Tech Support for Major Gifts
Process: Do research
Even if you know your major-donor prospects fairly well, and especially if you don't, it's crucial to research their interests. Find out why they became involved with your organization and who else knows them with connections to your organization. Conducting research about your prospects will aid you in the development of your relationships with them.
Complement: Quality donor-management software supports your outside research efforts by making it easy to bring newspaper articles, announcements and other research into your donor-management system on individual prospects, making it readily available to others. Your software also has areas defined for storing information like how a person came to give to your organization, his or her interests, and so on.
Process: Involve others in cultivation
One of the aspects of the Institute for Charitable Giving's Moves Management process is the identification of other influential people to help you in your efforts. Cultivating strong relationships between your organization and your major-donor prospects likely involves multiple people. Identify these people for each prospect and why you want them involved in the process. Then, ask them to help you in your efforts.
These people need not be restricted to staff and board members. You may find that some of the most influential people are other constituents and volunteers.
Complement: Donor-management software is designed to help you keep track of other people's involvement in the process. The interconnectivity of different people in your database is easy to define. You can associate the other people with the prospect, enter the reason why you are considering them as part of your cultivation efforts, and determine whether or not a particular person is especially influential to the prospect.
Your software will then let you associate these specific people with, for example, an appointment where you intend to highlight someone's involvement in activities of interest to your prospect. Or you can ask one of these people to come along on a tour of your facility. Because you can enter this information into your software, it is available for reference in the future.