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Dan BarneyBarney & Associates Consulting Services
Quick Survey Moves Management Definition Specific Moves Raiser’s Edge Structure Reporting Establishing Protocols Shameless Plug
Does your shop talk about Moves? Do you use Raiser’s 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)DonorLife-long Donor Legacy Donor
BASIC MOVES ADDITIONAL 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 = MoveSolicitor =One responsible for moving to giftCampaign/Fund/Proposal = Purpose of effortsCategory reflects level of connectionComplete/Status shows progressAction 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.
RatingsFinancial InformationGifts to Other OrganizationsClassifications (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.
Reports on Solicitor by Proposal Status
Solicitor Names
Solicitor Names
Solicitor Names
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 BarneyBarney & Associates Consulting Services
216.338.6072
(where you will quickly learn why we don’t do websites)
