|
|
To access the archived articles, and other tutorials
in Grants Mentor, you must be a GrantStation member.
Collecting this information will help you develop
impressive and top-rate proposals. Make sure you keep
these files up-to-date, because using old information
can truly harm your chances of securing a grant.
|
| |
by Linda Lysakowski, ACFRE
The Planning Study: External Assessment
Part Seven
Once the organization has determined it is internally ready
to run a capital campaign the next step is doing an external
assessment of whether the community is willing and able to
support the project.
The planning study is the most common way an organization
assesses its community’s ability and willingness to
support the campaign. Sometime called the feasibility study,
the planning study helps the organization determine if the
key factors for success are present—sufficient leadership
gifts, key community leaders willing to serve in leadership
roles in the campaign, and a compelling case for support.
The planning study should always be done by outside counsel.
Interviewees will generally be reluctant to speak frankly
to a representative of the organization about its case. Also,
a professional experienced in studies will need to analyze
the data and provide objective recommendations. Organizations
who have a limited budget should consider outside counsel
for the study, even if they feel they could run the campaign
themselves.
Once a consultant is engaged to do the study, that consultant
will work with the organization to determine who are they
key players that will be interviewed during the study. In
most cases, anywhere from 35 to 50 people will be interviewed.
Sometimes it will be necessary to interview more people due
to the size or scope of the campaign. Occasionally a study
will involve fewer interviews if the goal is very small. Interviewing
the right people is more important than the number of interviews.
Generally a list of about 75 to 100 people is developed by
the organization and then the consultant and the steering
committee will review that list and sort the names by categories
A, B, and C, with the A list being those who it is essential
to interview, the B list those who should be interviewed,
and the C list those who could be interviewed.
Some categories of people who should be interviewed include:
- Top donors to the organization
- Potential major donors to the organization
- Key board members
- Key staff people
- Community leaders
- Key volunteers
- Political leaders, especially if it is anticipated that
there will be government support of the project
Once the list of interviewees has been developed, letters
are sent first to the A List, and then interviews are scheduled
with those people. These are followed by the B list and then
the C list, if necessary, to complete the number of interviews
needed. Be aware, however, that this list is fluid. Often
during the interview process, new names will surface that
had not been on any of the previous lists, but have been identified
by interviewees as someone that would have the interest and
ability to make a major gift to the campaign.
Interviews may be scheduled by the organization or by the
consultant, depending on the terms of the contract. It is
generally best to have a person who has some familiarity and
influence with the interviewee schedule the interview. While
most major donors and community leaders are familiar with
the process and usually agree to interviews, it is sometimes
difficult to get into their busy schedules.
The person scheduling the interview needs to be creative
and persistent in making calls, sometimes calling early in
the morning before the “gatekeeper” answers the
phone, or if the organization has access to the person’s
cell number, this can also be effective.
Once the interview is scheduled, a confirmation letter is
generally sent along with the preliminary case statement so
the interviewee has an opportunity to familiarize himself
or herself with the case before the consultant arrives for
the interview. In general, consultants will want to interview
people in their own homes or offices, as there are often clues
about the person’s ability and interests in their surroundings.
And most people are more likely to talk more freely when they
feel they are in control of the situation.
During the interviews, the consultant will be asking interviewees
their opinion on the organization itself, the strength of
the case, their propensity to make a major gift, their willingness
to serve in a leadership role in the campaign, and their suggestions
for other donors and/or volunteers to the campaign.
The consultants will then prepare a report for the organization’s
leadership outlining the qualitative and quantitative responses
to the questions asked, and their recommendation for moving
forward with a campaign, along with a proposed time schedule
for the campaign. If the consultant recommends that the organization
is not ready for a campaign, they will provide recommendations
on what the organization needs to do to better prepare itself
for a campaign.
top
|
