Questions to ask clients

Grants and Sponsorships

Grants

• What grants do you already get?
• What is in your case for support?
• Are any of your sponsors donors banks?
• What companies are close to you (geographically)?
• Who do you know in the corporation? 
• Who will be writing the grant proposal? 
• Do you have access to database for grants?
• What are you trying to do and how much money do you need?
• Are you a registered charity? If not, do you have a partner charity who can receive your grant from a donation for you? 
• Does your organisation align with the corporations values?
• Do you have a budget? How much are you looking for?
• Do you have the resources to invest in the research and writing the proposal?
• How does this fit in with your other fundraising activities?
• Can you get a story from someone who has benefitted?
• Is this grant restricted?
• Sample of successes? 
• Who do you know? Do you know influential people?
• What else can you give besides money?
• Do you have a great proof-reader? 

Sponsors

• Do you have any major sponsors that will be a conflict with other brands?
• Have you done any benchmarking?
• What is in it for them? 
• What is your success ratio with grants and sponsorship proposal?
• What are the the deadlines for grants and sponsorships?
• What are the contact information for your grantors and sponsors?
• Is this something they are interested in?  
• Who are your suppliers? Are you approaching them? 
• Sample of media coverage? 

Direct Marketing Campaigns

Acquisition

• Have you done an acquisition campaign before?
• What worked, what didn't? 
• Do you have any new prospects to utilise in the campaign? 
• Who would you be writing to? 
• Are you open to trading your lists?
• Do you know any organizations that are similar to trade with?
• Do you have any people who have not given you a donation for the last 18 months from your donors list? How many? How long has it been? What have you done to renew them? 
• Are your supporters young? - don't want to do direct mail (look at other avenues)
• What funds do you have to spend on the DM campaign?
• What is the potential net income from the campaign?

House List

• How many times a year do you mail to them?
• What's the rate of return (ONLY on the House List)? Hard ask vs. soft ask
• What's the average donation?
• Do they use a gift array? Is it based on previous history? 
• Do you have a control package?
• Do you have an existing letter? Variations for different groups?
• What is your you:we ratio?
• How often do you update your list?

Packages

Envelope

• Is it eye-catching?
• Is there a teaser?
• Have you done any tests? 

Reply Envelope

• Is there a reply envelope in the package?
• Is it postage-paid?
• Does it have additional teasers? (Thank you, for more info contact...)

Reply Form

• Is there a reply form?
• Does it have pre-populated donor information?
• Does it have a barcode/code number? (large charities)
• Does it have an affirmation statement?
• Does it have a gift array?
• Does it have the charity's return address?
• Is there an option for monthly giving?
• Is the charity set up for monthly giving?
• Is there a check box for further contact? 

Letter

• Do they emphasize the good?
• How long is the letter?
• Do they ASK?
• Is there a story?
• Is there urgency?
• Is the a P.S.? 

Enclosure

Timing

• When do you send your letters?
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Special Events

• Do you have volunteers willing to work on it and sell tickets?
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Check list (and possible responses from clients)