Advanced Research
202 Organizing With Intent: Managing Data With the Mission in Mind
Jon Thorsen, Director of Advancement Services, The Nature Conservancy
Thursday, August 21
8:30am – 10:00am
Creating data management protocols that tie back to the organizational mission and principles can have a profound impact on how we work with information. A values-based approach to data allows us to examine the implications of the information we manage, the reports we create, the training we provide and the expectations we create. This encourages us to ask what information we need, why we need it and what we’ll do with it once we have it.
212 Building and Utilizing a Researcher and Fundraiser Partnership
Elizabeth Dollhopf-Brown, Director, Prospect Analysis & Research, Marquette University
Holly Hamilton, Chief Advancement Information Officer, Marquette University
Thursday, August 21
10:30am – 12:00pm
Advancement researchers usually are well-placed to significantly impact the strategic and tactical direction of fundraising efforts at their organizations. However, the opportunity to be at the center of activity is not a given for most researchers; it must be earned. This session explores ways that advancement researchers can make a difference in the strategic direction of their organization’s development efforts. Topics will include how to be part of important meetings and discussions, and what to do when you particpate in them, how to be an advocate for research and how to position research staff for involvement. Marquette University took its proactive research to the next level by assigning researchers to fundraisers for a collaborative approach to prospect research and management. This session will discuss how the partnerships were rolled out, bumps in the road and the ultimate success of this new model. Come hear about ways that you can more effectively partner with your on-the-road teammates.
222 Finding the Silver Spoon; Researching Inherited Wealth
Inez Bergquist, Senior Consultant, Skystone Ryan Inc.
Thursday, August 21
2:30pm – 4:00pm
The wealth transfer in this generation is unparalleled in the history of the U.S. — a trillion dollars by some estimates. How do you determine if a prospect has inherited wealth? How does the strategy of the “ask” differ with a person of inherited wealth? Finding the source and amount of family wealth, constructing a family tree and constructing a strategy for an “ask” will be covered in this session.
302 Performance Benchmarking
Karen Greene, Vice President of Operations & Services, Arizona State University Foundation
Friday, August 22
8:30am – 10:00am
Managing a research program doesn’t stop at fulfilling requests. Learn how to value your work and incorporate it into your goal setting so you understand the value that you bring to your organization. Performance benchmarking will not only increase your ability to build a stronger program, but also assist in leveraging your strengths in gaining the resources needed to outperform your peers.
312 Relationship Mapping: Six Degrees of Separation and Beyond
Elizabeth Crabtree, Director of Prospect Development, Brown University
Anne Brownlee, Senior Research Associate, Harvard University
Friday, August 22
2:30pm – 4:00pm
The exponential growth of social networks on the Web in recent years underscores the value of relationships. Suddenly it is as if everyone is linked in or wants to be. But cast aside the Internet’s siren of technology and a basic information management question remains for researchers: How do we systematically identify, prioritize and report meaningful prospect relationships -— whatever the data source -— that subsequently can be acted upon in a strategic manner for fundraising? Join this session as a veteran researcher explores potential solutions to relationship mapping in the nexus of emerging technologies and thoughtful business processes.
402 A New Twist on an Old Theme: Leveraging Peer Screening Strategically
Suzanne Franzino, Associate Director of Development Research, Princeton University
Alison Sommers-Sayre, Director of Development Research, Princeton University
Saturday, August 23
8:30am – 10:00am
Development offices continue to demand smarter and more effective prospect identification and qualification efforts. The return on investment of large-scale comprehensive screening programs is difficult to justify in today’s information-rich environment. However, there remain pockets of hidden wealth intelligence that are most effectively gathered from alumni and volunteers. Princeton recently completed a pilot program designed to leverage insider knowledge of trusted volunteers in key industries. This session will review the components of the successful industry-based strategic peer screening program, and teach techniques and tools to implement targeted peer screening initiatives.
412 Research Beyond Major Gifts
Amy New, Director of Advancement Research, Planning & Performance Enhancement, University of North Texas
Saturday, August 23
10:30am – 12:00pm
The pipelines are dripping, the donor pool is small and fatigued, and we are in the planning phase for a campaign. This situation calls for a nontraditional, outside-the-box prospecting plan that addresses all areas of development — and time is short. This session will present the case study of University of North Texas’ adventures. Come see their plans, how the pieces fit together and the results of their efforts.
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