Relationship Management

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  • Contains 2 Component(s) Includes a Live Web Event on 07/24/2024 at 12:00 PM (EDT)

    Every month, Leslie at Valley Hospital Foundation screens a list of inpatient prospects using Blackbaud's Grateful Patient Solution, ResearchPoint, and Raiser’s Edge NXT. This session maps out the methodology going from a list of over 18,000 patients to 10-20 names that are presented during monthly prospect management meetings. We’ll provide strategies on how to leverage this tool for any type of nonprofit that has a stream of non-donor prospects for potential donor conversion strategies such as a patients, members, ticket buyers, gift shop buyers at hospitals, health centers/associations, museums, athletic events, history centers, gardens/nature preserves, theatres and other performance groups, etc. Leslie will also provide information on how gift officers at the Foundation have had success using Blackbaud solutions and software towards a $125 million campaign goal for a new hospital, which in turn is applicable for capital campaigns with all of these types of organizations and prospects.* *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Every month, Leslie at Valley Hospital Foundation screens a list of inpatient prospects using Blackbaud's Grateful Patient Solution, ResearchPoint, and Raiser’s Edge NXT. This session maps out the methodology going from a list of over 18,000 patients to 10-20 names that are presented during monthly prospect management meetings. We’ll provide strategies on how to leverage this tool for any type of nonprofit that has a stream of non-donor prospects for potential donor conversion strategies such as a patients, members, ticket buyers, gift shop buyers at hospitals, health centers/associations, museums, athletic events, history centers, gardens/nature preserves,  theatres and other performance groups, etc.  Leslie will also provide information on how gift officers at the Foundation have had success using Blackbaud solutions and software towards a $125 million campaign goal for a new hospital, which in turn is applicable for capital campaigns with all of these types of organizations and prospects.* 

    *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification. 

    Leslie Frucht

    Development Research Coordinator

    The Valley Hospital Foundation

    • Leslie Frucht is an accomplished donor database administrator and prospect researcher with more than 25 years of experience in non-profit fundraising across the healthcare, higher education, and private secondary education spaces. In her current role she is the development operations coordinator and prospect researcher for Ridgewood, NJ-based Valley Health System.  She has been a Raiser’s Edge user since 1996 and prospect researcher since 1999.  Presently she uses her expertise in proactive and reactive prospect research to identify prospects and propel her organization toward its goals – most recently to support a $125 million capital campaign for a new hospital’s construction in Paramus, NJ, which opened in Spring 2024. She has led successful database migrations from other platforms to Raiser’s Edge and has extensive experience in prospect research, database management, gift entry and acknowledgement, and development committee management. She earned an M.A. in Urban Affairs and Public Policy with a specialization in historic preservation, as well as a B.A. in Geography, both from the University of Delaware. She’s a member of the Association of Professional Researchers for Advancement and the Council for Advancement and Support of Education. 

    Carol Belair

    Strategic Consultant, Principal, Analytics Services

    Blackbaud, Inc.

    Carol Belair joined Blackbaud in 2003 and has been in non-profit fundraising, prospect research and analytics since 1995. She has worked with hundreds of clients, written papers, blogs and articles and spoken at many conferences and webinars, including BBCON, APRA and AHP with a focus on co-presenting with Blackbaud nonprofit clients.  She feels that nonprofit clients’ successful usage of Blackbaud analytics and software is where the “rubber meets the road.”  She feel so privileged to help nonprofit organizations on a day-to-day basis achieve their goals by using Blackbaud’s Data Intelligence solutions and ResearchPoint software.  She has a BA in Music from the University of Minnesota and completed graduate studies in marketing communications from University of St. Thomas in Minneapolis, MN.  She lives in a suburb of Minneapolis, MN and in the winter lives in the Space Coast of Florida.  

  • Contains 1 Component(s) Recorded On: 04/18/2024

    Prospect Development is the Engine Driving Fundraising! A comprehensive view of prospect development includes current and future constituents, non-donors, lapsed donors, and donors who have not reached their ultimate gift to your organization. To achieve greater results, it must break through organizational silos. It includes research, analytics, database management, engagement, and all fundraising activities. As a prospect development professional, can you, as a single practitioner or group of colleagues, control all these functions and activities? NO! However, through your diligent work and professionalism, you may lay a substantial foundation that supports greater fundraising ROI through gift maximization and programmatic efficiency. This webinar is all about best practices that you can adopt/adapt to prepare for ultimate giving success as collected and revised by a grizzled 40+ year veteran of nonprofit and higher education fundraising, who encourages you to bring your thoughts and questions to this discussion.* *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Prospect Development is the Engine Driving Fundraising!

    A comprehensive view of prospect development includes current and future constituents, non-donors, lapsed donors, and donors who have not reached their ultimate gift to your organization. To achieve greater results, it must break through organizational silos. It includes research, analytics, database management, engagement, and all fundraising activities.

    As a prospect development professional, can you, as a single practitioner or group of colleagues, control all these functions and activities? NO!

    However, through your diligent work and professionalism, you may lay a substantial foundation that supports greater fundraising ROI through gift maximization and programmatic efficiency. 

    This webinar is all about best practices that you can adopt/adapt to prepare for ultimate giving success as collected and revised by a grizzled 40+ year veteran of nonprofit and higher education fundraising, who encourages you to bring your thoughts and questions to this discussion.*

    *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification

    Lawrence C. Henze, MPA, JD

    Analytics Architect and Senior Principal Consultant

    Blackbaud

    Lawrence Carroll Henze is the Analytics Architect, Senior Principal Consultant for Blackbaud Target Analytics. During his career at Blackbaud, he has worked with nonprofits, colleges, and universities in both consultative sales and consulting roles to encourage and facilitate the use of predictive analytics and related tools to promote fundraising success. 

    Before joining Blackbaud, Lawrence founded Core Data Services, a groundbreaking analytics approach to fundraising, in 1998. (Blackbaud purchased Core Data in 2001, creating Blackbaud Analytics). Lawrence’s experience as a development officer at Carroll University (WI), the University of Wisconsin Foundation (Madison), and the University of Dayton provided the understanding and motivation to use statistics to challenge fundraising axioms and create data-driven solutions.

    Lawrence’s particular skill set is based on the use of organizational and third-party data to support strategy development and decision-making which creates a silo-free advancement operation.

    Finally, Lawrence has appeared at major and regional fundraising conferences – such as CASE, AHP, AFP, APRA, CGP – in the United States, Canada, and Australia.

  • Contains 1 Component(s)

    Determining capacity has long been the anchor of a prospect researcher’s role. We would argue that measuring engagement is equally critical to prospect prioritization and solicitation; it is also an important strategy for a more inclusive approach to Advancement and a way that we, prospect management professionals, can contribute to a more equitable sector. In this webinar, we will explore why your organization should consider investing more time and resources into measuring engagement and share examples of how we have worked with a range of clients to incorporate engagement into their prospect management process at the appropriate level for their operation.* *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification

    Determining capacity has long been the anchor of a prospect researcher’s role. We would argue that measuring engagement is equally critical to prospect prioritization and solicitation; it is also an important strategy for a more inclusive approach to Advancement and a way that we, prospect management professionals, can contribute to a more equitable sector. 

    In this webinar, we will explore why your organization should consider investing more time and resources into measuring engagement and share examples of how we have worked with a range of clients to incorporate engagement into their prospect management process at the appropriate level for their operation.*

    *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification

    Katelyn Martin

    Managing Director, Strategic Information Services

    Campbell & Company

    Katelyn Martin is Managing Director, Strategic Information Services, at Campbell & Company, a national nonprofit consulting firm that helps organizations create greater impact through fundraising, communications, executive search, and strategic information services. In her 10 years with the firm, Katelyn has counseled clients across all sectors in roles ranging from strategic campaign counsel to interim development staff support. As the leader of the Strategic Information Services practice, Katelyn leverages her fundraising expertise and the advanced technical skills of her team to build the internal capacity of our clients to make data-driven decisions and build stronger donor relationships. 

    Prior to joining Campbell & Company, Katelyn worked in frontline and database roles with youth-serving organizations. Katelyn graduated with a Bachelor of Music in Arts Management from Northwestern University. She lives in Chicago with her husband and two children. 

    Carrie Dahlquist

    Senior Counsel

    Campbell & Company

    Carrie Dahlquist brings over 25 years of experience helping organizations use the power of data to drive strategy, provide accountability and ensure transparency. She founded Campbell & Company's Strategic Information Services practice in 2012. Prior to joining the firm, Carrie worked at the University of Chicago in a variety of leadership roles in advancement, including strategic planning, campaign management, annual giving, and major gifts. Her diverse experience and technical skill gives her a unique understanding of how complex information can impact the big picture.

    Carrie holds a Master of Business Administration from the University of Chicago’s Booth School of Business with concentrations in Econometrics, Strategy and Economics, and a bachelor’s degree in Human and Community Development from the University of Illinois at Urbana – Champaign.

  • Contains 1 Component(s)

    This event will showcase how the latest AI and large language model technologies can be used to build a genuine understanding about donors. The more you know and understand your donors the better you can drive deep, lasting relationships. This is an art as much as a science, so what role can AI play to help deliver true knowledge about an individual or an entity? Join this webinar to hear from Tom Dredge and Jess Denny at Xapien, an AI-powered background research tool used by leading universities, colleges and non-profits for prospect research and due diligence. They’ll explore: 1. What it really means to “know your donor” in 2024 2. The role of AI 3. Risks & opportunities with using generative AI 4. A demonstration of how you AI can be used in prospect development Sign up now to hear from the experts and see the latest applications of generative AI to prospect research & due diligence in a live product demo.

    This event will showcase how the latest AI and large language model technologies can be used to build a genuine understanding about donors. 

    The more you know and understand your donors the better you can drive deep, lasting relationships. This is an art as much as a science, so what role can AI play to help deliver true knowledge about an individual or an entity?

    Join this webinar to hear from Tom Dredge and Jess Denny at Xapien, an AI-powered background research tool used by leading universities, colleges and non-profits for prospect research and due diligence.  They’ll explore:

    1. What it really means to “know your donor” in 2024 
    2. The role of AI 
    3. Risks & opportunities with using generative AI 
    4. A demonstration of how you AI can be used in prospect development 

    Sign up now to hear from the experts and see the latest applications of generative AI to prospect research & due diligence in a live product demo. 


    *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification

    Jess Denny

    Head of Comms & Marketing

    Xapien

    Jess is an experienced communications and strategy professional with a particular interest in corporate intelligence and how technology can enhance and transform working practices and outputs.

    Jess currently leads Xapien’s communications and marketing strategy. Xapien is AI-powered background research tool used by leading universities, colleges and non-profits for prospect research and due diligence. 

    Jess has hands on experience of using Xapien from her former role at international strategic communications company C|T Group where she specialised in complex open source intelligence investigations for corporate and government clients.

    During her seven years in strategic communications, Jess developed experience of all stages of political and corporate campaigns, from research and analysis to strategy development, coordination, implementation, and engagement. Her work has supported clients in complex disputes, investigations and litigation. She has worked on African, Middle Eastern, European and Latin American-focused projects.

    Jess speaks fluent French, has a degree in Philosophy and French from the University of Oxford.

    Tom Dredge

    NFPO Industry Lead

    Xapien

    Tom is an experienced sales and strategy lead who has a keen passion for understanding the place of AI in today’s complex and demanding world.

    Tom currently leads the sales and go to market strategy for the NFP sector Xapien is AI-powered background research tool used by leading universities, colleges and non-profits for prospect research and due diligence.

    Tom began his AI venture at Google where he was part of the original automation team and helped clients understand how to best utilise and work hand in hand with automated processes to enhance, not replace. Tom has since worked with several emerging technologies, launched and scaled go-to-market teams across EMEA.

  • Contains 1 Component(s)

    Does a static gift capacity measure or prospect rating drive your wealth screening? Accurately identifying top donor prospects is essential for development teams, but it can be very difficult to get a full understanding of an individual’s wealth profile, especially in today's volatile economic climate. The concept of wealth data is not new, but approaches to collecting and cultivating this data have evolved significantly in recent years. Join us to learn about new approaches to wealth data and why “getting it right” is so difficult. In this webinar we will explore: ● Historical approaches to data and why some methodologies tend to be inaccurate ● The 4 V's of data and why it is challenging to maintain accuracy ● Examples of data sources that are tough to analyze or incorporate in to screenings ● Newer approaches to Wealth Screening that can supercharge your fundraising efforts ● The benefits of incorporating career intelligence into your fundraising strategy for a full view of your constituents’ affluence and influence

    Does a static gift capacity measure or prospect rating drive your wealth screening? 

    Accurately identifying top donor prospects is essential for development teams, but it can be very difficult to get a full understanding of an individual’s wealth profile, especially in today's volatile economic climate. The concept of wealth data is not new, but approaches to collecting and cultivating this data have evolved significantly in recent years. Join us to learn about new approaches to wealth data and why “getting it right” is so difficult.

    In this webinar we will explore:

    ● Historical approaches to data and why some methodologies tend to be inaccurate
    ● The 4 V's of data and why it is challenging to maintain accuracy
    ● Examples of data sources that are tough to analyze or incorporate in to screenings
    ● Newer approaches to Wealth Screening that can supercharge your fundraising efforts
    ● The benefits of incorporating career intelligence into your fundraising strategy for a full view of your constituents’ affluence and influence

    *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification

    Marissa Maybee

    Director of Nonprofit Customer Success

    Windfall

    Marissa Maybee is the Director of Nonprofit Customer Success at Windfall. Her team helps Windfall’s 800+ nonprofit customers leverage the power of data science to design fundraising outreach and segmentation strategies. Marissa has more than a decade of experience working at the intersection of nonprofit strategy and data science and holds an MBA from Georgetown University.

    Kyle Curry

    Senior Director of Nonprofit Sales

    Windfall

    Kyle Curry is the Senior Director of Nonprofit Sales at Windfall, where he supports all sizes of nonprofit organizations as they explore wealth screening, AI, propensity modeling, and marketing lead generation. He has been working for and with nonprofits since 2006, as a fundraiser, event director, board member, and consultative sales leader with a speciality in technology, digital strategy, and data. Kyle

    holds a BA in English Writing from Millikin University.

  • Contains 1 Component(s)

    In this session we will describe Northwestern Memorial Foundation's approach to optimizing their staffing model and relationship management coverage using a data driven methodology. In partnership with BWF, we evaluated pipeline flow, volume by medical department, and screened patient capacity, assessing estimated prospect and donor conversion rates from this population. NMF implemented the results of the analysis by realigning overall fundraising staff assignment of medical departments and physicians for more equitable and balanced pipeline coverage. In this presentation, we will also discuss the team building, communication, and change management necessary to successfully implement the assignment changes.

    In this session we will describe Northwestern Memorial Foundation's approach to optimizing their staffing model and relationship management coverage using a data driven methodology. In partnership with BWF, we evaluated pipeline flow, volume by medical department, and screened patient capacity, assessing estimated prospect and donor conversion rates from this population. NMF implemented the results of the analysis by realigning overall fundraising staff assignment of medical departments and physicians for more equitable and balanced pipeline coverage. In this presentation, we will also discuss the team building, communication, and change management necessary to successfully implement the assignment changes.

    Martha Rowe

    Program Director: Philanthropy

    Northwestern Memorial Foundation

    Martha Ortinau Rowe is a seasoned development professional with a career spanning over ten years, characterized by progressive leadership, operational excellence, and impactful fundraising across the healthcare, education, and nonprofit sectors. With a strong passion for program innovation and growth and a background in Prospect Research & Development, Annual Giving, and Major Gifts fundraising, Martha combines strategic vision with a deep understanding of data analytics and constituent relationships to achieve remarkable results. 

    While at Northwestern Memorial Foundation, Martha has developed the Prospect Research and Development department from one person to a dynamic five-person team responsible for supporting fundraising infrastructure as well as strategic partnerships with Principal Gifts, Major and Mid-Level Giving pipeline development, physician engagement, Events, Foundation Relations, and Corporate Giving. In addition to supporting the PR&D team, Martha drives NMF’s Strategic Initiatives and Special Projects through research, benchmarking, and implementation of key initiatives. 

    While not at work, Martha enjoys spending time with her husband, 18-month old daughter (endearingly dubbed “tiny monster”), and 10 year old “puppy” taking distracted hikes or watching shows on the couch while the tiny monster sleeps. 

    Emma Hinke

    Director of Data Science

    BWF

  • Contains 1 Component(s)

    Is your qualification program struggling to yield results? Are the basics you have in place just not cutting it? You're not alone! The efficient and effective qualification of new major gift prospects is paramount to fundraising success, but the process can be challenging for both prospect development professionals and their frontline partners. In this session, we will discuss common pain points and the distinct roles of analytics, prospect research, and relationship management in helping mitigate them. Attendees will come away with thoughtful strategies for providing their frontline partners with the information, motivation, and structure needed to take their qualification efforts to the next level.

    Is your qualification program struggling to yield results? Are the basics you have in place just not cutting it? You're not alone! The efficient and effective qualification of new major gift prospects is paramount to fundraising success, but the process can be challenging for both prospect development professionals and their frontline partners. In this session, we will discuss common pain points and the distinct roles of analytics, prospect research, and relationship management in helping mitigate them. Attendees will come away with thoughtful strategies for providing their frontline partners with the information, motivation, and structure needed to take their qualification efforts to the next level.

    Catherine Flaatten

    Associate Vice President of Prospect Development

    BWF

    Catherine Flaatten, MPH, CFRE, is the associate vice president of prospect development at BWF where she partners with clients to develop creative, bespoke solutions to all types of prospect development challenges. Previously, she served in various roles at The George Washington University, most recently as the managing director of research and relationship management. Catherine has also worked in prospect development at Share Our Strength/No Kid Hungry, the National Psoriasis Foundation, and the BrightFocus Foundation.

    A regular speaker and author within the prospect development community, Catherine currently serves as the immediate past president of Apra Metro DC, is a trustee of the Apra Foundation, and was recently elected to the Apra Board of Directors.

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

    Sarah Price

    Managing Director of Research Services

    BWF

    Abbey Bignell

    Senior Manager, Prospect Management

    Children's Hospital Colorado Foundation

  • Contains 1 Component(s)

    In this presentation, Prisca and Heather will share how to remove the guesswork from prospect referral activity by distributing, managing, and tracking referral activity from a CRM-integrated system. This session will showcase an overview of the University of Georgia's prospect referral process, inclusive of dashboards and visualization techniques. You will change how you think about prospect referral assignments by drawing valuable ideas on creating a referral process that helps you grow your pipeline by optimizing your referral distribution strategies. Attending this session will inspire you to switch to a more transparent and dynamic approach that strengthens the partnership between prospect researchers and fundraisers.

    In this presentation, Prisca and Heather will share how to remove the guesswork from prospect referral activity by distributing, managing, and tracking referral activity from a CRM-integrated system. This session will showcase an overview of the University of Georgia's prospect referral process, inclusive of dashboards and visualization techniques. You will change how you think about prospect referral assignments by drawing valuable ideas on creating a referral process that helps you grow your pipeline by optimizing your referral distribution strategies. Attending this session will inspire you to switch to a more transparent and dynamic approach that strengthens the partnership between prospect researchers and fundraisers.

    Prisca Zaccaria

    Executive Director, Prospect Development

    University of South Carolina

    Prisca is the Executive Director of Prospect Development at the University of South Carolina. She is a strategic, innovative, and collaborative fundraising research professional with over 21 years of experience. As a key member of the Prospect Research & Prospect Strategy, she leads her teams in supporting fundraising efforts for priority institutional initiatives, the office of the University President and Vice President, the central office fundraising teams,  and more than 16 schools, colleges, and units. At her prior position, she successfully led the Advancement Research and Prospect Management operations in closing out two comprehensive campaigns for the University of Georgia.

    Heather McCauley

    Senior Development Analyst

    University of Georgia

    Heather McCauley is a Research Analyst at the University of Georgia, specializing in Visualization and prospecting techniques with the scope of providing fundraising professionals with the power to perform their work with excellence. She is deeply committed to advancing the fundraising mission of UGA and sharing her visualization and data mining expertise with other professionals within the industry.

  • Contains 1 Component(s)

    Prospect pipeline analysis has been one of the primary methods used to forecast campaign and individual fundraising. One piece of analysis that shouldn't be ignored, however, is the importance of measuring Cost Per Dollar Raised (CPDR) or Return on Investment (ROI) as a way to supplement your organization's prospect pipeline but more importantly, place realistic goals and expectations on the fundraising professional who will be taking on a development project. CPDR or ROI is a simple measurement of development costs against fundraising revenue and can be used for benchmarking internally and cross-industry. In this breakout session, you will learn the tools and methodologies to employ this analysis and be on your way to supporting development goal-setting in your organization or department.

    Prospect pipeline analysis has been one of the primary methods used to forecast campaign and individual fundraising. One piece of analysis that shouldn't be ignored, however, is the importance of measuring Cost Per Dollar Raised (CPDR) or Return on Investment (ROI) as a way to supplement your organization's prospect pipeline but more importantly, place realistic goals and expectations on the fundraising professional who will be taking on a development project. CPDR or ROI is a simple measurement of development costs against fundraising revenue and can be used for benchmarking internally and cross-industry. In this breakout session, you will learn the tools and methodologies to employ this analysis and be on your way to supporting development goal-setting in your organization or department.

    Prospect pipeline analysis has been one of the primary methods used to forecast campaign and individual fundraising. One piece of analysis that shouldn't be ignored, however, is the importance of measuring Cost Per Dollar Raised (CPDR) or Return on Investment (ROI) as a way to supplement your organization's prospect pipeline but more importantly, place realistic goals and expectations on the fundraising professional who will be taking on a development project. CPDR or ROI is a simple measurement of development costs against fundraising revenue and can be used for benchmarking internally and cross-industry. In this breakout session, you will learn the tools and methodologies to employ this analysis and be on your way to supporting development goal-setting in your organization or department.

    Omar Maglalang

    Manager, Revenue Operations

    Texas Children's Hospital

    Omar Maglalang is Manager, Revenue Operations for Philanthropy for Texas Children's Hospital (TCH), now the #3 ranked pediatric hospital in the U.S. according to U.S. News & World Report. Prior to TCH, he was Manager of Relationship Management Systems at the University of Houston and previously worked in research and analytics roles for Penn State University and Old Dominion University. Omar is experienced in prospect and portfolio analytics, development metrics, dashboard trends, market research and other data mining efforts specific to philanthropy services. During his spare time, he enjoys traveling to international destinations with his family and is an avid golfer.    

  • Contains 1 Component(s)

    Has your organization recently converted to a new CRM software, or are you planning to? Are your Fundraisers thrilled about it?! Join us, as we share insights from our journey in creating an entirely new and remote CRM training program, and how it created fundraiser buy-in, even two years after implementation. Topics will include creating training materials, class structure and encouraging participation.

    Has your organization recently converted to a new CRM software, or are you planning to? Are your Fundraisers thrilled about it?! Join us, as we share insights from our journey in creating an entirely new and remote CRM training program, and how it created fundraiser buy-in, even two years after implementation. Topics will include creating training materials, class structure and encouraging participation.

    Katalina Williams

    Prospect Management Strategist

    University of South Florida