Creating a Solicitation-Driven Relationship Management System

Presenter: Brock Silvey, Northwestern University
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Relationship Management 
Competencies and Levels:  

  • Competency 1: Prospect Pool/Base Analysis, Level I & Level II
  • Competency 2: Relationship Management Policy, Level I & Level II
  • Competency 3: Relationship Management Database Management, Level I & Level II
  • Competency 4: Relationship Management Reporting, Level I & Level II
  • Competency 5: Moves Management, Level I & Level II
  • Competency 7: Portfolio Management, Level I & Level II
  • Competency 8: Pipeline Management , Level I & Level II
  • Competency 9: Fundraiser Performance, Level I & Level II 

As any relationship management professional quickly realizes, data management can become a Frankenstein's monster. Data should be a means to an end, not the end in itself. But too often, we let masses of data overwhelm us and obscure our bottom-line goal, which is to move prospects toward solicitation. At Northwestern University, we realized that our prospect management system was too often concerned with non-essential data and that we needed to reorient our processes around solicitation activity. Sounds easy, right? This session will provide a case study describing the evolution of the process at Northwestern.

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