The Science that Makes the Art of Fundraising Possible
Fundraising theSMART Way™ The Science that Makes the Art of Fundraising Possible
The SMART Way™ methodology includes four major components. We implement it in a series of consulting sessions including long-term implementation support. You can adopt the entire program, or just the pieces that appeal to you.
The SMART Way™ Prospect Scorecard, a powerful way to craft your ideal donor profile, identify high-potential prospects, and drive your marketing to attract more interested, motivated funding sources.
Prospect Research the SMART Way™, where we examine your donor base and uncover up to 50 current donors likely to support you at much higher levels.
SMART Way™ Donor Moves, an innovative way to track progress based on prospect behavior, not fundraising activities.
SMART Way™ Pipeline Management and Continuous Improvement, using proven disciplines from sales to forecast income, track progress-vs.-plan, and correct course.
SMART Way™ Prospect Scorecard
Ideal donor profiles ensure fundraising success. 84% of nonprofits state they don’t have one. They’re wasting time on DOAs – prospects that are dead on arrival. What you’ll learn:
What’s hiding in your donor base? We analyze it, screening current donors to identify top candidates to convert to greater giving. This three-month program helps retain and upgrade donors who already love you, in time to meet fiscal year-end targets, and prepare for better results in the next year. Deliverables include:
Spreadsheet report of screening with summary
Analytic report showing wealth screening and giving history
Up to 50 profiles of best candidates for significant upgrades
SMART Way™ Donor Moves and Other Performance Expectations
Track fundraising progress by following the donor’s journey. This approach works for major gifts, for grants, and for major corporate sponsorship. Donor Moves are consistent from one funder to the next. Development staff always know what to work toward next. Donor Moves define Key Performance Indicators, for reporting and analysis. You will learn:
The five-stage Donor Moves model
Adding Success Targets and Timelines to create KPI’s
How and why to track performance
Setting performance expectations and KPI’s in other areas of the development shop
SMART Way™ Pipeline Management and Continuous Improvement
One of the best disciplines of high-performing sales teams. The Pipeline reports on all data from Donor Moves and other internal sources, like funder retention, segmenting of funding base, and other critical insights. Use past performance to improve future performance, using the skills of Continuous Improvement like Root-Cause Analysis. A systematic approach to continuous growth in income generation. You will learn: