312: Feeding the Pipeline: Implementing a Proactive Referral Process

Track: Prospect Research

Session Number: 312
Date: Fri, Jul 28th, 2017
Time: 1:45 PM - 3:15 PM

Description:

What happens when your shop pivots from providing only reactive research to suddenly facing the challenge of providing proactive referrals? How do you make a compelling case for each of your referrals? What information do your gift officers need to begin the qualification process most effectively? In this session, the presenters share what they learned when a comprehensive wealth screening of nearly 400,000 constituents in their database revealed a new, abundant, and slightly overwhelming, prospect pool. Learn some tips and tricks for creating compelling referrals, and share your own strategies and successes with the group.

Please note: This session will be recorded.
Session Type: Breakout Session (90 minutes)

Primary Competency: PR:Competency 8: Research Checklist and Written and Verbal Skills
Secondary Competency: RM:Competency 6: Prospect Strategy
Tertiary Competency: RM:Competency 13: Building Internal Relationships
Additional Body of Knowledge Competencies: CA: 4
Intended Audience Level: Level I, Level II
Learning Objective #1: Attendees will learn how to identify which types of information are most useful to provide to gift officers in order to influence successful short-term strategies and long-term outcomes.
Learning Objective #2: Attendees will learn how to implement a process to communicate effectively with gift officers as the officers explore the referrals provided to them.
Prerequisites: None.
Session Type: Breakout Session (90 minutes)

Primary Competency: PR:Competency 8: Research Checklist and Written and Verbal Skills
Secondary Competency: RM:Competency 6: Prospect Strategy
Tertiary Competency: RM:Competency 13: Building Internal Relationships
Additional Body of Knowledge Competencies: CA: 4
Intended Audience Level: Level I, Level II
Learning Objective #1: Attendees will learn how to identify which types of information are most useful to provide to gift officers in order to influence successful short-term strategies and long-term outcomes.
Learning Objective #2: Attendees will learn how to implement a process to communicate effectively with gift officers as the officers explore the referrals provided to them.
Prerequisites: None.