So You Have Identified Major

Donor Prospects… Now What?

Tracy CorcoranMary Bogucki

Lisa QuistMelissa Kellogg

Major donor development is essential to all organizationsNo matter what size donor base or the size of your organization

Criteria varies for every organizationHow do you define a major donor?

Single gift?Cumulative?

Donor Database is key in discovering (or rediscovering) major donors

Typically, 80% of income raised comes from 20% of donors (for some 90% of income comes from 10% of donors)

Developing major donor prospectsKnow your donors

One plan or approach does not fit all

Do your researchStart with your databaseApply wealth overlay data

Personal contact is essential – keep in touch frequently!Contact is a 2-way interaction

Phone callVisitHandwritten note

Integrated approach is best and most efficientRemember where they came from

Regular DM, 360° approach

Provide ongoing feedback about their involvement and use of their gifts

Good ongoing stewardship. Example: Progress Reports

Preliminary strategy for relationship managementWhatever database you use, record all ways you engage Contacts – DM, Online, Phone calls, Visits, Gifts Milestones – how many years, how many gifts, etc.

Automate processEnsure continuity of relationship for long-termHow Maryknoll does it…

Snapshot

- Highlights of basic information- Immediate

identifiers:- Last gift date- Major or

prospect- Preferences (mail, email)- Lifetime

giving

On the following slides, we will follow the steps of how Maryknoll tracks progress as donors are:

Identified…Contacted…Qualified…

as Major donors.

Once confirmed donor is not a major donor, they are returned to a regular DM contact strategy, but they are never forgotten. Even if they are not ready to become a Major Donor, donors are coded in such a way to identify them for continued observation.

Research

Call

Visit

Visit

Qualified

Letter

Call

Solicitation

Monitoring an ongoing relationship inspires $1,000 donor to give a $15,000 annuity.

Major Donor Prospect

Major Donor

Success

Major Donor Track- No longer cultivating – INSPIRING.

- Change mind set; further the development

Turn donorsintofriendsfor life.

Recognizeevery gift,significant milestone, birthday,big events in their lives,invite themto special events.

Invite their families to share in this long-termFriendship.

Preliminary strategy for Relationship Management

Provide summary to key major gift officers (“one-stop shop”)

Include all pertinent information

Develop track to monitor relationship

Creates ability to identify plans (monthly, quarterly, annually)

Set goals, set up leads = assist with tracking individual and unit goals

Automating the relationship management process

Donor Id MG Attribute Next Visit Completed Track Date

Completed Track Action

Due Track Date Due Track Action PG Estate PG Attribute Annty No Visits

42267864 Major Gift Manage 06-22-2015 Letter Sent 11-30-2015 Send Annual Notecard

PG Estate I HAVE ALREADY ANNTY

Counts for FL

44318244 Major Gift Manage 06-19-2013 Assign Top 200 Track 11-14-2014 Letter Sent

Counts for GA

13095377 Major Gift Manage 06-10-2014 Phone Call 11-14-2014 Letter Sent ANNTY

Counts for KY

30406623 Major Gift Manage 06-29-2015 Letter Sent 11-30-2015 Send Annual Notecard

No_Visits

Counts for MA

17625146 Major Gift Manage 06-05-2015 Phone Call 09-18-2015 Phone Call

Counts for MD

04-30-2014

05-14-2015

Donor List by MGO - Kellogg, MelissaLast Visit

1. Major Donors/Manage: fits criteria of $2,500 annually, $7,500 over 3 years or $12,500 in 5 years

Completed contacts highlighted in yellowScheduled follow-up contacts highlighted in green

Easy view of last communication with donor

Primary Fullname Last Gift Date Last Gift Amount

Largest Gift Date

Largest Gift Amount

Lifetime Gift Sum Soft-Credit Lifetime

Soft-Credit Previous Year

Soft-Credit Last Year

2012 2013 2014 Current FY Total 3 Years + Current YTD

Mr. and Mrs. William Pretsch 05-02-2015 $15,000.00 05-02-2015 $15,000.00 $35,374.27 $2,000.00 $3,000.00 $1,000.00 $17,000.00 $23,000.00

Mr. & Mrs. Tom Thumb 08-20-2008 $45.00 08-20-2008 $45.00 $45.00 $0.00 $0.00 $0.00 $0.00 $0.00

Mr. and Mrs. Tim McGraw 07-01-2015 $500.00 06-10-2014 $50,000.00 $293,609.60 $1,250.00 $500.00 $0.00 $51,000.00 $500.00 $50,000.00 $1,000.00 $102,500.00

Miss Barbara Kennedy 09-02-2014 $1,000.00 08-06-2012 $20,000.00 $148,450.00 $20,000.00 $10,000.00 $11,200.00 $0.00 $41,200.00

Mr. and Mrs. Robert Mann 01-06-2010 $65,000.00 01-01-1985 $115,032.00 $1,289,756.00 $220,000.00 $40,000.00 $40,000.00 $0.00 $0.00 $0.00 $0.00 $0.00

Have the ability to monitor giving at-a-glance – from last gift to lifetime gifts

Setting up a task report in donor database or Outlook serves as reminders.

Keep it simple…Who, What, Why, When?

Major Donor Development – Six Take-Aways

1. Do your research

2. Plan your communication strategy

3. Give feedback

4. Keep detailed records of all contacts

5. Set up a reminder system

6. Automate the process to provide easy access to data and produce positive results

Thank you.

Tracy CorcoranMary Bogucki

Lisa QuistMelissa Kellogg