Download the excel file.
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| Directions:We have used this tool to run hundreds of campaigns and major gifts initiatives. It’s simple and powerful. Rate your top prospects to create a master prospect list in descending order of importance. Then focus all your time (literally) on your top ten prospects — you will be amazed by the results.
Each prospect receives a rating in each category 1-5 (5 being the highest). You need to determine the rating system for each category that makes the most sense for your organization. If you are a two-person organization with a low budget a major gift may be $20,000. If you’re the American Cancer Society you may be looking more at $1M. |
| Capacity | This is the prospect’s capacity to make a major gift.You must decide what constitutes a major gift for your organization .Generally, it is a gift level that is worthy of one-on-one time with a prospect where you develop a specific return-on-investment for the gift.This is not an indication of what you think the prospect will invest in your organization – it is an indication of what you think the prospect COULD give. | |
| Relationship | This is an indication of this prospect’s relationship to your organization OR CAUSE.If this prospect is on your board it should be a five (5).If, for example, you are the American Cancer Society, and this prospect is a cancer survivor, the rating should be a five (5) even with no gift history .Develop a rating system to account for each number 1-5 that makes the most sense for your organization. | |
| Timing | Generally timing is always a five (5) unless you have specific knowledge otherwise.For example, we just received a major gift commitment last week … move down to a three (3). | |
| Gift History | What is this prospect’s giving history to your organization?You might determine that a five (5) on the rating scale indicates lifetime giving of $100,000+ or ten consecutive years in your Leadership Society. | |
| Philanthropic History | This is a measure of the prospect’s general willingness to give.Has he or she supported other organizations?Is it a foundation (5)? … or does this prospect have short arms and deep pockets (1)? | |
| QPI | Qualified Prospect Index:The sum weighted total of ratings in each of the five categories.You need to visit with anyone 90 and higher today! | |
| Relationship Manager | This is the person within your organization that manages the relationship — does not have to be the point of contact but must responsible for thinking about this prospect every day. | |
| Natural Partner | This is a person, internal or external to your organization that has the closest relationship to the prospect. |
