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The Untapped Value of Your Prospect Development Team

The Untapped Value of Your Prospect Development Team. Christopher Haight, Research Analyst Laura Estephan, Program Assistant Rosy George, Assistant Director of Prospect Management Michael Wesley, Research Analyst. About Us. About Us. Clients Principal Gifts Central Major Gifts

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The Untapped Value of Your Prospect Development Team

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  1. The Untapped Value of Your Prospect Development Team Christopher Haight, Research Analyst Laura Estephan, Program Assistant Rosy George, Assistant Director of Prospect Management Michael Wesley, Research Analyst

  2. About Us

  3. About Us • Clients • Principal Gifts • Central Major Gifts • Colleges and Units Major Gifts • Regional Major Gifts • Corporate & Foundation Relations • Partners • Advancement Services • Business Intelligence • Annual Fund • Alumni Affairs • Prospect Development • Data Support • Research • Management

  4. Flow of Work in Prospect Development

  5. Identification

  6. Research • Visible Wealth • Annual Income • Real Estate • Stock, Options • Private Business Ownership • Other Assets • Capacity Rating • Range of feasible gift, payable over 5 years • Based on age and visible wealth • % of total wealth

  7. Assignment • Prospect-Driven Factors • Degree college(s) • Giving history • Location • Wealth, capacity • Internally Driven Factors • College/unit, regional, central • IGO portfolio focus • IGO strengths, experience • Inside knowledge, relationships • History of tracking

  8. So what else?

  9. Knowledgebase of Resources

  10. Industry-Specific Knowledge

  11. Analysis of Key Events and Trends

  12. Division/IGO Training

  13. Why Investment Banking? • Some of our richest current prospects • We should understand a little about how they • Talk • Think • Make Money • Investment Banking also gives us a framework to talk about some general financial concepts.

  14. Segmentation and Scoring(All numbers below are fictional and are for illustrative purposes only)

  15. Segmentation and Scoring(All numbers below are fictional and are for illustrative purposes only)

  16. Portfolio Reviews • Ongoing process throughout the year • Reflect on past year successes, challenges, and how to move forward • Critical analysis of portfolio: • Stage data • Regional distribution • Capacity ratings • Prospect transfers • Prospect drops • Last year-and-a-half research staff have joined discussions

  17. Centralized Knowledge--Research • Research is well-positioned to help establish connections among potential prospects • We know or can more easily access more nuanced lists of prospects who: • work in certain industries • work at specific companies • are affiliated with specific non-profits • live in specific cities • and are at an appropriate level to make introductions and influence other’s giving

  18. Thank You! Questions?

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