Consultancy Needed - Middle Donor & Stewardship

Service Corporation International · ID

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Statement of Work (SOW) External Collaborator – Middle Donor & Stewardship Specialist

Background

Save the Children Indonesia is establishing a Middle Donor Programme to strengthen donor retention, increase individual donor lifetime value, and create a structured pathway for existing individual donors to progress into higher-value donor segments.

The consultancy will focus on developing a structured Move Management Programme by leveraging the existing donor database, identifying qualified Middle Donor prospects, and building the necessary strategies, tools, and operational framework to support sustainable programme implementation.

Objective

The objective of this consultancy is to establish the foundation of the Middle Donor Programme by:

• Conducting donor prospect research using the existing donor database. 
• Developing a structured Moves Management framework. 
• Developing fundraising forecasts and revenue projections. 
• Creating stewardship strategies and donor journeys. 
• Developing communication plans and content.  
• Designing middle donor upgrade strategy. 
• Preparing operational documentation and recommendations for programme sustainability. 

Scope of Work

Mid-Level Giving Programme Design

The consultant shall:

• Develop the Middle Donor Programme Framework. 
• Define programme objectives and success indicators. 
• Develop donor qualification criteria. 
• Recommend stewardship service levels. 
• Prepare programme implementation roadmap. 

Deliverables

• Middle Donor Programme Framework 
• Programme Roadmap 
• Donor Qualification Criteria 
• Service Level Framework 

Donor Prospect Research & Portfolio Development

The consultant shall:

• Conduct donor prospect research using the existing donor database. 
• Analyze donor behaviour, giving history, donation frequency, average gift, engagement level, and other relevant indicators. 
• Develop donor scoring methodology. 
• Identify prospective middle donors. 
• Recommend donor prioritization. 

Deliverables

• Prospect Research Report 
• Middle Donor Matrix
• Prioritization

3. Move Management Framework

The consultant shall develop a structured Move Management Programme covering:

• Identification 
• Qualification 
• Cultivation 
• Solicitation 
• Upgrade 
• Stewardship 

The consultant will also recommend movement criteria between each stage.

Deliverables

• Move Management Framework 
• Move Management Workflow 
• Move Management Guidelines 
• Movement Criteria 

4. Pipeline Management & Fundraising Forecast

The consultant shall:

• Develop middle donor pipeline. 
• Estimate fundraising potential. 
• Develop revenue forecasting methodology. 
• Recommend donor portfolio targets. 
• Design monitoring dashboards. 

Deliverables

• Middle donor Pipeline 
• Monthly Forecast Template 
• Revenue Projection 
• Portfolio Dashboard 
• KPI Framework 

5. Stewardship Strategy & Donor Journey

The consultant shall:

• Design an end-to-end middle donor journey. 
• Develop stewardship touchpoints. 
• Recommend personalized engagement strategies. 
• Develop stewardship standards. 

Deliverables

• Donor Journey Map 
• Stewardship Framework 
• Stewardship Calendar 
• Engagement Matrix 

6. Communication Planning & Content Development

The consultant shall:

• Develop Middle Donor Communication Plan. 
• Develop communication calendar. 
• Produce communication assets. 

Content includes:

• Welcome Journey 
• Thank You Journey 
• Upgrade Journey 
• Stewardship Updates 
• Impact Stories 
• Year-End Giving
• Emergency Response 
• Email Templates 
• WhatsApp Templates 
• Phone Scripts 

Deliverables

• Communication Plan 
• Communication Calendar 
• Content Toolkit 
• Communication Templates 

7. Upgrade Strategy

The consultant shall:

• Identify upgrade opportunities from the existing donor database. 
• Develop middle donor upgrade methodology. 
• Design upgrade propositions. 
• Recommend implementation approach. 

Deliverables

• Middle Donor Upgrade Strategy 
• Upgrade Segmentation 
• Upgrade Communication Flow 
• Upgrade Monitoring Framework 

8. Documentation & Knowledge Transfer

The consultant shall:

• Develop SOPs. 
• Prepare operational guidelines. 
• Develop reporting templates. 
• Conduct knowledge transfer sessions. 

Deliverables

• SOP 
• Playbook 
• Toolkit 
• Reporting Templates 
• Final Consultancy Report.

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