The Advisor Account Map · Fundraise Up Agency Partner Program

This is not a territory plan and it is not a forecast. It is two questions asked about each of your clients, and a shortlist of four at the end of it. Twenty minutes with your partner manager, once, and then you go back to doing your job, with four names in your head instead of thirty.

You never have to send us your client list Your client list is your agency's asset, and asking for it would be the fastest way to end this conversation. Crossbeam already tells us where our two account bases overlap without either side sharing a file, we bring that list to you, you tell us which of those you personally hold. If your agency does not use it, you score your own sheet privately and tell us only the four names you want help with. Both routes end in the same place.

The map

Two numbers, four quadrants, one instruction each

Fit runs across, relationship runs up. Below is a real-shaped book of six clients already plotted: each dot is one client account, and the colour is the verdict. How you score the two numbers is further down; the scoring exists to put dots on this chart and nothing else.

Relationship strength 0 → 4

Keep listeningFit 0–4 · Rel 3–4 Start hereFit 5–10 · Rel 3–4 Not this quarterFit 0–4 · Rel 0–2 Warm it firstFit 5–10 · Rel 0–2 1 2 3 4 5 6

Client fit 0 → 10

Start here: ask on your next call Warm it first: you need an introduction Keep listening: no trigger yet

Fit 5–10 · Rel 3–4

Start here

Ask question one on your next scheduled call. Not a new meeting, not a follow-up email, the call already in your calendar. These are the four you leave the session with.

Fit 5–10 · Rel 0–2

Warm it first

The problem is real and you cannot get to the person who owns it. The next step is the introduction, not the question, from your colleague who holds the account, or a reason to be in the room.

Fit 0–4 · Rel 3–4

Keep listening

The access is real, the trigger is not, yet. You will be the first person to hear it if it comes. No action beyond the one you already take: keep the card in front of you.

Fit 0–4 · Rel 0–2

Not this quarter

No signal and no access. Nothing here is worth your time, and pretending otherwise is how account plans become fiction. Re-score next quarter.

The scoring

Where the two numbers come from

Both are scored from what you already know. No research required: if you have to look something up, score it zero and move on.

Axis 1 · Client fit / 0–10

Four signals. What makes a client worth the question.

Signal	What you are checking	Pts
Legacy giving platform	Donations still run through a built-in CRM form, an older platform, or a website plugin nobody owns.The single strongest predictor. A platform already in place is a decision that can be revisited; a nonprofit with no online giving at all is a much longer road.	3
Flat giving, growing list	Audience, traffic or email list is up, and online revenue is not.This is Signal 1 on the trigger card. If you have heard it this year, score it.	3
Grant or government exposure	They have lost funding, or a large share of their budget sits with one funder.Individual giving has to carry weight it has not carried before, and the board already knows it.	2
Peak-season strain	Giving Tuesday or year-end is a scramble every single year.Recurring, predictable pain with an internal owner who is tired of it.	2

Axis 2 · Relationship strength / 0–4

Be honest here rather than generous. A high-fit client you cannot reach is a worse use of the quarter than a moderate-fit client who takes your call.

Level	What it means	Score
Trusted advisor	They call you before they decide things. You are in the room for the budget conversation.	4
Direct access	You could get the executive director or development lead on a call this week if you asked.	3
Referral access	You work with someone who can introduce you internally to the person who decides.	2
Email only	You correspond, you deliver, you are not consulted.	1
No real access	The account runs through someone else at your agency.	0

Worked

The six dots, written out

Ten minutes, illustrative. Three you can act on yourself and one you need an introduction into, that is your four. Note number 4, the arts council: a near-perfect fit you still cannot move alone. That is the map doing its job.

	Client	What you already know	Fit	Rel.	Verdict
1	Regional food bank	Donation form built into their CRM. Email list up 30% this year, giving flat. You sit in their quarterly planning.	6	4	Start here
2	Youth mentoring charity	Lost a multi-year government contract in the spring. Old platform. You have never met the ED, you report to a program manager.	5	1	Warm it first
3	Animal rescue network	Giving Tuesday broke their site two years running. Legacy plugin. Their development lead texts you.	5	4	Start here
4	Arts council	Heavy grant exposure, a tired year-end process, still on the donation plugin you built them. The account sits with a colleague in another practice.	7	0	Warm it first
5	Hospital foundation	Replatformed eighteen months ago and it is working. Year-end is still a scramble. You are their first call on everything.	2	4	Keep listening
6	Community housing trust	Growing list, flat online giving, funding concentrated in two grants, donation page unchanged since 2019. You run their quarterly review.	8	3	Start here

The output

Four names, and what you do with them

Not a plan. A shortlist and one instruction each.

Four, because one is luck and ten is a project. Four is the number an advisor can hold in their head across a normal quarter without a reminder, a dashboard or a nudge from us, and if all four come back with nothing, that tells us more about the play than any completion rate would. Your partner manager keeps the same four in front of them, and that is the entire agenda of the fifteen minutes. These are the four clients I'd ask question one. Here's the one I need an introduction into.

Fundraise Up Agency Partner Program · Working session · 1:1 · Companion to the trigger card Illustrative partner-facing artifact prepared by Anton Silaev for interview purposes