Relationship Management

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  • Winter 2025 Apra Fundamentals: Prospect Research
    Contains 2 Product(s)

    Apra is excited to bring you Apra Fundamentals: Prospect Research! Join us for online networking opportunities and learning exercises combined with additional learning in the weeks leading up to the event. You will not only have access to the online community of attendees and faculty experts, but also the opportunity to attend a virtual program taking place this Winter 2025: February 24, 26, and 28. The program focuses on the four key areas of prospect development: Campaigns, Prospect Research, Prospect Management, and Data Science. It also explores fundraising terms and technologies as well as techniques and resources for finding and analyzing biographical, background, and financial information; introduces participants to corporate and foundation research, and delves into how available data can be used to formulate gift capacities and inform fundraising operations. In addition, the program covers guiding concepts related to prospect research, such as navigating ethical considerations in conducting research, best practices for managing and reporting prospect data and creating quality research products.

    Apra is excited to bring you Apra Fundamentals: Prospect Research! Join us for online networking opportunities and learning exercises combined with additional learning in the weeks leading up to the event. You will not only have access to the online community of attendees and faculty experts, but also the opportunity to attend a virtual program taking place this Winter 2025: February 24, 26, and 28.  
     
    The program focuses on the four key areas of prospect development: Campaigns, Prospect Research, Prospect Management, and Data Science. It also explores fundraising terms and technologies as well as techniques and resources for finding and analyzing biographical, background, and financial information; introduces participants to corporate and foundation research, and delves into how available data can be used to formulate gift capacities and inform fundraising operations. In addition, the program covers guiding concepts related to prospect research, such as navigating ethical considerations in conducting research, best practices for managing and reporting prospect data and creating quality research products.

    All times are in the Central Time Zone. 

    Monday, February 24, 2025

    10:30 a.m. - 12:00 p.m.

    Welcome and Introduction

    Ethics, Privacy and Security Best Practices 

     Through the use of case studies, participants, and faculty will explore regulations, considerations, and best practices for responsibly using data for fundraising.

    Prospect Identification 

    Participants work in small groups to develop strategies to identify top prospects for assigned scenarios.

    12:00 p.m. - 12:30 p.m.

    Optional Q&A: What is your toughest prospecting challenge?

    Wednesday, February 26, 2025

    10:30 a.m. - 12:00 p.m.

    Working with Development Officers 

    Explore tried and true techniques for prioritizing research requests, establishing standard deliverables, and orienting fundraisers to what research is and your role in it. 

    Portfolio Management

    Faculty will share best practices for portfolio management and portfolio strategy meetings.

    12:00 p.m. - 12:30 p.m.

    Optional Q&A: What challenges have you experienced with development officers? Stump us!

    Friday, February 28, 2025

    10:30 a.m. - 12:00 p.m.

    Creating Research Profiles

     In this group exercise, we will all work together as a team to find available information and distill it in profile format.

     Capacity Ratings

    Faculty will share best practices for portfolio management, prospect identification, and portfolio meetings.

    12:00 p.m. - 12:30 p.m.

    Final Q&A: Our panel of experts will round out the day by answering your toughest questions.

  • Apra Partner Webinar: Do Prospect Developers and Fundraisers Speak the Same Language?
    Contains 2 Component(s) Includes a Live Web Event on 12/11/2024 at 12:00 PM (EST)

    Portfolio review can be a stressful time for both prospect developers (researchers, managers, etc.) and frontline fundraisers. While their goals intertwine, the methods and information required to meet these goals aren't always in line. In this session, we will explore the differences between what makes a great prospect developers versus a great fundraiser in an attempt to bridge the gap between the two groups and make the portfolio review process less stressful.* *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Portfolio review can be a stressful time for both prospect developers (researchers, managers, etc.) and frontline fundraisers. While their goals intertwine, the methods and information required to meet these goals aren't always in line. In this session, we will explore the differences between what makes a great prospect developers versus a great fundraiser in an attempt to bridge the gap between the two groups and make the portfolio review process less stressful.*

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

    Lauren Enlow

    Strategic Consultant

    Blackbaud

    Lauren has been a member of the Data Intelligence team at Blackbaud for the last three and a half years as a Sr. Strategic Consultant. She previously served as the Associate Director of Alumni Relations and Annual Giving at Penn State University, Abington Campus.  She has enjoyed a 16-year career in development, specializing in both K-12 and higher education.  Driven by a deep passion for education, she believes in making education more accessible and affordable for all students. Throughout her career she has remained focused on increasing donor participation and retention through intentional relationship building, impactful event production, donor database management, and donor stewardship. 

    Lauren holds her undergraduate degree in Political Science from The George Washington University, and a master’s degree from Ashford University in Public Administration. She also holds a certificate in Nonprofit Management from Harvard University. In her downtime, Lauren enjoys spending time with family, including her ornery dog Gigi, and volunteering with her sorority, Delta Sigma Theta Sorority, Inc.  

  • Apra Partner Webinar: Prioritize and Segment Wealth Data Like a Pro
    Contains 2 Component(s) Includes a Live Web Event on 12/04/2024 at 12:00 PM (EST)

    How should you prioritize and segment your wealth data? What are the best practices for data analysis? And how can you save time with automation and CRM imports? When you properly organize and analyze your constituent wealth data, you can empower your team to make data-driven decisions and increase the efficiency of your development efforts. Proper data segmentation allows you to reduce manual calculation and data entry, uncover hidden prospect and donor insights, and ensure your team is allocating resources to the highest-value prospects and donors. Join us for an interactive, step-by-step overview of how to prioritize and segment your wealth data like a pro.* In this webinar we will explore: - How to make data-driven decisions - New ideas for segmenting donors and prospects - How to use wealth data alongside your CRM - How to make your segmentation process more efficient *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    How should you prioritize and segment your wealth data? What are the best practices for data analysis? And how can you save time with automation and CRM imports? When you properly organize and analyze your constituent wealth data, you can empower your team to make data-driven decisions and increase the efficiency of your development efforts. Proper data segmentation allows you to reduce manual calculation and data entry, uncover hidden prospect and donor insights, and ensure your team is allocating resources to the highest-value prospects and donors. Join us for an interactive, step-by-step overview of how to prioritize and segment your wealth data like a pro.*

    In this webinar we will explore: 
    - How to make data-driven decisions 
    - New ideas for segmenting donors and prospects 
    - How to use wealth data alongside your CRM 
    - How to make your segmentation process more efficient

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

    Lauren Taylor

    Customer Success Manager

    Windfall

    Lauren Taylor serves as a Customer Success Manager at Windfall, where she leverages her expertise in partner success and client strategy. With over two years at Windfall, Lauren has played key roles in customer and partner management. Prior to Windfall, she held senior positions at FreeWill and Fred Hutch, specializing in planned giving and outreach. Lauren holds a degree in Spanish and Communication Studies from Central College, enriching her diverse experience in customer success and nonprofit partnerships.

    Dan Hoff

    Senior Product Manager

    Windfall

    Dan Hoff is a skilled Senior Product Manager at Windfall, where he leads the development of innovative wealth intelligence solutions. With a focus on driving product initiatives, Dan works closely with cross-functional teams to enhance customer experience and operational efficiency. His background in biomedical engineering and product management enables him to create solutions that address customer needs while optimizing business operations. Dan holds a B.S. in Biomedical Engineering from Brown University.

  • Apra Partner Webinar: Why Wealth Data Is Really Hard
    Contains 1 Component(s) Recorded On: 11/20/2024

    Are you using gift capacity in your wealth screening? Does it rely too much on real estate? Are you finding issues with assigning the right assets to the right individual? Knowing which constituents have the most potential is essential for nonprofits to focus their fundraising efforts. Unfortunately, it can be very difficult to get a full understanding of an individual’s wealth profile, especially in today's volatile economic climate. In this webinar we will explore: - Historical approaches to data and why some screenings tend to be inaccurate - The "four Vs" of data and why it is challenging to maintain accuracy - Examples of data sources that are tough to analyze or incorporate in screenings - Newer approaches to Wealth Screening and how to supercharge your fundraising efforts - Bonus: Discover the benefits of incorporating career intelligence into your fundraising strategy, as well as leveraging Windfall’s Wealth Analytics Report to better identify, understand, and engage your donors.* *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Are you using gift capacity in your wealth screening? Does it rely too much on real estate? Are you finding issues with assigning the right assets to the right individual? Knowing which constituents have the most potential is essential for nonprofits to focus their fundraising efforts. Unfortunately, it can be very difficult to get a full understanding of an individual’s wealth profile, especially in today's volatile economic climate. In this webinar we will explore: - Historical approaches to data and why some screenings tend to be inaccurate - The "four Vs" of data and why it is challenging to maintain accuracy - Examples of data sources that are tough to analyze or incorporate in screenings - Newer approaches to Wealth Screening and how to supercharge your fundraising efforts - Bonus: Discover the benefits of incorporating career intelligence into your fundraising strategy, as well as leveraging Windfall’s Wealth Analytics Report to better identify, understand, and engage your donors.*

    *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 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

    Gabriella Snow

    Account Executive

    Windfall

    Gabriella Snow is an Account Executive at Windfall, collaborating with clients to harness data-driven insights for their success. With six years of SaaS sales experience in various roles, she has developed a comprehensive understanding of the sales process. Gabriella is committed to empowering organizations through innovative solutions and holds a B.A. from the University of Chicago. 

  • Apra Partner Webinar: Finding Legacy Gems in Your Database
    Contains 2 Component(s)

    Data-driven strategies are essential for identifying the best legacy prospects. One key takeaway is the importance of avoiding assumptions about donor behavior based on surface-level data, such as age or income. Instead, fundraisers should use deeper insights—like donor engagement history, past giving patterns, and survey data on donor motivations—to create tailored approaches. By integrating analytics tools to segment donors and track trends over time, nonprofits can pinpoint those most likely to leave a legacy gift and build stronger, trust-based relationships that resonate long-term. This session will explore data points that can help you uncover those legacy gems.* *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Data-driven strategies are essential for identifying the best legacy prospects. One key takeaway is the importance of avoiding assumptions about donor behavior based on surface-level data, such as age or income. Instead, fundraisers should use deeper insights—like donor engagement history, past giving patterns, and survey data on donor motivations—to create tailored approaches.

    By integrating analytics tools to segment donors and track trends over time, nonprofits can pinpoint those most likely to leave a legacy gift and build stronger, trust-based relationships that resonate long-term. This session will explore data points that can help you uncover those legacy gems.*

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

    Ligia Peña

    CFRE and AFP Master Trainer; International Legacy Consultant

    GlobetrottingFundraiser

    Ligia’s superpower is helping nonprofits design data-driven and evidence-based legacy strategies so they may raise more funds for their mission. She has held her CFRE designation since 2007 and is President of GlobetrottingFundraiser where she merges her passion for travel, capacity building, and legacy fundraising by working with charities around the globe.

    Ligia is also pursuing a Ph.D. at the University of Kent where she is researching the role that trust and confidence plays in legacy fundraising. As an AFP Master Trainer, she’s trained countless fundraisers around the globe by enthusiastically sharing her knowledge by empowering nonprofit professionals to think about legacies differently through creativity and innovation. 

  • Best Practice Webinar: Tips and Tricks for Maximizing Back-to-School Prospecting
    Contains 1 Component(s) Recorded On: 10/15/2024

    Using wealth screening to identify major gift prospects among new student families is an indispensable part of the back-to-school prospecting process. Beyond that, though, there is opportunity to leverage internal data, relationships, and early outreach to further clarify your prospect list. In fact, sometimes these other inputs provide insights that wealth screening cannot. Join us to hear from a group of institutions representing elementary, secondary, and higher education on their tips for a holistic approach to this busy and vital season in a smaller-sized shop.* *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Using wealth screening to identify major gift prospects among new student families is an indispensable part of the back-to-school prospecting process. Beyond that, though, there is opportunity to leverage internal data, relationships, and early outreach to further clarify your prospect list. In fact, sometimes these other inputs provide insights that wealth screening cannot.  Join us to hear from a group of institutions representing elementary, secondary, and higher education on their tips for a holistic approach to this busy and vital season in a smaller-sized shop.*


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

    Leah Payne

    Director of Prospect Management and Research

    Longwood University

    Leah Payne is the Director of Prospect Management & Research at Longwood University, a small comprehensive public university in Virginia founded in 1839. Leah has served in her current role for over 15 years and has a breath of higher education experience. She spearheads moves management, prospect research, major gift pipeline development, internal prospect giving analytics and external wealth screenings.

    Before finding her latest passion in fundraising, Leah served as an assistance dean of students. Her exposure to financial aid, admissions, student conduct and student advocacy deepened her appreciation for the crucial role philanthropy plays in the success of higher education and non-profit organizations in general. Leah earned a Bachelor of Science in Business Administration from Longwood University and a Master of Education from Virginia Tech. 

    Adri Viswanatha

    Director of Donor Research

    Macalester College

    Adri Viswanatha is the Director of Donor Research at Macalester College, where she is responsible for prospect strategy and portfolio management. Prior to joining the team at Mac, she worked as a prospect researcher at Children’s Cancer Research Fund. Adri began her fundraising career in Wisconsin where she worked on political campaigns at the state and national level. Adri is the current president of Apra-Minnesota.

    Vidya Kagan

    Director of Development Services

    Menlo School

    Vidya Kagan has worked in development for 20 years, specifically in higher education and independent schools. She started her career in Harvard Law School’s development office, where she was responsible for annual giving, reunion fundraising, volunteer management, donor relations, and events.  At Noble & Greenough School, she served as the Director of Annual Giving for 3 years and as the Director of Major Gifts & Campaigns for 2 years. Her responsibilities included leadership solicitations, campaign planning, and volunteer management. She joined Menlo School’s development team in 2013 and is responsible for advancement services, which includes their Salesforce implementation and use, prospect research, and gift processing. Vidya has volunteered for and presented at many industry conferences and webinars, and has written articles related to data, databases, and research. She has collaborated with iWave, Salesforce, Cloud for Good, aasp, CASE, AFP, and Women in Development (Boston, MA).

    Karl Sissman

    Director of Philanthropic Strategy

    Latin School of Chicago

    Karl Sissman currently serves as the Director of Philanthropic Strategy at the Latin School of Chicago. In this role he oversees the annual fund, development operations, and special events. Prior to Latin, Karl held multiple roles supporting fundraising at some of Chicago's most beloved performing arts institutions including Grant Park Music Festival and Chicago Shakespeare Theater. Karl began his career as a licensed educator following the completion of a BM in Music Education from Miami University. Additionally, he is nearing the completion of his MBA at The University of Chicago's Booth School of Business. Outside of work and school, Karl loves exploring Chicago's rich food and beverage scene, seeing live theater, and traveling to see friends and family around the world.

    Katelyn Martin (Moderator)

    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. 

  • Apra Partner Webinar: Double Your Grants - 7 Funder Engagement Secrets for Success
    Contains 1 Component(s) Recorded On: 08/27/2024

    Want to win more funding for your nonprofit? The first step to success is being able to find good fit funders. In this workshop, you’ll learn how to get “in” with institutional funders and double the number of funding opportunities in your pipeline. By the end of this webinar, you will: - Gain insights into funder perspectives and how to align proposals with funder priorities to increase success rates - Learn effective best practices for prospecting, both in research and evaluation of prospective funders - Hear 7 strategies for initiating and maintaining communication with funders throughout the grant lifecycle. - See how Instrumentl can help you save up to 15 hours per week on finding & tracking new funding opportunities Plus, all of our live attendees get special perks: - Earn 1.0 CFRE point - Personalized funder recommendations for your nonprofit - Access to freebies & resources connected to course content - Win exciting raffle prizes - Build community with like-minded peers in your field - All registrants will receive a recording and copy of the presentation slides after the workshop. *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Want to win more funding for your nonprofit? The first step to success is being able to find good fit funders. In this workshop, you’ll learn how to get “in” with institutional funders and double the number of funding opportunities in your pipeline.

    By the end of this webinar, you will:

    • Gain insights into funder perspectives and how to align proposals with funder priorities to increase success rates
    • Learn effective best practices for prospecting, both in research and evaluation of prospective funders
    • Hear 7 strategies for initiating and maintaining communication with funders throughout the grant lifecycle.
    • See how Instrumentl can help you save up to 15 hours per week on finding & tracking new funding opportunities

    Plus, all of our live attendees get special perks:

    • Earn 1.0 CFRE point
    • Personalized funder recommendations for your nonprofit
    • Access to freebies & resources connected to course content
    • Win exciting raffle prizes
    • Build community with like-minded peers in your field

    All registrants will receive a recording and copy of the presentation slides after the workshop.

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

    Rachel Fidler Cannella

    Events & Community Manager

    Instrumentl

    Rachel Fidler Cannella is a skilled educator & nonprofit professional with over a decade in the Arts & Culture sector.

    Prior to joining the team at Instrumentl, Rachel served as Senior Manager of School & Teacher Programs at the Natural History Museums of Los Angeles County, leading educational programming for 150,000+ annual school visitors at two county museum sites. She has also directed creative arts programming for teens & elders at Holocaust Museum LA and designed environmental education courses for early learners at the Portland Children’s Museum, in partnership with the Oregon Zoo.


  • PD2024 Recording Bundle
    Contains 39 Product(s)

    Get 39 sessions offered at the Prospect Development 2024 Conference, held August 21 - 23, 2024.

    Get 39 sessions offered at the Prospect Development 2024 Conference, held August 21 - 23, 2024. 

    • A KPI Journey - Creating Metrics and Changing Culture with Institutional Fundraisers
    • AI and PD – How All Areas Can Ensure Ethical Practices for AI (Ask the Ethicist Live)
    • Apra Talks: We're All Data Scientists
    • Bridging Eras: Integrating AI with Tried and True Screening Methods
    • Building a Career Pathway Program: A Roadmap to Growing Opportunities for our Teams
    • Building a Prospect Management System as a Team of One
    • Designing Your Own Crystal Ball: From Revenue Forecasting to a Long-Term Growth Model
    • Finding Your (Donor’s) Roots: Practical Applications for Genealogy in Development
    • From Service Provider to Strategic Partner: The Trusted Advisor Journey
    • General Session - Partner Industry Panel
    • How to turn your Database into an Asset
    • Identifying the Next Generation of Principal Gift Prospects
    • In My Teaching Era: Training and Learning in a Small Shop
    • In my Wellness Era: How a Wellness Skeptic Became a Convert
    • It Takes a Village: Expanding the Donor Pipeline through Strategic Partnerships
    • It's Not Just the Numbers! - Income, Psychology, and Giving Behavior  
    • Keynote Presentation: Humanity in Fundraising: Revolutionizing Donor Engagement
    • Lighting Your Own Way – Using Vision to Find Professional Growth Opportunities in Challenging Times
    • Microdata:  Your Key to the Prospects Hidden in Plain Sight
    • Moving from the Cubicle to the Kitchen Table: Pivoting to Remote Work
    • Navigating Inclusive Philanthropy: Addressing Historical and System Biases in Prospect Development and Data Tracking and Reporting
    • Oh the Places You’ll Go: Using Data and Reporting to Inform A Holistic Travel Strategy
    • Optimizing Fundraising Success: A Deep Dive into Performance Metrics
    • Partners in Fundraising: Facilitating an Effective and Collaborative Portfolio Review Meeting
    • Portfolio Health: Your Portfolio Fitness Tracker
    • Prospect Management as the Keystone for Radical Change in Portfolio Management and Fundraiser Performance Management
    • Protecting Our Institutions: Due Diligence and Risk Management Trends and Insights
    • Revolutionize Your Database: Fix Messy Data and Build a Strong Foundation
    • Sailing Through Stock Research
    • Small and Mighty-- Leveraging the Unique Strengths and Challenges of Smaller Shops
    • The (Hidden) Wealth of Nations: Perils, Pitfalls and Opportunities in Using Data to Estimate Gift Capacity
    • The ABCs and 123s of DAFs
    • The Wheels on the Bus: Using Data & Process to Drive a Public-Phase Campaign Prospect Pipeline
    • Unlocking Fundraising Success: Powering Discovery and Referrals with Goal Motivation
    • Unlocking Hidden Potential: How Indiana University Health Foundation's Mid-Level Giving Program Generated Over $93,000 in Six Months
    • Using Analytics to Drive Dynamic Major and Principal Giving Pipeline Development
    • What to Expect When You’re Expecting (a Salesforce CRM)!
    • What's Your Red Flag? Reputational Risk and Philanthropic Due Diligence Best Practices
    • You CAN Have It All:  Building a Proactive Lead Program That Works for Everyone

  • Oh the Places You'll Go: Using Data and Reporting to Inform A Holistic Travel Strategy
    Contains 1 Component(s)

    After years of unfocused strategy and travel to overcrowded markets, join the University of Denver's Strategic Analytics and Prospect Development team on our journey to use data-driven insights and prospect pool analyses to make recommendations for territory realignment, earn trust and buy-in from key stakeholders, and roll out a new travel planning dashboard to ensure the right fundraisers are seeing the right prospects.

    While a significant portion of its nearly 150,000 alumni are local, 59% of University of Denver's alumni reside beyond the Denver-metro area. This presents an interesting challenge partnering with development leadership to develop a functional and effective travel strategy when all fundraisers want to visit regional prospects and feel as though they own a particular market or region. With both generalist and unit-based fundraisers eager to travel, DU must manage frontline travel effectively to ensure fundraisers target markets with strong prospect pools, supporting both individual and university-wide goals. 

    After years of unfocused strategy and travel to overcrowded markets, join the University of Denver's Strategic Analytics and Prospect Development team on our journey to use data-driven insights and prospect pool analyses to make recommendations for territory realignment, earn trust and buy-in from key stakeholders, and roll out a new travel planning dashboard to ensure the right fundraisers are seeing the right prospects.

    Learning Objectives:

    • Attendees will learn strategies to discuss and interpret prospect pool data to inform leadership decisions around regional market coverage.
    • Attendees will learn how to leverage interactive dashboards using custom zip-code based boundaries and other filters for travel planning and list generation.

    Peter Kotowski

    Director, Prospect Development

    University of Denver

    Pete Kotowski is the Director of Prospect Development for the University of Denver. In this role, he is responsible for implementing a prospect management system, overseeing prospect identification processes and research efforts, and division-wide pipeline management as DU enters the public phase of its capital campaign. Prior to this, Pete held a number of roles on the Prospect Management & Research team at Loyola University Chicago, where he also serves as an adjunct professor in the Department of History. Pete has served in a number of volunteer rolls with Apra International and Apra-IL, including serving as a member of the Apra International Conference Planning Committee and as the current president of Apra-IL. Pete has a BA in History and Political Science from the University of Pittsburgh and a PhD in American History from Loyola University Chicago, where his research focused on the relationship between Quakerism, conceptions of manhood, and unfree labor in early Pennsylvania.

    Nathan Zick-Smith

  • Designing Your Own Crystal Ball: From Revenue Forecasting to a Long-Term Growth Model
    Contains 1 Component(s)

    The answers to many of leadership's most important questions are rooted in our solicitation pipeline data. Unfortunately, there's no standard issue crystal ball for prospect development professionals

    How many times is prospect development asked "where we are going to land at the end of the year? Will we make goal? What should next year's fundraising goal be? What long-term growth rate is sustainable?" The answers to many of leadership's most important questions are rooted in our solicitation pipeline data. 

    Unfortunately, there's no standard issue crystal ball for prospect development professionals. UNICEF USA spent four years building a robust pipeline data set, documenting people-centric business rules, and shifting our pipeline culture. From there we centralized and automated revenue forecasting and then developed a four-year growth model to drive the organization's strategic plan. Come learn from our case study - complete with rudimentary Excel formulas to an advanced projections dashboard - and how we have iterated and refined our approach over time. You too can become your own financial meteorologist!

    Learning Objectives:

    • The value of a robust pipeline data set and how prospect development can drive long-term planning
    • How to use your pipeline to project your fundraising results at both an introductory and advanced level

    Lindsey Nadeau

    Vice President, Data, Insight & Campaigns

    UNICEF USA