Putting Mid-Level Prospects on Your Radar: Helping Often Overlooked Donors Take Flight

Presenter: Kristen Barlow, Leadership and Planned Gift Officer, Catholic Charities of St. Paul and Minneapolis and Carol S. Belair, Senior Consultant, Blackbaud Target Analytics
Year: 2017
Price: Members: FREE; Nonmembers: $39
Body of Knowledge Alignment:
 Relationship Management, Data Analytics, Campaigns

Competencies and Levels: 

  • RM: Competency 16: Change and Project Management, LII
  • DA: Competency 2: Project Management, LII
  • DA: Competency 3: Data Manipulation Skills, LII
  • DA: Competency 4: Statistical Techniques and Competencies, LII
  • DA: Competency 5: Visualization/Reporting Techniques and Competencies, LII
  • DA: Competency 7: Fund Raising Knowledge, LII
  • DA: Competency 8: Analytics and Campaign, LII
  • DA: Competency 9: Change Management/Strategic Thinking, LII
  • CA: Competency 2: Campaign Planning, Feasibility and Goal Setting, LII
  • CA: Competency 3: Goal Management, LII
  • CA: Competency 4: Campaign Identification and Pipeline, LII
  • CA: Competency 5: Prospect and Portfolio Management, LII
  • CA: Competency 7: Collaboration and Relationship Building, LII
  • CA: Competency 8: Campaign Constituent Engagement, LII

A case study: Catholic Charities of St. Paul and Minneapolis was ramping up to its largest yet capital campaign, with all of the typical trappings, including building new prospect management and research systems and bolstering the fundraising team. Managing a larger annual fund goal was also on the radar, as the organization's funding needs had increased. Through a database modeling project, Kristen Barlow, the former Prospect Development Manager, was able to provide data to help make a case for bringing on additional staff to manage a new program specifically targeting their mid-level donors. Hear from Kristen how she worked with the team to form the program and initial goals. She will also share findings from their first years - what's worked for them, what hasn't, and where they are headed. You will also hear from Carol Belair, the vendor representative who worked with Catholic Charities, presented the findings of the modeling, and helped them build a plan for next steps.

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