Education

Relationship Management — Intermediate

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Online Curriculum: Members: $49; Nonmembers: $79
Conference On-Demand: Members: $49; Nonmembers: $79
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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.

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.

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.

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.

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.

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.

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!