Prospect Research: What You Don’t Know — and How It Can Hurt You
If you haven’t thoroughly researched prospective major donors before you meet with them, you might as well leave a wad of cash on the table when you walk out the door.
The completed research supported my client’s feeling; the school revised its strategy and asked for a $1 million gift. The meeting was a great success — the donor agreed to make a gift totaling $1.3 million over a three-year period!
Without understanding the donor’s capacity to give, my client would have received a much smaller gift, and the donor might not have felt as connected to the school.
- People:
- Held Stoc
- Margaret King
- Places:
- United States
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