Revitalizing Prospect Management

Track: Campaigns

Session Number: 2094
Date: Thu, Aug 1st, 2019
Time: 4:15 PM - 5:15 PM
Room: Grand Sonoran J-K

Description:

Amazing results can follow when you reconsider and implement the best prospect management process for your institution. Coming out of a $500M+ campaign, we took the opportunity to evaluate portfolio size, prospect qualification, proposal management and gift officer partnerships to come up with a new way of approaching prospect management. We now see greater yield with smaller portfolios, an increase in qualification visits, consistent and significant growth in leadership annual giving and, most importantly, a strong partnership with gift officers who report feeling more focused and supported. In this session we will share how we approached the project, the buy-in we secured along the way and how the results speak for themselves.
Session Type: Breakout Session (60min)

Primary Competency: RM:Competency 7: Portfolio Management
Secondary Competency: RM:Competency 8: Pipeline Management
Tertiary Competency: RM:Competency 5: Moves Management
Intended Audience Level: Level II
Recommended Prerequisites: None
Learning Objective #1: Attendees will learn of a different approach to prospect management that can be applied at their organization.
Learning Objective #2: Attendees will participate in discussions about the important partnerships needed with gift officers and how to secure necessary buy-in.
Shop Size: All Shop Sizes
Session Type: Breakout Session (60min)

Primary Competency: RM:Competency 7: Portfolio Management
Secondary Competency: RM:Competency 8: Pipeline Management
Tertiary Competency: RM:Competency 5: Moves Management
Intended Audience Level: Level II
Recommended Prerequisites: None
Learning Objective #1: Attendees will learn of a different approach to prospect management that can be applied at their organization.
Learning Objective #2: Attendees will participate in discussions about the important partnerships needed with gift officers and how to secure necessary buy-in.
Shop Size: All Shop Sizes