Qualifying Major Gift Prospects in the Field

Virtual Seminar Replay
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Presenter: Andrew Brown

Session Description
Once prospect research has identified and rated new prospective donors, fundraising staff must take action to actually field qualify and confirm the viability of those prospects. Qualification includes affirming the prospect’s relationship to and feelings about the organization, their interest in being involved as a volunteer or donor, and their financial ability to make a major gift. In this session, a successful field officer relays his experiences and techniques for reviewing newly identified prospects, making cold calls, getting the appointment and quickly evaluating and qualifying prospects. Discuss how the insights gained from field qualification efforts can be incorporated into the research profile and moves management system and how fundraisers and researchers work together in this important early stage of fundraising.

Speaker Biography
Andrew Brown is Director of Advancement at The Hill School in Pennsylvania. Before joining The Hill School, he was responsible for major gifts fundraising and worked closely with Research Department as an advisor on privately held businesses and as a liaison to front line fundraisers at Brown. He has also served as a finance and valuation consultant to middle-market, privately-held businesses, working primarily with entrepreneurs and wealthy families. He holds a bachelor's degree from the University of California, Berkeley and a juris doctorate from the University of Minnesota Law School. Brown has also completed the American Society of Appraiser’s training in business valuation.