Traditionally, capacity formulas have trouble conveying uncertainty in the estimate as well as incorporating conflicting wealth indicators into a coherent ratings framework. To resolve both of these issues, we use publicly available survey data from the Federal Reserve to create a machine learning model of capacity as a function of identified assets. This framework can be utilized by prospect researchers in the form of an app, or it can be used to screen your database. The presentation will cover the traditional way of rating prospects; thinking about ratings as probabilities; an exploratory data analysis of the Federal Reserve's survey data; what went into creating our machine learning rating system; and a demonstration of the rating app.

After your organization has a wealth screening done, whether it's the entire database, or just a few hundred folks, what do you do next? How much confidence should you have in the initial results? How much time should you spend on additional research? This session will talk about the next steps for verifying giving capacity, with multiple case studies reviewed, including a large healthcare organization (within a screening database), as well as small to mid-sized cause-based and higher education organizations which perform the verifications externally. We will also discuss what level of detail to complete, along with methodology, and everything else that comes with the joy of verifications!

We find great prospects! We create amazing tools! So, why won't fundraisers use what we give them?!? One intrepid Prospect Development team set out to tackle this conundrum head on by hosting monthly "Ask-a-Researcher" trainings. Join us, as we share insights gleaned from two years of educating fundraisers, strengthening their knowledge and proficiency with reports and tools, and building trust and two-way communications. Topics will include class structure, getting leadership buy-in, maximizing training materials, and encouraging attendance. Let us help you to help them!

Excel is ubiquitous in today's office environments, but behind the simple spreadsheet is a robust set of tools that can make your work faster, more efficient, and less error prone. This presentation will use a large sample dataset to answer questions, build prospect lists, and provide insights to leadership.

This case study will walk through the evolution of Wisconsin Foundation and Alumni Association's year-long prospect management makeover aimed at improving fundraiser efficiency, prospect engagement and data-driven decision making at the mid-point of our comprehensive campaign. From the meeting that ignited the spark, to where we stand today, details will be shared about key components to this multi-team effort: impetus for change; implementing new Qualification metrics and Efficiency measures; change management barriers; new dashboards designed to forward the action; as well as outcomes.

At the University of Cincinnati, we talk a lot about essentialism for fundraisers -- or removing all of the little things that distract or take them away from their core function as fundraisers. But other than fundraiser metrics, we did not have a good way to measure and report on core function. Enter PAM and DWIGHT -- two easy and clear measures that provide valuable insights to fundraisers and leadership. PAM -- short for Portfolio Activity Measure -- is a composite score that measures four elements of activity and gives a clear indication of portfolio saturation. DWIGHT is an accompanying prospect plan score that assists in forecasting dollars raised. Together, these tools give us a much better understanding of two fundamental questions in relationship management: how much are we going to raise this year, and are we successfully "moving" our prospects and pipeline?

In this session you'll learn how to create your own version of the weekly email communication UChicago uses to successfully: push key strategies and policies and increase transparency and efficiency around reporting. Create a feedback loop with development officers, improve development officer productivity, and identify gaps in their Prospect Development program no matter the size, budget, or complexity of your organization, you'll walk away with tangible ways you can improve your communication with development officers as well as insight into how to use the feedback you receive to improve your program.

Assessing philanthropic risk, developing an effective due diligence program, researching negative news and investigating our supporter's histories from every angle has increasingly become an everyday fact of life for Prospect Development. In recent years we have seen the impact negative press and reputation issues can have on any institution as well as the sector as a whole. These stories do not discriminate against size of institution, geography, the professionalism of the fundraising teams, or size of gift. It has become as much a practical problem of completing research and finding the right information as it is a relationship management exercise, balancing the expectations of all those involved. As Prospect Development we are uniquely positioned to drive and effectively manage this activity in a way that is beneficial for our organizations; ensuring it intersects with all areas of the fundraising cycle. During this session you will hear the experiences and learnings from someone who has built and maintained a robust due diligence and gift acceptance process at several institutions. The presentation will give insight into why managing risk is important for everyone, the pitfalls and benefits of driving the activity (or how not to be a barrier to fundraising), what information should and can we highlight, how to develop a due diligence training program and how this can all work effectively in a fundraising utopia. Effective Due Diligence is not just about research, nor is it just about ethics. It is a key tool we can use to strengthen our connections with our supporters as well as the internal relationships we hold within our organizations, ensuring we all act with appropriate integrity.

You've done it. You've worked hard and been promoted and now you have a team. Now what? Learn the fundamentals of coaching, feedback, performance management. We'll discuss how to onboard, retain, and how to say goodbye when it's time.

Join members of Apra's Ethics & Compliance Committee, in the second annual Ask the Ethicist Live, for riveting ECC case studies - some ripped from the headlines (insert Law & Order theme music here). Topics will include but not be limited to due diligence; data sources; data sharing; confidentiality and data privacy; and legal compliance.