CFRE Exam: Relationship Building (Copy)
A written calendar of contacts that considers:
-Segments within donor base
-Frequency and Reach with which you'll contact each segment
-Type of communications you'll send
-Cost and Goals of each communication effort
Ask the question: What do that want? - ANS-Components of a Communications Plan
-Advancing orgs mission
-Developing stakeholders and partners in the mission
-Diversifying revenue streams
-Long-term flexibility and sustainability - ANS-Benefits of Fundraising Programs for Orgs.
-Advancing a personal purpose or mission
-Sense of belonging to larger cause or community
-Satisfaction of making a difference, joy of giving
-Tangible benefits (recognition, financial) - ANS-Benefits of Fundraising for the Donor:
-Investment for the future, key to continuing to build donor base
-Traditionally acquired through direct mail, or phone, or events, or digitally
(if peer-to-peer fundraising need to work to get the donor to an event, direct solicitation, etc.
Peer-to-peer is the best way!)
-Exchange or purchase lists
-Make sure it's highly focused!
-Sometime look at people who support other orgs. - ANS-Donor Acquisition strategies:
Fundraising makes Philanthropy possible
Philanthropy is giving or time and/or money
Fund development makes philanthropy possible by bringing together a particular cause and
donors and prospects who are willing to invest in the cause. - ANS-Relationship between
Philanthropy and Fundraising
educating everyone in your organization about the value of giving and making clear the valuable
role all constituents play in an organizations life. An essential component of civic engagement
and healthy community - ANS-What is creating a culture of philanthropy?
Everyone within the institution or organization, including recipients of services and their families,
and the board of directors or trustees, UNDERSTANDS, EMBRACES, AND ACTS ON his or her
, roles and responsibilities in philanthropy and stewardship in a collaborative and donor‐centric
manner. - ANS-Culture of Philanthropy
the process of gradually developing interest of an important prospective contribution through
exposure to institution, people, needs and plans to the point where a major gift is considered. -
ANS-What is the definition of cultivation?
adds prospects to donor base
helps move prospects to active and regular donors
aids in improving relationships
supports achieving the organization's mission. - ANS-What is the purpose of cultivation (4)
-development officer
-CEO
-board of directors
-community volunteers
-program leader - ANS-Who should you involve in developing the cultivation plan?
1. identify constituent groups
2. undertake prospect research
3. determine connection, capacity and capability
4. determine best relationship
5. outline moves management plan - ANS-What are the steps in creating a general cultivation
plan?
Research - prospecting - ANS-What is the first step of cultivation plan for organizations?
Inquire, Approach, Involve - letter of inquiry or call, determine appropriate and effective way to
cultivate like inviting decision maker to site for a visit, etc. - ANS-What is the second step of
cultivation plan for organizations?
Develop a Request - define a project or funding opportunitiy that matches the source of
funding's objectives with your mission - ANS-What is the third step of a cultivation plan for
organizations?
Solicit - send the proposal or make a call - ANS-What is the fourth step of a cultivation plan for
organizations?
Right Ask, Right Time, Right Person, Right Amount. - ANS-What are the four R's?
Follow through. Provide more information if necessary, offer more info if necessary, make
personal visit, keep funding source appropriately involved - ANS-What is the fifth step of a
cultivation plan for organizations?
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