For Impact


Master Prospect List – QPI Rating System

Examples, On Prospects | | Nick Fellers

the excel file.

Internet Explorer users, right-click and ‘Save Target As’ to download to your desktop.

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.