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Sample Test Question
Answers and Rationales
llueslion: I
tuntent*-!rep; ne$lio1sh.in
fiildjna lasfi A
The MOST impodont step in the process of setting up
donor reseorch progromme
A.
B,
C.
D,
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is
o prospective
to;
design stondordlsed profit formots ond trocking reports.
creote procedures for o centrolfiling system of poper documents.
set torgets for the number of prospective donors to be identified,
esioblish confidentioliiy ond ethics policies,
Answer ralionale lor Oueslion
I
Ihe coruect answer is D:
When beginning to estoblish o
prospective donor reseorch process,
fundroisers con become bogged
down in the detoils ond excitement of
getting o progromme up ond running
thot importont principles ond
elements con be missed, The is the
best onswer becouse it estoblishes
solid policies regording ethics ond
confidentiolity thot will govern every
ospect of the reseorch process,
importont to o successful dotobose;
however, these elements ore octuolly
port of the initiol dotobose design, not
the reseorch process, ond they ore
orguobly not the most impodont step.
Answer B is not coreol.
con eosily be eliminoted
becouse most donor records ore now
This onswer
stored electronicolly,
Answer G is not Gorrecl.
onswer moy olso seem ottroctive
ot first glonce, but the end torget gool
should not drive the meons for setting
up the reseorch process,
This
Answer A is not correct.
o deceptively ottroctive onswer
becouse these elements ore
This is
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How to Prepare For The Certilied Fund Raising Executiue Credential
48
Setting Standords in Philanthropg
rs
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0ueslion:2
Gontent Area: Relationship Building, Task B
::.)
,
,
:
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:
Which ospect of on orgonisotion's history is MOST often effectively
,sed in oppeoling to donors?
A. The externol foctors thot impocted the orgonisotion.
B. The identity of the orgonisotion's chief executive officers,
C, The inougurotion of vorious deportments or new services,
D,
The role
of mojor donors in developing the current strengths of the
orgonisotion.
il
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a:
Answer ralionale lor Oueslion 2
D:
lhe conecl answel is
The long ierm strength of
chorities is the humon link between
their mojor donors ond the
progrommes ond services they hove
suppofied on beholf of the
community, By telling the personol
most
relotionships,
orgonisotions con instil pride ond
confidence in the true sociol volue of
philonthropy, provide role models for
' others to get involved, ond
' demonstrote the losting impoct ihot
I individuolgiffs con moke,
'
,
histories of these
t
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Answer A is not Gorect.
inftuenced by exomptes to which
they con relote personolly,
Answer B is not correct.
Fundroising is donor-centred. While
the identity of on orgonisotion's chief
executive officers builds confidence
in its leodership, donors ore
motivoted more by their own sociol
ond emotionol needs ond by the
exomples of other donors,
I
Answet C is not GoIleGt.
lnouguroting new orgonisoiionol
services ond deportments ore
legitimote couse for celebrotion but
.Whiletheexternolfoctorsinfluencingtheyorenotportofthehistory'
, on orgonisotion's history ore importont HoweveL it is when these
ltneydonotoftenoddresstheneedsinougurotionsorelinkedtoihe
I ond motivotions of individuol donors: histories of other donors ond
, the need to belong, the need to
volunteers, who mode such
' moke o difference, the need to feel exponsions possible, thot they
,, opplecioted, Donors ore more
become effective fundroising tools,
:
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How to Prepare For The Certified Fund Roising Executioe Credentiol
CFRE,rt'
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Question:3
Gontent Atea: Uolunleel lnvoluement, Ias[ A
An individuol is the first fundroiser of on orgonisotion with no
volunteer fundroising structure. To set up the structure, the individuol
should:
*
A,
B.
C,
select members from the existing boord, ond stori io recruit them,
osk for interested persons to volunteer, by publicising the need.
osk the CEO to identify people, ond immediotely recruit the CEO's
D,
selections.
toke the time to identify potentiolvolunteers for ihe orgonisotion,
ond then recruit them.
x
*
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Answs ralionale lot Oueslion 3
I
Ihe correct ansurer is D:
The fundroising portnership is defined
os o cooperotive ond coordinoted
orrongement in which stoff, boord
<rnd volunteers work together to
ensure on orgonisotion's success.
Finding, troining ond supporting
volunteer fundroisers is o key port of
thot process. This is coordinoted by
the professionol fundroiser, who is
responsible for oll functions of the
fundroising office,
Answer A is not corueBt.
The principol responsibility of boord
members is for the leodership ond
governonce of the orgonisotion ond
the stewordship of mojor ond plonned
giving donors. Professionol fundroisers
need to recruit new volunteers to
meet other orgonisotionol needs,
Answer B is not correcl.
Publicly osking for volunteers risks
ottrocting individuols with either the
wrong skills or the wrong motivotions.
Toking the time to recruit volunteers
with the right skills ond bockground
will improve orgonisotionol success
ond public profile,
Answer C is not Golrect.
Acting directly on the CEO's direci
recommendotion moy or moy not
result in the best volunteer
condidotes for the iob, Drowing up
o coreful profile of the desired
volunteer skills ond ottributes, ond o
cleor description of duties, will
improve condidote selection,
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How to Prepore For The Certified Fund Raising Executiue Credential
50
Setting Stondards fu Philanthroltg
+..+
Queslion:4
Gonlent Area: Uoluntes lnuoluemenl, Iask A
*
Which of the following is the BEST volunteer recruitment source for o
plonned giving / bequest progromme?
I
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A, Clients ond porticiponts in post ond current progrommes,
B. Users of orgonisotionol services,
C, Members, clients ond/or olumni,
D. Boord members, mojor donors, ond finonciol professionols,
t
$
3
t
Answer rationale lor Queslion: 4
Ihe correct answer is D:
Volunteers recruited for on
orgonisotion's plonned giving /
bequest progromme need to be both
highly committed to the orgonisotion
ond copoble of promoting some of
the more complex ospects of
plonned gifts, Boord members ond
mojor donors represent the most
experienced volunteers on
orgonisotion con drow upon, ond the
ones most likely to moke o plonned
giftthemselves, Finonciol
professionols offer the necessory tox
ond insuronce expertise to ossist
donors in understonding their best
giving options,
Answer B is not corect.
Plonned giving ond bequests
often represent the ultimote level
of giving on individuol con moke
to on orgonisotion. Subscribing to,
or simply using, on orgonisotion's
services does not normolly imply
this level of commitmeni,
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Answer G is not colrect.
Agoin, this cotegory is very brood
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ond does not represent the depth
of knowledge or commitment thot
plonned giving / bequest
volunteers ideolly should hove.
Answer A is not corect.
While there moy be some potentiol
plonned giving i bequest volunteers
within this cotegory, the cotegory is
too brood ond unspecific to be
helpful in identifying them.
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How to Prepore For The Certified Fund Raising Executiue Credential
5l
CFRE,"
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Ouestion:5
Contenl Area: Gurenl and Prospectiue Bonor Reseatch, Task B
&
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a
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ln setting up o fundroising progromme focused on foundotions for
o new orgonisotion, the FIRST step is to:
?
A,
B,
C,
moke oppointments for key volunteers to meet with foundotion
boord members.
moke on oppointment for the chief executive office to meet with
foundotion heods,
coll on oll foundotions previously deolt with to let them know of the
NEW COUSE.
D, reseorch foundotions
thot give to similor orgonisotions, ond follow up,
Answer rationale lor Queslion: 5
ftr
ry
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lhe conecl answer is D:
Sefiing up o progromme involves
identifying foundotions most likely to
be interested in, ond copoble ol
funding your orgonisotion's proposed
needs, The key to this is coreful
reseorch, This is the best onswer
becouse it is bosed on the octuol
experience of other orgonisotions
similor to your own ond it ollows you
to focus your reseorch in o procticol
"first" storling point.
Answel A is not collect.
Answer A is premoture becouse
it
the
volunteer
before
been
osks volunteer solicitors for
orgonisotion to meet with
foundotion boord members
ony bockground reseorch hos
cornpleted to oscertoin whether or
not there is either ony compotible
interest or finonciol copocity to give,
Answer B is nol correct.
on oppropriote step to toke
ofter your initiol reseorch hos been
completed ond o cose-bosed
proposol hos been creoted; it is,
however, not the first siep,
This is
Answel G is nol correcl.
Item C con eosily be eliminoted
becouse the new orgonisoiion is not
likely be of interest to ollthe
orgonisotions previously deolt with.
This "scotter gun" opprooch with
foundotions con be very time
consuming ond is usuolly only
effective by chonce.
t:i}
-{ }How to Prcpore For The Certified Fund Raising Executiue Credentiol
5)
*&
Ouestion:6
Gontenl Area: Curenl and Prospectiue Donor Research, Iask
The MOST successful
B
method of roising funds from foundotions
is
to
submit:
A,
B.
C.
:
D.
proposols for multi-yeor funding to reduce odministrotive burden on
the foundotion.
requests for gronts to foundotions operoting in the some geogrophic
oreo os the orgonisotion,
requests to foundoiions whose interests ond finonciol doto identify
them os prospective donors,
o letler of inquiry before o formol proposol is prepored for the
foundotion,
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Arsurs rationale lor Question 6
tr
Ihe eorrect answer is C:
Most foundotions ore inundoted with
requests for funding ond tend to olign
their giving decisions with their
choritoble mission ond finonciol
copocity, Determining whether your
proposolfolls within their oreo of
interesi ond finonciol copocity ore two
importont determinonts of potentiol
success, For exomple, submitting o
copitol building request to o
foundotion thot primorily supporfs
environmentol couses, or requesting o
$.l0,000 gront when the previous
moximum foundotion gronts hove
been $2,500, will not likely be
commitments of the outset, Knowing
thot o foundotion is interested in your
cose for support ond hos the finonciol
copocity to support you for o single
yeor necessorily precedes o multiyeor request.
Answer B is not coilect.
con be eliminoted
becouse, with the exception of rore
exomples (such os smollcommunitybosed foundotions which only support
locol initiotives), geogrophy is not
normolly the determining foctor in
whether your couse is o good fit for o
porticulor foundotion,
This onswer
I
successful.
Answer 0 is nol Gorect.
Answer A is not Gorleol.
Multi-yeor proposols moy seem
odministrotively ottroctive; however,
mony foundotions rely on fluctuoting
onnuol investment returns ond ore
reluctont to commit to longer term
Sending o letter of inquiry prior to
sending o formol proposol is o good
strotegy in deoling with foundotions;
but this octivity in itself will not roise ony
funds ond therefore would not be o
successful fundroising method,
*F
How to Prepore For The Certified Fund Roising Execrtiue Credentiol
53
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0ueslion:7
Gontent Atea: Management,Iask
G
An onolysis of the bosic doto (porticiponts, income, ond expense)
from o direct moil solicitotion hos been completed. ln order
determine the key performonce meosurements ond effectively
evoluote the direct moilprogromme, you will need to
to
exomine
the:
A.
B,
C,
:
.
',
i
ifi size,
ciza net
nat income,
innnma
percent porticipotion, overoge gift
overoge cost
per gift, cost of fundroising, ond return,
hierorchy of gifts os compored io gift totol, ond gift totol os
compored to roted potentiol,
budget income projections os compored to octuol income from the
direct moil progromme,
D.performonceofthisyeor,sdirectmoildonorsoScomporedtolost
yeor's donors who did not give this
yeor,
,
1
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Ansurer rationale lor Question 7
i?'1-
Ihe conect answer is A:
These six criticol meosurements will
not only ollow you to ossess the
performonce of your moiling, they
will ollow you to moke objective
comporisons to future moilings, Ihe
number of returns ond the relotive
percentoge of oudience
Answer B is not colrect.
While gifttotol is on importont meosure,
the "hierorchy of gifts" ond their "roted
potentiol" ore not Common
meosurements in direct moil,
AnSWef G iS nOt C0lleGl.
Budgets ore o
doy{o doy foct of
porticipon1sbothmeosuretheorgonisotionol|ife;however,theyore
sUCcessfulpenetrotionofthenormollybosedonfiscolprojections
,
oudience,
cost
return
ond
expressed
The
o
o
moiling within its torget
The rotio between the overoll
of fundroising ond the net
ofter these costs ore deducted
meosure cost effectiveness,
this con be individuolly
oS the overoge cost per gift.
overoge gift iize con be both
meosurement of success ond
weolth indicotor,
How to Prepare For The Certified Fund Raising Executioe Credential
ond, os such, ore not objective
meosurement tools for direct moil
progrommes,
AnSWef D iS nOt G0ffeBl.
Comporing direct moildonors from yeor
to yeor is o usefulexercise in
determining donor ottrition potterns, but
this represents only one performonce
meosuremeni for direct moil
progrommes,
54
Oueslion:8
Before beginning to write the cose for support for on upcoming
compoign, it is MOSI importont to:
A.
B.
C.
D.
ocquire on understonding of the vorious donor torgef morkets.
budget on odequote omount for design, writing, printing, ond
disseminotion.
obtoin on outline opproved by the key people of the orgonisotion,
design the piece with the other cunent orgonisotionol printed
moteriol in mind.
Answs rationale lor Ouestion
r#
tltr
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Ihe conect answel is A:
Professionolfundroising is bosed on
relotionship buildlng. Wthout
ocquiring o bosic understonding of
the torget morkets being
opprooched, voluoble time ond efforl
moy be misdirected or ineffective,
The cose for support speoks to the
orgonisotion's key torget oudiences
ond its preporotion logicolly begins
with the ocquisition of o better
understonding of whot the interests,
predispositions, ond motivotions within
these morkets might be when it
comes io moking o gift to your couse,
By using volid morket informotion to
develop your cose stotement, you will
be more successful in your oppeols.
Answer B is not Golrect.
Understonding your torget morkets
precedes wrifing, ond writing ond
editing necessorily precedes design
ond production, While circumstonce
might require you to budget unknown
costs for writing ond produciion in
odvonce, onswer A is inherently more
importont thon onswer B in the context
of developing o cose for support for
on upcoming compoign,
Answer G is not coreot.
informotion moy be helpful in
compiling the orgonisotion's own
gools ond directions, but is does not
necessorily reflect the views ond
expectotions of the torget donors you
hope to opprooch. Torgeted donor
informotion needs to be ocquired
objectively ond directly,
This
Answer D is not Golrect.
The design ond production of the
printed piece con proceed only ofter
it its content hos been written,
Designing it to fit other existing printed
moteriols moy or moy not be suitoble
depending on its content, originolity,
desired impoct, overlopping torget
oudiences, etc,
_{
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How to Prepore For The Certified Fund Roising Executiue Credential
55
CFRE,,
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Question:9
A person is the fundroiser for o new not-for-profit orgonisotion, Now
thot the first fundroising compoign hos produced donors, one of
the primory responsibiliiies of the fundroising office is to retoin the
donors so thot they will continue giving, The BEST course of oction
to occomplish this is to:
A. recognise the donors publicly of events.
B. include the donors in upgrode efforts such os donor clubs.
C, invite new donors to contribute to other projects thoi need funds.
D, ploce the donors on the orgonisotion's moiling list.
Answer ralionale lor Oueslion
r4
ng
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lhe corect ansurct is B:
The best opportunities to retoin
their
them
for
,
"
.
,
,
:r
"
,
,
,
i
i
donors ond to encouroge
renewed giving is to give
incentives to renew their support
your couse in woys thot ore personol
ond meoningful, Donor clubs
provide o sense of belonging to o
choriioble orgonisotion os well
providing creotive opportunities
upgrode levels of giving. lt hos
estimoted thot 40-60/" of donors
renew their gifts if osked, ond
significont number will increose
giving levelthrough o donor
*
Answer A is not correct.
help
os
to
been
will
o
their
club,
+
.
,
G is not Golrect.
lnviiing new donors is olso on
imporl'ont fundroising octivity;
however, the question specificolly
refers to the best course of oction to
retoin existing donors "so thot they
will continue giving."
Answer
importont
Public recognition is on
port of retoining donors, but
recognition olone will not retoin o
donor's willingness to give ogoin,
Hou, to Prepore For The Certified Fund Raising Executiue Credentiol
Answer D is not Golrsot.
Plocing donors on the orgonisotion's
moiling list to ensure they receive
updoted moilings willgenerote
some response but will not likely
result in the best response becouse
it is indirect ond impersonol, Donor
clubs ollow the individuolto select
individuol opportunities ond giving
strotegies thot ore toilored to their
personol needs ond volues,
56
Setting Standards in Philanthtol:y
Queslion: l0
Gonlenl Area: Gurrent and Prospecliue
4
llonu Reseatch, Iask
The process of estoblishing the finonciol ronge of gifts thot
will reosonobly consider is referred to os:
Z
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D
6
i
o donor
4
fr
A.
roting.
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B.
determinotion,
&
(-.
reseorch.
cultivoting.
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D.
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Answer rationale lor 0uestion
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lhe correct answer is A:
Roting is the term used to describe
the process, through reseorch ond
diologue, of moving o prospect into
the reolm of being oble to moke
reosonoble recommendotions
regording copocity ond potentiol for
moking o cedoin sized gift, Roting
prospects is impodont both in
identifying their individuol oreos of
personol offinity for specific projects,
os well o relotive gift size,
Answer B is not GoreGl.
term could eosily be eliminoted
meoning hos no direct
opplicotion in fundroising,
This
os its
Answer G is not correct.
ociivity is o key component thot
supports roting but "reseorch" con
involve mony more ospects thon
simply estoblishing the finonciol ronge
of gifts, including providing
informotion on personol bockground,
educotion, donor history, professionol
ond community octivities, etc.
This
Answer D is nol GoreGI.
"Cultivoting" is olso o legitimote
fundroising term but refers to the
process of mointoining personol
contoct ond engoging the direct
involvement of the donor in your
orgonisotion's octivities to build
greoter oworeness ond loyolty,
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How to Prepore For The Certified Fund Rriising Executiue Credenlial
CFRE't\'
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Ouestion: l1
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:
At o celebrotory compoign dinner for donors, the newly hired
ossistont director of fundrqising for the EYZ orgonisotion is osked to
sit next to o long time donor, Not hoving seen biogrophicol
informotion oheod of time, ond not knowing the individuol, the
tundroising professionol's BEST course would be to guide the
conversotion to the donor's:
A. fomily ond personoltopics.
B, other philonthropic interests,
C, interest in the compoign,
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involvement in the orglonisotion,
Ansurer ralionale lor Oueslion 11
0:
lhe COrteCt ansurel iS
Stewordship is the ethicol core
monogement of the tongible
intongible ossets of o
orgonisotion, especiolly the
mointenonce of its long time donor
relotionships, ln the obsence of
briefing informotion, the
professionol con engoge the
In discussion on common
tfrot will ollow him or her to
r-nore obout the donor's involvemenl
onO the interests ond volues
motivote it, Such understonding
involuoble to on orgonisotion ond
give the professionol on opportunity
ond
ond
non-profit
ony
donor
ground
leorn
thot
is
will
to ocknowledge the donor's
contributions in person, oddress ony
fundroising
misunderstondings or clorify
informotion,
ir
,,
Answer A is not correct.
the obsence of ony bockground
informotion, which the long stonding
In
donor would expect the professionol
fundroiser io know focusing on
fomily or personoltopics moy reveol
the emborrossing lock of
preporotion,
Answer B is not Gorect.
The best time to deepen
o donor's
feeling for your orgonisotion is when
you ore meeting in person to
celebrote the very commitment thot
donors moke to your couse.
Focusing the conversotion on "other
philonthiopic interests" diffuses ihot
opportunity,
Answer C is not Gorect.
onswer is closer, but is nonowly
focused on one compoign ond runs
ihe risk thot the long time donor moy
not be involved with, or not like, the
compoign in question, Asking obout
involvement in the orgonisotion is o
sofer opprooch.
This
c-ra,
-{ }Hour fo Prepore For The Certified Fund Raising Executioe Credential
58
Setting Standards in Philanthropy
tts}
lluestion:12
Gonlenl Area: Managemenl,Iask A
Effective strotegic plonning for on orgonisotion must initiolly
include:
A.
B.
C.
D.
hiring o consultont os the orgonisotion's plonning process monoger,
engoging key stokeholders in the plonning process,
determining the orgonisotion's direction, mission, ond vision,
conducting morket reseorch to ossess potentiol opportunities.
Answer rationale lor (luestion12
x
Ihe corect ansurer is B:
Engoging key stokeholders eorly in
the plonning process generotes
understonding ond ownership, ond
builds loyolty ond occepionce of the
mission ond vision. From o
fundroising perspective, involving key
constituents from the storl is criticol,
since donors who understond ond
ore engoged in developing the
strotegic direction of on orgonisotion
will likely become donors,
Answer A is not correct.
Although it is importont to hove o
plonning process monoger io guide
the plonning process, prepore
meeting ogendos, communicotion
moteriols, ensure thot odvonce
moteriols ore ovoiloble, ond prepore
meeting summories, it is not
necessory thot o consultont be hired,
While some orgonisotions use o
consuliont mony orgonisotions use
the CEO or other stoff persons for this
role.
Answer C is not corleol.
The process of strotegic plonning
determines the orgonisotion's
direction, mission, ond vision. Thot is
the end result of strotegic plonning,
not on initiolstep or presumption ot
the stort, Consequently, involving
stokeholders in the plonning process
comes first.
Answer D is not Goreot.
Some stokeholders should olso hove
on octive role in reviewing morket
reseorch to help moke decisions
regording potentiol opportunities, ond
in some coses they moy provide
importont informotion to odd to the
reseorch, Thus, once ogoin, involving
sfokeholders in the plonning process
comes first,
#
How to Prepare For The Certified Fund Roising Executioe Credentiol
59
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0ueslion:13
Gonlent Area: Curenl and Prospecliue llonor Reseatch,Iask B
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Foundotion prospects for on orgonisotion ore best identified by the
geogrophic scope of the foundotion, its gronting criterio, ond the
t
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foundotion's:
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A,
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B.
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C,
i
D,
boqrd.
previous giving record.
reseorch gronts of record,
copocity for gronts.
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Answer ralionale lor Queslion 13
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correct answer is B:
A foundotion's previous giving
record is on indicotor of its
propensity to give to on
orgonisotion, The giving record will
show whether it supports similor
orgonisotions ond provide insight to
the kinds of progrommes it funds.
Additionolly, knowing the size of giffs
the foundotion hos mode to other
orgonisotions will be helpful in
positioning your request,
Answer A is not correct.
Mony foundotions hove pollcies
discouroging direct contoct with
their boord, Where contoct is
permitted, knowing the boord moy
be helpful but only loter in the gront
process, ofter hoving estoblished
thot it supports your kind of
orgonisotion.
is not Gorecl.
ldentifying the fou ndotion's
reseorch gronts of record will not
initiolly be helpful if their funding
guidelines ond priorities do not
include your type of institution or
progrommes, lt is best to first
oscertoin whether the foundotion
gives to your kind of orgonisotion
ond is o vioble prospect for you.
Answer
G
Answer Il is not Gorrecl.
While knowing o foundotion's
copocity for gronts is on indicotor
of their obility to moke gronts,
once ogoin, it will not confirm thot
the foundotion's giving priorities
ore oligned with your orgonisotion
ond projects in need of funding.
*F
How to Prepore For The Certified Fund Raising Executiue Credentiol
60
Setting Standords in Philanthroptl
*tb
Queslion:14
Gontenl Ar-ea: Belalionship Building, Iask
A
-
When developing o comprehensive fundroising progromme, it is
importont to remember thot the individuol MOST responsible for
monoging the process of constituency development is the:
A.
B.
C.
D,
chief executive officer of the orgonisotion.
choirperson of the fundroising committee/foundotion boord,
choirperson of the orgonisotion's boord of trustees/directors,
fundroising executive of the orgonisotion,
Answer rationale lor Question 14
r::*r/
tH
Ihe correct ansuler is D:
lt is the professionolstoff's
responsibility to orticulote the
fundroising progromme in detoil ond
to plon ond conduct its overoll
operotion, Monoging relotionship
building is on operotionol funcfion,
which is oppropriotely monoged by
Answer B is not Golrecl.
While the choirperson of the
fundroising committeefoundotion
boord should hove fundroising os o
primory responsibility ond should be
involved in the process of
for fundroising, the formotion of o
:
plonning
,
plon ond monogement of
thefundroisingexecutiveofonprogrommesisostoffresponsibility.
orgonisotion,
i
G0llecl.
Answer A is not
Although the chief executive
of on orgonisotion spends o
officer
Answer G is not Gorreot.
Just os in onswer B, responsibilities
of
l
on orgonisotion's boord of directors
ond irustees, including the
significontomountoftimewithchoirperson,oretogivedirectionto
fundroising octivities, the fundroising
executive supports him or her in
function, Since the operotionol
of the fundroising progromme is
professionol stoff, ond constituency
developmeni is on
this
core
the
operotionol
the orgonisotion, determine policy,
ond provide ouireoch to the
community, lndividuol boord
members, including the boord choir,
do help corry out relotionship
building octivities but do not
.
function,itisoppropriotelymonogedmonogetheprocess.
by the fundroising executive,
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How to Prepare For The Certified Fund Raising Executioe Credentiol
6'
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Oueslion:15
Content Atea; Management,Iask
G
Morket segmentotion is best defined os:
A.
B,
C.
D.
geogrophicol boundories where the services ore offered,
submorkets or segments of the public.
determinotion of services for specific public sectors,
segmenting the public by oge groups.
Answet talionale lot Oueslion 15
,
ll
,
Answer
is nol Gorrect.
Ihe correct answer is B:
Morket segmentotion is dividing
your constituencies into distinct
subgroups, eoch of which hos
something in common, thereby
ollowing you to torget those you
wont to reoch,
the some reosons os A, C is not
correcl since it olso deols with the
institution's services, determining
which services to offer io specific
sectors, rother thon segmenting on
orgonisotion's constituencies,
Answer A is not Golreot.
It is not correct, since it deols
Answer D is not Goffecl.
Since it describes one woy of
with
G
For
the institution's services, determining dividing the morket but does not
define whot morket segmentoiion
which services to offer to specific
sectors ond where they ore offered,
rother thon segmenting
constituencies into subgroups,
is,
l
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6l
Setting Standords in Philonthropy
++
Oueslion: l6
Gonlent Area: Relalionship Building,Iask A
As
A,
B.
C.
D.
o generol rule, whot
is
the best woy to cultivote mojor gifis?
Appoint prospective donors to the boord,
Orgonise o series of events for prospective donors,
Develop informed repeot donors.
Think like on investor while developing the request.
Answs rationale lor Ouestion 16
Ihe correct answer is C:
The best mojor gift prospects ore
those with o present ond prior
relotionship with on orgonisotion,
including involvement ond o giving
history, ond estoblished contocts with
the orgonisotion's leoders, volunteers
ond stoff, Thus, the best woy to
cultivote mojor gifts is to develop
informed repeot donors.
Answer A is not correct.
Boord members ore usuolly selected
from o pool of individuols who hove
engogement with ond ore current
donors of on orgonisotion, ln
oddition, oppointments to the boord
ore mode for o number of other
importont reosons, including the skills
ond expertise they bring to the
orgonisotion.
Answet B is nol Goffeot.
Orgonising o series of events for
prospective donors con be steps in
mojor gift cultivotion, However, they
work best with individuols who
olrecrdy hove o history of
involvement ond giving with the
orgonisotion,
Answer D is not corect.
While thinking like on investor when
developing the request, moy be o
good woy to position mojor gift
proposols, it is not the best woy to
cultivote mojor gifts. Mojor gifts result
from donors who ore consistent
givers ond thot hove o high level of
involvement with the insiitution,
*.-F
How to Prepore Far The Certified Fund Raising Executiue Credential
63
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Queslion:17
Gontent Area: Relationship Building,Iask B
,
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When o donor wishes to moke o plonned gift / bequest to the
endowment fund, the fundroising officer should first:
A, offer to contoct the donor's finonciol orgonisotion ond odvisor.
B, explore whot the donor wishes to occomplish with the gift,
C, identify ond shore with the donor the orgonisotion's future needs,
D. introduce the donor to vorious plonned giving options,
Answer rationale lot 0uestion
l7
*
Ihe corect ansuret is: B
Fundroising officers thot ore successful
in roising mojor gifts recognise their
role os helping prospective donors
fulfill their gools ond ospirotions in
moking o gift, Thus, onswer B is
correct; the first step in this scenorio is
to discover whot the donor wishes to
occomplish with the gift,
Answer G is not GolrBGl.
While the fundroising officer moy hove
mony needs of the orgonisotion to
shore with the donor, the first step is
not to sell the orgonisotion's needs but
to first determine whot the donor
wonts. lt is most impodont to focus on
the donor's needs first,
Answer 0 is not colrect.
Answer A is not correcl.
Contocting the donor's finonciol
odvisor or orgonisotion moy be helpful
loter in the gift process, if the donor
deems it oppropriote, but it is not the
first step, ln mony coses, the donor
wonts consult with the odvisor himself
ond does not wish the fundroising
officer involved of oll,
the fundroising officer first
understonds ihe donor's needs ond
wishes, it would be premoture to shore
plonned giving / bequest options,
These ore usuolty developed ofter
understonding the donor's needs ond
finonciol situotion.
Unless
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How to Prepore For The Certified Fund Raising Executiue Credentiol
64
Setting Standods
h
Philanthroql
+Hl
,
0ueslion:18
Gonlent Atea: Curuenl and Prospecliue llonor Reseatch,Iask
The first step in developing
donors for o gift
A.
B,
C,
D.
is
B
o strotegy for opprooching prospective
to:
reseorch the chorocteristics of current donors,
evoluote results of former compoigns.
use direct moilto ottroci repeot donors.
set gools, strotegies, ond priorities,
&
g
x
tr
Answer rationale lor Question 18
x
6
x
Ihe corecl answer is A:
By reseorching the chorocteristics of
current donors, on orgonisotion con
develop o profile of their donors ond
identify those likely to give to your
orgonisotion. Reseorching your
current donors will provide insight into
their motivotions for giving, identify
their interest in your orgonisotion's
mission, ond is helpful in discovering
the common chorocteristics they
shore, Knowing this informotion is the
first step in developing strotegies for
gift solicitotions,
Answer G is not correot.
Using direct moilto ottroct repeot
donors is one of severolfundroising
vehicles thot con be used for soliciting
gifts, ln order to select on oppropriote
fundroising vehicle, however, you must
first know your donors' chorocteristics,
Answer D is not correct.
Similorly, in order to set gools,
stroiegies ond priorities, it is first
necessory to hove sufficient
informotion obout your donors; by
reseorching the chorocteristics of
current donors,
Answer B is not G011eGt.
Evoluoting results of former
compoigns, while helpful for
identifying giving trends, will not
provide knowledge to on individuol's
motivotion for giving,
*-F
How to Prepore For The Certified Fund Raising Executiue Credential
65
CFRE
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Ouestion: l9
Ggntent AJea:
hlunteet lmoluemenl,Ialk E ..
ihe outcome of working with volunteer leodership, it is
most importont for the stoff io:
To moximise
A.
B.
C.
D.
obtoin o list of likely prospects from volunteers,
prepore o detoiled job description for volunteers,
provide for effective use of volunteer time ond skills,
present o strong cose for support using volunteers.
Answer ralionale lor Oueslion 1g
W
I1i
lhe corect answer is C:
Volunteers ore only os effective os
stoff enoble them to be, By
respecting o volunteer's role with your
orgonisotion ond involving them in
meoningful octivities thot ore directly
reloted to your mission, you volidote
the time they spend with your
institution, People give their time ond
money to meet personol needs ond
fulfill their visions, They wont to
perform wellond moke o voluoble
contribution, Stoff must recognise this
ond olign volunteers' interests ond
skills with ihe orgonisotion's needs,
Answer A is not conecl.
While it moy be importont for the
development officer to obtoin o list
of prospects from volunteers,
porticipoting in fundroising moy not
be o primory motivotor for some
volunteers. Volunteers con be useful
to on orgonisotion in mony other
woys, including wiih strotegic
plonning, policy development, etc,
ln moximising your volunteer's
involvement, it is importont to olign
their skills with the right octivities.
*
t
a
Answer B is not Goruecl.
II
While B is on ottroctive onswer it is not
conect, lt is importont to hove job
descriptions for volunteers but it is
more importont thot o volunteer's
skills ore used oppropriotely ond thot
their time is used in woys they find
I!
productive ond meoningful,
Answu D is not Goreol.
A cose for support is useful for
recruiting volunteers. However, whot
motivotes volunteers to oction, is
knowing thot their involvement ond
work is moking o meoningful
contribution to the orgonisotion.
I
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How to Prepare For The Certified Funtl Roising Executiue Credential
66
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