pamela e. lewis - case · pamela e. lewis director of research and prospect management building a...
TRANSCRIPT
![Page 1: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/1.jpg)
![Page 2: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/2.jpg)
Pamela E. LewisDirector of Research and Prospect Management
Building a Prospect Management Program: PRIMED for Success!
![Page 3: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/3.jpg)
Organizational Background and Needs▪ 185,000 Alumni (3% are donors)▪ Strategically engage current donors and
prospects▪ Expand the donor-base▪ Professionalize the Advancement Operation
PRIMED! For Success
![Page 4: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/4.jpg)
▪ Strategic Focus▪ Research Rehab▪ Streamline/Automate Processes▪ Standard Operating Procedures▪ Generate Change/Earn Respect▪ Partners in Fundraising
▪ Same Number of Staff▪ Increased Responsibilities▪ Young University▪ Institutional Culture▪ No Accountability/Metrics▪ Excessive Research Requests
PRIMED! For SuccessChallenges Opportunities
![Page 5: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/5.jpg)
Prospects – Researched, Identified, and Managed for Engaged Development!
PRIMED! For Success
![Page 6: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/6.jpg)
Prospects – Researched, Identified, and Managed for Engaged Development!
▪ Holistic Approach - Training, Prospect Research, Data Analysis, Knowledge Management, and Best Practices
▪ Objective - Identify, interpret, analyze and manage prospect information
▪ Intended Outcome - Facilitate prospect movement through the development engagement process
PRIMED! For Success
![Page 7: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/7.jpg)
• AWARE!
• WELL-INFORMED!
• WITH IT!
• CLUED-UP!
PRIMED!
![Page 8: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/8.jpg)
AWARE!Know the prospects and the prospect pool
composition.
PRIMED! For Success
Portfolio Reviews and Analysis
Wealth ProfilesSpreadsheets
Automated Reports
![Page 9: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/9.jpg)
WELL-INFORMED!Knowledge of a prospect’s significant life
events, circumstances and capacity.
PRIMED! For Success
News Alerts
Relationship
![Page 10: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/10.jpg)
CLUED-UP!Prior to making a solicitation, request a complete research profile or review the
wealth profile in the database.
PRIMED! For Success
Research Best Practices
![Page 11: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/11.jpg)
WITH IT!Contact Reports, Next Steps and Strategy
are documented in Advance.
PRIMED! For Success
Training Best Practices
![Page 12: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/12.jpg)
GOALS, PLAN and PROCESSES▪ Systematic prospect management plan▪ Active and focused portfolios
PRIMED! For Success
Portfolio AnalysisAnnual
Portfolio ReviewSemi-Annual
Training and Support
Actionable Data and Information
![Page 13: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/13.jpg)
Monthly Scheduled Training and Support!PRIMED! With Training and Support
Research and Prospect Management Orientation
The Basic Prospect Research Boot Camp
2 Hours 1 Hour▪ Required for new staff▪ Prerequisite – basic database
navigation and reporting training
▪ No portfolio assignments until completed
▪ Open to all staff▪ Facilitated by the Director
▪ Optional attendance▪ Continually Updated▪ Facilitated by Research
Staff
![Page 14: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/14.jpg)
Monthly Scheduled Training and Support!PRIMED! With Training and Support
Research and Prospect Management Orientation
The Basic Prospect Research Boot Camp
Topics Covered▪ Prospect Management Policy▪ Prospect Assignment Policy▪ Contact Report Guidelines▪ Ask Policy and Procedures▪ Research Requests Guidelines▪ Prospect Strategy Notes▪ Use of Next Steps in Advance▪ Using the Alumni Gift Pyramid▪ General questions and issues
▪ Advanced Google Searches▪ Real Estate Valuation▪ Insider Stock Trading▪ Foundation Searches▪ Library Research Databases
• Foundation Directory• CareerShift• Mergent Intellect
▪ LinkedIn for Prospect Research
![Page 15: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/15.jpg)
PRIMED! With Training and SupportProspect Management Policy
![Page 16: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/16.jpg)
PRIMED! With Training and SupportAdvance Navigation Guides
![Page 17: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/17.jpg)
PRIMED! With Training and SupportAsk Module Step‐By‐Step Guide
![Page 18: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/18.jpg)
PRIMED! With Training and Support
![Page 19: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/19.jpg)
PRIMED! With Research Research Request Policy and Guidelines
Wealth Profile
![Page 20: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/20.jpg)
PRIMED! With Research Wealth Profile
![Page 21: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/21.jpg)
ANNUAL PORTFOLIO ANALYSISPRIMED! For Success
Senior Gift Officer
Dean
AVP
VPDirector of Research
RPM Analyst
Unit Gift Officers
WHOATTENDS?
![Page 22: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/22.jpg)
ANNUAL PORTFOLIO ANALYSISPRIMED! With Data
Portfolio Segmentation
Portfolio Coverage
Identify Top Prospects
Prospect Assignment
Prospect Stage
Stagnant Prospects
Recommendations
UpdateBio
PURPOSEand
GOALS
![Page 23: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/23.jpg)
ANNUAL PORTFOLIO ANALYSISPRIMED! With Data
![Page 24: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/24.jpg)
ANNUAL PORTFOLIO ANALYSISPRIMED! With Data
High Capacity – High Engagement (HC/HE)(Giving and/or substantive contact in 2 years)
High Capacity – Low Engagement (HC/LE)(No giving or substantive contact in 2 years)
$1 M+ 5 2% $1 M+ 1 >1%
$250K - $1 M 8 3% $250K - $1 M 7 3%
$100K - $250K 33 13% $100K - $250K 34 34%
$25K - $100K 48 19% $25K - $100K 66 27%
Total 94 38% Total 108 44%Low Capacity – High Engagement (LC/HE)
(Giving and/or substantive contact in 2 years)Low Capacity – Low Engagement (LC/LE)
(No giving or substantive contact in 2 years)<$25K 9 4% <$25K 13 5%
Corporations/Foundations – Active(Giving and/or substantive contact in 2 years)
Corporations/Foundations – Inactive(No giving or substantive contact in 2 years)
N/A 18 7% N/A 6 2%
Total Prospects: 248Number of Gift Officers: 4
Capacity ratings for
all assigned prospects
are verified by the
Research Team
More detailed reports include prospect info:1.Name2.Total giving 3.Last contact4.Stage
![Page 25: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/25.jpg)
SEMI-ANNUAL PORTFOLIO ANALYSISPRIMED! For Success
Senior Gift Officer
Dean
AVP
VPDirector of Research
RPM Analyst
Unit Gift Officers
WHOATTENDS?
![Page 26: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/26.jpg)
SEMI-ANNUAL PORTFOLIO ANALYSISPRIMED! With Data
PURPOSEand
GOALS
Total Raised Past 12-Months
Gift Officer Contacts
Gift Officer Solicitations/Asks
Pipeline
Review Reports
Other
![Page 27: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/27.jpg)
PRIMED! With Data
![Page 28: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/28.jpg)
PRIMED! With DataPortfolio Evaluation Report for Officers
![Page 29: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/29.jpg)
PRIMED! With DataPortfolio Evaluation Report for Officers
![Page 30: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/30.jpg)
PRIMED! With DataPortfolio Evaluation Report for Officers
![Page 31: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/31.jpg)
PRIMED! With Data
![Page 32: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/32.jpg)
PRIMED! With DataAlumni Gift Pyramid
![Page 33: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/33.jpg)
PRIMED! With DataAlumni Gift Pyramid
![Page 34: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/34.jpg)
PRIMED! With InformationThe Prospector Newsletter
![Page 35: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/35.jpg)
PRIMED! With InformationThe Prospector – A Body of Knowledge
![Page 36: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/36.jpg)
PRIMED! With InformationThe Prospector Newsletter
![Page 37: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/37.jpg)
PRIMED! With InformationThe Prospector – A Body of Knowledge
![Page 38: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/38.jpg)
PRIMED! With Solutions and Best Practices
![Page 39: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/39.jpg)
PRIMED! With Solutions and Best Practices1. When do I enter an Ask on a
Prospect? 2. Where can I find a list of Asks for
all of my assigned Prospects?3. When do I change the stage on an
Ask?
1. I have about 25 alumni on whom I will be doing qualification visits. Is there a way to add them to my portfolio so that I can more efficiently “manage” them?
Elements of a Substantive Contact Report
The substantive contact elements include the prospect's relationship with Mason, biographical and financial information, and the development officer’s feedback on ratings.
![Page 40: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/40.jpg)
BRINGING IT ALL TOGETHERPRIMED! For Success
Portfolio AnalysisAnnual
Portfolio ReviewSemi-Annual
Training and Support
Actionable Data and Information
![Page 41: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/41.jpg)
BRINGING IT ALL TOGETHER!▪ Holistic Methodology – A full, complete and well-rounded foundation on
which to prepare for a campaign, facilitate relationship building, and develop professionally.▪ Identify, interpret, analyze and manage prospect information.▪ Facilitate an understanding of engagement and fundraising capacity.▪ Help secure philanthropic support for the organization.
PRIMED! For Success
![Page 42: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/42.jpg)
BRINGING IT ALL TOGETHER!▪ Holistic Methodology – Enabled the “Big Idea” of PRIMED For Success!
▪ Stakeholder Mindset – Gift Officers and Senior Leaders▪ Focused on High Interest and High Influence
▪ Ability to Sustain▪ Maintain commitment, enthusiasm, momentum and credibility▪ Deliver results – stakeholders need to experience something good along the way▪ Adjust as necessary▪ Day to Day management▪ Grow your network of support
PRIMED! For Success
![Page 43: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/43.jpg)
Please complete your session evaluations.
Thank You!
![Page 44: Pamela E. Lewis - CASE · Pamela E. Lewis Director of Research and Prospect Management Building a Prospect Management ... Mason, biographical and financial ... 421_Building a Prospect](https://reader030.vdocuments.us/reader030/viewer/2022041020/5ecf8b9307628275d208e28c/html5/thumbnails/44.jpg)
• Pamela Lewis▪ Email: [email protected]▪ Phone number: 703-993-9634▪ LinkedIn: linkedin.com/in/pamelalewis3/
Speaker contact information: