Download - The Professional Fundraiser
The Professional Fundraiser
Alice O’ RaweQueen’s University Belfast
Today
• Queen’s University Belfast
• Best practice (CASE)
• The Prospect Pool
• Meetings
• Cultivation
• Making the ‘Ask’
• Stewardship
• The numbers
Queen’s University Belfast
A Russell Group University – research led. 100, 000
Team of 20
•7 Dedicated Fundraisers.
•3 MG’s, I Corporate, I T&F, I Legacies, I
Annual Fund. I Reunions. I Alumni
•I .5 Prospect researchers
•Support, admin and databases
•Student callers
The ‘ASK’ - Investing in areas of excellence
• First campaign - £130m Mc Clay Library - £45m
• Gift range £5.00 - £10m
• Three key projects
• Institute of Life Sciences
• Green Chemistry
• Executive Education at Riddel Hall
Getting started - building the Prospect Pool
Prospect Researcher – key
Internal - Cull through your database, run queries on alumni and previous donors
External – Wealth screening - (Factary & Prospecting for Gold)
• Peer screening at meetings
• Volunteers, Foundation Board members – give, get, get out!
• Recommendations from academics, colleagues etc
• Google alerts
Getting the meeting
• Pre calls – chance to opt out!
• Letter/emails/calls
• Getting the meeting
• Getting past the gatekeepers
• Raisers Edge – good record keeping
• Invitation to an event ( e.g. Riddel Breakfasts)
The First Meeting
• Don't over prepare, ‘friend raising’
• Don't bring your research into the meeting!
• Be honest about why you are there!
• Listen, listen , listen and then listen some more!
• Note taking?
• Cases for Support can be useful
• Class list - peer screening
• Low level ‘Ask’ if appropriate (Adopt a Book, scholarships)
• Next move – what might it be?
Moves and Cultivation
Move” = a proactive activity that brings the potential donor closer to making a gift
•Invitations to events, Presenting to students, attend lectures, class lists, campus visits, meeting with academics•Larger gift = more moves•Hot prospect = moves in quick succession
•Avoid endless cultivation - Keep your eye on the prize
• Right Project
• Right Amount
• Right Solicitor - who is best placed to get the “yes”? It may not be you!
• Right Time
• Each of your steps with a prospect should help you learn the answer to one or more of these questions.
• Average 4 meetings/moves to secure a sizeable gift ( in line with best practice)
The Ask –The Four Rights
Is it ever really a NO?
• Importance of listening
• You can almost always regroup
• Major solicitations usually take a number of conversations
• Remember your long term goals for the relationship
What if They Say No??
Activity Benchmarks
• Acquainted with 400-500 people ( qualified over 2 year period)
• Pool of 150 -200 prospects, including stewardship
• 15 -20 face-to face visits/month
• Roughly 40 moves/month
• 1 day a week in office
• Prospect Module on Raisers Edge – keep updated
Mature portfolio: roughly!
• Discovery / plan -20%
• Cultivation – 50%
• Solicitation – 20%
• Stewardship – 10%
• Top tier of 20
(based on CASE best practice)
The Portfolio – 202 prospects
Stewardship
• Dedicated Stewardship Officer
• Events – continues the cultivation
• Benefactors Lunch
• Face to Face visits
• Donor Pin
• Donor Newsletters and mailings
A Few Parting Tips…
• You cannot raise major gifts from your desk! So…
• Block out time for visits
• Plan trips well in advance
• Schedule 2/3 visits on one day
• Be yourself!
• Network and read
• Relationships – friend raising is key• ASK!