Excerpt of Workshop on Managing Information About Donor Prospects

1. Module E: Managing Information about Prospects and Donors
Managing Information about
Prospect and Donors
Deborah J. Kipp, M.Ed., CFRE
1 The Kipp Group, LLC © 2008

2. Module E: Managing Information about Prospects and Donors
Current and Prospective Donor
Research
• CFRE Test Content
• 16.5% or 33 items on:
– Developing a prospect list
– Analyzing prospects in relation to your
organization
– Implementing and utilizing data
management
– Rating prospects
2 The Kipp Group, LLC © 2008

3. Module E: Managing Information about Prospects and Donors
Prospecting for Donors
“Prospecting for donors” is the systematic
acquisition and recording of data about
donors and prospects and forms the basis
for establishing, maintaining, and
expanding the long-term gift relationship
with the ultimate goal of converting
donors into major gift donors.
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4. Module E: Managing Information about Prospects and Donors
Prospecting for Donors
4 The Kipp Group, LLC © 2008

5. Module E: Managing Information about Prospects and Donors
Goal of Prospect Research
• Identify prospects that have the
inclination and the capacity to invest in
your organization and to best determine
whom to ask, how much to ask for,
when to ask and how to ask.
• Capacity and Commitment
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6. Module E: Managing Information about Prospects and Donors
Why Do Prospect Research
• Determine natural partnerships
• Create a closer affiliation with nonprofit
• Fine tune a reasonable gift range
• Gather indications of future inclination
• Crystallize timing
• Reflect on public data/flesh out info.
• Reduce the likelihood of “no”
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7. The Doctor
7

8. Module E: Managing Information about Prospects and Donors
Quiz Question #1
• When developing a program for
soliciting prospective donors, it is
important to keep in mind that people
give to:
• A. Projects
• B. Causes
• C. Institutions
• D. People
8 The Kipp Group, LLC © 2008

9. Module E: Managing Information about Prospects and Donors
For more information on this workshop and other training and
services, please contact: and other services
THE KIPP GROUP, LLC
1246 Divot Drive
Shepherd Hills
Wescosville, Pennsylvania 18106-9620
610.398.9733
kippgrp@ptd.net
9 The Kipp Group, LLC © 2008