CFRE EVALUATION UPDATED EXAM QUESTIONS AND
ANSWERS SURE A+
✔✔2. Qualification - ✔✔Assign prospect to a Development Officer and assigning the
prospect
✔✔3. Strategy - ✔✔* Write plan of action
* Meet with team, incorporate input, potential ask amount
* Decide on whether to move forward
✔✔4. Cultivation - ✔✔* Longest stage
* Solicitor assigned if not staff person
* Develop plan of action
* document all steps
* communication is key between staff & solicitor
* department meetings
✔✔5. The Ask - ✔✔* Ask is made depending on the propensity and probability levels
* Ask amount should be reviewed by management for too high or too low
✔✔6. Negotiation / Agreement - ✔✔Acceptance
* Recorded with amount
* Letter of intent with signature & payment/schedule
* Terms noted and given to gift manager
* Signed LOI in file and copied to gift manager
* Gifts manager marks inactive after receipt of gift
Rejection:
* Renegotiate with the potential donor
* Resend the letter of intent
* Change to dropped if needed and mark inactive
✔✔7. Stewardship - ✔✔* Run a report including all dropped prospects and return to
stage one
* Stewardship after a determined amount of time and return to stage one
✔✔Q. A successful prospect management system is comprised of: - ✔✔1. Rating*
2. Priority
3. Accountabilty
4. Approach
5. Report
✔✔Time Table - ✔✔**FRing professionals reveal that 10% of their time is spent
soliciting major gift and 90% is spent on researching and developing strategies
,✔✔Majority - ✔✔1. Major gift FRers must spend the majority of their time with top
prospects.
2. Early in the process the FRer should rank the top and next tier prospects
✔✔Tracking - ✔✔A prospect management system should meet an NPOs current needs
and have the capacity to add new features and capacity as the NPO grows.
✔✔Benefits - ✔✔One of the most important benefits of prospect tracking systems is
preserving institutional history
✔✔Individualized - ✔✔Every prospective major donor ina prospective tracking system
needs an individualized prospect strategy plan that includes next steps and dates for
action
✔✔Electronic Screening - ✔✔Matching an organization's donor file against a number of
databases for biographical and financial information can help determine a prospective
donor's ability to give, attitudes toward causes and general interests.
✔✔Donor Surveys - ✔✔* Provide in depth perspective for planning
* May include written, telephone and/or personal interviews
✔✔What are the best Characteristics of Donor Groups (when developing a plan for
cultivation)? - ✔✔* age
* gender
* past giving trends
✔✔What can Surveys be helpful for? - ✔✔*Qualifying prospective donors.
* Determining donors preferred areas of interest
✔✔What are prospective donors for MGs best identified from? - ✔✔annual fund drives
✔✔What is the Best Strategy to prospect lists for an NPOs MG program? - ✔✔Peer
screening
✔✔In order to raise significant MGs, an NPO must first? - ✔✔identify natural partners.
✔✔Where does the most accurate prospective donor information come from? - ✔✔The
donors themselves
✔✔What is a prospect research program? - ✔✔the systemic, acquisition of information
to connect with current and prospective donors
✔✔What is the purpose of external prospect ratings? - ✔✔to accurately determine
whether an individual has the ability to donate
,✔✔what is a good indicator of success when evaluating whether a group of donors in
the DB might respond positively to a request for one the the largest gifts in the annual
fund gift chart? - ✔✔the number of years a donor has contributed
✔✔What is the MOST important outcome when conducting a prospect screening
session using volunteers? - ✔✔to determine the prospect's ability to give
✔✔When evaluating a NPOs DB for prospects for a planned gift, what are the best
indicators? - ✔✔consistent and older givers
✔✔When evaluating prospects for a PG program, what is the most critical indicator of a
donor's willingness to support in a more significant way? - ✔✔the number of years the
donor has participated
✔✔What is segmentation? - ✔✔target marketing which involves a number of factors to
narrow down potential prospects
✔✔What is the most important factor to consider in an analysis of the NPO's FR data? -
✔✔the 5 year giving history of potential donors to that NPO
✔✔SECURING THE GIFT
What are the primary characteristics of an effective annual giving (AG) program? - ✔✔1.
Acquire donors
2. Renew or retain donors
3. Maximize donor relationships
✔✔What are the components of a good annual fund? - ✔✔1. Personal touch
2. Prospect and donor interests
3. solid overall plan and a method for evaluating returns
4. research and good judgement
5. You are not your audience
✔✔What are the elements that can help determine the appropriate levels for annual
fund goals? - ✔✔1. Location on the organization
2. Age of the organization
3. Caliber of the constituency
4. Range of the institution's giving programs
5. Size and geography of he constituency
6. Previous FR success
7. Quality of the program and impact of services
8. State of the economy
9. Competing campaigns
10. Favorable or unfavorable publicity
, 11. **Size and quality of the NPOs prospect pool
✔✔What are the two main types of gift tables? - ✔✔1. predicated on math principles
that emphasize the need for a few donors to provide proportionally more of the goal
based on their ability to do so
2. a uniform expectation for all donors will prove to be generally unworkable
✔✔What is the function of a Gift Table? - ✔✔1. Indicates the number and size of the
various gifts to reach a goal
2. Serves as a reality test
3. Defines the goals that must be met in order for the campaign to succeed
4. establishes specific guidelines for volunteer to use in patterns of gift solicitation
5. a management tool
6. an evaluation tool
✔✔How do you set the annual fund goal? - ✔✔1. by the size and number of gifts
received the previous year
2. by size and number of gifts needed to achieve this year's goal
3. by size and number of gifts of the prospect pool
✔✔How do you set the annual fund goal (con't)? - ✔✔1. A determination of how many
of last year's donors can be upgrded.
2.Any programmatic efforts to strengthen the current effort
3. A decision as to the additional use of techniques might yield better than average
results
4. An acknowledgement of other FR programs such as a capital campaign and their
relative importance
✔✔Annual Fund Solicitation Calendar - ✔✔1. Most common vehicle to use when
creating an annual fund plan
2. Shows all efforts to be made, order, and dates
3. Follow up evaluation and measurement tools
4. Essential to gather info and vital to success
✔✔What are two sets of critical variables re quality of prospects? - ✔✔1. The prospect
pool
2. The FRing techniques
✔✔Who is in the current prospect pool? - ✔✔1. Current donors
2. Lapsed donors
3. Non donors
✔✔What are annual giving techniques? - ✔✔1. Direct mail
2. Telemarketing
3. Special Events
ANSWERS SURE A+
✔✔2. Qualification - ✔✔Assign prospect to a Development Officer and assigning the
prospect
✔✔3. Strategy - ✔✔* Write plan of action
* Meet with team, incorporate input, potential ask amount
* Decide on whether to move forward
✔✔4. Cultivation - ✔✔* Longest stage
* Solicitor assigned if not staff person
* Develop plan of action
* document all steps
* communication is key between staff & solicitor
* department meetings
✔✔5. The Ask - ✔✔* Ask is made depending on the propensity and probability levels
* Ask amount should be reviewed by management for too high or too low
✔✔6. Negotiation / Agreement - ✔✔Acceptance
* Recorded with amount
* Letter of intent with signature & payment/schedule
* Terms noted and given to gift manager
* Signed LOI in file and copied to gift manager
* Gifts manager marks inactive after receipt of gift
Rejection:
* Renegotiate with the potential donor
* Resend the letter of intent
* Change to dropped if needed and mark inactive
✔✔7. Stewardship - ✔✔* Run a report including all dropped prospects and return to
stage one
* Stewardship after a determined amount of time and return to stage one
✔✔Q. A successful prospect management system is comprised of: - ✔✔1. Rating*
2. Priority
3. Accountabilty
4. Approach
5. Report
✔✔Time Table - ✔✔**FRing professionals reveal that 10% of their time is spent
soliciting major gift and 90% is spent on researching and developing strategies
,✔✔Majority - ✔✔1. Major gift FRers must spend the majority of their time with top
prospects.
2. Early in the process the FRer should rank the top and next tier prospects
✔✔Tracking - ✔✔A prospect management system should meet an NPOs current needs
and have the capacity to add new features and capacity as the NPO grows.
✔✔Benefits - ✔✔One of the most important benefits of prospect tracking systems is
preserving institutional history
✔✔Individualized - ✔✔Every prospective major donor ina prospective tracking system
needs an individualized prospect strategy plan that includes next steps and dates for
action
✔✔Electronic Screening - ✔✔Matching an organization's donor file against a number of
databases for biographical and financial information can help determine a prospective
donor's ability to give, attitudes toward causes and general interests.
✔✔Donor Surveys - ✔✔* Provide in depth perspective for planning
* May include written, telephone and/or personal interviews
✔✔What are the best Characteristics of Donor Groups (when developing a plan for
cultivation)? - ✔✔* age
* gender
* past giving trends
✔✔What can Surveys be helpful for? - ✔✔*Qualifying prospective donors.
* Determining donors preferred areas of interest
✔✔What are prospective donors for MGs best identified from? - ✔✔annual fund drives
✔✔What is the Best Strategy to prospect lists for an NPOs MG program? - ✔✔Peer
screening
✔✔In order to raise significant MGs, an NPO must first? - ✔✔identify natural partners.
✔✔Where does the most accurate prospective donor information come from? - ✔✔The
donors themselves
✔✔What is a prospect research program? - ✔✔the systemic, acquisition of information
to connect with current and prospective donors
✔✔What is the purpose of external prospect ratings? - ✔✔to accurately determine
whether an individual has the ability to donate
,✔✔what is a good indicator of success when evaluating whether a group of donors in
the DB might respond positively to a request for one the the largest gifts in the annual
fund gift chart? - ✔✔the number of years a donor has contributed
✔✔What is the MOST important outcome when conducting a prospect screening
session using volunteers? - ✔✔to determine the prospect's ability to give
✔✔When evaluating a NPOs DB for prospects for a planned gift, what are the best
indicators? - ✔✔consistent and older givers
✔✔When evaluating prospects for a PG program, what is the most critical indicator of a
donor's willingness to support in a more significant way? - ✔✔the number of years the
donor has participated
✔✔What is segmentation? - ✔✔target marketing which involves a number of factors to
narrow down potential prospects
✔✔What is the most important factor to consider in an analysis of the NPO's FR data? -
✔✔the 5 year giving history of potential donors to that NPO
✔✔SECURING THE GIFT
What are the primary characteristics of an effective annual giving (AG) program? - ✔✔1.
Acquire donors
2. Renew or retain donors
3. Maximize donor relationships
✔✔What are the components of a good annual fund? - ✔✔1. Personal touch
2. Prospect and donor interests
3. solid overall plan and a method for evaluating returns
4. research and good judgement
5. You are not your audience
✔✔What are the elements that can help determine the appropriate levels for annual
fund goals? - ✔✔1. Location on the organization
2. Age of the organization
3. Caliber of the constituency
4. Range of the institution's giving programs
5. Size and geography of he constituency
6. Previous FR success
7. Quality of the program and impact of services
8. State of the economy
9. Competing campaigns
10. Favorable or unfavorable publicity
, 11. **Size and quality of the NPOs prospect pool
✔✔What are the two main types of gift tables? - ✔✔1. predicated on math principles
that emphasize the need for a few donors to provide proportionally more of the goal
based on their ability to do so
2. a uniform expectation for all donors will prove to be generally unworkable
✔✔What is the function of a Gift Table? - ✔✔1. Indicates the number and size of the
various gifts to reach a goal
2. Serves as a reality test
3. Defines the goals that must be met in order for the campaign to succeed
4. establishes specific guidelines for volunteer to use in patterns of gift solicitation
5. a management tool
6. an evaluation tool
✔✔How do you set the annual fund goal? - ✔✔1. by the size and number of gifts
received the previous year
2. by size and number of gifts needed to achieve this year's goal
3. by size and number of gifts of the prospect pool
✔✔How do you set the annual fund goal (con't)? - ✔✔1. A determination of how many
of last year's donors can be upgrded.
2.Any programmatic efforts to strengthen the current effort
3. A decision as to the additional use of techniques might yield better than average
results
4. An acknowledgement of other FR programs such as a capital campaign and their
relative importance
✔✔Annual Fund Solicitation Calendar - ✔✔1. Most common vehicle to use when
creating an annual fund plan
2. Shows all efforts to be made, order, and dates
3. Follow up evaluation and measurement tools
4. Essential to gather info and vital to success
✔✔What are two sets of critical variables re quality of prospects? - ✔✔1. The prospect
pool
2. The FRing techniques
✔✔Who is in the current prospect pool? - ✔✔1. Current donors
2. Lapsed donors
3. Non donors
✔✔What are annual giving techniques? - ✔✔1. Direct mail
2. Telemarketing
3. Special Events
