Workshop goals:
Attendees will learn to leverage components of the research process
to:
- Maximize human and financial resources
- Enhance information on, and build strategic partnerships with,
current donors or prospects
- Identify new donors and prospects utilizing prospecting techniques
and tools
Attendees will receive an annotated list of the essential free and
low-cost research resources to utilize at their organization. |
Introduction
Putting the discussion into context:
- Review donor cycle and application of Research elements at each
stage
- Focus on prospect identification, qualification and cultivation
- Develop a list of applicable prospecting techniques (internal &
external)
- Discuss key web sites and resources for research
|
Briefly review donor cycle
- Identification and qualification (Focus on best prospects)
- Internal (current donors on file)
- External (new prospects)
- Develop list of helpful tips for everyday use
- Cultivation (Interpreting, and acting on information)
- Solicitation (Applying capacity, inclination and accessibility
information)
- Stewardship (Maintaining information)
|
In-depth focus on tactics
- Prospect identification
- Internal identification of individual prospects
- External identification of individual prospects
- Outcome: Develop a list of tactics that can be used in attendee's
organization to identify and enhance information on prospects
- Qualification of prospects
- Focus on capacity (What are the wealth indicators?)
- Focus on inclination (Where is money donated?)
- Focus on accessibility (Who does the prospect know?)
- Cultivation of prospects
- Interpreting, and acting on information
- Recognizing milestones
|
Resource Discussion (Handout) |