Dive Into Your Data: Use Information You Already Have To Identify and Qualify Major and Planned Gift Prospects
Thursday, July 14th, 2016
4:00 PM - 5:15 PM: Breakout 4
You've heard it before: An organization's best donors are the ones it already knows. Fortunately, in today's data-driven information age, fundraisers have plenty of donor data at their fingertips. Organizations invest time and resources in developing and maintaining databases that are chock full of donor giving history for annual campaigns, direct mail solicitations and email requests for online giving.
On top of that, wealth screenings and prospect research provide additional clues about an individual's giving capacity and inclination. This information can be used to fuel an organization's major and planned giving programs, but how do you sort through all this data to figure out which prospects are the ones you should focus on first? What is the most efficient way to steward your existing donors while qualifying them for increased giving using the staff you already have? How can you systematically manage all these major and planned gift prospects given limited time and resources? This session will help you answer these questions by diving into the data on existing donors and showing how it can drive a robust major and planned giving program. In this presentation, participants will explore the following:
? Utilizing database systems and analytics to figure out which donors have the greatest potential to make major or planned gifts
? Implementing a qualification program that also serves to steward donors through authentic and personal contact
? Making adjustments to the program to fit an organization's structure, staff capacity and current needs;
? Fostering collaborative teamwork among staff to effectively manage donor relationships. We plan to include examples of client engagements in which this program has been successfully implemented.
Learning Outcome #1
By attending this session participants will learn:
How to identify the best potential major gift prospects from among current donors by analyzing annual giving, direct mail response and/or wealth screening data.
Learning Outcome #2
By attending this session participants will learn:
How to develop a systematic and efficient program to qualify potential major gift prospects and feed the major gift prospect pipeline.
Learning Outcome #3
By attending this session participants will learn:
How to leverage existing staff to effectively manage relationships with the most promising major giving prospects and donors.