The Circle of Life - Prospect Management

June 15, 2012
Online
9 - 10:30 a.m. SGT/HKT/WST

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Behind every successful campaign and every successful solicitation, there is a comprehensive strategy that includes all members of the fundraising team, including the ability to demonstrate a positive return on investments and clear accountability for each member on the team. The fundraising cycle from identification to stewardship calls for a variety of talent and skill to build a relationship with a prospect and harness a loyal and passionate donor from everyone's contribution.

Prospect management is essential to creating clear expectations and tracking results that, in the short term, allow everyone a snapshot of where you are and where you are headed. In the long term, it is an invaluable tool for strategic planning towards your organization's fundraising goals and objectives.

From capacity, affinity and interest to readiness: Effective goal-setting, campaign planning, prospect and prospect pool management all depend on having a solid ratings system in place. This session will discuss different methods and approaches for defining, structuring, applying and maintaining ratings on your prospects. You will learn how to best move the art and science of ratings, prospect pools, building and maintaining relationships for the 'common good' towards the ultimate goal of a loyal and well-stewarded donor with the recognition that it took a team of individuals to make it happen.

Five Reasons to Attend

1. Be a strategic partner. Understand the 'bottom line' that your board, organization and field staff are working towards for successful fundraising and align your strategies and activities to unite for a common effort.
2. Be proactive. Learn the basic tenets of the fundraising cycle and align the purpose, elements, features and benefits of a prospect management system for the best team approach towards goal.
3. Create forward momentum. Select policies and processes that lead to better communication among team members with clear accountability of responsibilities.
4. Align prospect movement. Create a robust prospect management system that highlights prospect strategic planning, along with next steps and a clear action plan.
5. Improve prospect identification. Learn the importance of identifying prospects that can build your pipeline and be loyal, passion-centered donors. See number 1 above and begin again!

Who Should Attend

Individuals who are responsible for development, advancement services, research, annual fund, alumni events and/or stewardship activities that move their organization toward successful fundraising goals and objectives.

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Speaker

Deborah Reinhardt Youmans, CFRE
Director of Advancement Research
Le Moyne College

Deborah Reinhardt Youmans, CFRE, brings expertise in fundraising research, data analytics, prospect management operations and volunteer management.

She has over 20 years of development experience and is currently director of advancement research at Le Moyne College. She is a board member and secretary for the Association of Professional Researchers for Advancement (APRA) and is a board member and President-Elect for the Association of Fundraising Professionals-Central New York Chapter. She is a member of Partnership for Philanthropic Planning (PPP), Planned Giving Council of Upstate New York, New England Development Research Association and a professional member of CASE.

Deborah has presented at numerous regional and national conferences for APRA, AFP, Jesuit Advancement Administrators (JAA) and CASE. She is a graduate of Columbia College with bachelor degrees in business administration and psychology. She is a graduate of Le Moyne College with a master's degree in business administration with concentrations in finance, human resources and marketing. She is a Certified Fund Raising Executive and is a certified AFP Master Trainer.

Registration

$275 (US) CASE members; $365 (US) Nonmembers