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A Decade of Supporting Open Cultivation
A Decade of Supporting Open Cultivation

Presenter: Susan Hayes- McQueen & Jessica Balsam, University of Washington
Year: 2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Relationship Management

Competencies and Levels: 

  • Competency 2: Relationship Management Policy, Level II
  • Competency 16: Change and Project Management, Level II

What happens when any fundraiser can cultivate any prospect? Over ten years ago, the University of Washington instituted an open cultivation policy, with the intention of a better donor experience. That marks the point at which we started an active, rather than reactive, Relationship Management program. We’ll share how we tackle the beast of multiple simultaneous assignments, uphold and interpret the policy, and help fundraisers adapt. We’ll also share the beneficial outcomes for donors and our major gift program.

Venturing into High-Tech Research
Venturing into High-Tech Research

Presenter: Christopher Haight
Year: 2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels: 

  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level I 

Whether you’re in Silicon Valley, Alley, Prairie, or any of the other burgeoning high-tech scenes in the country, venture capitalists and entrepreneurs are a critical source of wealth and philanthropy – yet, they are also some of the most difficult to research and model accurately. This presentation explains how to build a useful income model for those in the venture capital industry and how to value start-up technology companies, including understanding their own equity distributions prior to an IPO or acquisition. 

Quick Tricks for Cosmopolitan International Research
Quick Tricks for Cosmopolitan International Research

Presenter: Laura M. Johnson & Michie M. Spradling, University of Oregon
Year: 2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research

Competencies and Levels: 

  • Competency 2: Prospect Research Essentials, Level II
  • Competency 3: Ethics, Level II
  • Competency 4: Utilizing Research Resources, Level II
  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level II
  • Competency 6: Prospect Interests and Networks/Relationships, Level II

Is your organization beginning to look abroad for new prospects? How do you approach core research questions across borders and languages? What tools are waiting to be discovered? This session will teach you a general framework for researching people and businesses outside the United States; translation tools and techniques to help leverage the information you have; and provide you with a list of free resources for prospecting in specific nations in East Asia, the Gulf Coast, and Northern Europe. The session will close with a group discussion of what works, obstacles we’ve learned from, and favorite resources to share.

Strategic Partnerships with Gift Planning
Strategic Partnerships with Gift Planning

Presenter: Christopher A. Hubert & Jason Chestnutt, University of Virginia
Year: 2014
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 6: Prospect Strategy, Level I & Level II
  • Competency 7: Portfolio Management, Level I & Level II
  • Competency 13: Building Internal Relationships, Level I & Level II
  • Competency 14: Institutional Knowledge, Level I & Level II
  • Competency 15: General Fundraising, Level I & Level II
  • Competency 16: Change and Project Management, Level I & Level II

 

Planned giving prospects are a vital yet often hidden part of an institution's donor base. Even if these prospects are noted by a research team, ensuring that they are properly cultivated can be an even greater challenge. Developing a strategic partnership with your gift planning team can help your office become more dynamic and give your development officers more meaningful and fruitful interactions with their prospects. This presentation is to designed to help prospect researchers gain an understanding of gift planning, illustrate techniques to identify gift planning prospects, and promote these prospects to development officers. 

Leveraging Geographic Data for Prospecting
Leveraging Geographic Data for Prospecting

Presenter: Carrick Davis, University of Wisconsin Foundation
Year: 2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Data Analytics

Competencies and Levels: 

  • Competency 1: Cross Industry Standard Process for Data Mining (CRISP-DM) Competencies, Level I
  • Competency 2: Project Management, Level I & Level II
  • Competency 3: Data Manipulation Skills, Level I & Level II
  • Competency 4: Statistical Techniques and Competencies, Level I
  • Competency 5: Visualization/Reporting Techniques and Competencies, Level I & Level II
  • Competency 6: Communication , Level I & Level II
  • Competency 7: Fund Raising Knowledge, Level I
  • Competency 9: Change Management/Strategic Thinking, Level I 

As more development shops bring analytics and data mining capabilities in house, a prime dilemma that analysts face is the problem of collecting wealth indicators on their entire database. Regular wealth screenings may be out of financial reach of some organizations, or an organization may only be able to screen a fraction of the entire database. Because of these challenges, using readily available validated wealth information provided in a geographic dimension is a simple solution to allow organizations to prospect more efficiently. 

Points, Pivots and Pins: Utilizing Healthcare Clinic Lists
Points, Pivots and Pins: Utilizing Healthcare Clinic Lists

Presenter: Sharise Harrison 
Year: 2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 7: Screenings, Level II 

Domain: Relationship Management 
Competencies and Levels:  

  • Competency 1: Prospect Pool/Base Analysis, Level II

Description: This presentation will provide researchers with methods to utilize clinic lists in discovering new prospects. The change in HIPAA laws has allowed for more information concerning patients to be shared. This new information can be analyzed to create a new stream of prospects for gift officers. Utilizing a point system using Excel pivot tables and MapPoint pushpins. Thousands of clinic patients can be evaluated in a short period of time with little to no cost to the institution. 

Strategies for Managing Prospect Data
Strategies for Managing Prospect Data

Presenter: Chris Brakenbury, Ohio State University 
Year: 2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Relationship Management

Competencies and Levels: 

  • Competency 1: Prospect Pool/Base Analysis
  • Competency 2: Relationship Management Policy
  • Competency 3: Relationship Management Database Management
  • Competency 4: Relationship Management Reporting
  • Competency 6: Prospect Strategy
  • Competency 9: Fundraiser Performance 

Data integrity is critical to the success of any fundraising organization. Organizations need to collect, store, interpret, and use records as consistently and accurately as possible in order to guarantee that the right decisions are made from leadership all the way to the front-lines. Using the prospect management data practices of The Ohio State University, we will take a look at many valuable and practical tactics that you can apply to your own organization to ensure successful fundraising.

Automate, Innovate, Don’t Hate: The New School of Prospect Research
Automate, Innovate, Don’t Hate: The New School of Prospect Research

Presenters: John McBride & Chiayi Tsui 
Year:  2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 2: Prospect Research Essentials, Level II
  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level II
  • Competency 11: Measuring Research Efforts, Level I 

Description:What happens when a research department stops being so rigid and starts to think strategically? They tend to stray away from “traditional” research deliverables and start finding new ways to support the fundraising cycle. This presentation will be an over view of how nontraditional research deliverables have reshaped our research department’s position in strategic conversations within our organization. Single Source Ratings, liquidity scores, inclination and influence scores, automated profiles and event blurbs have propelled our team into a strategic force that drives fundraising instead of chases it.

The Prospect Development Office as Agents of Change
The Prospect Development Office as Agents of Change

Presenter: Lisa Howley, Johns Hopkins Institutions 
Year: 2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Professional Development

Competencies and Levels: 

  • N/A

This session provides Prospect Development professionals the techniques and best practices towards enacting successful change at their organization. This session demonstrates paths to successful change, and will begin with a review of key concepts around the burgeoning field of change management. We’ll apply those concepts into stages, identify steps to build relationships and develop advocates across your institution for the projects you wish to execute. Through case studies, you will gain strategies and concrete steps to apply when back in your office to foster relationship building and partnerships with your colleagues.

Portfolio Management
Portfolio Management

Presenter: Bill Mitchell & James E. Eichinger, University of Rochester
Year: 2014
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

Are your organization’s best prospects assigned to a fundraiser’s portfolio and engaged in gift cultivation? Your relationship management team should be able to answer that question with a definitive yes! This session will cover the role relationship management plays in optimizing fundraiser portfolios, taking into account the organization’s prospect pool and the gift officer’s fundraising parameters. Discussion will include trends in portfolio size , analytical approaches, and portfolio review best practices.

Prospect Analytics: Separating Fact from Fiction
Prospect Analytics: Separating Fact from Fiction

Presenter: Ashutosh Nandeshwar, California Institute of Technology
Year: 2014
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Data Analytics

Competencies and Levels: 

  • Competency 1: Cross Industry Standard Process for Data Mining (CRISP-DM) Competencies, Level I
  • Competency 2: Project Management, Level I
  • Competency 3: Data Manipulation Skills, Level I
  • Competency 4: Statistical Techniques and Competencies, Level I
  • Competency 5: Visualization/Reporting Techniques and Competencies, Level I
  • Competency 6: Communication, Level I & Level II
  • Competency 7: Fund Raising Knowledge, Level I & Level II
  • Competency 9: Change Management/Strategic Thinking, Level I & Level II

Despite popular belief, statistical models do not find mega-donors, reinvigorate pipelines, nor generate revenue. In this session, we will cut through the hype to define a broader, data science-based approach to prospect analytics and provide a road map for reaching the ultimate goal of analytics: actionable insights. By examining the building blocks of successful analytics projects, we will illustrate the fact that success is not measured by the use of sophisticated techniques, but rather by the ability to think about problems and coming up with data-driven solutions

Refresh: Stockholdings Research: Understanding SEC Filings
Refresh: Stockholdings Research: Understanding SEC Filings

Presenter: Charles Carr, Massachusetts Institute of Technology
Year: 2014 (Original Recording: 2009)
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research

Competencies and Levels: 

  • Competency 5: Financial Capacity Evaluation and Wealth Indicators

Reading and understanding individuals' stockholdings reports can be a challenge, even for experienced researchers. This session includes an overview of the essential SEC filing documents and a step-by-step examination of the most important of all, the proxy statement. Free and paid sources that will help you translate this data into a solid estimate of a prospect's wealth, both current and potential, will also be shared.

Demystifying the Emerging Energy Business
Demystifying the Emerging Energy Business

Presenter: Michael Foote, Dartmouth College
Year: 2009
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research 
Competencies and Levels:  

  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level II

Some pundits predict we are entering an energy boom similar to what we've witnessed with the dot.com and hedge funds. We have already seen institution-changing gifts from those in the energy industry. This highly complex sector includes oil, natural gas, wind power, solar energy and electricity. Session discussed basic facts, terminology and tips for researching and rating your energy sector prospects.

The Strategic Researcher - In a Position to Make a Difference
The Strategic Researcher - In a Position to Make a Difference

Presenter: David Sterling, Western New England College
Year: 2009
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research 
Competencies and Levels:  

  • Competency 9: Organization and Fundraising Knowledge, Level I, Level II
  • Competency 11: Measuring Research Efforts, Level I, Level II

Domain: Relationship Management
Competencies and Levels:  

  • Competency 6: Prospect Strategy, level I, Level II
  • Competency 13: Building Internal Relationships, Level I, Level II
  • Competency 14: Institutional Knowledge, Level I, Level II
  • Competency 15: General Fundraising,Level I, Level II
  • Competency 16: Change and Project Management, Level I, Level II

 

well-placed — some uniquely positioned — to significantly impact the strategic and tactical direction of fundraising efforts at their organizations. The opportunity to be at the center of activity is not automatically given to most researchers but must be earned. This session explored various ways that advancement researchers can impact the strategic direction of their organization’s development efforts. Among the topics covered: how researchers can position themselves to be part of important meetings and discussions and what to do when invited, how to be an advocate for research, and how to position research staff for involvement.

Post-Campaign Reporting
Post-Campaign Reporting

Presenter: Joshua Birkholz, Bentz Whaley Flessner
Year: 2009
Body of Knowledge Alignment:
Domain: Data Analytics
Competencies and Levels:  

  • Competency 5: Visualization/Reporting Techniques and Competencies, Level I
  • Competency 6: Communication, Level II
  • Competency 8: Analytics and Campaign, Level II
  • Competency 9: Change Management/Strategic Thinking, Level II 

Your campaign just ended and the next one is around the corner — are you understanding what worked and what didn’t in a meaningful way? The presenter will provide a roadmap for post-campaign reporting. Come away with new ways of looking at data, finding opportunities for program improvement and preparing for the future by learning about the past.

Positioning Your Research Department for a Campaign
Positioning Your Research Department for a Campaign

Presenter: Sarah Cadbury, LaSalle University
Year: 2009
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Campaigns
Competencies and Levels:  TBD

Domain: Prospect Research
Competencies and Levels:  

  • Competency 9: Organization and Fundraising Knowledge , Level I, Level II
  • Competency 10: Research and Campaign, Level I, Level II

Domain: Relationship Management
Competencies and Levels:  

  • Competency 10: Campaign Management, Level II

Do you need to revamp your research program now that you are facing a new campaign? It may be time to shift your focus. This session looks at ways to evaluate your research shop and how to craft a new plan. Learn techniques to make a case for change charting your way.

Effective Relationship Management Systems
Effective Relationship Management Systems

Presenter: Lisa Howley, John Hopkins Institutions
Year: 2009
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 

Relationship management is important to the health and growth of fundraising organizations — today more sophisticated prospect management systems are necessary. For prospect management or research staff, this frequently means creating a new system or refining an existing one. System development can get mired in an "everything but the kitchen sink" approach, creating an overly complex system that often misses the mark. This session demonstrates how clear framework for developing effective relationship management systems is achieved by focusing on identified desired outcomes. Methods discussed are how to evaluate process, policy and database needs — including how to audit current operations for strategic planning purposes. Development and implementation challenges will be identified, along with solutions best practices. Case studies and practiced techniques are shared to develop a relationship management system that best guides fundraising efficiencies, resource deployment and campaign planning.

Zen and the HeART of Data Mining
Zen and the HeART of Data Mining

Presenter: David Robertson, Syracuse University
Year: 2010
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Data Analytics
Competencies and Levels:  

  • Competency 1: Cross Industry Standard Process for Data Mining (CRISP-DM) Competencies, Level I, Level II 
  • Competency 2: Project Management, Level I, Level II
  • Competency 3: Data Manipulation Skills, Level I
  • Competency 4: Statistical Techniques and Competencies, Level I

The world is not perfect, and neither is our data. When analyzing data, it is critical to acknowledge error and discover the tools that highlight those levels of correlations interacting among the variables. The first step in data mining and predictive modeling is doing everything possible to create models that minimize this error. This session will use Microsoft Excel as analytical engine — a powerful tool available to all.

Building the Pipeline Without History
Building the Pipeline Without History

Presenters: Dori Cavala & Brian Wenke, American Cancer Society, California Division
Year: 2010
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels: 

  • Competency 2: Prospect Research Essentials, Level II

Domain: Relationshio Management 
Competencies and Levels: 

  • Competency 1: Prospect Pool/Base Analysis, Level I  

 

This session will illustrate critical steps in using prospect research, prospect management and stewardship to build a major gift pipeline in organizations with little to no history of major gifts.

Leading Fundraiser Performance with Metrics
Leading Fundraiser Performance with Metrics

Presenter: Jennifer Shultz, Southern Methodist University
Year: 2010
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Relationship Management
Competencies and Levels: 

  • Competency 4: Relationship Management Reporting, Level II 
  • Competency 9: Fundraiser Performance, Level II
  • Competency 13: Building Internal Relationships, Level II


The partnership with fundraising management is the key to increasing your organization’s performance. By forming an alliance, you can provide useful and easy to understand data and charts that will help management determine where their fundraising staff are spending their time and energy. Your partnership and data will influence the future of fundraising at your organization.

Is Your Organization Working in the Clouds?
Is Your Organization Working in the Clouds?

Presenter: Cathleen Parsons-Nikolić, Villanova University
Year: 2011 *Refreshed: 2015
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research 
Competencies and Levels:  

  • Competency 1: Information Management/Records Management, Level II
  • Competency 3: Ethics, Level II

This session will explore the world of cloud computing, how the tools it enables will impact the work we do and how these tools could lead to larger changes within your organization. Cloud computing tools, such as SalesForce, have recently focused on the nonprofit market and organizations that have implemented these relationship management tools have new sets of opportunities and challenges to navigate. Definitions, implications, proactive approaches and cloud-like metaphors promised.

Creating Effective Leadership Gift Strategies
Creating Effective Leadership Gift Strategies

Presenter: Diane Crane, Spears School of Business, Oklahoma State University Foundation
Year: 2011
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
  • Competency 5: Moves Management, Level I & Level II
  • Competency 6: Prospect Strategy, Level I & Level II
  • Competency 7: Portfolio Management, Level I
  • Competency 9: Fundraiser Performance, Level I
  • Competency 12: Orienting and Training Colleagues, Level I & Level II
  • Competency 13: Building Internal Relationships, Level I & Level II
  • Competency 14: Institutional Knowledge, Level I
  • Competency 15: General Fundraising, Level I
  • Competency 16: Change and Project Management, Level I

Prospect research and field research, when combined with creative thinking and empathy for the prospect, are key ingredients in an effective solicitation strategy for leadership gift prospects. This session will begin with a look at the core prospect data that is most relevant in developing a strategy, examine ways of creatively developing strategies and include hands-on exercises from real-life case studies. Ways of tracking data online and reporting on actions steps will also be discussed.

Building a Major Gifts Shop: Changing Perception
Building a Major Gifts Shop: Changing Perception

Presenter: Armando Zumaya, Center for Public Integrity
Year: 2009
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Relationship Management 
Competencies and Levels:  

  • Competency 2: Relationship Management Policy, Level II
  • Competency 13: Building Internal Relationships, Level II 

Long hours, high stress, little initial positive reinforcement and constantly breaking through new unforeseen barriers...sound like fun? Building a major gifts shop from the ground up is a big challenge to undertake. The presenter shares his experience and explains why this was the highlight of his career. Success means fulfilling new parts of an organization's mission and the potential to change the world.

Qualifying Cold Prospects: A Case Study
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.

Creating and Managing Change with Kaizen
Creating and Managing Change with Kaizen

Presenter: Jennifer MacCormack, University of Washington
Year: 2011
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Professional Development
Competencies and Levels

  • N/A

Kaizen is the concept of continuous change and improvement. It has been used to affect big and small changes in many professions, and most recently it has found its way into nonprofit management. The principle of incremental and continuous improvement has the potential to bring significant change to prospect research and management. This session will provide an introduction to kaizen, how it has been used to bring forth change and how you can use it to make small and large process improvements in your organization.

Understanding Real Estate's True Value
Understanding Real Estate's True Value

Presenter: Melissa Bank Stepno, Target Analytics, a Blackbaud Company
Year: 2011
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level I

The residential real estate industry has been the subject of significant buzz the last few years. With all the conversation about the viability of the mortgage industry, the real estate bubble bursting and the beginnings of a market correction, researchers have been left wondering what real estate data is really saying. A simple property value alone isn’t always a good indicator of wealth. This session will review the real estate market’s history, today’s climate, how to use real estate information for prospecting, and provide tips and tools to help best interpret and understand data.

Research-Driven Prospect Portfolios
Research-Driven Prospect Portfolios

Presenters: Briana Cons & Sandra Campero, Arizona State University
Year: 2011
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Relationship Management
Competencies and Levels:  

  • Competency 1: Prospect Pool/Base Analysis, Level II
  • Competency 3: Relationship Management Database Management, Level I
  • Competency 4: Relationship Management Reporting, Level I 

Domain: Data Analytics
Competencies and Levels:  

  • Competency 1: Cross Industry Standard Process for Data Mining (CRISP-DM) Competencies, Level I 
  • Competency 7: Fund Raising Knowledge, Level I 
     

The presenters will share award-winning model for identifying prospects with the greatest capacity. Learn about opportunities that surfaced and led to the development of a newer model working with philanthropic screening to reveal more potential beyond wealth screening.

Cultivating Productive Research Collaborations
Cultivating Productive Research Collaborations

Presenter: Mary Gatlin & Karen Prater, University of Oregon
Year: 2011
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 1: Information Management/Records Management, Level I
  • Competency 2: Prospect Research Essentials, Level I & Level II
  • Competency 3: Ethics, Level I
  • Competency 4: Utilizing Research Resources, Level I & Level II
  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level I & Level II
  • Competency 6: Prospect Interests and Networks/Relationships, Level I
  • Competency 8: Research Checklist and Written and Verbal Skills, Level I & Level II
  • Competency 9: Organization and Fundraising Knowledge, Level I

This session seeks to change the flow of information for research professionals from primarily outward to a dynamic exchange with development staff. The shift to back-and-forth results in more collaboration and efficiency when working with development staff and more engagement in the cultivation process from start to finish.

Development Research and Events: A Prospecting Bonanza
Development Research and Events: A Prospecting Bonanza

Presenter: Jenny Gallagher, Sandy Johnson, Iowa State University Foundation
Year: 2012
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels: 

  • Competency 2: Prospect Research Essentials, Level I
  • Competency 4: Utilizing Research Resources, Level I
  • Competency 9: Organization and Fundraising Knowledge, Level I

Join in this discussion to learn about a program at the Iowa State University Foundation in which the Development Research and Events departments work together to identify prospects and implement a more strategic regional event. Learn a step-by-step process that includes identifying an event location and host, developing strategic guest lists, attending the event, conducting a post-event prospect debriefing, and identifying and assigning prospects for follow-up. This session will provide you with tools and ideas that you can take back to your office and begin implementing immediately for more strategic, exciting, and results-driven events.

Monitoring Economic Drivers and Prospect Motivation
Monitoring Economic Drivers and Prospect Motivation

Presenter: Heather Campbell, Suzanne Franzino, Princeton University
Year: 2012
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels: 

  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level II
  • Competency 9: Organization and Fundraising Knowledge, Level I

Domain: Relationship Management
Competencies and Levels: 

  • Competency 4: Relationship Management Reporting, Level I

This session will explore different motivations for giving, driven by the stock market and other economic variables. Speakers will review case studies that focus on conducting trend analysis, leveraging data available to researchers and data analysts, and mapping trends to key segments within your organization’s constituency. Analyzing the “high-beta rich” within your prospect pool, identifying the most vulnerable gift bands impacted by these economic fluctuations and forecasting future trends can provide critical insight to inform prospect management strategies as well as the decision making of the senior administrators within your development office.

Successful Results Using Genealogical Methods
Successful Results Using Genealogical Methods

Presenter: Scott Meyer, Northwestern University
Year: 2012
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain:  Prospect Research
Competencies and Levels: 

  • Competency 2: Prospect Research Essentials, Level I & Level II
  • Competency 4: Utilizing Research Resources, Level I & Level II
  • Competency 6: Prospect Interests and Networks/Relationships, Level I & Level II

The tools and methodologies of the genealogical researcher can be put to good use in the world of prospect research. This session will explore some of the tried-and-true tricks of the genealogical trade that can be used in concert with cutting-edge technologies now available to advancement professionals.

Implementing an Electronic Wealth Screening
Implementing an Electronic Wealth Screening

Presenter: Mary Gatlin, Karen Prater, University of Oregon
Year: 2012
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels: 

  • Competency 7: Screenings, Level II 
  • Competency 2: Prospect Research Essentials, Level II  
  • Competency 4: Utilizing Research Resources, Level II 

Join members of the University of Oregon’s Prospect Management and Analytics team as they discuss their electronic screening experience. Hear how UO determined the need for an electronic wealth screening and the steps they took to bring it to their shop. Analysts will outline their process from start to finish including pre-proposal actions through their vendor selection process, data selection, verification and results implementation.

Using Game Theory in Analytics
Using Game Theory in Analytics

Presenter: Gregory Duke, Niagara University, Rachel Link, Buffalo State College
Year: 2012
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Data Analytics
Competencies and Levels: 

  • Competency 1: Cross Industry Standard Process for Data Mining (CRISP-DM) Competencies, Level I
  • Competency 2: Project Management, Level I
  • Competency 3: Data Manipulation Skills, Level I
  • Competency 4: Statistical Techniques and Competencies, Level I
  • Competency 6: Communication, Level I & Level II
  • Competency 7: Fund Raising Knowledge, Level I & Level II
  • Competency 9: Change Management/Strategic Thinking, Level I & Level II

The house always wins but how do they do it? Casinos, sports teams and business analysts among many others win when they successfully apply a combination of principles of probability and human psychology to their work. In this session, presenters will demonstrate how they have successfully used these techniques, collectively known as game theory, to improve their work as researchers and enhance their interactions with gift officers and other development staff. This session will teach you to play the game and win.

Database Mining
Database Mining

Presenter: Tanya Ford, Taylor University
Year: 2016
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Data Analytics
Competencies and Levels: 

  • Competency 1: Cross Industry Standard Process for Data Mining (CRISP-DM) Competencies, Level I & Level II
  • Competency 3: Data Manipulation Skills, Level I & Level II
  • Competency 4: Statistical Techniques and Competencies, Level I
  • Competency 5: Visualization/Reporting Techniques and Competencies, Level I
  • Competency 6: Communication, Level I & Level II 
  • Competency 7: Fund Raising Knowledge, Level I & Level II
  • Competency 9: Change Management/Strategic Thinking, Level I

Your database is your best friend for identifying prospects and understanding donors. It is the repository of your organization’s knowledge that helps build a clear picture of each individual. Exploration of this information is an integral part of a successful fundraising program. Knowing what information to consider and how to use it allows researchers to provide fundraising staff with the knowledge needed to create, maintain, and prioritize portfolios for major gifts and campaigns. Let go of the notion that you need to spend thousands of dollars to determine who is hiding in your database. Learn how to easily and inexpensively investigate a new program that will empower your organization.

Who Can it Be Now? Prospect Identification without Alumni
Who Can it Be Now? Prospect Identification without Alumni

Presenter: Randy Bunney, The Nature Conservancy, Kimberly Allen Snyder, Excelsior Bay Group
Year: 2012
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels: 

  • Competency 2: Prospect Research Essentials, Level I & Level II 
  • Competency 4: Utilizing Research Resources, Level I & Level II 
  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level I & Level II 
  • Competency 6: Prospect Interests and Networks/Relationships, Level I & Level II 
  • Competency 7: Screenings, Level II
  • Competency 8: Research Checklist and Written and Verbal Skills, Level II 

 

Body of Knowledge Alignment:
Domain: Data Analytics
Competencies and Levels: 

  • Competency 2: Project Management, Level I
  • Competency 3: Data Manipulation Skills, Level I
  • Competency 4: Statistical Techniques and Competencies, Level I

This session will discuss the challenges of identifying prospects for qualification in the healthcare, membership or cause-related non-profit environments. Unlike education, these organizations have particular challenges for new prospect/donor acquisition, but there is ample opportunity to grow your prospect base. In this presentation, participants will learn to identify the various sources of new prospects for your organization. It also review how to use wealth screening and other analytic techniques to highlight prospects of importance. The presenter will stress consistency of process and quick and timely communication of newly identified prospect information to gift officers for further qualification. 

Making Relationship Management Work More Effectively
Making Relationship Management Work More Effectively

Presenter: Karen Greene, George Washington University
Year: 2012
Price: Members: $49; Nonmembers: $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 6: Prospect Strategy, 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
  • Competency 13: Building Internal Relationships, Level I & Level II
  • Competency 14: Institutional Knowledge, Level I & Level II
  • Competency 15: General Fundraising, Level I & Level II
  • Competency 16: Change and Project Management, Level I & Level II

 

Effective relationship management requires key ingredients, diplomacy, art and hard work. This session will identify the five most important elements for building effective relationship management. Learn how to adapt these to use in your environment. Forget about the “us and them” refrain and feel the positive power of partnering. After this session you will have a fresh outlook on an age old professional challenge: How to make relationship management work effectively. This skill includes making proactive research welcomed, valued and utilized.

Improve Your Prospect Management System
Improve Your Prospect Management System

Presenter: Tricia Ambler, WealthEngine
Year: 2012
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
Domain: Relationship Management
Competencies and Levels: 

  • Competency 2: Relationship Management Policy, Level I
  • Competency 5: Moves Management, Level I
  • Competency 6: Prospect Strategy, Level I
  • Competency 8: Pipeline Management, Level I
  • Competency 10: Campaign Management, Level I


A successful prospect management system will make your fundraising more efficient, more data-based, and more relationship-driven. Researchers today are asked to not only measure their own successes but to track gift officers’ metrics as well. Learn how reporting can be used to track metrics of both gift officers and researchers. This session will cover the steps and key metrics to better manage your processes for better communication between the research and gift teams. Learn the key steps to make your system more donor-focused and transparent, to better capture metrics and align goals across the development and research offices and develop buy-in across all roles.

Access People, Advance Major Gifts
Access People, Advance Major Gifts

Presenter: Gil Israeli, American Technion Society
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 5: Financial Capacity Evaluation and Wealth Indicators, Level II 
  • Competency 6: Prospect Interests and Networks/Relationships, Level I & Level II 
  • Competency 8: Research Checklist and Written and Verbal Skills, Level I 

Domain: Relationship Management 
Competencies and Levels: 

  • Competency 2: Relationship Management Policy, level II
  • Competency 4: Relationship Management Reporting, Level II 
  • Competency 6: Prospect Strategy, Level I 
  • Competency 13: Building Internal Relationships, Level II

Once a major gift prospect has been identified, what is the best way to reach him or her? Unlike direct mail, phonathons, online fundraising, smaller gifts for annual campaigns and sponsored RFPs, organizations that raise major and mega-gifts often require door-openers or "access people" to foster essential relationship-building. They may be your most valuable lay people. Learn about potential access people and effective ways of identifying them. Program take-aways include: a map for major gifts fundraising; understanding access people and access opportunities; successful techniques to identify access people; and developing the necessary culture of collaboration among researchers and fundraisers.

Becoming a Confident Prospect Researcher
Becoming a Confident Prospect Researcher

Presenter: Annabel Ocubillo, University of California- San Diego
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research 
Competencies and Levels:  

  • Competency 8: Research Checklist and Written and Verbal Skills , Level I
  • Competency 9: Organization and Fundraising Knowledge , Level I
  • Competency 11: Measuring Research Efforts , Level I 

Development continually changes and can overwhelm a prospect researcher at any level, particularly during the first year. Learn different approaches to gain the trust of your peers and major gift officers and discover best practices to employ self-training and utilize mentorship. In this presentation, a new prospect research analyst will share her personal experience and collaboration with experienced colleagues. For researchers in large and small shops, learn to trust your instincts and build confidence for your professional growth.

Building a Proactive Research Powerhouse
Building a Proactive Research Powerhouse

Presenter: Dan Gifford, Smithsonian Institution 
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 1: Information Management/Records Management, Level I
  • Competency 2: Prospect Research Essentials, Level I

Everyone hopes that their donor lists are filled with industry leaders and outstanding philanthropists -- all waiting to be discovered. But how do you realistically find terrific major donor prospects from your low level donors and annual contributors? How do you make proactive research timely, inexpensive and useful to the Development Officers who will ultimately build these relationships? This presentation examines real examples from the Smithsonian Institution, which has launched a series of initiatives focused on proactive research. We will discuss what works, what remains on the drawing board and how the relationship between research and front-line officers can be strengthened.

Creating a Solicitation-Driven Relationship Management System
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.

Deciphering the Information: A Case Study
Deciphering the Information: A Case Study

Presenter: Tanya Ford, Taylor 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 

Domain: Data Analytics 
Competencies and Levels:  

  • Competency 7: Fund Raising Knowledge, Level I 

Who are your best prospects? The Data Analysis and Prospect Identification Project focused on deciphering the Taylor University Advancement database to use in identifying promising major and principle gift prospects. This case study provides a practical illustration from start to finish of the analysis of the data, application of the findings and review of the results that can be adapted to create informed prospect management strategies for your organization. Focus will be on understanding the importance of your data by shifting the spotlight off of capacity for a while.

Developing a Prospect Research Strategic Plan for a Cause-Related Organization
Developing a Prospect Research Strategic Plan for a Cause-Related Organization

Presenter: Tracey J. Church, KCI
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research 
Competencies and Levels:  

  • Competency 11: Measuring Research Efforts, Level II

You’ve had your research training. You’ve attended all of the sessions on resources, pipelines, relationship mapping and data mining. You’ve created your prospect lists and assigned them to the major giving officers. Now your vice president has asked you to put together a prospect research strategic plan to present to the executive management team. How do you bring it all together into an informative, comprehensive plan that relates to the uniqueness of your cause-related organization? This session describes the process of evaluating your prospect research program in a qualitative and quantitative way, resulting in an OGSM strategic plan (Objectives, Goals, Key Strategies & Action Plans, and Measurement).

Dynamic Portfolios: A Research Perspective
Dynamic Portfolios: A Research Perspective

Presenter: Andillon Hackney, University of California- San Diego
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

Every development officer wants a dynamic portfolio right? Well, this session provides a road map to get there! Learn how to implement portfolio reviews, promote strategic and donor-centric thinking, shore up the pipeline, prevent donor loss, and create a sense of synergy between research, planned giving, donor relations, and corporate and foundation relations. You have heard people talk about "portfolio reviews," now learn how to jump start that process in your shop!

Guiding Prospect Management to Success
Guiding Prospect Management to Success

Presenter: Jack Miller, Miller Group Worldwide LLC
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Relationship Management 
Competencies and Levels:  

  • Competency 3: Relationship Management Database Management, Level I
  • Competency 5: Moves Management, Level I

Domain: Prospect Research 
Competencies and Levels:

  • Competency 2: Prospect Research Essentials, Level I 

Have you ever wanted to tell your development officer, "These are the questions you should ask your prospect"? Learn how to become an empowered member of the relationship management team! This session will help you identify ways to improve your prospect management system and become more effective in working with development officers. As an information expert, you have valuable insight into how to create a successful prospect management strategy. Lead, don't follow, the advancement team, and achieve new levels of success in your role.

Partnerships to Identify and Engage Prospects
Partnerships to Identify and Engage Prospects

Presenters: Krista M. Gallagher Colt, Luther Seminary; Katherine Steffen, Luther Seminary
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Relationship Management 
Competencies and Levels:  

  • Competency 3: Relationship Management Database Management, Level I 
  • Competency 11: Volunteer Management, Level II

Domain: Prospect Research 
Competencies and Levels:  

  • Competency 6: Prospect Interests and Networks/Relationships, Level I 

Identifying and qualifying prospects are obvious roles for a researcher, but what happens with the next step? Research has a key role to play in the engagement of those prospects, too! When volunteers are added to the mix, this partnership between front-line fundraisers, volunteers and research becomes even more important. Learn some of the ways Luther Seminary has used volunteers to help build the prospect pool, engage new prospects and keep both staff and volunteers motivated at every step along with way.

Physician-Driven Prospect Discovery
Physician-Driven Prospect Discovery

Presenters: Lisa Howley, Johns Hopkins Institutions; Michael Zini, Johns Hopkins Medicine
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 2: Prospect Research Essentials, Level 
  • Competency 11: Measuring Research Efforts, Level II

Domain: Relationship Management
Competencies and Levels:

  • Competency 1: Prospect Pool/Base Analysis, Level II 

In 2011, Johns Hopkins University Medicine studied methods of physician engagement and grateful patient pipeline building. This session will provide an overview of the study and how it led to a new initiative for physician engagement and grateful patient prospect identification. Its implications for portfolio and pipeline management, database tracking, reports and gift officer measurement will also be discussed.

Priority Management: Strategies for the Stressed
Priority Management: Strategies for the Stressed

Presenter: Abby Palsic, University of Wyoming Foundation
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 8: Research Checklist and Written and Verbal Skills, Level I
  • Competency 9: Organization and Fundraising Knowledge, Level I  
  • Competency 11: Measuring Research Efforts, Level I 

Faced with multiple demands on your time and increasing responsibilities? This session will explore simple project management tools to enhance your priority planning process, focus your strategic direction, and recognize what’s urgent and important. Select the right project, at the right time, and deliver the right results.

Training Perspectives: Newbie to Seasoned Researcher
Training Perspectives: Newbie to Seasoned Researcher

Presenters: Jessica Jimenez, University of Texas at Austin; Leslie Kim Romoli, University of Texas at Austin
Year: 2013
Price: Members: $49, Non-Members: $79
Body of Knowledge Alignment:
Domain: Prospect Research
Competencies and Levels:  

  • Competency 4: Utilizing Research Resources, Level I & Level II

Domain: Relationship Management 
Competencies and Levels:  

  • Competency 3: Relationship Management Database Management, Level I
  • Competency 4: Relationship Management Reporting, Level II
  • Competency 12: Orienting and Training Colleagues,  Level I & Level II
  • Competency 16: Change and Project Management,  Level I & Level II

Developing an effective training program is integral to your institution, whether you are a large organization expanding your team or a one-person shop hiring a student assistant. Learn how to take training beyond office policies and templates by creating hands-on research examples, cultivating relationships with gift officers, providing solid strategies for prospecting and continuing the research dialogue through collaborative resources. Hear both perspectives from the trainer and the trainee on how optimal training guidelines can transform the researcher and the team.