Prospect Identification: Discovering Donors Through Proactive Research and Data-Driven Analysis
March 22–23, 2007
InterContinental Houston
Houston, Texas

The APRA Prospect Identification Symposium explored proactive research techniques and innovative, data-driven analysis methods to inform decision-making, build fundraising programs, and drive prospect identification, segmentation and strategy.

This comprehensive symposium provided data analysts, research managers and other development professionals with the knowledge, tools and analytical techniques necessary to develop and sustain a high quality prospect identification effort.

Attendees learned how to increase their prospect identification efforts using many different techniques, including how to effectively mine and segment the prospect pool, evaluate vendor and consulting services, obtain and append external data and implement the results of database screening and data mining activities. Traditional prospect identification — from implementing use of alerts, monitoring services and readings to conducting list reviews and industry analyses — was also reviewed.

Participants discussed ways to exploit internal data sources, extract and store information, uncover hidden patterns, investigate trends, recognize relationships and append external data to enhance market intelligence, impart understanding and support strategic action. Specifically, they learned about the techniques involved in data mining, statistical analysis and predictive modeling with real-life examples and case studies.

An open forum dialogue with faculty ended each day to provide attendees with an opportunity to ask questions, exchange ideas and share experiences.

About the Faculty

The APRA Prospect Identification Symposium was led by two highly accomplished leaders in research and information management:

Marianne Pelletier, CFRE is currently serving as the Director of Advancement Research and Data Support at Cornell University where she is working on a $4 billion dollar campaign — the most ambitious campaign in Cornell University’s history. Marianne has been in the fundraising field since 1988, when she joined the research team at Harvard's University Development Office. Marianne has served as a researcher for Harvard, Lesley University and Carnegie Mellon University. She was also Director of Annual Giving and Development Services for Southern New Hampshire University.

Joshua M. Birkholz is the director of DonorCast, people-driven analytics by Bentz Whaley Flessner. Joshua provides services and counsel in program and constituency analysis, segmentation, building data mining programs, developing strong prospect management and tracking methodologies, and implementing integrated prospect identification systems. His cutting-edge data analysis and information strategy techniques help clients to understand their people and maximize the impact of major, annual and planned gift development.

Who Should Attend

• Senior researchers who want to learn advanced statistical skills for identifying prospects
• Directors and managers of advancement services, prospect research and relationship management
• Development professionals interested in understanding contemporary prospect identification methodologies
• Fundraising consultants

Download the symposium brochure.