Once you move past the identification stage of a Major Gift’s relationship, you want to create a ‘potential pledge’ in order to record and maintain the type of gift, the potential value, the potential closure date, the current likelihood and other key performance indicators. In Salesforce this is done by creating opportunities.
The Opportunity structure in Salesforce is very customisable and is frequently modified to satisfy not only the needs of individual organisations but the individual needs of different areas within the organisation. For example, the Opportunity Structure for the Bequests team is often very different to the Opportunity Structures for the Major Gifts team and different again for the Corporate Gifts team.
Once again, the specific implementation in your Salesforce org will be slightly different to what you will see here. But still, the processes will be similar, and you should see your Salesforce administrator for specific details on how your organisation uses opportunities.
There are few different ways in which an Opportunity can be created. You can open a Contact or Account record and use the Add Opportunity button or from the Opportunities tab you can select New Opportunity.
You’ll usually be presented with a New Opportunity menu from which you can select the type of opportunity you wish to create.
In this example, you can see there are different Opportunity types, Gift in Wills, Corporate Giving, an Estate, Grants and Major Gifts as well as a number of others. Each of these may have a different layout, but let’s have a look at an example.
In this example, we’ll create a New Opportunity for a Grant.
As you can see, it has general fields like the Account Name, Primary Campaign Source, the Amount, Closed Date, Probability and more.
If also has Grant-specific fields.
If we’ll look at a different example now, a Gift in Wills Opportunity.
As you can see, this Opportunity lay out is very similar but not the same as the previous example. Have a look at those bequest-specific fields that it provides, for example Date of Death, Acknowledgement Status and Date.
Once again, your organisations’ various opportunity screens may differ again. Please refer to your system administrator for details on the specifics on how Salesforce Opportunities have been implemented for your Major Gifts program.