Exploration is a time where you do as much research as you can about the potential partner. You want to learn as much about them including interests, giving history, and contact information. By the end of this step, you will have made contact and set up the first appointment. 


When you start researching the potential partner, you are trying to learn everything you would want to know to make that initial contact. 

  • Start with social media. Facebook is a great resource to learn about a person. This will also often provide information about their family, interests, as well as things they might be passionate about. 

  • LinkedIn allows you to learn more about their job title. This will allow you to get a rough idea of what their salary is. 

  • Contact your local Development staff. They can provide the past giving history to Cru if there is any. This could help show which areas of Cru they like to give (inclination). This could also help show their capacity in giving. We will dive more into capacity and inclination in the next step of the cycle. They might also be able to give you contact information. 

  • If the Development staff is not able to give you contact information, you may have to get creative. Whitepages can sometimes help out. If you were given their name as a referral, you can go back to the person who gave you their name for their contact information. 

It's good to take notes as you do your research. This document can be helpful to keep your information in order. 

Prospect Portrait Worksheet

Setting up the appointment

When you have done all of the research you think you can, and you feel prepared, it is time to make the call to set up the appointment. While this may be reminiscent of those dreaded cold calls from MPD, remember! You have done the research. Feel the fear and do it anyway! Here is a general map to help you through the conversation. 

  1. Start with introducing yourself and asking if they have 5 minutes to talk. 

  2. Find something in common. You could use this as an opportunity to thank them for previous donations to your ministry. 

  3. Dig a little deeper. Ask them how they first heard about Cru. What inspired their first gift? 

  4. Ask something of the partner. This is when you ask them for the appointment; more on this later. You can set it up as a "thank you" visit, or a visit to get opinions or advice about a ministry event. Always give them a second option to stay connected in the future to update them. 

  5. Establish a preferred contact method. Ask how they would preferred to be contact and ask for any missing contact information like email. 

  6. Confirm the next steps, including the when and where if an appointment was set up. Thank them for their time.

  7. When the phone call is finished, take notes on what you learned. Whether this is in a note on your phone contact for them, or on the Moves Management Document, these notes will help keep you refreshed for when you connect with the partner the next time. 

The When and Where

When you are thinking about where and when to have this appointment, there are a few things to keep in mind. 

  • Breakfast is best. It's budget friendly, has a simpler menu, and fewer cancellations. Lunch is also a good option. Avoid setting a dinner meeting.

  • Plan for a 1 hour meeting. 

  • Pick a neutral location. Avoid meeting at their home. Pick a restaurant that has lower noise so that you can easily hear each other. 

©2019 Cru. These materials cannot be duplicated in any form without the permission of James W. Dempsey, with the exception of worksheets and forms. None of these materials should be used for profit.