MMB's CFRE Donor Research | Complete Test Prep
Toolkit: Approved Solutions for Certification Success
2025/2026
Marketing - a formal definition - correct answer the process of gathering,
recording, and analyzing information pertaining to the marketing of goods
and services
Marketing - a simpler definition - correct answer the process of finding out
the wants and needs of current and potential markets
Roles of marketing in fundraising - correct answer communicate purpose
and activities, promote mission and case for support, encourage
participation in fundraising activities, encourage donations, communicate
fundraising results, advocate the case
Constituency - correct answer Consists of members, contributors (past
and present), participants (past and present), volunteers, people with
similar interests, and all people who have been involved in some way with
the org.
The Constituency Model --
(See diagram//Rossos Concentric Circles) - correct answer a series of
concentric circles (they share the same center) that graphically rep the
nature of an orgs constituency.
------------------------------------------------------
Center
(Board Management, Major Donors)
Ring 1 from Center
,(Volunteers, Employees, General Donors, Members, Clients, Others)
Ring 2 from center
(Former participants, Former Donors, Former Board Members)
Outermost Ring from Center
(People with similar interests)
Rosso's Concentric Circles - at the core - who are these primary
stakeholders? - correct answer Major Donors, Board, Management Staff
(these people have the responsibility to bring those in the outer circles
closer)
Rosso's Concentric Circles - outer circle - correct answer People with
similar interests
Indicators that identify trends and define characteristics - correct answer -
socioeconomic status
-giving history
-generation
-gender
-culture of constituency
Critical Factors for a Philanthropy-Friendly Environment - correct answer
donor-focused research... Targeted cases, constituents, methods...
Strategic communications... Stewardship - the most important of all
,The critical balance - correct answer Development professionals must find
a way to balance the needs of the community with the interests/needs of
donors and the needs of the organization
Environment - correct answer (Must evaluate environment of potential
constituency)
**consists of all social, political, economic, ethnic, and geographic forces
that impact constituency
A). COMPETITION is major ENVIRON Factor-- other orgs and other
interests erode time and available money
B). Rapid change in society
Constituency & Environment:
(Aspects for Fundraisers) - correct answer 1. Must know both in order to
market my organization
2. Research effort required to learn as much as possible about each
3. Info must be constantly updated
4. Case can't be validated unless there is knowledge about the
ENVIRONMENT & understanding of CONSTITUENCY
5. Mastering techniques for building & sustaining a constituency with an
ever changing environment are keys for achieving institutional readiness
(7) Points of Constituency Development - correct answer 1. Identify
fundable projects --part of orgs strategic plan & objectives
2. Match prospects to projects (Rosso's Model)
3. Conduct thorough, realistic research based on the orgs needs &
resources
, 4. Conduct cumulative, ongoing research--keep prospect info current!
5. Conduct organized research to enable the development and tracking of
cultivation and solicitation strategies
6. Conduct research ethically and confidentially following ethical standards
to manage info
7. Identify opportunities to involve prospects --Key to prospect willingness
to provide financial support; research provides clues to the type of
cultivation and volunteer opportunities most likely to get prospect involved
Key activities in fundraising - correct answer research, marketing,
relationships, ethics & accountability
Prospecting: the definition - correct answer The systematic acquisition
and recording of data that forms the basis for establishing, maintaining, and
expanding the long-term gift relationship, with the ultimate goal of
converting donors into major gift donors (looking for the fundraising gold!)
Research supports fundraising by - correct answer identifying
stakeholders and potential donors, providing info about stakeholders,
ensuring appropriate resource allocation, planning, evaluation, rating
stakeholders for relationship building and service priorities
Relationships - correct answer the heart of fundraising
Relationships support fundraising by - correct answer adding prospects
and developing them into active/regular donors, support other types of
contributions, engage stakeholders in the organization, integrate with
research and marketing, allow getting to know prospects and interests,
support stewardship
Toolkit: Approved Solutions for Certification Success
2025/2026
Marketing - a formal definition - correct answer the process of gathering,
recording, and analyzing information pertaining to the marketing of goods
and services
Marketing - a simpler definition - correct answer the process of finding out
the wants and needs of current and potential markets
Roles of marketing in fundraising - correct answer communicate purpose
and activities, promote mission and case for support, encourage
participation in fundraising activities, encourage donations, communicate
fundraising results, advocate the case
Constituency - correct answer Consists of members, contributors (past
and present), participants (past and present), volunteers, people with
similar interests, and all people who have been involved in some way with
the org.
The Constituency Model --
(See diagram//Rossos Concentric Circles) - correct answer a series of
concentric circles (they share the same center) that graphically rep the
nature of an orgs constituency.
------------------------------------------------------
Center
(Board Management, Major Donors)
Ring 1 from Center
,(Volunteers, Employees, General Donors, Members, Clients, Others)
Ring 2 from center
(Former participants, Former Donors, Former Board Members)
Outermost Ring from Center
(People with similar interests)
Rosso's Concentric Circles - at the core - who are these primary
stakeholders? - correct answer Major Donors, Board, Management Staff
(these people have the responsibility to bring those in the outer circles
closer)
Rosso's Concentric Circles - outer circle - correct answer People with
similar interests
Indicators that identify trends and define characteristics - correct answer -
socioeconomic status
-giving history
-generation
-gender
-culture of constituency
Critical Factors for a Philanthropy-Friendly Environment - correct answer
donor-focused research... Targeted cases, constituents, methods...
Strategic communications... Stewardship - the most important of all
,The critical balance - correct answer Development professionals must find
a way to balance the needs of the community with the interests/needs of
donors and the needs of the organization
Environment - correct answer (Must evaluate environment of potential
constituency)
**consists of all social, political, economic, ethnic, and geographic forces
that impact constituency
A). COMPETITION is major ENVIRON Factor-- other orgs and other
interests erode time and available money
B). Rapid change in society
Constituency & Environment:
(Aspects for Fundraisers) - correct answer 1. Must know both in order to
market my organization
2. Research effort required to learn as much as possible about each
3. Info must be constantly updated
4. Case can't be validated unless there is knowledge about the
ENVIRONMENT & understanding of CONSTITUENCY
5. Mastering techniques for building & sustaining a constituency with an
ever changing environment are keys for achieving institutional readiness
(7) Points of Constituency Development - correct answer 1. Identify
fundable projects --part of orgs strategic plan & objectives
2. Match prospects to projects (Rosso's Model)
3. Conduct thorough, realistic research based on the orgs needs &
resources
, 4. Conduct cumulative, ongoing research--keep prospect info current!
5. Conduct organized research to enable the development and tracking of
cultivation and solicitation strategies
6. Conduct research ethically and confidentially following ethical standards
to manage info
7. Identify opportunities to involve prospects --Key to prospect willingness
to provide financial support; research provides clues to the type of
cultivation and volunteer opportunities most likely to get prospect involved
Key activities in fundraising - correct answer research, marketing,
relationships, ethics & accountability
Prospecting: the definition - correct answer The systematic acquisition
and recording of data that forms the basis for establishing, maintaining, and
expanding the long-term gift relationship, with the ultimate goal of
converting donors into major gift donors (looking for the fundraising gold!)
Research supports fundraising by - correct answer identifying
stakeholders and potential donors, providing info about stakeholders,
ensuring appropriate resource allocation, planning, evaluation, rating
stakeholders for relationship building and service priorities
Relationships - correct answer the heart of fundraising
Relationships support fundraising by - correct answer adding prospects
and developing them into active/regular donors, support other types of
contributions, engage stakeholders in the organization, integrate with
research and marketing, allow getting to know prospects and interests,
support stewardship
