Create and Maintain a Prospect Referral Tracking System - Increase Qualification Visits, Track Success, and Connect Research Activity to Revenue

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In this presentation, Prisca and Heather will share how to remove the guesswork from prospect referral activity by distributing, managing, and tracking referral activity from a CRM-integrated system. This session will showcase an overview of the University of Georgia's prospect referral process, inclusive of dashboards and visualization techniques. You will change how you think about prospect referral assignments by drawing valuable ideas on creating a referral process that helps you grow your pipeline by optimizing your referral distribution strategies. Attending this session will inspire you to switch to a more transparent and dynamic approach that strengthens the partnership between prospect researchers and fundraisers.

Prisca Zaccaria

Executive Director, Prospect Development

University of South Carolina

Prisca is the Executive Director of Prospect Development at the University of South Carolina. She is a strategic, innovative, and collaborative fundraising research professional with over 21 years of experience. As a key member of the Prospect Research & Prospect Strategy, she leads her teams in supporting fundraising efforts for priority institutional initiatives, the office of the University President and Vice President, the central office fundraising teams,  and more than 16 schools, colleges, and units. At her prior position, she successfully led the Advancement Research and Prospect Management operations in closing out two comprehensive campaigns for the University of Georgia.

Heather McCauley

Senior Development Analyst

University of Georgia

Heather McCauley is a Research Analyst at the University of Georgia, specializing in Visualization and prospecting techniques with the scope of providing fundraising professionals with the power to perform their work with excellence. She is deeply committed to advancing the fundraising mission of UGA and sharing her visualization and data mining expertise with other professionals within the industry.

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Create and Maintain a Prospect Referral Tracking System - Increase Qualification Visits, Track Success, and Connect Research Activity to Revenue
Recorded 08/28/2023  |  60 minutes
Recorded 08/28/2023  |  60 minutes In this presentation, Prisca and Heather will share how to remove the guesswork from prospect referral activity by distributing, managing, and tracking referral activity from a CRM-integrated system. This session will showcase an overview of the University of Georgia's prospect referral process, inclusive of dashboards and visualization techniques. You will change how you think about prospect referral assignments by drawing valuable ideas on creating a referral process that helps you grow your pipeline by optimizing your referral distribution strategies. Attending this session will inspire you to switch to a more transparent and dynamic approach that strengthens the partnership between prospect researchers and fundraisers.
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