Fundraising Analytics by Joshua M. Birkholz

Author:Joshua M. Birkholz [Birkholz, Joshua]
Language: eng
Format: epub
ISBN: 9781119782353
Publisher: Wiley
Published: 2020-08-27T00:00:00+00:00

Define the Roles

Determine who is responsible for entering the data, managing progress, and building and distributing reports. Prospect management roles can be a sensitive subject unless approached with the best interests of the team and the organization in mind. It is important to define the difference between role and responsibility: Role describes doing the actual work, while responsibility describes being held accountable for the work. In prospect management, there are general department roles and responsibilities as well as individual roles and responsibilities.

In the overall business process, the membership or annual giving program is responsible for developing and engaging the base of support. The prospect development program is responsible for feeding the major giving program. The major giving program is responsible for building relationships with prospects and guiding them to solicitation. The donor relations program is responsible for ushering donors back into the major giving program after they make their gifts. The advancement service program is responsible for maintaining a system that tracks all of these processes and maintains constituent information.

Even though each program has primary responsibilities for part of the process, they also have supporting roles outside of their areas. Major gift officers should continue to secure unrestricted gifts from their prospects for the annual fund. Prospect researchers support cultivation by providing information support and feedback on portfolio composition. Donor relations staffs have many opportunities to refer peers of donors to the prospecting process. Gift processors will often be the first to know of a year-end stock transfer or see a check from a bank requiring high minimum balances.

At the individual level, the manager of the major gift team holds his or her team responsible for meeting their goals. However, they rarely have the skill set to pull the appropriate data to make the important decisions. The major gift officer is responsible for managing the relationship with the prospect. However, the prospect management specialist or researcher will see when activity slips through the cracks and can offer friendly reminders and support.

The primary individual roles in prospect management are:

Entering data

Managing progress

Building and running reports

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