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Fundraising Intelligence: Prospect Research in a Campaign with Tricia Ambler and Lisa Cheney

Fundraising Intelligence: Prospect Research in a Campaign with Tricia Ambler and Lisa Cheney. Tricia Ambler. Senior Client Service Consultant for WealthEngine with nonprofit background.

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Fundraising Intelligence: Prospect Research in a Campaign with Tricia Ambler and Lisa Cheney

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  1. Fundraising Intelligence: Prospect Research in a Campaign with Tricia Ambler and Lisa Cheney

  2. Tricia Ambler • Senior Client Service Consultant for WealthEngine with nonprofit background. • Previous development positions at Virginia Commonwealth University, Lewis Ginter Botanical Garden in Richmond, VA and Jamestown Yorktown Foundation. • Presented on Modeling and Analytics at AFP 2011 Conference in Chicago and very involved in APRA-VA chapter and APRA International.

  3. Lisa Cheney • Director of Prospect Research for Bon Secours Richmond Foundation with 12 years of experience in research. • Prior to work with Bon Secours, researched and identified higher education prospects at Hampden-Sydney College. • Current president of APRA-VA chapter, and has been affiliated with APRA for seven years serving in different board positions.

  4. Agenda Campaign Management Pre-Campaign Planning Campaign Pyramid • Prospect Segmentation The Quiet Phase • Wealth and Peer Screening • Prospect Tracking Meetings Reports • Public Phase Q&A

  5. Campaign Management • What is the Role of Prospect Research in a Campaign? • A capital campaign is a time-limited effort by a nonprofit organization to raise significant dollars for a specific project. (About.com – Nonprofit Charitable Orgs) • The role of research is identifying and steward through the fundraising cycle those prospects that can fund identified campaign initiatives.

  6. Fundraising Cycle

  7. Feasibility Study

  8. Agenda Campaign Management Pre-Campaign Planning Campaign Pyramid • Prospect Segmentation The Quiet Phase • Wealth and Peer Screening • Prospect Tracking Meetings Reports • Public Phase Q&A

  9. Role of Research in Pre-Campaign Planning • Board Members • Previous Campaign Committee Members • Currently Rated Prospects • Anyone who gave during a previous campaign at your organizations lower limit for a major gift • Anyone who has made an annual fund gift at 1/5 your major gift amount

  10. Agenda Campaign Management Pre-Campaign Planning Campaign Pyramid • Prospect Segmentation The Quiet Phase • Wealth and Peer Screening • Prospect Tracking Meetings Reports • Public Phase

  11. Campaign Pyramid

  12. Campaign Gift Chart

  13. Agenda Campaign Management Pre-Campaign Planning Campaign Pyramid • Prospect Segmentation The Quiet Phase • Wealth and Peer Screening • Prospect Tracking Meetings Reports • Public Phase Q&A

  14. The Quiet Phase • May be a good time to conduct a screening to find the hidden wealth in your database • Wealth or Asset Screening • Peer Screening • Conduct at least 5 years before end of campaign • If you have a screening use the ratings and scores within the screening product to segment your prospects

  15. Prospect Review List

  16. Peer Screening Table

  17. Prospect Segmentation

  18. Quiet Phase – Prospect Tracking Meetings • The quiet phase is a good time to begin these meetings: • Reassignment of Prospects • Assign newly identified prospects • Follow-up on assigned prospects

  19. Quiet Phase - Prospect Tracking Meetings • Timing • Structure • Who Should Lead? • Who Should Organize? • Who Should attend?

  20. Major Prospect Activity

  21. Major Prospect Activity Major Gift Progress Towards Budget

  22. Prospect Tracking Grid

  23. Agenda Campaign Management Pre-Campaign Planning Campaign Pyramid • Prospect Segmentation The Quiet Phase • Wealth and Peer Screening • Prospect Tracking Meetings Reports • Public Phase Q&A

  24. Public Phase • Track your ROI • Data Segmentation • Data Mining • Refine Rating

  25. Public Phase • Are your reports working? • What do you need to change/refine? • What pipeline reports are you using? • Do you have enough identified prospects?

  26. Public Phase Prospect Pipeline • How many prospects do you have? • Are you tracking the identification source? • Are they assigned or unassigned? • How many are rated? Unrated? • For rated prospects has a funding/project priority been identified? • Do you have identified and assigned prospects that are stuck in a cultivation stage?

  27. Public Phase

  28. Public Phase

  29. Prospect Readiness

  30. Stage Aging Report

  31. End of Campaign • Review your prospect list • Who have you received gifts from? • Which proposals are still outstanding? • Which proposals should still be submitted? • What projects/programs still need to reach campaign goal?

  32. End of Campaign • Review Systems • Prospect Tracking • Gift Processing • Stewardship • Award/Recognition (outside of plaques)

  33. Questions?Contact Us:marketing@wealthengine.com

  34. Questions? Tricia Ambler Senior Client Service Consultant WealthEngine tambler@wealthengine.com 240-722-4388 Lisa Cheney Director of Prospect Research Bon Secours lisa_cheney@bshsi.org 804-287-7261 Continue the Dialogue Share your thoughts and insights on Twitter using hash tag:#WEROI

  35. Stages

  36. Estimated Giving Capacity Rating Ranges

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