Are your Prayers Working?

1. Are your Prayers Working? Or who is your Mr. Horace P. Bogardus Vicki Claussen/Terry Fairholm August 7, 2014

2. Objectives • Wealth Screening Basics, • Evaluate/update your information • Journalism class • Selecting records for screening • Finding your Mr. Bogardus and his friends

3. Pre Campaign Activities WYN • Update your demographic information • Email, NCOA, Phone, lost Alumni • Contact History • Engagement ratings • Gift history • Enthusiasm • Wealth Ratings and Scores • Assets discovered • Quality of match on all the records • Value of the assets • Connections

4. Wealth Screening WWN • Necessary for a batch screening • Full name • Complete address, home is better than company but company is better than nothing. • Suggested • Business information • Spouse information • Second addresses • Gift History • Inner Circle designation • Optional-any information you might want to include to help segment the file when the results are ready. • Activities at School • Class Representative

5. Wealth Screening- who and when • Everyone • Current Students Parents • Grandparents of current students • Past Parents • Alumni • 15 or 20 years post graduations and at reunion time • All alumni now and at reunion time • Friends • Smaller targeted lists • New families • Special events • Class reunions • One at a time • Serendipitous Connections/Gifts

6. Leveraging Big Data for Maximum Results WealthEngine leverages data from 60+ sources for insight on business ownership, lifestyle and overall affluence Demographics & Contact Info Business & Organizations Wealth & Assets Lifestyle &Interests Age Birth Month/Year Nationality Marital Status Presence of Children Education and Graduation Dates Credit Card User Ethnicity Religious Affiliation Occupation and Bio Company Name Start Date Employees Public/Private Company Sales Volume Physician, Specialty and Hospital Information Professional Awards Certifications Civic Information Memberships Net Worth Estimate Cash on Hand Total Assets Household Income Pension Real Estate Value Stock Transactions and Holdings 144 Stock Sale Intentions Options Charitable Contributions Investment Interests Travel Sports (i.e. golf, ski) Spectator Sport Interests Arts & Culture Hobbies Leisure Activities Political Affiliations Private Foundations Aircraft Ownership Boat Ownership Clubs Automobiles owned

7. WealthEngine Data • What You Can Find • What You Cannot Find • Real Estate Holdings • Insider Stock Holdings • Assets: Aircrafts and Yachts • Compensation • Public Company & Comparative Salary Information • Published Indicators of Wealth • Relationship Information • Cash or Bank Balances • Most salaries • Stock holdings, except insiders • Anything the individual wants to keep hidden

8. Examples of Wealth Scores

9. Evaluating Your Results

10. Set the Selection Criteria • Ability to give a gift of $X amount. Across all nonprofits the average major gift is $8,354 • Engaged with your school • History of Philanthropy to you or to others • However everyone has to make his or her first gift • It’s possible to change ones propensity to give but not their wealth*

11. Research and Analytics Can Help Your Existing Donors Hold the Key to Fundraising Success Who are my best existing donors and prospects? What are their key attributes? How can I find new prospects just like them? They Want You to be Informed 75% 96% Report being mis-targeted by marketing. “Outreach clearly shows the org does not know who I am” prefer that marketers use personal information to improve their experience

12. Wealth Screening- Results NW You Have Options • Canned Model • Custom Model • You Can Doooit Who are my best existing donor & prospects? What are their key attributes?

13. From You Semi Custom Model What You Can Expect 60 Day Process Deliverables Excel work with project data Screening results with wealth scores Smart Donor List Smart Prospect List 1 Smart Prospect List 2 PowerPoint with project results Detailed illustration of the solution Recommendations for action

14. Semi Custom Model SmartFundraising Act on Information, Not Intuition ActionDelivers a plan for action AnalyticsDriven by data not instincts AlignmentEmpowers your team with clarity OptimizeGet more from your best donors and find more like them PersonalizeDonor & prospect profiles for personal engagement ConsultStrategic recommendations for campaign execution

15. What is a Statistical Model? A statistical model is a formalization of relationships between variables in the form of mathematical equations. A statistical model describes how one or more random variables are related to one or more other variables. Said differently….

16. Predictive Model Development Process A Truly Custom Modeling Process • Model Design • Data Preparation • Model Building • Performance Analysis • Model Delivery Segmentation Fit Assessment &Lift Charts Model Validation Correlation Analysis& Variable Selection Develop theAlgorithm Residuals & VariableReduction Scoring Algorithm(s) Implementation Recommendations Ongoing Support Understand ClientGoals Define DependentVariable(s) Determine Analytic Approach Aggregate DataSources Frequency Analysis Create Build & Validation Samples

17. Look at your Existing Donors Create a Picture: Extract Clarity from Complexity • Align your Gift History and Engagement Information • With their P2G scores and Giving Capacity • Rank ordered and placed into tiers

18. Model Results: Actionable Donor Segments • True believers are individuals who could be converted to leadership level giving over the next several years. True Believers • Donors with absolute belief in the cause and mission of your organization. Very supported with estimated gifts in the mid-range High Touch • Top donor group with high probability to give: make significant philanthropic investments in your organization Angels • Donors that contribute year after year, providing long-time steady financial support. These are the donors that may surprise you with a planned gift! Loyalists • Lowest estimated gift amount and lowest probability to give. Little affiliation or giving to your organization. Pyramid Base • The foundation of any fundraising effort: believe in your organization and give multiple mid-size/mid-to-high donations Foundational Givers • Higher estimated donation but not yet fully engaged with your organization’s mission. You currently aren’t their foremost charity of choice Wish List

19. Eventually Look at Your Existing Prospects • Look at their Estimated Giving Capacity and signs of affinity as well as signs they look like your donors • Divide into two or three targeted segments • Forerunners: • These are your future angels! Those prospects that have the largest capacity and affinity to make donations to your organizationHigh Estimated Giving Capacity • Future Leaders: • This segment is the pipeline for leadership giftsMedium Estimated Giving Capacity • Building Blocks: • This segment with moderate affinity and lower capacity are the pipeline of future annual fund donors • Low Estimated Giving Capacity

20. Results from a Screening

21. You do want some Mr. B’s • Donor’s who can give more • Donors who will consistently give • Non donors who have capacity to give…Prayer works if your prayers are specific, the right person for the right amount, at the right time, for the right purpose

22. Educational opportunities • http://info.wealthengine.com/AnnualFundWorkbook.html • http://info.wealthengine.com/IndividualGivingWorkbookDownload.html • http://info.wealthengine.com/Institute.html • http://www.wealthengine.com/nonprofit/community/educational-webinars

23. Questions Terry Fairholm Partner Advancement Partners (614) 761-2363 terry@advancementpartners.com Vicki Claussen Vice President of Consultant Partners 240-722-4372 vclaussen@wealthengine.com