Prospect Meeting Goals and Format

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Vanessa Treus
Vanessa Treus ✭
Ancient Membership Photogenic First Reply
in Blackbaud Raiser's Edge NXT®: General Discussion
Hello everyone!



I have recently moved into a role where I am in charge of setting up-hosting prospect meetings.  We have been trying for the past few months, but I feel like I have yet to land on a structure that is beneficial to all.  What are some formats anyone else who leads or attends prosect meetings can share? What sorts of topics are discussed, and how can I help my prospect managers be more engaged in the meeting?



Thanks!
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  • Sharla Donohue
    Sharla Donohue ✭
    Tenth Anniversary Facilitator 1 Photogenic
    Some topics that we regularly discussed at Prospect Meetings were:
    • Prospect Id and Assignment - I would bring a short list of prospects that I had identified as MG prospects. We would discuss, see if anyone had any natural connection or linkage and assign for discovery.
    • Proposal Pipeline - Status update on outstanding proposals; identify actions to move proposals and cultivation efforts forward
    • Peer Screening - Discuss prospect list and strategies for peer screening with Board
    • Success stories - Actually, a great way to start a meeting is to report on successes, whether it's the closure or a large gift or landing a meeting with a hard-to-reach prospect
    • Strategy review - In my experience, some groups have been more proprietary than others and are unwilling to share or ask for advice. But some groups might readily bring prospect strategies to the rest of the team for input and advice. It may be especially helpful for newer MGOs.
    Make sure you have an agenda and a reasonable time limit. You could also talk to the MGOs one-on-one and ask them what would be helpful for them. And then solicit feedback again after trying out a format for a few meetings.
  • Vanessa Treus
    Vanessa Treus ✭
    Ancient Membership Photogenic First Reply
    Thank you so much for your reply! What is peer screening? Also, how in-depth is your research on the prospects you bring to the meeting for asssignment? I struggle with what is my job in terms of how much I find out about them and what is the prospect manager's job.  Do you have any resources you wouldn't mind sharing that are helpful when conducting research?

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