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The Office Meets Prospect Development: How PAM and DWIGHT Are Changing Relationship Management

Track: Relationship Management

Session Number: 3125
Date: Tue, Aug 25th, 2020
Time: 12:15 PM - 1:00 PM

Description:

At the University of Cincinnati, we talk a lot about essentialism for fundraisers -- or removing all of the little things that distract or take them away from their core function as fundraisers. But other than fundraiser metrics, we did not have a good way to measure and report on core function. Enter PAM and DWIGHT -- two easy and clear measures that provide valuable insights to fundraisers and leadership. PAM -- short for Portfolio Activity Measure -- is a composite score that measures four elements of activity and gives a clear indication of portfolio saturation. DWIGHT is an accompanying prospect plan score that assists in forecasting dollars raised. Together, these tools give us a much better understanding of two fundamental questions in relationship management: how much are we going to raise this year, and are we successfully "moving" our prospects and pipeline?
Session Type: Breakout Session (45 Minutes)

Learning Objective #1: Attendees can build a comprehensive measure for portfolio saturation and activity
Learning Objective #2: Attendees can develop visualizations or dashboards for portfolio activity and pipeline projections in programs such as Tableau
Software or Vendor Tools: No
Primary Competency: RM:Competency 7: Portfolio Management
Secondary Competency: RM:Competency 8: Pipeline Management
Tertiary Competency: RM:Competency 9: Fundraiser Performance
Intended Audience Level: Level II
Recommended Prerequisites: none
Shop Size: Mid-Size/Large
Session Type: Breakout Session (45 Minutes)

Learning Objective #1: Attendees can build a comprehensive measure for portfolio saturation and activity
Learning Objective #2: Attendees can develop visualizations or dashboards for portfolio activity and pipeline projections in programs such as Tableau
Software or Vendor Tools: No
Primary Competency: RM:Competency 7: Portfolio Management
Secondary Competency: RM:Competency 8: Pipeline Management
Tertiary Competency: RM:Competency 9: Fundraiser Performance
Intended Audience Level: Level II
Recommended Prerequisites: none
Shop Size: Mid-Size/Large