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Dan BarneyBarney & Associates Consulting Services

Quick Survey Moves Management Definition Specific Moves Raiser’s Edge Structure Reporting Establishing Protocols Shameless Plug

Does your shop talk about Moves? Do you use Raiser’s Edge to track and

report on Moves? Do you have the Prospect Tab? Is wealth screening used and recorded in

RE? Are solicitors assigned? Do solicitors have goals? Do you have a special campaign (capital or

otherwise) in play right now? In planning?

Moves Management is the process of managing donor relationships. As David Dunlop, creator of the system, described it “The moves concept focuses

major gift fund raising on changing people's attitudes so they want to give. To do this, we take a

series of initiatives or moves to develop each prospect's awareness of, knowledge of, interest in,

involvement with, and commitment to the institution and its mission.”

Simply put, Moves Management involves planning

the strategies you will employ to further a relationship with a donor and to, hopefully, reach

the desired goal.

Transform a constituent through each of these phases thereby increasing their affinity to your organization:

Suspect Prospect (Capacity and Propensity)DonorLife-long Donor Legacy Donor

BASIC MOVES ADDITIONAL AS NEEDED

Identification

Qualification

Cultivation

Solicitation

Stewardship

Assignment

Strategy Development

Negotiation

Biographical Information Giving History Interests/Affinities Relationships Actions Prospect Tab

Gender Age Marital Status Educational Status Home Address Wealth Ratings Other Applicable

Frequency Recency Magnitude Diversity of Giving to Initiatives

(AF, Special Events, Capital Campaign, etc.)

Types of Support(Honored pledges, outright cash, gifts-in-kind)

Trending

Alumni of Specific School Memberships Volunteerism Former Client Committee/Board Affiliation to

Organization Expressed through survey Other as garnered through prospect

management process of major gift officers

Assigned Solicitors Relationships to Organization

Stakeholders(internal partners – natural partners)

Family Members Professional Acquaintances Friends Business Affiliations – current and past

Arguably, every action a fundraising operation takes is designed to move someone

along. Commonly, Action Types capture a myriad of information - some of which are

redundant to the Action Category.

Looking at a record's actions should inform one as to the essence of the "touches" made. Was this call/email/visit designed to cultivate?

Steward? Solicit?

Actions are both historical records and assignments of future responsibilities.

Action Type = MoveSolicitor =One responsible for moving to giftCampaign/Fund/Proposal = Purpose of effortsCategory reflects level of connectionComplete/Status shows progressAction Tracks are available to mirror Moves

While the Prospect Tab is a nice feature to have, it is not required to initiate a Moves program.

RatingsFinancial InformationGifts to Other OrganizationsClassifications (can be an attribute)Prospect Status (can be an attribute)Proposals (the Ask; Solicitation move)

Proposals allow an organization to track much of the efforts surrounding the actual solicitation, its intent, projected and real success, etc.

Reports on Solicitor by Proposal Status

Solicitor Names

Solicitor Names

A variety of custom reports can be produced utilizing this information. Here is just one example.

The above samples are merely that. Each organization must find a set of guiding policies that work best for it.

By creating a data environment that incorporates Moves, one must translate intention into protocol and action into accountability.

Using a consistent coding structure and operating protocols will allow the team to benchmark their progress and improve their effectiveness.

Dan BarneyBarney & Associates Consulting Services

216.338.6072

[email protected]

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