Does your shop talk about Moves? Do you use Raisers Edge to track and report on Moves? Do you have the Prospect Tab? Is wealth screening used and recorded in RE? Are solicitors assigned? Do solicitors have goals? Do you have a special campaign (capital or otherwise) in play right now? In planning?
Moves Management is the process of managing donor relationships. As David Dunlop, creator of the system, described it The moves concept focuses major gift fund raising on changing people's attitudes so they want to give. To do this, we take a series of initiatives or moves to develop each prospect's awareness of, knowledge of, interest in, involvement with, and commitment to the institution and its mission. Simply put, Moves Management involves planning the strategies you will employ to further a relationship with a donor and to, hopefully, reach the desired goal.
Transform a constituent through each of these phases thereby increasing their affinity to your organization: Suspect Prospect (Capacity and Propensity) Donor Life-long Donor Legacy Donor
BASIC MOVESADDITIONAL AS NEEDED Identification Qualification Cultivation Solicitation Stewardship Assignment Strategy Development Negotiation
Biographical Information Giving History Interests/Affinities Relationships Actions Prospect Tab
Gender Age Marital Status Educational Status Home Address Wealth Ratings Other Applicable
Frequency Recency Magnitude Diversity of Giving to Initiatives (AF, Special Events, Capital Campaign, etc.) Types of Support (Honored pledges, outright cash, gifts-in-kind) Trending
Alumni of Specific School Memberships Volunteerism Former Client Committee/Board Affiliation to Organization Expressed through survey Other as garnered through prospect management process of major gift officers
Assigned Solicitors Relationships to Organization Stakeholders (internal partners – natural partners) Family Members Professional Acquaintances Friends Business Affiliations – current and past
Arguably, every action a fundraising operation takes is designed to move someone along. Commonly, Action Types capture a myriad of information - some of which are redundant to the Action Category. Looking at a record's actions should inform one as to the essence of the "touches" made. Was this call/email/visit designed to cultivate? Steward? Solicit?
Actions are both historical records and assignments of future responsibilities. Action Type = Move Solicitor =One responsible for moving to gift Campaign/Fund/Proposal = Purpose of efforts Category reflects level of connection Complete/Status shows progress Action Tracks are available to mirror Moves
While the Prospect Tab is a nice feature to have, it is not required to initiate a Moves program. Ratings Financial Information Gifts to Other Organizations Classifications (can be an attribute) Prospect Status (can be an attribute) Proposals (the Ask; Solicitation move)
Proposals allow an organization to track much of the efforts surrounding the actual solicitation, its intent, projected and real success, etc.
A variety of custom reports can be produced utilizing this information. Here is just one example.
The above samples are merely that. Each organization must find a set of guiding policies that work best for it. By creating a data environment that incorporates Moves, one must translate intention into protocol and action into accountability. Using a consistent coding structure and operating protocols will allow the team to benchmark their progress and improve their effectiveness.
Dan Barney Barney & Associates Consulting Services 216.338.6072 firstname.lastname@example.org www.barneyacs.com (where you will quickly learn why we dont do websites)