What is intentional prospecting?

Dear Diary,

Intentionality is a verb defined as the process of aiming or planning to do something, similar to having the purpose or objective to act upon a decision. I am defining this word because it is important for us to have a shared understanding of how intent works and what it means.

In 2018, I wrote about sketching a prospect before research, as a way of helping researchers and fundraisers put together a framework on who their prospect could be, while knowing their goal. Today, I want to dive deeper into the process that occurs prior to sketching – the mental, emotional, and physical pre-work necessary to begin your search – this is intentional prospecting.

It requires time

Setting time aside to prospect is not the easiest task when there are multiple demands and projects; therefore, making time to prospect shows intentionality. It means that you are crafting a space and making the work a priority. For example, let’s say every Friday from 1-4 PM, your calendar is blocked off for prospecting, that is evidence of your effort and organized time.

You need approval

You need to approve your thought process regarding your work, and your team leader needs to approve your decision to dedicate your efforts to this work. Without personal approval, you may find it hard to set time aside and include what matters. And without the approval of your supervisor, your time and the significance of your efforts will not receive the appropriate level of safeguarding and flexibility. Both personal and institutional approval of what you intend to work on is important in order to execute a task.

Expectations are required

What are your real expectations for this work? Have you thought about what you want this to become, and the role of your research? It is time to ask all the questions, and note that when you say “I intend to do X,” you are also saying, “I intend to accomplish Y.”

Attitude check

How do you regard your efforts? Having a positive outlook on a project is great, especially if the project is your idea. But what if it’s a request, an ask that you do not believe in and have to bring to life. What happens to your attitude then?

If you are going to put your all into prospecting, which takes time,  then you should consider your attitude because it will affect your work.

Intention acknowledges biases

Intentional prospecting requires that you acknowledge what has been the norm, learn from its effects on dominant and marginalized social groups, and then aim to work towards inclusivity.

Intent to move past bias can be seen when a researcher creates a resource hub of lists filled with prospects of color in different industries, potential board members who are women and/or trans, disabled or indigenous leaders, and LGBTQ+ donors.

There are so many biases in Fundraising that have been consistently perpetuated and recirculated - until intent meets bias, to learn and be better.

Please note that even if you are not prospecting, and your work or focus is database management, frontline fundraising, or copywriting, the effort that you lead with and how you plan to achieve your goals matters and influences your outcomes, so think about how you are showing up to get things accomplished. This is intentionality. Land on your “why” and move forward with that.

Until next time, October 15th!