It's A Conversation!
Published
Dynamic conversation between prospect research staff and development officers goes a long way.
I caught up with two very savvy clients recently, and independently they both shared a new vision for their prospect research and development process. I loved it, and I thought I’d share the general idea in case you could take something from the concept too.
Consider this…
In their original approach, prospect researchers “wealth-qualified” donors and shared prioritized prospect ideas with development officers. Development officers “relationship-qualified” donors using the suggestions of the prospect research staff. The prospect research process and development process worked together.
In their vision, prospect researchers “wealth-qualify” donors and share prioritized prospect ideas with development officers. Development officers “relationship qualify” donors using the suggestions of the prospect research staff. But it goes further than that.
Periodically, prospect researchers reach out to development staff to help use information fully and seek feedback about what’s most helpful day-to-day. They might even point out details that haven’t surfaced yet for a prospect—and ask development officers to listen for clues during upcoming interactions. Development officers participate in the overall process by attending to details best gained through a personal relationship, and they share insights with the prospect research team so everyone benefits from a robust process.
In their vision, prospect research and the development process are integrated, and it’s about a conversation between the two focus areas.
Smart, smart, smart!
Both are making great strides, and I wonder if your office has considered anything like this or done something similar? What feedback can you offer?
Consider this…
In their original approach, prospect researchers “wealth-qualified” donors and shared prioritized prospect ideas with development officers. Development officers “relationship-qualified” donors using the suggestions of the prospect research staff. The prospect research process and development process worked together.
In their vision, prospect researchers “wealth-qualify” donors and share prioritized prospect ideas with development officers. Development officers “relationship qualify” donors using the suggestions of the prospect research staff. But it goes further than that.
Periodically, prospect researchers reach out to development staff to help use information fully and seek feedback about what’s most helpful day-to-day. They might even point out details that haven’t surfaced yet for a prospect—and ask development officers to listen for clues during upcoming interactions. Development officers participate in the overall process by attending to details best gained through a personal relationship, and they share insights with the prospect research team so everyone benefits from a robust process.
In their vision, prospect research and the development process are integrated, and it’s about a conversation between the two focus areas.
Smart, smart, smart!
Both are making great strides, and I wonder if your office has considered anything like this or done something similar? What feedback can you offer?
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02/15/2017 8:16am EST
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