223: He’s Just Not that in to You: How to Convince Fundraisers to Let the Prospect Go

Track: Relationship Management

Session Number: 223
Date: Thu, Jul 27th, 2017
Time: 2:15 PM - 3:00 PM

Description:

This session will review one of the most common issues active prospect management shops encounter in supporting fundraisers: letting prospects go. Too often fundraisers are either tied emotionally to the prospect or let their competitive spirit convince themselves the prospect will eventually “come around”. This session will instruct attendees on how to know what prospects are ready for release from a portfolio, and when. Then we will identify the key phrases and habits to look for from the fundraiser when prospect hoarding is occurring and how to develop persuasive arguments on when and why to release a prospect; all while maintaining a strong and productive working relationship with the fundraiser. Real life examples will be used to illustrate the indicators found in prospect records and contact reports to help identify those that should be released. Additionally, actual scenarios, both positive and negative, will be discussed to assist with implementing these strategies in their shops.
Session Type: Breakout Session (45 minutes)

Primary Competency: RM:Competency 7: Portfolio Management
Secondary Competency: RM:Competency 13: Building Internal Relationships
Tertiary Competency: RM:Competency 6: Prospect Strategy
Intended Audience Level: Level I
Learning Objective #1: Attendees will have a depth of knowledge to adequately assess a prospect for indicators they should be released from a portfolio.
Learning Objective #2: Attendees will have the skill set needed to forge and maintain good working partnerships with fundraising staff.
Prerequisites: Active portfolio management or the intent to implement portfolio management soon.
Session Type: Breakout Session (45 minutes)

Primary Competency: RM:Competency 7: Portfolio Management
Secondary Competency: RM:Competency 13: Building Internal Relationships
Tertiary Competency: RM:Competency 6: Prospect Strategy
Intended Audience Level: Level I
Learning Objective #1: Attendees will have a depth of knowledge to adequately assess a prospect for indicators they should be released from a portfolio.
Learning Objective #2: Attendees will have the skill set needed to forge and maintain good working partnerships with fundraising staff.
Prerequisites: Active portfolio management or the intent to implement portfolio management soon.