‘Don’t Hide Behind Prospect Research’

Up-close-and-personal research tactics can involve visits and telephone calls; peer screenings; meetings with other donors, volunteers, staff and friends; and contact through churches, clubs, schools, choirs, gyms, etc. The important part is to get out there and make contact with donors.

Fredricks advises major-gifts officers set a deadline for themselves or, if they have one, their prospect researcher to gather information on donors. Allow a maximum of three weeks to find initial research, and then set an appointment to meet the prospect. Don’t put off visiting donors you don’t have research on.