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Designing a CFR Prospect Development Toolkit

Track: Prospect Research

Session Number: 4030
Date: Fri, Jul 30th, 2021
Time: 12:00 PM - 1:00 PM

Description:

Learn how the University of Saint Thomas’ (UST) Prospect Management and Research team collaborates with Corporate and Foundation Relations to:
• Identify top corporate prospects
• Build fundraising strategy documents
• Create corporate engagement tools for ultimate CFR cultivation, solicitation and stewardship

When UST’s CFR team re-designed its corporate fundraising approach in 2018, Alisa Lamont, Assistant Director of Prospect Management, partnered with the team to create tools for targeted cultivation of the University’s highest-potential corporate prospects. Alisa and Katie Gamades, Associate Director of Corporate Relations, will share three tools with attendees, along with insights on the design process.

1. “Stoplight” matrix to score corporate engagement at UST across 25+ areas, including board participation, total giving, and number of alumni employees. This matrix helped determine the University’s top 20 corporate prospects.

2. Corporate strategy documents for integrated fundraising at the University-level and across colleges, schools, and disciplines. These documents ensure that all UST leaders, deans, and gift officers have consistent, relevant information to maximize corporate engagement and support. Document sections include:
• Corporate Overview
• Engagement Strategy
• Recent Activity
• Key Relationships

3. Corporate engagement “wheel” for external cultivation. This visual is customized for each prospect with its total engagement to-date, plus new opportunities to partner with UST on corporate priorities, including:
• Leadership Engagement
• Technology and Innovation
• Workforce
• Outreach and Visibility
Session Type: Breakout Session (60 Minutes)

Learning Objective #1: Attendees can build relationships with their CFR (or fundraising) teams at the strategic planning stage for ultimate prospect identification, research, and management.
Learning Objective #2: Attendees can modify corporate engagement tools to design a CFR toolkit for their own organizations.
Software or Vendor Tools: No
Primary Competency: RM:Competency 13: Building Internal Relationships
Secondary Competency: RM:Competency 6: Prospect Strategy
Tertiary Competency: PR:Competency 6: Research Methodology and Analysis Presentation
Intended Audience Level: Level I
Recommended Prerequisites: None
Shop Size: Mid-Size/Large
Session Type: Breakout Session (60 Minutes)

Learning Objective #1: Attendees can build relationships with their CFR (or fundraising) teams at the strategic planning stage for ultimate prospect identification, research, and management.
Learning Objective #2: Attendees can modify corporate engagement tools to design a CFR toolkit for their own organizations.
Software or Vendor Tools: No
Primary Competency: RM:Competency 13: Building Internal Relationships
Secondary Competency: RM:Competency 6: Prospect Strategy
Tertiary Competency: PR:Competency 6: Research Methodology and Analysis Presentation
Intended Audience Level: Level I
Recommended Prerequisites: None
Shop Size: Mid-Size/Large