations
• Buy-in from senior management
• Buy-in from fundraisers

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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?

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• Prospect Research

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• Its okay to challenge
• Fundraising experts
• Partners

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Research Requests - Its good to talk

• Discussing
• Tailoring
• Challenging

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Researching the request
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• Basic
• Research

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Researcher notes
Management book
Beautiful house with grounds
Lives in Norfolk
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Partners in the solicitation

• Identify
• Research
• Plan
• Involve
• Ask
• Close
• Thank
• Steward

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Discussion

• How do you approach prospect research in your
  organisation?
• Challenges
• Successes

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Conclusion

• Persevere
• Be bold