Relationship Management

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  • Contains 1 Component(s)

    Questions and discussions about new officer roles in leadership or mid-level giving have certainly increased over the past few years. Since many of the new officers hold portfolios, we wanted to explore if there was any data indicating a difference in how portfolios are managed between mid-level officers and major giving officers. In this session, we will look at how we got to this point and how these new roles are important in building a sustainable pipeline. We will also look at initial metrics and data from 150+ higher education institutions to discover trends that could help inform best practices in portfolio management for these new officer roles. We’ll finish with a summary and future research considerations.

    Questions and discussions about new officer roles in leadership or mid-level giving have certainly increased over the past few years. Since many of the new officers hold portfolios, we wanted to explore if there was any data indicating a difference in how portfolios are managed between mid-level officers and major giving officers. In this session, we will look at how we got to this point and how these new roles are important in building a sustainable pipeline. We will also look at initial metrics and data from 150+ higher education institutions to discover trends that could help inform best practices in portfolio management for these new officer roles. We’ll finish with a summary and future research considerations.

    Michael Van Dyke

    Strategic Consultant

    Blackbaud

    Michael has worked with higher education institutions as a trainer and strategic consultant for the past six years. Michael has over 12 years of experience in the world of fundraising holding a variety of roles, from director of development to grant writer to donor relations, but the majority of her time was spent in the prospect research/manager role. She has also worked with a variety of organizations, ranging from non-profits to faith-based to higher education. Taking a break from fundraising before coming to Blackbaud, she taught Information Literacy and Research Skills at the community college level. With her background in library and information science and prospect research, Michael has honed the skills of organizing information and resources to help create more streamlined processes. Throughout her career, she has remained passionate about empowering people to use technology and information to make better decisions and drive towards improved results. Michael holds a B.A. in communications from Saginaw Valley State University and Masters in Library and Information Science from Dominican University/St. Catherine University.

  • Contains 1 Component(s)

    Three years into revolutionizing their annual fundraising goal-setting process, Syracuse needed a way to produce solicitation data for all schools, colleges and central units in a timely fashion that didn’t unnecessarily drain personnel resources in the midst of a campaign and global pandemic. Further, senior leadership needed a pragmatic lens by which to view planned work and its likelihood of success, and managers needed comprehensive reports to view their frontline fundraisers’ activity. Join Syracuse University’s Assistant Director of Prospect Management and Assistant Director of Data Analytics to learn how they built a suite of Tableau dashboards that provides detailed insights into the university’s fundraising pipeline and optimizes individual and team portfolio management.

    Three years into revolutionizing their annual fundraising goal-setting process, Syracuse needed a way to produce solicitation data for all schools, colleges and central units in a timely fashion that didn’t unnecessarily drain personnel resources in the midst of a campaign and global pandemic. Further, senior leadership needed a pragmatic lens by which to view planned work and its likelihood of success, and managers needed comprehensive reports to view their frontline fundraisers’ activity. Join Syracuse University’s Assistant Director of Prospect Management and Assistant Director of Data Analytics to learn how they built a suite of Tableau dashboards that provides detailed insights into the university’s fundraising pipeline and optimizes individual and team portfolio management.

    Katie Pierce

    Director of Fundraising Intelligence & Analytics

    Syracuse University

    Katie Pierce has a B.A. in Physics from Hamilton College and is currently in the Applied Data Science M.S. program at Syracuse University.  She is the Assistant Director of Data Analytics in the office of Prospect Development and Analytics at Syracuse University where she develops analytic tools for pipeline analysis, forecasting, predictive analysis and data visualization reporting for both senior leadership and school/unit officers.

    Lindsay Scheuer

    Director of Prospect Management & Performance

    Syracuse University

    Lindsay Scheuer joined Syracuse University's Prospect Development & Analytics team in 2017, having previously worked in relationship management roles in secondary education and professional theater. She leads a team that directly supports advancement operations through strategic planning, goal setting, prospect pool development, and portfolio review.

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    The folx at Oregon Food Bank (OFB) are thinking a bit differently about their philanthropy approach as they decenter money and center love and equity. Historic performance metrics can influence if relationship managers remain in harmful relationships, feel valued/seen in their work, or stay in philanthropy at all. Hear from a small shop and caused-based organization about their methodology that has informed their donor prospecting, is transforming their fundraising to make it accessible to diverse fundraisers, and how they’re measuring love.

    The folx at Oregon Food Bank (OFB) are thinking a bit differently about their philanthropy approach as they decenter money and center love and equity. Historic performance metrics can influence if relationship managers remain in harmful relationships, feel valued/seen in their work, or stay in philanthropy at all. Hear from a small shop and caused-based organization about their methodology that has informed their donor prospecting, is transforming their fundraising to make it accessible to diverse fundraisers, and how they’re measuring love.

    Melissa Yale

    Prospect Research Developer

    Oregon Food Bank

    Melissa Yale (she/her/hers) is a Prospect Research and Management Developer. She has been in prospect development for 4 years and at Oregon Food Bank (OFB) for 8 years. Prior to joining the prospect development team, she was a frontline fundraiser working with affinity groups to coordinate and manage large annual fundraisers. She was a mechanical engineer developing technology consumer products for 14 years and earned her MBA from Portland State University before finding a profession that fit her purpose.

    Her work at OFB has allowed her to take the systems approach from engineering and apply it to evaluating supporters’ potential, allowing for the creation of new processes and evaluation tools while keeping the bigger picture of community centric philanthropy in mind. Plus, she loves data, making it engaging for all, and figuring out how we can use it to inform decisions.

    A 20 year Oregon transplant, Melissa enjoys spending time at the theater as a volunteer usher, growing tomatoes, cooking experiments, and planning for the next travel adventure around the Pacific Northwest when her parents visit.

    Brandon Baez

    Assistant Manager Prospect Research & Management

    Oregon Food Bank

  • Contains 15 Product(s)

    Get 15 sessions offered at the Prospect Development 2022 Conference, held July 27-29, 2022.

    Get 15 sessions offered at the Prospect Development 2022 Conference, held July 27-29, 2022.

    • PD 2022 Apra Talks: The Context of Change: Perspectives on Philanthropy
    • Advanced Fundraising Reporting
    • Revamping Portfolio Consultations
    • Pipelines and Metrics and Engagement! Oh, my! A Journey Down the Yellow Brick Road to Creating an Action-Driven Performance Development Reporting Suite
    • How to Convert to a New CRM in 4,000 Easy Steps
    • Enabling Advanced Analytic Tools and Access to Data: Bringing technology and people together for better analytics
    • Leadership Buy in through Design Thinking in Advancement
    • Lessons We Should Have Known, But COVID Had to Teach Us
    • Bon Appétit: How to Properly Digest Stock Form Alphabet Soup and Footnote Word Salad
    • Diversifying your Prospect Pool: Methods and Approaches to Social Inclusion in Prospecting
    • How Summa Health Engaged Retired Physicians as Partners in Fundraising
    • The Evolution of Due Diligence at Stanford: Building the Plane While Flying It
    • Free Solo: Campaign Planning On Your Own
    • Insights from a New Prospect Researcher
    • Building Relationships Based on Love
  • Contains 1 Component(s)

    While there are many ways to research net worth and find potential donors, there is an opportunity cost if the data is inaccurate, outdated, or limited to the ultra-wealthy. The University of Michigan's development team tested and measured multiple data vendors to evaluate quality with the goal of improving prospect research as well as DEI initiatives. In this webinar, you will hear what they learned and take away new methods for ensuring data quality and leveraging people insights for fundraising and other critical initiatives within your organization.

    While there are many ways to research net worth and find potential donors, there is an opportunity cost if the data is inaccurate, outdated, or limited to the ultra-wealthy. The University of Michigan's development team tested and measured multiple data vendors to evaluate quality with the goal of improving prospect research as well as DEI initiatives. In this webinar, you will hear what they learned and take away new methods for ensuring data quality and leveraging people insights for fundraising and other critical initiatives within your organization. 

    Craig Leonard

    Senior Director of Prospect Development and Analytics

    University of Michigan

    Craig Leonard is the Senior Director of Prospect Development and Analytics at University of Michigan. Craig provides vision and leadership for the development and execution of strategic and operational plans focused on philanthropic pipeline development. He and his team collaborate with all fundraising programs at the University of Michigan and Michigan Medicine to translate institutional goals into actionable plans. They examine industry trends to create insights that are focused on fundraising analytics, prospect identification, prospect and donor research, relationship management, and prospect coordination. In addition, he also has operational responsibility for campus-wide strategy sessions and the prospect coordination policies of the university.

    Kelli North

    Assistant Director of Development Research

    University of Michigan, DEI Initiatives

    Kelli North is the Assistant Director of Development Research, DEI Initiatives, at the University of Michigan. She assists multiple academic units, as well as the Alumni Association and the Office of Diversity, Equity, & Inclusion, with prospect research, prospecting, and fundraising strategy. Her current areas of focus are diversity, equity, and inclusion and NextGen fundraising. She is the President and former Advocacy Lead on the board of the APRA Michigan Chapter, a member of the FORUM Planning Committee and former Chair of the Research Committee for the Great Lakes Prospect Development Forum, and is also a founding member of APRA Great Lakes Collaborative.

    Mike Vincent

    VP of Customer Success and Growth

    Windfall

    Mike Vincent is Vice President of Customer Success and Growth at Windfall, where he leads all customer-facing initiatives. The Customer Success team pairs with each of Windfall’s customers to provide data-driven insights, strategies, and recommendations for leveraging Windfall’s products to achieve development goals. Mike’s background is in growth strategy at a variety of nonprofits and Fortune 500 organizations. He has also run a variety of fundraising initiatives including comprehensive campaigns, events, and annual funds as a development leader and board member.  

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    From 2020-2021 the Prospect Development shop at the University of Washington made a significant shift in our approach to portfolio consultations. Catalyzed by a confluence of forces including a staffing shortage, a pandemic, remote work, and an upcoming CRM transition, the Prospect Management team reimagined these meetings in powerful and effective ways. In partnership with frontline fundraisers we re-focused how we meet the diverse and specific needs of our fundraising teams--without overloading PD staff. In the process we have opened doors to the deeper, forward-looking strategic value we can provide as prospect development partners. In this session we will cover our journey from portfolio reviews to portfolio consultations, as well as how we are intentionally developing a shared language with our fundraisers and our ongoing work to position ourselves as true strategic partners.

    From 2020-2021 the Prospect Development shop at the University of Washington made a significant shift in our approach to portfolio consultations. Catalyzed by a confluence of forces including a staffing shortage, a pandemic, remote work, and an upcoming CRM transition, the Prospect Management team reimagined these meetings in powerful and effective ways. In partnership with frontline fundraisers we re-focused how we meet the diverse and specific needs of our fundraising teams--without overloading PD staff. In the process we have opened doors to the deeper, forward-looking strategic value we can provide as prospect development partners. In this session we will cover our journey from portfolio reviews to portfolio consultations, as well as how we are intentionally developing a shared language with our fundraisers and our ongoing work to position ourselves as true strategic partners.

    Lindsay Welliver

    Sr. Research Strategist

    University of Washington

    A Sr. Research Strategist with the University of Washington, Lindsay entered the prospect development field in 2009 as an assistant and prospect researcher with Children’s Hospital Los Angeles Foundation. In 2013 Lindsay moved back home to the Northwest, joining the University of Washington Prospect Development team as a research strategist. Lindsay now partners with a large team of UW Medicine major gift officers on prospect intelligence of all kinds, including identification, qualification, strategy, portfolio optimization, and analysis. In addition, Lindsay currently serves as VP/Treasurer of Apra-NW (2017-2023), is a professional actor, and has the distinction of being a proud 2nd-place Jeopardy! alum.

    Lana Harvey

    Sr. Research Strategist

    University of Washington

  • Contains 1 Component(s)

    How did the LSU Foundation take our perspective on performance metrics from an annual meeting with the mysterious man behind the curtain to daily-use management insights accessible at the click of a heel? Join Jordan Jopling, Senior Director of Development, and Jessica O’Connor, Senior Director Prospect Development, on a 15-month journey building a suite of tools that brought our team and individual performance indicators into full color - portfolio engagement, regional activity, pipeline building, and peer-group based quartiles. Whether you’re looking for a heart, brains, or courage to take the next step into actionable data insights, attendees will takeaway insights on building reports that inform multiple audiences, choosing your key fundraiser performance indicators, and more!

    How did the LSU Foundation take our perspective on performance metrics from an annual meeting with the mysterious man behind the curtain to daily-use management insights accessible at the click of a heel? Join Jordan Jopling, Senior Director of Development, and Jessica O’Connor, Senior Director Prospect Development, on a 15-month journey building a suite of tools that brought our team and individual performance indicators into full color - portfolio engagement, regional activity, pipeline building, and peer-group based quartiles. Whether you’re looking for a heart, brains, or courage to take the next step into actionable data insights, attendees will takeaway insights on building reports that inform multiple audiences, choosing your key fundraiser performance indicators, and more!

    Jessica Weimer O'Connor

    Senior Director Prospect Development

    LSU Foundation

    A graduate of Louisiana State University's Manship School of Mass Communication, Jessica O’Connor began her tenure at the LSU Foundation after being in the communications industry for over 12 years.

    As Senior Director of Prospect Development, Jessica works closely between Advancement Services and Development to provide robust pipeline insights, nimble prospect identification and hands-on portfolio management in pursuit of LSU's $1.5 billion Fierce for the Future campaign, the largest and most far-reaching advancement campaign ever initiated for higher education in the history of Louisiana.

    Prior to her work with non-profit fundraising, Jessica enjoyed nearly a decade  with Louisiana Business Inc. --  local multi-media publisher -- where she lead the Audience Development team through a transformational review of industry practices to grow revenue sources and circulation, drawing on expertise in brand standards, concierge-model customer support, data aggregation and project management. 

    When not emerged in lists and data, Jessica's right-brain-pursuits include calligraphy and hand lettering, advising the LSU Delta Gamma recruitment team and leadership development in the Junior League of Baton Rouge.

  • Contains 1 Component(s)

    University of Washington is undertaking a CRM conversion project, slated to go live in 2023. Prospect Development was the first area to define business requirements, which then paved the way for re-building reports, creating end-user trainings, and, most importantly, getting the PD team ready to go when the conversion becomes real. Jess will share lessons learned from this huge lift.

    University of Washington is undertaking a CRM conversion project, slated to go live in 2023. Prospect Development was the first area to define business requirements, which then paved the way for re-building reports, creating end-user trainings, and, most importantly, getting the PD team ready to go when the conversion becomes real. Jess will share lessons learned from this huge lift.

    Jessica Balsam

    Senior Director, Prospect Management

    University of Washington;

    Jessica is the Senior Director, Prospect Development at the University of Washington. She and her team of research strategists and prospect management strategists just closed out a ten year, $6.3B campaign. She is past president of Apra-NW and is the 2016 recipient of the Apra Distinguished Service Award.

  • Contains 1 Component(s)

    Sandy will share a case study of a strategic plan engaging retired physicians within a healthcare organization. She will present the organized approach used by the Summa Foundation; from obtaining buy-in, to creating the plan, identifying and building the team of retired physician volunteers, coaching, developing talking points, partnering with fundraisers, preparing the prospect list, oversight of the program, data management, and finally, presenting the outcomes. She will examine procedures that were developed and guidelines that were used to protect information and explain the volunteer selection process. She will show the ways in which she enlisted the CRM to manage the process from qualification to cultivation and thru to solicitation and stewardship. She will explain how attributes were created and used to track the process as well as the methods used for extracting the data. She will also diagram the process and share the guidelines the development team put into place for managing the volunteers and meetings with prospects. A group discussion will conclude the session.

    Sandy will share a case study of a strategic plan engaging retired physicians within a healthcare organization. She will present the organized approach used by the Summa Foundation; from obtaining buy-in, to creating the plan, identifying and building the team of retired physician volunteers, coaching, developing talking points, partnering with fundraisers, preparing the prospect list, oversight of the program, data management, and finally, presenting the outcomes. She will examine procedures that were developed and guidelines that were used to protect information and explain the volunteer selection process. She will show the ways in which she enlisted the CRM to manage the process from qualification to cultivation and thru to solicitation and stewardship. She will explain how attributes were created and used to track the process as well as the methods used for extracting the data. She will also diagram the process and share the guidelines the development team put into place for managing the volunteers and meetings with prospects. A group discussion will conclude the session.

    Sandra Montgomery

    Foundation Data Intelligence & Research Manager

    Summa Foundation

    Summary of Qualifications:

      • Over 9 years of combined prospect management and prospect research experience within a non-profit setting.

      • Over 13 years combined experience in higher education administration.

      • Demonstrated expertise in prospect research, management and tracking within The Summa Foundation and the Division of Institutional Advancement at Kent State University.

      • Demonstrated expertise in the administration of scholarships within the Division of Enrollment Management and Student Affairs at Kent State University. 

      • Proven leadership within both higher education and non-profit settings.
      • An effective professional with the ability to work with and build relationships throughout the community at large and with university administrators, professionals, faculty, and staff.
      • An effective communicator with well-developed coordination, programming, writing, and  presentation skills. 
      • A designer of communications to enhance public awareness of causes and organizations with the ability to initiate, develop and coordinate fundraising activities to secure funds for distinct purposes.
      • A highly motivated and energetic individual with the ability to develop and maintain productive relationships at all levels and see projects through from conception thru fruition.
      • Excellent organizational, analytical and problem solving skills with the ability to manage budgets.
    • Contains 1 Component(s) Recorded On: 02/03/2022

      Data enrichment is the lifeblood of an organization’s fundraising operations. Effective data enrichment providers offer not just quality, validated data, but a consultative approach, time-saving post-processing and insights into how to make your data as actionable as possible. In the age of automation, how can your organization deploy data enrichment to balance needs for efficiency and expectations of personalization? In this webinar, we’ll walk you through: ● SSB's holistic approach to data enrichment (and how we got here), ● How to build profiles that give you a 360-degree view of your constituents, and ● How to ready your organization for the Golden Record—the one true and complete record for every constituent in your database. We’ll offer tips on how to run quality assurance testing on vendor data and identify quality appends. In addition, we’ll also discuss the capabilities of SSB’s data analytics solutions and how you can better engage donors and close more major gifts with effective wealth and engagement scores. This webinar is worth (1) CFRE point.

      Data enrichment is the lifeblood of an organization’s fundraising operations. Effective data enrichment providers offer not just quality, validated data, but a consultative approach, time-saving post-processing and insights into how to make your data as actionable as possible. In the age of automation, how can your organization deploy data enrichment to balance needs for efficiency and expectations of personalization? In this webinar, we’ll walk you through:


      ● SSB's holistic approach to data enrichment (and how we got here),
      ● How to build profiles that give you a 360-degree view of your constituents, and
      ● How to ready your organization for the Golden Record—the one true and complete record for every constituent in your database.


      We’ll offer tips on how to run quality assurance testing on vendor data and identify quality appends. In addition, we’ll also discuss the capabilities of SSB’s data analytics solutions and how you can better engage donors and close more major gifts with effective wealth and engagement scores.

      This webinar is worth (1) CFRE point. 

      Rishika Kondaveeti

      Data Scientist

      SSB

      • Rishika Kondaveeti is a data scientist with more than five years of work experience in data analytics and quality assurance with alumni and constituent data. She develops custom data algorithms to match and aggregate data and analyzes data to generate trend and pattern analysis for prospect identification. Rishika is focused on solving data quality problems, effectively presenting actionable data insights to help advancement teams with alumni and donor relations. She holds an MS in Management Information Systems from the University of Illinois-Springfield, where she developed a passion for data analytics. She was awarded the highest recognition by the International Honor Society Beta Gamma Sigma.

      Theresa Voigt

      Product Owner

      SSB

      • Theresa Voigt has over 15 years’ experience as a project manager for events and engagement strategies that identify and cultivate non-profit and donor relationships. Recently, Theresa has focused on technology, data, and operational solutions for alumni relations and development teams looking to measure the quality of relationships, engagement opportunities, and their associated data points. After gaining firsthand experiences as the frontline officer, the project manager, and the vendor client manager, Theresa is dedicated to helping more organizations gain access to quality automated enrichment and analytics. Theresa has a bachelor’s degree from Beloit College and is an Annual Fellow of the Development Leadership Consortium.

      Wade Longmire

      Director of Collegiate Markets

      SSB

      • Wade Longmire joined SSB five years ago after working for the Athletic Department at the University of Texas and the Ticket Office at the Tennessee Titans. Wade has experienced firsthand how data can be leveraged to drive engagement with constituents and achieve business outcomes. He currently oversees all of SSB’s Higher Education Business Development and partners with universities to identify institutional goals and to align those goals with data strategy.

      Dr. Caitlin Scarano

      Director of Market Research

      SSB

      • Dr. Caitlin Scarano is a writer and researcher based in northwest Washington. She was able to earn her undergraduate degree at James Madison University through a donor-funded scholarship program that provided financial assistance and a multi-level academic support network. Since that time, Caitlin has been passionate about student affairs and philanthropy and the connections between them. Caitlin holds a PhD in English at the University of Wisconsin-Milwaukee and an MA in College Student Personnel from Bowling Green State University, where she worked in residence life and coordinated service-learning trips. She also holds an MFA in poetry from the University of Alaska Fairbanks.