1. How do you develop the interview list? Determining who to interview is one of the most critical functions of a robust feasibility study. Many firms simply interview an organization’s largest donors or a list of names provided by the organization. Because this simplified approach has the potential to overlook donors with capacity who could impact your campaign, we go beyond and lead our clients through a thorough qualification process.
We start by having our data analysts review your donor list with an eye for RFM—those donors who have given most recently, most frequently, and have made the largest gifts. Next, we run an electronic wealth screening of the top 1,000 prospective donors to determine who has the most capacity and propensity to give to the campaign. Usually, this process identifies your under-the-radar-donors—prospects who are giving far below their capacity.
We then assemble a peer review committee to analyze the final prospective list of interviewees and confidentially rate their potential as campaign donors.
2. How many people will be interviewed and is there a cost for additional interviews? There is a strong correlation between the number of interviews conducted and the accuracy of a campaign study’s financial goals and strategic recommendations. We also know that prospects who are interviewed during the study tend to make larger campaign gifts. For these reasons, the Winkler Group strives to interview as many prospective campaign lead donors as possible. We never charge extra for additional interviews because of their importance.
3. Which tasks are you responsible for as the client and which ones are the consultant’s responsibilities? There are many different feasibility study models; some consulting firms offer full-service, hands-on assistance while others simply assign tasks for the organization to complete with little oversight. There is no right model, just the one that fits your needs.