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From Identification to Portfolio Action: A Blueprint for Creating a Proactive Prospect Identification and Pipeline Management Program

Track: Relationship Management

Session Number: 4053
Date: Thu, Jul 29th, 2021
Time: 2:30 PM - 3:30 PM

Description:

Are you tasked with providing frontline fundraisers with new prospect leads? Do you struggle to get gift officers to act on new prospect leads you generate? Are you interested in learning how to ensure those leads are consistently acted upon? See how prospect researchers at the Smithsonian Institution worked with development colleagues to create a process for identifying and reviewing proactive leads from monthly donor screenings, which has provided a valuable pipeline of new donors for their centralized Major Gifts and Discovery Team. See how working with the Team’s Manager of Operations held gift officers accountable for taking action on research generated leads. Attendees of this session will learn how to put into place a process for identifying new prospects on a monthly basis and engage in quarterly reviews to encourage action and keep gift officer portfolios fresh. See how collaboration among various parties in the central development office led to a strategic process in discovering new and recent donors with Major Gift, Principal Gift, Gift Planning, and membership upgrade potential.
Session Type: Breakout Session (60 Minutes)

Learning Objective #1: Learn how to use monthly screenings as a catalyst for engaging gift officers in a two-way conversation about identifying new prospects and moving quickly on leads.
Learning Objective #2: Discover how collaboration with development staff can lead to the successful implementation of an effective and proactive system that moves low-level donors to major gift portfolios.
Software or Vendor Tools: No
Primary Competency: PR:Competency 3: Prospect Research Essentials
Secondary Competency: PR:Competency 9: Screenings
Tertiary Competency: CA:Competency 5: Prospect and Portfolio Management
Intended Audience Level: Level I
Recommended Prerequisites: None
Shop Size: All Shop Sizes
Session Type: Breakout Session (60 Minutes)

Learning Objective #1: Learn how to use monthly screenings as a catalyst for engaging gift officers in a two-way conversation about identifying new prospects and moving quickly on leads.
Learning Objective #2: Discover how collaboration with development staff can lead to the successful implementation of an effective and proactive system that moves low-level donors to major gift portfolios.
Software or Vendor Tools: No
Primary Competency: PR:Competency 3: Prospect Research Essentials
Secondary Competency: PR:Competency 9: Screenings
Tertiary Competency: CA:Competency 5: Prospect and Portfolio Management
Intended Audience Level: Level I
Recommended Prerequisites: None
Shop Size: All Shop Sizes