Qualifying Cold Prospects: A Case Study

Presenters: Dan Lowman, Grenzebach Glier and Associates; Amy New, University of North Texas
Year: 2011
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 7: Screenings, Level I

Domain: Relationship Management 
Competencies and Levels:  

  • Competency 7: Portfolio Management, Level I 

The University of North Texas, through a combination of research and external screenings, identified a significant number of higher capacity prospects with limited University relationships. After being told by fundraisers that the constituents were "too cold to worry about," the University engaged student callers. This yielded a contact rate of more than 33 percent — three times the gift officer rate. This session will describe the rating process, the challenges of working with the frontline fundraisers and explore a variety of alternatives for making cold prospects much warmer.

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