The analysis of data within a prospect management system can be used to evaluate fundraising effectiveness, assist with strategic planning, and inform management decision making. This session will cover what is important to monitor, how to establish benchmarks, and how to set up progress reporting and analysis. Presenters: Josh Birkholz, Director of DonorCast Analytics, Bentz Whaley Flessner

1. Data Driven Advancment

3. Introduction and Overview

8. Effective Fundraising Reveals and demonstrates how the prospect’s interests, motivations, life goals, and/or firmly held beliefs are met through the work and vision of the nonprofit.

19. Loyalty Needs Needs met consistently Loyalty + =

23. Prospect Management Process Summary

24. Overall Process (following base development) Market Research Identification with screening and modeling Prospect Research Qualification with data Field Research Discovery / qualification through interaction Plan Strategy Solicitation Stewardship Cultivation Major Gift Fundraising Cycle

27. Leads Suspects with unverified capacity, propensity, attachment, interests, etc. (coding begins, often into pools by funding priorities). Qualification Prospect Research techniques to verify capacity, propensity, attachment, and interests through individual-level research.

28. Qualified Leads Suspects with verified capacity, propensity, attachment, interests, etc. Discovery Field research conducted by gift officer to verify capacity, propensity, attachment, and interests through interaction.

29. Is this a Prospect? Not a Prospect Consider other fundraising strategies. Not a Prospect Now Future prospect. Reminder set for resuming contact. Yes No Not Yet Prospect Capacity, propensity, attachment, interests, etc., verified through discovery. Strategy in place.

30. Stewardship Stewardship Solicitation Cultivation Strategy Development

31. Data Driven Metrics

41. Data Preparation and Modeling: Report Inventory Name of Report Purpose Key Data Elements Distribution Frequency Person/s Responsible 1 2 3 4 5 6 7 8 9 10

42. Customized Cultivation Strategies

43. This backpack is on its way to Alaska for a hiking trip.

44. This one is headed for a beach vacation in Mexico.

45. What would you pack in these backpacks?

46. This young alum became very wealthy quickly by starting a business.

47. This successful faculty member is about to retire after receiving a prestigious award.

48. This community member had a granddaughter cared for in the university hospital.

49. This guy hires lots of your alumni.

50. What would you pack in these backpacks?

58. Now that you know what to pack …

59. Enjoy Your Trip!

60. 7251 Ohms Lane Minneapolis, Minnesota 55439 ph: 952-921-0111 fax: 952-921-0109 email: donorcast@bwf.com website: www.donorcast.com Joshua Birkholz Principal, Bentz Whaley Flessner Director of DonorCast 79767/JMB:cry/021009