new models of fundraiser accountability and prospect pools dave scott, development services manager...
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![Page 1: New Models of Fundraiser Accountability and Prospect Pools Dave Scott, Development Services Manager Glasgow Caledonian University](https://reader035.vdocuments.us/reader035/viewer/2022062713/56649cd65503460f9499d9b0/html5/thumbnails/1.jpg)
New Models of Fundraiser Accountability and Prospect Pools
Dave Scott, Development Services ManagerGlasgow Caledonian University
![Page 2: New Models of Fundraiser Accountability and Prospect Pools Dave Scott, Development Services Manager Glasgow Caledonian University](https://reader035.vdocuments.us/reader035/viewer/2022062713/56649cd65503460f9499d9b0/html5/thumbnails/2.jpg)
Glasgow Caledonian University Prospect Pool Review Meeting
![Page 3: New Models of Fundraiser Accountability and Prospect Pools Dave Scott, Development Services Manager Glasgow Caledonian University](https://reader035.vdocuments.us/reader035/viewer/2022062713/56649cd65503460f9499d9b0/html5/thumbnails/3.jpg)
What’s your pool like?
Big and rich?
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What’s your pool like?
Small but rich?
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What’s your pool like?
Small and rubbish?
Or just underdeveloped?
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4 years ago…
• A handful of donors with a handful of dollars
• 4 fundraisers in need of prospects
• Someone new to prospect research as the sole resource
• A database with little or no details with lots of missing information
• No fundraising projects or ‘case for support’
• Main aim = as many high wealth donors in front of fundraisers as possible
• As a result = bag and tag as many suspects/prospects as possible
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As a result…
• Good working and intelligent prospect pipeline tool
• A number of high level donors met giving within a short period of time
However…
• Focus on new donors with not enough focus on progressing new prospects
• Pipeline blocked resulting in issues with fundraisers moving prospects along
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Models of prospect pools
How many prospects do your (full-time) fundraisers have allocated to them on average?
100?
150?
200?
250+?
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Models of prospect pools
What are the benefits of a large pool versus a smaller pool?
• More prospects to see
• Better chance of hitting targets by seeing more people
• Higher targets from estimated wealth of pool
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Models of prospect pools
What are the negatives of having a large pool versus a smaller pool?
• Ability to prioritise prospects
• Focus on higher wealth individuals
• Ability to meet as many prospects as possible - only 250 working days in a year so time is tight
• Ability to build a meaningful relationship with a prospect
• Hoarding of prospects by fundraisers or a reluctance to let go
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Example: Pool Size –v– Contact
Pool No
Size Contact in the last year
Last contact 1-2 years
Last contact >2 years
No personal contact
1 112 88% 8% 3% <1%
2 349 65% 17% 8% 10%
3 127 98% 2% - -
4 140 67% 25% 5% 3%
5 91 85% 12% - 3%
n.b. personal contact judged as face-to-face, telephone call, email (Source: University Of Strathclyde)
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North American models
DePaul University – Chicago (2010)
University of Chicago (2010)
Northwestern University – Chicago (2010)
Loyola University – Chicago (2010)
Illinois Institute of Technology – Chicago (2010)
University of Texas, Austin (2011)
Majority had the pressure of researchers populating pools of 150 – 300+ active prospects
Apart from DePaul University
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DePaul University - Chicago
• 6 years into their first ever campaign, target of $250M over 8 years
• After two years decision made to reassess how their fundraisers worked and the best way of utilizing their prospect pools
• Poll of other universities showed pools ranging from 150 to 300+
• Decision taken to review Major Gift productivity
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DePaul University - Chicago
• All 40 fundraisers now have a pool of 75 split into Top 50 and Hot 25
• An ask to be made of their Hot 25 within that financial year
• Top 50 filtered to identify the prospects to take up the spots in the Hot 25 the following year
• Monthly targets now based on a monetary basis rather than on number of meetings alone
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DePaul University - Chicago
• Targets set for each fundraiser across the year with quarterly breakdowns based on productivity:
Contacts
Face to face
Solicitations
Proposals
Major Gifts
Additional fundraising support
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DePaul University – Chicago
As a result:
• Each fundraiser a ‘project manager’
• Freedom for researchers
• Full accountability
• Increased productivity and development
• Greater levels of co-operation amongst fundraisers
• Identifies goals and sets a structure to help measure success for all fundraisers
• $250M raised after 6 years, 2 years ahead of target
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DePaul University - Chicago
Fundraiser Level
ContactsGoal/Count
Face2FaceGoal/Count
ProposalsGoal/Count
Major GiftsGoal/Count
Gift AmountsGoal/Count
Leadership 1) 20 / 442) 20 / 513) 20 / 884) 20 / 2480 / 207
1) 12 / 92) 11 / 83) 11 / 144) 11 / 1545 / 46
1) 3 / 112) 3 / 13) 3 / 14) 3 / 412 / 17
1) 2 / 22) 1 / 13) 2 / 04) 1 / 16 / 4
1) $1,000,000 / $2,050,0002) $1,000,000 / $800,0003) $1,000,000 / $04) $1,000,000 / $1,000,000$4,000,000 / $3,850,000
Senior Fundraiser
1) 45 / 111
2) 45 / 493) 45 /
2894) 45 / 51180/500
1) 25 / 122) 25 / 133) 25 / 194) 25 / 29100 / 73
1) 5 / 32) 5 / 23) 5 / 34) 5 / 420 / 12
1) 2 / 12) 2 / 23) 2 / 04) 2 / 08 / 3
1) $500,000 / $100,0002) $500,000 / $400,0003) $500,000 / $04) $500,000 / $0$2,000,000 / $500,000
Fundraiser 1) 60 / 118
2) 60 / 983) 60 /
1444) 60 / 86240 / 446
1) 35 / 152) 35 / 253) 35 / 224) 35 / 20140 / 82
1) 5 / 142) 5 / 43) 5 / 54) 5 / 720 / 30
1) 2 / 42) 2 / 23) 2 / 34) 2 / 28 / 11
1) $125,000 / $335,0002) $125,000 / $61,0003) $125,000 / $115,0004) $125,000 / $121,000$500,000 / $632,000
New Fundraiser
1) 60 / 702) 60 / 973) 60 /
1054) 60 /
245240 / 517
1) 35 / 112) 35 / 143) 35 / 184) 35 / 24140 / 67
1) 5 / 12) 5 / 13) 5 / 44) 5 / 620 / 12
1) 2 / 02) 2 / 03) 2 / 04) 2 / 08 / 0
1) $75,000 / $02) $75,000 / $03) $75,000 / $04) $75,000 / $0$250,000 / $0
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Fundraiser accountability and effectiveness
How are your fundraisers measured in terms of their success and effectiveness?
• Cold hard cash?
• Number of asks?
• Number of proposals?
• Number of meetings?
• Number of contacts with prospects?
• Number of progressions through the cultivation cycle?
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The challenge...
Breakout group discussion
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Future prospect review meetings?