This blog focuses on the world of prospect research and various related fundraising topics. Today, we’re happy to welcome a contribution from Amy Eisenstein, ACFRE, regarding the recent report, Mastering Major Gifts. Please enjoy!
Major Gift Study Shows Prospect Research Matters
Did you ever stop to ask yourself, “Does prospect research really matter? And, is it worth the cost?”
A new study of more than 660 small and mid-sized nonprofit organizations says YES!
Answers are revealed in the results of a new research project – click here to download the free report.
One of the key findings was the importance of your major gifts pipeline, and who is in it. To put it another way, having too many first time, prospective donors can be harmful (in the short term) to your bottom line.
New Donors Cost Money
To be more exact, for every additional new, prospective donor in a major gift pipeline, it was costing an organization, on average, $300.
In other words, new donor acquisition is an investment. And, if you’re going to be making the investment, you want to do so carefully and with the right prospects.
That’s where donor research comes in.
Cultivating Existing Donors Matters
The study also showed that every additional subsequent donor in a major gifts pipeline (i.e., working with your existing major gift donors) resulted in an additional $2,200 in major gifts.
The average prospect list for survey participants was around 20 people, so picking the right 20 is an important task. Prospect research will help you determine exactly which individuals belong in your pipeline at any given time.
Prospect research helps inform your decisions about who goes into your major gifts pipeline, which could mean the difference between securing major gifts or not.
We’d like to thank DonorSearch for being a valuable partner to the nonprofit sector in conducting this important research.
How have you used prospect research to fill your pipeline and secure major gifts? Let us know how.
Amy Eisenstein, ACFRE, has been a development professional and fundraising consultant for more than 15 years. Recognized as a leading expert in her field, she’s helped small and large nonprofits alike raise millions of dollars through major gift and capital campaigns, board development, annual fund campaigns, direct mail, and planned gift solicitations. Amy’s primary mission is to make nonprofit development simple. She helps you clear away the complexity and raise funds much more effectively.