The Role of Psychology in Prospect Research and Strategy

Track: Prospect Research

Session Number: 1012
Date: Sat, Aug 11th, 2018
Time: 9:45 AM - 10:45 AM

Description:

Cognitive biases and other common behavioral traits influence how we perceive information and make decisions. Understanding these concepts can influence how a researcher will interpret, prioritize and communicate information about prospects and can influence prospect strategy, including the timing and amount of an ask. This presentation will introduce a few of these concepts and provide examples of how they are related to prospect research and prospect strategy formulation.
Session Type: Breakout Session

Primary Competency: PR:Competency 9: Organization and Fundraising Knowledge
Secondary Competency: PR:Competency 5: Financial Capacity Evaluation and Wealth Indicators
Tertiary Competency: PR:Competency 6: Prospect Interests and Networks/Relationships
Intended Audience Level: Level I, Level II
Recommended Prerequisites: None
Learning Objective #1: Attendees will have a basic understanding of common cognitive biases and related psychological concepts and how they influence behavior and communications in a fundraising context.
Learning Objective #2: Attendees will also understand how major gift prospects may be influenced by their biases and how this information influences communication of research results and prospect strategy formulation.
Shop Size: All Shop Sizes
Session Type: Breakout Session

Primary Competency: PR:Competency 9: Organization and Fundraising Knowledge
Secondary Competency: PR:Competency 5: Financial Capacity Evaluation and Wealth Indicators
Tertiary Competency: PR:Competency 6: Prospect Interests and Networks/Relationships
Intended Audience Level: Level I, Level II
Recommended Prerequisites: None
Learning Objective #1: Attendees will have a basic understanding of common cognitive biases and related psychological concepts and how they influence behavior and communications in a fundraising context.
Learning Objective #2: Attendees will also understand how major gift prospects may be influenced by their biases and how this information influences communication of research results and prospect strategy formulation.
Shop Size: All Shop Sizes