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Rome Wasn't Built in a Day--Constructing a Prospect Management System for All

Track: Relationship Management

Session Number: 3048
Date: Tue, Aug 25th, 2020
Time: 2:45 PM - 3:30 PM

Description:

In 2015, Kristin Richardson was brought to VCU, in part, to create a prospect management system where none had existed before and develop a structure of fundraiser metrics. The culture at the institution was not ready for this massive shift in how fundraiser work was managed; staff were already shell-shocked by a fast-paced CRM conversion, new VP and AVP leadership, and the launch of a $750M campaign. In the face of these challenges, Kristin was able to create a PM framework within the new CRM that was nimble, scalable, and identified key metrics. This presentation will review how this was achieved from initial program assessment up through the continual process improvement status now in place. Additionally, how to overcome objections, facilitate confidence, and solve individual issues will be covered.
Session Type: Breakout Session (45 Minutes)

Learning Objective #1: -Attendees will be able to design a customized prospect management system for their own institution
Learning Objective #2: -Attendees will demonstrate leadership ability and effectively collaborate with leadership, peers, and fundraisers
Software or Vendor Tools: No
Primary Competency: RM:Competency 2: Relationship Management Policy
Secondary Competency: RM:Competency 3: Relationship Management Database Management
Tertiary Competency: RM:Competency 13: Building Internal Relationships
Intended Audience Level: Level II
Recommended Prerequisites: -Experience using a CRM
-Experience working directly with fundraisers, leadership, and internal partners
-Exposure to capital campaigns
Shop Size: All Shop Sizes
Session Type: Breakout Session (45 Minutes)

Learning Objective #1: -Attendees will be able to design a customized prospect management system for their own institution
Learning Objective #2: -Attendees will demonstrate leadership ability and effectively collaborate with leadership, peers, and fundraisers
Software or Vendor Tools: No
Primary Competency: RM:Competency 2: Relationship Management Policy
Secondary Competency: RM:Competency 3: Relationship Management Database Management
Tertiary Competency: RM:Competency 13: Building Internal Relationships
Intended Audience Level: Level II
Recommended Prerequisites: -Experience using a CRM
-Experience working directly with fundraisers, leadership, and internal partners
-Exposure to capital campaigns
Shop Size: All Shop Sizes