Relationship Management

Note some products are tagged by multiple domains and may display a different domain image. 

  • Feel the Churn! How to Implement Prospect Aging and Accelerate Pipeline Movement

    Product not yet rated Contains 2 Component(s) Includes a Live Web Event on 06/16/2021 at 2:00 PM (EDT)

    In recognition of the need for more consistent driving of and reporting on prospect movement through the pipeline, the relationship management team at GW developed definitions of and guidelines around key proxy measures to form the concept of “prospect aging.” Together, the combination of these variables provides a holistic picture of the pipeline progress a gift officer's assigned prospects are making, as viewed through the parallel lenses of stage aging and portfolio saturation. This session will describe the process of developing this concept, dive into sample micro and macro level reports, review outcomes to date, and provide attendees with a framework for establishing prospect aging at their own institutions.

    In recognition of the need for more consistent driving of and reporting on prospect movement through the pipeline, the relationship management team at GW developed definitions of and guidelines around key proxy measures to form the concept of “prospect aging.” Together, the combination of these variables provides a holistic picture of the pipeline progress a gift officer's assigned prospects are making, as viewed through the parallel lenses of stage aging and portfolio saturation. This session will describe the process of developing this concept, dive into sample micro and macro level reports, review outcomes to date, and provide attendees with a framework for establishing prospect aging at their own institutions.

    This webinar is worth (1) CFRE point.

    Catherine Flaatten

    Director of Relationship Management

    The George Washington University

    Catherine is the Director of Research & Relationship Management at The George Washington University. Setting relationship management policy, procedure and protocol at the macro level for the division of Development and Alumni Relations, she works to enable fundraisers to reach new heights of success. Previously, Catherine served as the Manager of Prospect Research at Share Our Strength, a national organization working to end childhood hunger in the United States. Prior to that, she worked in prospect research at the BrightFocus Foundation and the National Psoriasis Foundation.

    A regular speaker and author within the local, national, and international prospect development communities, Catherine serves as President of Apra Metro DC, Chair of the Apra Membership Committee, and Chair of the AASP Best Practices in Prospect Development Committee. Residing in Northern Virginia with her partner and their spoiled cat, Catherine spends her free time singing in the Alexandria Choral Society, providing pro bono fundraising consulting to the Alexandria Kinderchoir, and contributing to the DC Liberating Structures working group.

    Catherine holds a BA in International Affairs and an MPH in Maternal and Child Health, both from The George Washington University.

  • What Motivates your Donor: Understanding Interests, Passions, and Hobbies

    Product not yet rated Contains 2 Component(s) Includes a Live Web Event on 05/26/2021 at 2:00 PM (EDT)

    Supported by our most recent report, we will explore how understanding major donors’ interests, passions, and hobbies can bridge the gap from a cold outreach to targeted and effective engagements. Our experts will discuss trends among the UHNW and VHNW populations and what these groups are interested and involved in, and how to use this data to best inform your organization’s strategies. They will also explain how this data and insight can be integrated into your workflows through the Wealth-X database. ​This webinar is worth (1) CFRE point.

    Supported by our most recent report, we will explore how understanding major donors’ interests, passions, and hobbies can bridge the gap from a cold outreach to targeted and effective engagements. Our experts will discuss trends among the UHNW and VHNW populations and what these groups are interested and involved in, and how to use this data to best inform your organization’s strategies. They will also explain how this data and insight can be integrated into your workflows through the Wealth-X database. 

    This webinar is worth (1) CFRE point. 

    Harrison Kobb

    Director, Business Development

    Wealth-X

    Harrison Kobb joined Wealth-X in 2019 after working in non-profit fundraising for over 10 years. A majority of that time was spent as an international major gifts officer where he worked closely with deans, faculty and development staff to manage global revenue development and cultivate top-tier client relationships with both domestic and international donors. He has managed many volunteer committees and partnered with prospect researchers to build a strong portfolio of major donors.  

    He brings his experience in the prospect research and fundraising space to his higher education and non-profit clients, helping his clients develop and refine their cultivation strategies when they are engaging with the world’s wealthiest individuals.

    Maeen Shaban

    Director of Research & Data Analytics

    Wealth-X

  • Understanding the Impact of Prospect Development

    Product not yet rated Contains 2 Component(s) Includes a Live Web Event on 05/19/2021 at 1:00 PM (EDT)

    Learn how to identify, develop, and report on significant metrics in prospect research and relationship management to better understand how your work impacts your organization.

    A recent academic study in the UK showed that the majority of prospect development professionals do not measure the impact of their work, nor analyze the contribution that their work has on their organization's bottom line. This leaves prospect research shops unable to report on their contributions to fundraising efficiency and effectiveness, or to highlight and resolve inefficiencies in ways of working. 

    This webinar aims to address this issue by looking at how we can identify, develop, and report on significant metrics in prospect research and relationship management.  We will explore the processes, methods, and techniques for evaluating the impact of our work, starting with an examination of why it is important to identify, track, and report on metrics for prospect development work. We will then look at practical examples of how to get started with devising and setting metrics that link to your organization’s strategic objectives, before exploring some of the common metrics used to track and report on impact, versus activity.


    This webinar is worth (1) CFRE point.

    Helen Brown

    President

    The Helen Brown Group

    Helen is president of The Helen Brown Group LLC, a fundraising intelligence consulting firm based in Watertown, Massachusetts. She is co-author of the book, Prospect Research for Fundraisers; the essential handbook (Wiley). Helen is a past board member and longtime volunteer for both Apra and NEDRA, and a frequent speaker for Apra and its chapters as well as other fundraising professional associations. Helen is Special Advisor on Fundraising to the board of the North American Foundation for the University of Manchester, and a Fellow of the Royal Society for Arts & Manufactures (RSA) in London. Helen was honored to receive the NEDRA Ann Castle Award for service to the prospect research community in 2006 and the Apra Distinguished Service Award in 2017.

    Catherine Flaatten

    Director of Relationship Management

    The George Washington University

    Catherine is the Director of Research & Relationship Management at The George Washington University. Setting relationship management policy, procedure and protocol at the macro level for the division of Development and Alumni Relations, she works to enable fundraisers to reach new heights of success. Previously, Catherine served as the Manager of Prospect Research at Share Our Strength, a national organization working to end childhood hunger in the United States. Prior to that, she worked in prospect research at the BrightFocus Foundation and the National Psoriasis Foundation.

    A regular speaker and author within the local, national, and international prospect development communities, Catherine serves as President of Apra Metro DC, Chair of the Apra Membership Committee, and Chair of the AASP Best Practices in Prospect Development Committee. Residing in Northern Virginia with her partner and their spoiled cat, Catherine spends her free time singing in the Alexandria Choral Society, providing pro bono fundraising consulting to the Alexandria Kinderchoir, and contributing to the DC Liberating Structures working group.

    Catherine holds a BA in International Affairs and an MPH in Maternal and Child Health, both from The George Washington University.

    Nicola Williams

    Acting Head of Fundraising Intelligence

    Cancer Research UK

    Nicola works at Cancer Research UK (CRUK), the world's largest cancer charity dedicated to saving lives through research and supporting the work of over 4,000 scientists, doctors & nurses. At CRUK Nicola is currently Acting Head of Fundraising Intelligence responsible for prospect research, prospect and donor due diligence, database management, data analytics and performance insight & reporting, 

    Prior to CRUK, Nicola was Research Director at The Factary, a UK-based prospect research and major donor fundraising consultancy working across Europe. Whilst at Factary, she consulted with a wide variety of clients from across the non-profit sector to ensure prospect development was used strategically to meet operational objectives, improve donor retention/relationships and to underpin income generation. She was also the lead consultant on GDPR and data protection. 

    Nicola regularly speaks at events for CASE and RiF and has been a lecturer for the IoF’s Diploma in Fundraising in the UK. She also completed an MA in Philanthropic Studies at the University of Kent in 2018.

  • Mapping Strategies for Inclusive Prospect Development - PART II

    Product not yet rated Contains 2 Component(s) Includes a Live Web Event on 05/12/2021 at 2:00 PM (EDT)

    Prospect Development plays a critical role in fundraising. We see the big picture. We identify not only prospects, but patterns in constituent behavior. We utilize best practices to optimize portfolios and map strategies to enhance quantitative outcomes. But what happens when our best practices create awareness gaps that result in missed opportunity? And how do we respond to the imperative to shift our lenses and expand our repertoires to promote inclusion? We know that diversity, equity and inclusion is a better practice strategy. What may be more elusive is how to apply DEI to prospect development methodologies in tangible ways. This two-part webinar series will provide a step-by-step guide to imbed DEI principles across each of the Body of Knowledge domains. Participants will learn practical tips and tactics that build on industry core competencies to drive inclusive better practices for prospect development.

    Prospect Development plays a critical role in fundraising. We see the big picture. We identify not only prospects, but patterns in constituent behavior. We utilize best practices to optimize portfolios and map strategies to enhance quantitative outcomes. But what happens when our best practices create awareness gaps that result in missed opportunity? And how do we respond to the imperative to shift our lenses and expand our repertoires to promote inclusion?  

    We know that diversity, equity and inclusion is a better practice strategy. What may be more elusive is how to apply DEI to prospect development methodologies in tangible ways. This two-part webinar series will provide a step-by-step guide to imbed DEI principles across each of the Body of Knowledge domains. Participants will learn practical tips and tactics that build on industry core competencies to drive inclusive better practices for prospect development. 

    This webinar is worth (1) CFRE point.

    Chandra Montgomery

    Director, Health Sciences Prospect Development & Co-Chair, University Advancement DEI Council

    University of Southern California

    Chandra Montgomery is a veteran advancement strategist and certified diversity, equity, and inclusion (DEI) speaker and practitioner. Her background in philanthropy spans academic medicine, higher education, public media, and social services. She currently serves as chair of Apra’s Advocacy Committee and is a member of Apra’s DEI Committee. Additional commitment to Apra includes service as Membership Chair, PD Conference Planning Committee member, Apra VA Board of Directors, Relationship Management Body of Knowledge Committee, and MARC conference volunteer. She is also a member of CASE’s Minority Advancement Institute 2019 Cohort. Chandra has presented on DEI and philanthropy topics for CASE, Apra NY, Apra Carolinas, Apra MN, and Meeting of the Minds West.

    In addition to Apra, she is a member of AASP, CASE, African American Development Officers Network (AADO), Women of Color in Philanthropy (WOC), and the National Association of Diversity Officers in Higher Education (NADOHE). Chandra is co-chair of the University Advancement DEI Council at the University of Southern California where she is the director of pipeline and prospect development for Health Sciences. Prior to USC, she led prospect development teams at National Public Radio and Virginia Commonwealth University.

    Chandra holds a BA from Hampton University and is pursuing a master’s degree at USC’s Gould School of Law.

  • How Big Data Changed Your Donors’ Expectations, And What You Need To Do Now

    Contains 1 Component(s)

    Something changed our donors’ expectations over the last several years, and we as non-profits have been late to react. It's BIG DATA. Facebook, Amazon, and a growing number of successful companies have been able to leverage that data to hyper-personalize how they connect and engage with people. And those people are our donors. Now, our donors are expecting that same type of communication from the non-profits they support. Have you been able to make the pivot? It's critical that you jump on this trend, or you will be left seeming stale and out-of-date to the very people you are trying to engage. Join us as we discuss the changing landscape and expectations of donors and share insights into how you can personalize communication at scale for your organization to meet the changing expectations of your donors and prospects.

    Something changed our donors’ expectations over the last several years, and we as non-profits have been late to react. It's BIG DATA. Facebook, Amazon, and a growing number of successful companies have been able to leverage that data to hyper-personalize how they connect and engage with people. And those people are our donors. Now, our donors are expecting that same type of communication from the non-profits they support. Have you been able to make the pivot? 

    It's critical that you jump on this trend, or you will be left seeming stale and out-of-date to the very people you are trying to engage.  Join us as we discuss the changing landscape and expectations of donors and share insights into how you can personalize communication at scale for your organization to meet the changing expectations of your donors and prospects.

    This webinar is worth (1) CFRE point.

    Dawn Galasso

    Senior Enterprise Account Executive

    iWave

    With nearly a decade in the nonprofit technology space, Dawn specializes in providing her clients with the best and most innovative products available in the everchanging philanthropy space. Her love of all things data has focused her career in analytic technology, including working for WealthEngine for many years. She joined iWave at the beginning of 2020 to share their new state of the art technology that she knows will help her clients understand how to engage and leverage their database to get them to mission success more quickly. After all, what other industry measures success by how many great things we can do to help others and our world?

  • Mapping Strategies for Inclusive Prospect Development - PART I

    Contains 1 Component(s) Recorded On: 04/28/2021

    Prospect Development plays a critical role in fundraising. We see the big picture. We identify not only prospects, but patterns in constituent behavior. We utilize best practices to optimize portfolios and map strategies to enhance quantitative outcomes. But what happens when our best practices create awareness gaps that result in missed opportunity? And how do we respond to the imperative to shift our lenses and expand our repertoires to promote inclusion? We know that diversity, equity and inclusion is a better practice strategy. What may be more elusive is how to apply DEI to prospect development methodologies in tangible ways. This two-part webinar series will provide a step-by-step guide to imbed DEI principles across each of the Body of Knowledge domains. Participants will learn practical tips and tactics that build on industry core competencies to drive inclusive better practices for prospect development.

    Prospect Development plays a critical role in fundraising. We see the big picture. We identify not only prospects, but patterns in constituent behavior. We utilize best practices to optimize portfolios and map strategies to enhance quantitative outcomes. But what happens when our best practices create awareness gaps that result in missed opportunity? And how do we respond to the imperative to shift our lenses and expand our repertoires to promote inclusion?  

    We know that diversity, equity and inclusion is a better practice strategy. What may be more elusive is how to apply DEI to prospect development methodologies in tangible ways. This two-part webinar series will provide a step-by-step guide to imbed DEI principles across each of the Body of Knowledge domains. Participants will learn practical tips and tactics that build on industry core competencies to drive inclusive better practices for prospect development.

    This webinar is worth (1) CFRE point. 

    Chandra Montgomery

    Director, Health Sciences Prospect Development & Co-Chair, University Advancement DEI Council

    University of Southern California

    Chandra Montgomery is a veteran advancement strategist and certified diversity, equity, and inclusion (DEI) speaker and practitioner. Her background in philanthropy spans academic medicine, higher education, public media, and social services. She currently serves as chair of Apra’s Advocacy Committee and is a member of Apra’s DEI Committee. Additional commitment to Apra includes service as Membership Chair, PD Conference Planning Committee member, Apra VA Board of Directors, Relationship Management Body of Knowledge Committee, and MARC conference volunteer. She is also a member of CASE’s Minority Advancement Institute 2019 Cohort. Chandra has presented on DEI and philanthropy topics for CASE, Apra NY, Apra Carolinas, Apra MN, and Meeting of the Minds West.

    In addition to Apra, she is a member of AASP, CASE, African American Development Officers Network (AADO), Women of Color in Philanthropy (WOC), and the National Association of Diversity Officers in Higher Education (NADOHE). Chandra is co-chair of the University Advancement DEI Council at the University of Southern California where she is the director of pipeline and prospect development for Health Sciences. Prior to USC, she led prospect development teams at National Public Radio and Virginia Commonwealth University.

    Chandra holds a BA from Hampton University and is pursuing a master’s degree at USC’s Gould School of Law.

  • Body of Knowledge

    Product not yet rated Contains 2 Component(s)

    FREE RESOURCE FOR APRA MEMBERS. Last updated February 2019. Developed by Apra volunteers in each area, this comprehensive tool helps individuals and their managers identify growth opportunities and ensure they have the knowledge and resources needed to excel in their current positions or assume new responsibilities at their organizations. The Body of Knowledge (BOK) also helps prospect development professionals demonstrate the breadth of their knowledge to those who are less familiar with their role.

    FREE RESOURCE FOR APRA MEMBERS. Last updated February 2019.  Developed by Apra volunteers in each area, this comprehensive tool helps individuals and their managers identify growth opportunities and ensure they have the knowledge and resources needed to excel in their current positions or assume new responsibilities at their organizations. The Body of Knowledge (BOK) also helps prospect development professionals demonstrate the breadth of their knowledge to those who are less familiar with their role.

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

    Product not yet rated Contains 1 Component(s) Recorded On: 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.

    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.

    This webinar is worth (1) CFRE point.

    Kristin Richardson

    Executive Director of Prospect Development

    Virginia Commonwealth University

  • PD 2020 Conference Highlights

    Product not yet rated Contains 10 Product(s)

    Get 10 of the most popular sessions from the Prospect Development Virtual Experience 2020, on a variety of topics.

    Get 10 of the most popular sessions from the Prospect Development Virtual Experience 2020, on a variety of topics. 

    • Capacity Predictor: A Machine Learning Approach to Ratings
    • Adventures in Verification: A Story About Value, Varieties & Volume
    • A Series of Informative Events: Lessons from Running a Fundraiser Training Program
    • Working Smarter with Excel
    • Teaming Up to Pare Down: A Case Study in Portfolio Makeover at Wisconsin
    • The Office Meets Prospect Development: How PAM and DWIGHT Are Changing Relationship Management
    • Not Just a Newsletter: How Communication Can Transform Your Prospect Management Program
    • Walking the Tightrope: Creating a Robust Due Diligence Program
    • Developing an Amazing Team in Prospect Development
    • Ask the Ethicist - LIVE!
  • Teaming Up to Pare Down: A Case Study in Portfolio Makeover at Wisconsin

    Product not yet rated Contains 1 Component(s) Recorded On: 09/23/2020

    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.

    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.

    This webinar is worth (1) CFRE point.

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

    Kari Stokosa

    Senior Managing Director - Research & Prospect Management

    Wisconsin Foundation & Alumni Association

    Eric Salisbury

    Vice President & Managing Group Leader

    Wisconsin Foundation and Alumni Association