Hi,
It strikes me this is a somewhat unusual way of working. It places extraordinary burden on prospect research. Have you considered having your database screened via Target Analytics, or Wealth Engine then teaching your gift officers how to read that scored data?
Nothing beats the discovery visit. Gift officers shouldn't need to rely on excessive research from prospect research in order to pick up the phone. They can read the data, make their best choice and call.
Prospect Research shouldn't be a gateway gifts officers have to pass through.
Deborah Brown
Associate Vice President
The Catholic University of America
Sent from my iPhone
> On Feb 4, 2019, at 12:07 PM, Skippy McGee <
theskippymcgee@GMAIL.COM> wrote:
>
> Hi,
>
> Is there any research out there (or first-hand experience) regarding
> gauging how much time a prospect researcher/manager (not the frontline
> fundraiser) should spend at each stage? For example, say prospects are
> tracked in four stages: Discover, Qualify, Cultivate, and Solicit. In
> the discovery stage, there are thousands of potential candidates. So,
> we guess that it takes 20 minutes on average to determine if someone
> is worth qualifying. Then, a development officer would schedule a call
> to determine if the person should be put into a more formal process -
> added to a portfolio. Let's say that takes 30 minutes for the
> researcher/manager to support the DO in the work. Then, the candidate
> is moved into cultivation. Let's say the research and prospect
> management staff needs 6-8 hours to support the DO as she manages the
> process until the prospect gives or is disqualified.
>
> Of course, these will vary with each situation, but there guidelines
> that could indicate how much time support staff should spend - for
> planning purposes and to evaluate performance?
>
> Thanks!