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!