Rome Wasn't Built in a Day--Constructing a Prospect Management System for All

Recorded On: 09/23/2020

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In 2015, Kristin Richardson was brought to VCU, in part, to create a prospect management system where none had existed before and develop a structure of fundraiser metrics. The culture at the institution was not ready for this massive shift in how fundraiser work was managed; staff were already shell-shocked by a fast-paced CRM conversion, new VP and AVP leadership, and the launch of a $750M campaign. In the face of these challenges, Kristin was able to create a PM framework within the new CRM that was nimble, scalable, and identified key metrics. This presentation will review how this was achieved from initial program assessment up through the continual process improvement status now in place. Additionally, how to overcome objections, facilitate confidence, and solve individual issues will be covered.

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Rome Wasn't Built in a Day--Constructing a Prospect Management System for All
Recorded 09/23/2020
Recorded 09/23/2020 In 2015, Kristin Richardson was brought to VCU, in part, to create a prospect management system where none had existed before and develop a structure of fundraiser metrics. The culture at the institution was not ready for this massive shift in how fundraiser work was managed; staff were already shell-shocked by a fast-paced CRM conversion, new VP and AVP leadership, and the launch of a $750M campaign. In the face of these challenges, Kristin was able to create a PM framework within the new CRM that was nimble, scalable, and identified key metrics. This presentation will review how this was achieved from initial program assessment up through the continual process improvement status now in place. Additionally, how to overcome objections, facilitate confidence, and solve individual issues will be covered.

Kristin Richardson

Executive Director of Prospect Development

Virginia Commonwealth University