Incorporating Disqualification into Your Prospect ...

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1. Step 1: Clarify Your Organization’s Definition of “Disqualification” “Keep in mind that a disqualified status can change, so incorporate systems for reviewing disqualified prospects periodically.” Three personalized touchpoints within six months with no response

   In Data decay and refresh cycles

2. Three personalized touchpoints within six months with no response “Despite research, the organization has no viable contact information nor identifiable connections to the prospect” The prospect states that your organization is not a philanthropic priority

   In Disqualification criteria

3. Despite research, the organization has no viable contact information nor identifiable connections to the prospect “The prospect states that your organization is not a philanthropic priority” The prospect is not likely to make a major gift to your organization within the next 18–24 months

   In Disqualification criteria

4. The prospect declines a major gift solicitation, or responds to a solicitation with a gift that is lower than your organization’s major gift/managed prospect threshold “The prospect asks to be removed from all mailing lists and asks not to be contacted by the organization” It can be hard to let go of some prospects, but remember: prospect portfolio management is an exercise in prioritization. Disqualifying prospects and removing them from your portfolio creates room for you to add and qualify new prospects.

   In Disqualification criteria

5. Step 2: Complete Outreach, Record Activity, and Review Regularly “To maintain a consistent relationship with donors over time and across your organization, record and monitor all activity resulting in prospect disqualification.” Ensure prospect outreach activity is recordedin a way that allows the data to be easily exported from the database into a report(along with donor visits, proposals, and gift closes). Pull reports monthly or quarterly to identify scenarios where quantitative disqualification criteria has been met (e.g., no response to three personalized touchpoints in six months).

   In Disqualification reason taxonomy

6. Ensure prospect outreach activity is recordedin a way that allows the data to be easily exported from the database into a report(along with donor visits, proposals, and gift closes). Pull reports monthly or quarterly to identify scenarios where quantitative disqualification criteria has been met (e.g., no response to three personalized touchpoints in six months). “Email chains and meeting notes provide important evidence and context for qualitative disqualification (e.g., “Mrs. Jones shared that while she was happy to make a gift to our organization, she did so in honor of Josie and does not intend to make any future gifts.”)” Step 3: Stay in Touch, Passively

   In Disqualification signals