July 2008
CONTENTS:
1. Why can't you give me an ask amount?
2. Software Spotlight: Manta.com
3. Focus on FillaResearch: Devereux
Why can't you give me an ask amount ?
Usually an organization wants a profile on its prospect for two reasons: (1) either wealth is suspected and needs to be confirmed or (2) the prospect is nearly ready to be asked for a gift. Every gift officer would love to be told a specific, correct amount to ask his or her prospect. Every programmer would love to create software that could calculate the exact ask amount. But people are not exact and while methodology and software add tremendous value to the process, the ask amount still requires some angst.
Prospect researchers and computer programs can provide a capacity rating. This is the dollar range a prospect is believed to be capable of giving based on wealth, biographical details, and known giving history. The capacity rating cannot consider all debts and liens, family situations, personal attitudes or health. Most importantly, a prospect researcher or a computer cannot determine inclination: how the prospect feels about giving to your organization.
It is up to you, as a representative of your organization to build the relationship, engage the prospect with the mission, and ultimately ask for a gift amount and purpose that you are fairly confident your prospect wants to give. The ask amount requires a balance between a prospect's capacity to give and his or her inclination to give. It requires the knowledge that comes with the prospect's friendship with your organization. So start knocking on some of those beautiful doors in your database and make friends with the people inside!
Manta provides you with basic information about a company, including Dun & Bradstreet sales estimates. All you have to do is register - no fee involved.
Sales estimates for private companies can give you a starting point for comparing with other companies in the industry. Use this site now because the site I mentioned in May, PropertyShark, now charges a fee!
Fortune does not change men, it unmasks them.
-Suzanne Necker, author (1739-1794)
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Dear Friend, I love doors! And Prague has so many beautiful specimens. There are decorative hinges, unique doorknobs, carvings and metal flourishes. Other tourists are taking pictures of the cathedral and I am up close and personal with its doors! In much the same way, I focus on only a prospect's wealth and biographical details that will assist you in knocking on the right door enough times to know what gift amount a prospect will say yes to. I can describe the door, but it is up to you to go through it. Asking a prospect for a gift is truly a personal moment hinged upon his or her relationship with you and your organization. Cheers, Focus on FillaResearch: The Devereux Foundation FillaResearch is honored to provide prospect research services to The Devereux Foundation and its centers across the nation. Devereux helps people with emotional, developmental and educational disabilities achieve their human potential by inspiring hope, ensuring well-being, and promoting meaningful life choices. For more information visit: http://www.devereux.org |
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FillaResearch helps organizations use research to create and maintain meaningful relationships with donors.
Contact FillaResearch and ask how we can help you find and get to know your major gift donors better. Call 610.566.5113 or email jen@fillaresearch.com