By Ted Hart, James M. Greenfield, Pamela M. Gignac, Christopher Carnie
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Additional info for Major Donors: Finding Big Gifts in Your Database and Online
While you may have identified significant wealth in your earlier research stages, now you verify available wealth and determine interest in supporting your projects. Step Five: Solicitation and Stewardship Keep in mind, the research process never ends and your best prospect for future support is your last donor. Once a gift is solicited and received, a tremendous amount of information will be learned. This information will be key to working toward your next gift as you move from stewardship right back to cultivation.
Expect to see between 250 and 500 major gifts prospects or around 10–20% of your database or more. In this case, you have contact with them and need research to determine an approach strategy. The other list is known as a contacts needed list. This contains more in-depth research information on current donors and new prospects. This list needs to be kept to a manageable size relative to the target and number of gifts you are trying to secure; a typical list will consist of 100 to 250 names. Any more than that is too difficult to manage and tiresome for your volunteers to review.
Or has an employee, friend, or relative given you an introduction to them? What do you need before you make the actual call? ● Information found through your research including a list of sources and dates. ● A telephone script based on your research and a discussion with your fundraiser. ● A brief discussion with your fundraiser (if it’s not you) to: ❍ Determine the scope of your conversation. ❍ Find out what the initial approach might be. ❍ Explore how much info you should give them. ❍ Determine any possible follow-up, who should be involved, etc.