The Office Meets Prospect Development: How PAM and DWIGHT Are Changing Relationship Management

Recorded On: 09/23/2020

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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?

This webinar is worth (1) CFRE point.

This session is part of the PD 2020: Conference Highlights Bundle.

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The Office Meets Prospect Development: How PAM and DWIGHT Are Changing Relationship Management
Recorded 09/23/2020
Recorded 09/23/2020 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?
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Rebecca Fullmer

Rebecca Fullmer

Assistant Vice President - Campaign Director

University of Cincinnati Foundation

Elizabeth Schmidt-Gullett

Elizabeth Schmidt-Gullett

Assistant Vice President, Prospect Development

University of Cincinnati Foundation

Betsy serves as the Assistant Vice President of Prospect Development at the University of Cincinnati Foundation, where she helps connect research, data, and strategy to advance philanthropic efforts. She brings broad experience in higher education fundraising, having formerly served in Prospect Development leadership roles at The Ohio State University and Wittenberg University.