eTapestry Best Practices: The concept of Moves Management asserts that fundraisers need to manage a series of steps (or "moves") for each prospect. These steps, which vary depending on the individual prospect, will "move" from attention to interest to desire to give. The goal is to move prospects to giving everything they can to your organization.
To incorporate the concepts of Moves Management into eTapestry, you can add the Moves Management fields set. From the Management tab, click User Defined Fields. Under Defined Field Sets, click Add Defined Field Sets.
The list of standard Defined Field sets appears, including the Moves Management set. You can select which fields and/or relationships to create. Fields are then added to the Base category, and you can edit their values.
Each "move" represents a separate contact with the prospect. Contacts include, but are not limited to, email, phone calls, letters, faxes, face-to-face conversations, and planned events. Most moves represent cultivation steps where a direct solicitation does not occur. For example, if you sit next to a prospect at a dinner party and discuss community issues, one being the focus of your organization. You haven't directly asked the prospect for a donation at this point, but you have cultivated the relationship. The key is to make an impression on the prospect regarding your organization or a giving opportunity.
Moves Statuses fields include “milestones” assigned to a constituent to indicate their current status in the Moves Management process, such as Solicit, Cultivate, Qualify, Stewardship, and Inactive.
The Prospect Evaluation Grid, referred to as "PEG," plots prospects on a grid to measure their financial capability and current interest. Combining the two provides the PEG score, which you can use to rate prospects. Fields relating to the Prospect Evaluation Grid include:
Once you have determined who your major gift prospects are, the above codes can be used to classify them appropriately. You can then query, export, and report on these codes.
Note: Defined field categories can be collapsed when you first access the page. To expand the fields within each category, click the name of the category or the plus sign next to the category name. You can also click Show All Fields under Tasks.
There are three kinds of journal entries that are useful for tracking moves management initiatives: contacts, notes, and calendar events.
The objective of the initiative process is to map the steps you will take to move your prospect from awareness to commitment in simple terms over a period of months. It might start with a center of influence or secondary partner simply mentioning that he or she is very involved with your organization and is interested in your work. These contacts should be added via the relationship page for the prospect and will grow in both frequency and intensity over time. As many contacts and partners should be involved as is practical.
For example, here's how you would create a sample initiative for a constituent:
Repeat this process for all initiatives you would like to track. All of these entries show in the journal page of the constituent's account, which allows you to track the invitation, notes, and event information regarding this initiative.
A constituent in the Moves Management process will have several key relationships with people related or supportive of your organization. These relationships are coded in eTapestry as a center of influence, primary natural partner, or secondary natural partner. Tracking these relationships is vital to acquiring a major gift.
These fields will be added to the relationship types and are used to classify types of relationships between your solicitors and constituents.
There are several ways within eTapestry you can report on information regarding your moves management accounts. Please refer to the eTapestry help for specific information regarding each of these options.