Showcasing Your Value: Prospect Development as a Revenue Generator in the Age of Big Data

Track: Prospect Research

Session Number: 2179
Date: Sat, Aug 3rd, 2019
Time: 10:30 AM - 11:30 AM
Room: Grand Saguaro North

Description:

We know intrinsically that the work we do has a high value for our organizations. We know the work we do is indispensable for a healthy fundraising program. We know that without our impact, our organizations would raise a fraction of what they currently raise. Understanding and expressing that value has for a long time been hard to pin down and express in a way that elevates. Until now. In this session we will walk through a proven method that translates our work into value and in a language the senior leadership can understand and lays out strategies and tactics to help you achieve maximum success.

We need to change our categorization in the hierarchy of development from cost center to revenue generator. Prospect Development is a revenue generator. We are in the relationship business. We are highly valuable to the bottom-line and our work has a direct impact on dollars in the door. Adding more boots on the ground is not always the answer when a revenue increase is sought after. Increasing your prospect development staff so that you have healthy balance of researcher to field officer is vital to the success of our organizations. If we think of ourselves as fundraisers and operate our programs in accordance with this focus, the sky is the limit on what we can achieve.
Session Type: Breakout Session (60min)

Primary Competency: PR:Competency 9: Organization and Fundraising Knowledge
Secondary Competency: PR:Competency 2: Prospect Research Essentials
Tertiary Competency: PR:Competency 10: Research and Campaign
Intended Audience Level: Level I
Learning Objective #1: Attendees will learn how to get a seat at the leadership table and change the perception of their program from cost center to revenue generator.
Learning Objective #2: Attendees will learn the language of leadership and how to frame their work in order to receive the appropriate amount of resources to achieve success.
Shop Size: Small, Mid-Size/Large, All Shop Sizes
Session Type: Breakout Session (60min)

Primary Competency: PR:Competency 9: Organization and Fundraising Knowledge
Secondary Competency: PR:Competency 2: Prospect Research Essentials
Tertiary Competency: PR:Competency 10: Research and Campaign
Intended Audience Level: Level I
Learning Objective #1: Attendees will learn how to get a seat at the leadership table and change the perception of their program from cost center to revenue generator.
Learning Objective #2: Attendees will learn the language of leadership and how to frame their work in order to receive the appropriate amount of resources to achieve success.
Shop Size: Small, Mid-Size/Large, All Shop Sizes