Use Moves Management to build relationships with elected officials

Building close relationships with elected officials is the only way organizations can get government support. Although relationship building is tough, non-profits can use “moves management,” a proven relationship-building methodology, to get results.

The philanthropy world has figured out relationship management.  Good fundraisers don’t usually cold call complete strangers to ask for $10,000.  They expend time and energy to get to know donors before asking for money.

Most successful fundraisers use "moves management," a methodology developed by David Dunlop, retired senior development officer at Cornell University.  Dunlop designed his fundraising program to change “people's attitudes so they want to give.” 

Dunlop explains, "We take a series of initiatives or moves to develop each prospect's awareness of, knowledge of, interest in, involvement with, and commitment to the institution and its mission."

Non-profits can use the same methodology to build relationships with elected officials for both funding and policy. With a few modifications, this can become the model for a good government relations program.

The steps in Moves Management for Government Relations are:

•  Identification: Choosing which elected officials can get the best results

• Discovery: Researching each elected official to better understand "what makes them tick"

• Cultivation: Taking steps to build a relationship before asking them to do something on your behalf

• Solicitation: Formally asking the elected official to take action

• Stewardship: Showing your appreciation and maintaining support for your organization

Over the next few posts, we’ll cover each step in the moves management process and explain how you can use them to build your advocacy program.