Imagine: you have a donor with mega-capacity who’s been giving modestly over several years. Your prior personal outreach hasn’t yielded anything substantial, but they pick up the phone when you contact them for a routine qualification call. Through that one conversation, you learn that your organization is their top philanthropic priority, and they’re interested in meeting with your CEO.
I’m not speaking in hypotheticals—this was the recent experience of a Campbell & Company partner. Without persistent outreach and a structured qualification call program, that donor would not be in active cultivation right now.
I’ve previously written about the importance of identifying and qualifying major donors. In this article, I’m zeroing in on the qualification piece, introducing a sample structure for your qualification call program.