Distilling Multiple Wealth Indicators into Single Gift Capacity Estimates

Presenters: Eric Patterson, Colorado State University & Bryan Carney, Colorado State University
Year: 2017
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
 Data Analytics

Competencies and Levels: 

  • DA: Competency 3: Data Manipulation Skills, LII
  • DA: Competency 4: Statistical Techniques and Competencies, LII
  • DA: Competency 5: Visualization/Reporting Techniques and Competencies, LII

Colorado State University worked to gain a broad understanding of a prospect’s wealth by investing in multiple indicators, including investable assets, hard assets, income, and demographics. The challenge was to distill this rich data into single gift capacity estimates for front-line development officers and prospect development staff to place into practice. In a presentation geared towards larger institutions, presenters will detail the evolution of their approaches, including flat averaging, the use of wealth patterns within a capacity calculation algorithm, and the use of cluster analysis to identify wealth segments associated with varying initial major gift amounts. Post-hoc validation indicates a high success rate at estimating gift size. The gift capacity model is one part of a larger framework where the prospect development and information technology teams partner to rapidly conceptualize, develop, deploy, and integrate analytic models, informing such functions as prospect identification and management and campaign forecasting.

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