Sometimes it seems that Prospect Development and Frontline Fundraisers are speaking two different languages. This presentation is a case study of the success and evolution of a brand new Prospect Management position at the Planned Parenthood Federation of America and the Planned Parenthood Action Fund. Through strategic partnership with frontline leadership, the Prospect Development team was able to build a dynamic new Relationship Management program in the wake of a database conversion, and made scalable for use by PPFA as well as affiliate partners. Attendees will learn about the full suite of new tools and resources developed, including standing reports, metrics dashboards, key performance indicators for gift officers. They'll also learn how we used a client services approach to develop these tools, meeting our frontline partners where they are and “learning their language,” lifting the Prospect Development team's work and reputation as an essential partner in fundraising. You will hear about the dream team of Prospect Management and Frontline Leadership, and will leave with tips to implement similar endeavors in their own shops.

Join us as we discuss how to design, implement, and evolve the prospect management function from data entry and moves management to a strategic, data- and analysis-based partnership between frontline and Advancement Services. From building a PM shop from scratch, to evolving an established program, we will discuss and share ideas on how to establish PM at small shops, big shops, and everything in between. Includes: stakeholder engagement and training, establishing PM process, implementing PM practices including data collection, entry, maintenance, reporting, and key analytics

Building relationships can be hard, but it doesn’t have to be! This presentation will discuss the importance of building relationships between Research and Prospect Management staff and front-line development staff and will provide tactical, concrete skills and practices through the lens of moves management and fundraising philosophy that attendees can implement in their own jobs and their institutions to help them start to build those relationships and new ideas on maintaining their current relationships. Small group discussion included

The University of Colorado launched its "Essential CU" campaign earlier this year. To better inform its fundraising goals, CU Boulder contracted the services of Bentz Whaley Flessner (BWF) to gain greater insights into the fundraising potential of their current prospects’ pool in support of the campaign. BWF produced select predictive models to inform next steps. CU Systems Advancement then partnered with BWF as a continuation of the initial project to leverage the scores generated by the predictive models and further refine the data with the team's in-house expertise. This collaboration focused on re-balancing and strengthening portfolios with new prospects uncovered by the predictive models. New guidelines and a stronger desire to partner transpired through this portfolio optimization work. This presentation will share the process our Research, Analytics & Prospect Development team went through, the lessons learned, and opportunity ahead with the frontline staff at CU Boulder. Though we contracted with BWF to support the initial portfolio optimization assessment, our team has been heavily involved on data refinement, change management, and adoption of processes; it has been crucial to this project so far. Our intention is to focus on this piece.

After surveying our internal clients, we realized the prospect development processes and policies that had worked really well at International Justice Mission for seven years were no longer working effectively. We decided to lay every process and policy we had on the table and make a bold move: we needed to become a frontline-centric prospect development team and rebuild the way our team works with frontline teams from the ground up. In this session, you will learn how to survey frontline teams to measure and evaluate the effectiveness of prospect development and then create a comprehensive short, medium and long term strategy to build a prospect development team that is frontline-centric. This session will be a guided journey through all the different steps you can take to accomplish this.