New Lead Strategy Tracking: Preventing Pileup and Promoting Progress

Track: Relationship Management

Session Number: 1055
Date: Sat, Aug 11th, 2018
Time: 8:00 AM - 9:30 AM

Description:

You have identified a great pool of prospects for your gift officers, but now what? Are you finding it difficult to promote comprehensive strategy discussions? Are you unable to maintain momentum behind your new leads, and are you seeing good prospects pile up in your unmanaged pool?

Presenters from Northwestern University will share their experience with developing a process to promote prospect strategy discussions and track gift officer outreach plans. Recommendations, insights, and next steps will be provided for prospect development staff who are interested in establishing a more robust prospect strategy communication and tracking process. Specific topics will include: establishing prospect tracking goals, distributing leads, entering next steps into your database, building relationships with officers and working to develop outreach strategies, and tracking return on investment. Presenters will also share success stories and provide space for discussion.
Session Type: PD Breakout Session (90 minutes)

Primary Competency: RM:Competency 6: Prospect Strategy
Secondary Competency: RM:Competency 8: Pipeline Management
Tertiary Competency: RM:Competency 13: Building Internal Relationships
Intended Audience Level: Level II
Recommended Prerequisites: Excel
Learning Objective #1: Attendees will learn how to track and follow-up on leads they distribute to gift officers, and how to report on the outcomes of these leads.
Learning Objective #2: Attendees will learn how to determine what prospect information is most useful to gift officers, and how to develop outreach strategies with gift officers to create successful short-term outreach plans and long-term outcomes.
Shop Size: Mid-Size/Large
Session Type: PD Breakout Session (90 minutes)

Primary Competency: RM:Competency 6: Prospect Strategy
Secondary Competency: RM:Competency 8: Pipeline Management
Tertiary Competency: RM:Competency 13: Building Internal Relationships
Intended Audience Level: Level II
Recommended Prerequisites: Excel
Learning Objective #1: Attendees will learn how to track and follow-up on leads they distribute to gift officers, and how to report on the outcomes of these leads.
Learning Objective #2: Attendees will learn how to determine what prospect information is most useful to gift officers, and how to develop outreach strategies with gift officers to create successful short-term outreach plans and long-term outcomes.
Shop Size: Mid-Size/Large