Education

Member and Cause-Related Organizations — Intermediate

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

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. 

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.

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).