Feeding the Pipeline: Implementing a Proactive Referral Process

Presenter: Susie Schwartz, MPA, University of Arizona Foundation; Jason Shults, University of Arizona Foundation; & Sadie Slager, University of Arizona Foundation
Year: 2017
Price: Members: $49; Nonmembers: $79
Body of Knowledge Alignment:
 Prospect Research, Relationship Management, & Campaigns

Competencies and Levels: 

  • PR: Competency 8: Research Checklist and Written and Verbal Skills, LI & LII
  • RM: Competency 6: Prospect Strategy, LI & LII
  • RM: Competency 13: Building Internal Relationships, LI & LII
  • CA: Competency 4: Campaign Prospect Identification and Pipeline, LI & LII

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.

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