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Finding "Total Ask" when there are multiple opportunities

Sara Groh

Currently, we enter opportunities based on purpose (one opp per fund). We've been asked to provide pipeline totals for each fund AND for each individual.

Where we struggle is distinguishing between “additive” and “duplicative” solicitations. For example, prospect A is asked for 100K and offered three choices for the designation (3 opps each at 100K/"duplicative"). Prospect B is asked for 100K split between three funds (3 opps at 33K each/"additive").

Based on data alone, leadership wants to know - was the prospect asked for 300K, 100K or 33K? How do others handle this?

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Barbara Kunkel

Hi Sara, This is a great question that I hope you find an answer to. We just went from a one ask of 30k and split it into each fund and ask amount for better pipeline reporting for the fund.

Sara Groh

Thanks Barbara and others offline! In case it's helpful to others in the future, here is a compilation of the possible solutions we gathered:

Adjust Current SOP: Dashboards and automatic reporting would be written to assume all multiple opportunity asks are duplicative if made on the same day. Additive asks are purposely logged on different consecutive days.
Add “Total Ask” Opportunity to all prospects (shoutout to SJ Consulting!): In addition to adding opportunities for each purpose as we do now, gift officers would also add a “Total Ask” opportunity to summarize the solicitation. This would be done for all prospects with an opportunity.
Total Ask Amount custom field on opportunities: When multiple opportunities are present, the GO would add a “Multiple Project Ask Amount” on each opportunity. To do this they’d create the opportunity and save it. Then, they’d click on the opportunity name to add the custom field.
“Additive/Duplicative” custom field on opportunities: When multiple opportunities are present, the GO would define “Multiple Opportunities are:” via a dropdown menu on each opportunity. To do this they’d create the opportunity and save it. Then, they’d click on the opportunity name to add the custom field.
Switch to Opportunities based on total ask with custom fields noting purpose: For all opportunities, GOs would enter as a total ask and add custom fields to denote the purposes involved in the ask.
Use Status to Denote Duplicates: Opportunities on the same day are assumed additive. When duplicative opportunities are in play, gift officers select one to use as the “master” and include a current status there. For all other duplicates, the GO selects the “duplicate” status instead.
Add “Campaign Ask” to Ratings: GOs would provide RD with a Total Ask Amount for each prospect and regularly share “status” updates. RD would add to the rating tile.
Purchase Fundraiser Performance Management Software: Our BB account executive indicated this product allows for split proposals.

For tech wizards out there, these all come with fairly obvious challenges/consequences. As a result, our leadership decided that the best solution for our institution was to no longer allow duplicate proposals once we get to the “submission” stage and assume all opportunities on the same day are additive. Happy to answer questions through this discussion board or offline.