Prospect researchers calling the shots How to drive fundraising in your organisation and manage prospect relationships NSPCC Helen Carpenter Holly Cranage

Structure Who we are Moving to a consultancy approach Prospect Management - discussion Prospect Research - discussion

The NSPCC Team

The busy researcher

Working with all fundraisers Across the UK Focus on major giving (£2k) But… much wider remit

Prospect Research (understanding the prospect) + Information on NSPCC’s work (understanding the organisation) = Insight and Confidence Our formula

A Donor’s Journey

1

2

3

4

5

6

7

8

Prospect Research (understanding the prospect) + Information on NSPCC’s work (understanding the organisation) = Insight and Confidence Our formula

Prospect Management

Bold recommendations Buy-in from senior management Buy-in from fundraisers

Prospect Management Train and direct fundraisers Produce reports and analysis Direct and bold recommendations

Gift levels

Planned vs actual asks

Agreements secured from Senior management Agreement One - accurate and up-to- date records Agreement Two – solicitation stages Agreement Three - who should be on our prospect management reports?

Sticky prospects identify and investigate which prospects are ‘stuck’ Fundraisers are moving prospects through the stages We are identifying problem areas to be investigated further

Fundraisers HOW? WHY?

Bold recommendations Buy-in from senior management Buy-in from fundraisers

Discussion How you manage prospects in your organisation? Is this done in the research team? Do you use Raiser's Edge or a similar relationship management system?

Prospect Research

Its okay to challenge Fundraising experts Partners

Research Requests - It’s good to talk Discussing Tailoring Challenging

Researching the request What do you already know? When do you plan to use the information? What are you hoping to find from the research? Do you already have solicitation plans?

Basic Research

Researcher notes Management book Lives in Norfolk Beautiful house with grounds

Partners in the solicitation Identify Research Plan Involve Ask Close Thank Steward

Discussion How do you approach prospect research in your organisation? Challenges Successes

Conclusion Persevere Be bold