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CFRE Intensive Exam Questions and Answers
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CFRE Intensive Exam Questions and Answers
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CFRE IntensiveWhat is LAI? How does it relate to prospect research? - Answer -LAI: linkage, ability, interest
LAI is the basis of properly qualifying prospects. The most suitable prospect that an org can have is when
all 3 aspects of LAI are present.
Out of the 3, interest is the most important factor when qualifying your prospect.
How does research ensure appropriate resource allocation? - Answer -Research is the bedrock on which
fundraising campaigns are built.
- the basis for creating development, cultivation, and solicitation plans
- allows staff/volunteers to focus efforts on prospects who can provide the most impact
- helps in planning on how to use volunteers
- allocates resources to the most promising prospects
What are the 5 sources of information about prospects? - Answer -1. Personal contacts
2. Participation records
3. Public information
4. Peers/advisors/experts
5. Publications/reports
,What are the components of a prospect profile? - Answer -- complete contact information
- biographical data
- giving history
- business history
- cultivation/solicitation contact records
- publicly available giving information from other orgs
- sources of info (peer screening)
- general and specific interests
How does research support planning? - Answer -- research helps you discover what you need to know to
plan and implement campaigns/products/services
- helps evaluate the campaigns when results are compares with wants and needs
- it supports modifying plans and strategies as conditions change
What donor information do you need to track? - Answer -- restricted and unrestricted funds
- the date and amount of gifts
- giving levels to ensure donors are recognized
- history and status
Why is Rosso's concentric circle so useful? - Answer -- It helps you narrow down the list of prospective
donors
- Sets priorities
- Defines a strong list of targeted audiences
- Figures out how to reach them
Define prospecting. - Answer -The systematic acquisition and recording of data that forms the basis for
establishing, maintaining, and expanding the long-term gift relationship, with the ultimate goal of
converting donors into major gift donors
What are the 7 points of constituency development? - Answer -1. Identify fundable projects
,2. Match prospects to projects
3. Conduct thorough, realistic research (based on the org's needs and resources)
4. Conduct cumulative , ongoing research (keep it current)
5. Conduct organized research (tracking solicitation and cultivation efforts)
6. Conduct research ethically and confidentially
7. Conduct research with the involvement of prospects
What is cultivation? What is stewardship? - Answer -Cultivation: a series of activities to maintain and
deepen relationships and engagement with donors, prospective donors, and volunteers
Stewardship:
- The process of accepting and managing resources that have been entrusted to the org through
philanthropy.
- It is an ongoing process of saying thank you, expressing appreciation, giving attention, providing info,
and welcoming feedback (all in the way a donor would like
- An organizational plan for how gifts will be used in accordance with donor wishes and how that use will
be reported back to the donor
List the steps in creating a cultivation plan. - Answer -1. Identify constituent groups
2. Undertake prospect research
3. Determine LAI
4. Determine the best relationship to make the connection
5. Outline a moves management plan
What does segmenting and rating prospects mean? Provide examples. - Answer -Segmenting: segment
prospects according to the likelihood they give to different campaigns
Example: first-time donors are likely to give to the annual giving campaign
Rating: the prospect's level of interest in the org and giving capacity
Example: materials found on a prospect puts him in the giving capacity of $300,000
, What is the critical balance? - Answer -Development professionals must find ways to balance the needs
of the community with the interests and needs of donors and the needs of the org
List prospect donor research 101 on page 74 of AEF. - Answer -Determine LAI
- major donors: establish close relationships
- annual donors: see who may be ready to move up the donor pyramid
- board: all board members are expected to contribute
- peer screening: ask board and volunteer leaders to see if they know information about a potential
donor
- build prospective donor profiles
Give some key points for ethics in prospect donor research (page 82 of AEF). - Answer -- donors have the
right to be informed of the org's mission and intended use of donations and to be confident that the org
will carry out the intended work
- orgs need to be accountable and transparent
- donor info should be confidential, accurate, and relevant
- info should be restricted only to those that need to know
What is prospect research (page 29 of EX 2020)? - Answer -- ongoing
- selective
- confidential
- accurate
- personal
- relevant
List the donor rating's best practices (page 30 of EX 2020). - Answer -- part of the ongoing evaluation of
your donor base
- typically done by staff and separately by volunteers in order to validate findings
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