the untapped value of your prospect development team
DESCRIPTION
The Untapped Value of Your Prospect Development Team. Christopher Haight, Research Analyst Laura Estephan, Program Assistant Rosy George, Assistant Director of Prospect Management Michael Wesley, Research Analyst. About Us. About Us. Clients Principal Gifts Central Major Gifts - PowerPoint PPT PresentationTRANSCRIPT
The Untapped Value of Your Prospect Development Team
Christopher Haight, Research AnalystLaura Estephan, Program Assistant
Rosy George, Assistant Director of Prospect ManagementMichael Wesley, Research Analyst
ABOUT US
Page 2
About Us
Page 3
Prospect Development• Data Support• Research• Management
Partners• Advancement
Services• Business
Intelligence• Annual Fund• Alumni Affairs
Clients• Principal Gifts• Central Major
Gifts• Colleges and
Units Major Gifts
• Regional Major Gifts
• Corporate & Foundation Relations
Flow of Work in Prospect Development
Page 4
Identification Research Assignment IGO
Portfolio
Identification
Page 5
Research
• Visible Wealth– Annual Income– Real Estate– Stock, Options– Private Business
Ownership– Other Assets
• Capacity Rating– Range of feasible
gift, payable over 5 years
– Based on age and visible wealth
– % of total wealth
Page 6
Assignment
• Prospect-Driven Factors– Degree college(s)– Giving history– Location– Wealth, capacity
• Internally Driven Factors– College/unit,
regional, central– IGO portfolio focus– IGO strengths,
experience– Inside knowledge,
relationships– History of tracking
Page 7
SO WHAT ELSE?
Page 8
Knowledgebase of Resources
Page 9
Industry-Specific Knowledge
Page 10
Founding Seed Round
Series A Series B Series C Series D0%
10%20%30%40%50%60%70%80%90%
100%
Series D InvestorsSeries C InvestorsSeries B InvestorsSeries A InvestorsOption PoolAngel InvestorsFounder
Analysis of Key Events and Trends
Page 11
Division/IGO Training
Page 12
Profession Wealth Source Key Indicator
Entrepreneur Sale of Asset VC Investment
Business Owner Accumulated Profit Company Annual Sales
Private Equity, et. al Share of Profit Title
Investment Banking Annual Cash Income Title
Lawyers, Doctors Annual Cash Income Employer, Specialization
Executives Annual Cash Income, Stock Ownership
Employer
Why Investment Banking?
• Some of our richest current prospects– We should understand a little about how they
$ Talk$ Think$ Make Money
• Investment Banking also gives us a framework to talk about some general financial concepts.
Segmentation and Scoring(All numbers below are fictional and are for illustrative purposes only)
Single Or Multi Degree (All)Ever Tracked MG/PG? (All)Couple or Single (All)Cf Region (All)
Cf Area (All)Igo Name (All)IGO WorkGroup (All)Top 6,000 Tag (All)
Results Segment OptionsHouseholds Giving Group
Capacity 1 2 3 4 5 Total50,000,000$ 1 1 25,000,000$ 5 1 6 10,000,000$ 8 8
5,000,000$ 17 2 2 1 22 3,000,000$ 16 2 3 3 24 1,000,000$ 57 15 15 12 25 124
500,000$ 65 27 40 78 130 340 250,000$ 58 23 37 62 134 314 100,000$ 99 73 124 365 750 1,411
50,000$ 20 37 23 23 23 126 25,000$ 23 56 139 589 1,338 2,145
15,000$ 8 12 101 395 888 1,404 5,000$ 66 292 735 1,093
0 1 537 3,269 3,807 Total 377 247 549 2,355 7,297 10,825
College and Unit Giving Degree College(1 = 100%; 2=90-99%; 3=75-89%; 4=50-74%; 5=25-49% ; 6=7-24 %) (Double counting unless "Single Degree" chosen)
Cornell University Segmentation ModelLiving Domestic Alumni Households
Report Filters
Age Decade
20's
30's
40's
50's
Giving Area
Major Gifts
Principal Gi...
(blank)
Giving Group
1
2
3
4
5
Capacity Range
$-
$5,000
$15,000
$25,000
$50,000
$100,000
$250,000
Engagement
0
1
2
3
4
5
6
D-AAP
1
(bla...
D-ALS D-ARTSD-ENG
D-HOTEL
1
D-HU...
1
G-AAP
124
G-ALS
123
G-ARTS
123
G-HU...
123
G-HOTEL
123
G-JGSM G-LAW
G-ENG
123
G-ORNG-NYT... G-PLANTG-ILR
Segmentation and Scoring(All numbers below are fictional and are for illustrative purposes only)
Region HouseholdsMid Atlantic 5,307
500,000$ 443 250,000$ 600 Total $100K + $250K 2,832 100,000$ 195 Total $100K 1,843
50,000$ 632 Total $250K 989 25,000$ 785 15,000$ 432 1,209
5,000$ 777 -$ 1,443
Midwest 1,179 500,000$ 166 250,000$ 212 100,000$ 72
50,000$ 632
Degree Colleges for Household Engineering Single InterestAge: 20s - 70sNever TrackedNever Rated
Portfolio Reviews
Page 16
• Ongoing process throughout the year• Reflect on past year successes, challenges, and how to
move forward• Critical analysis of portfolio:
– Stage data– Regional distribution– Capacity ratings– Prospect transfers– Prospect drops
• Last year-and-a-half research staff have joined discussions
Centralized Knowledge--Research
• Research is well-positioned to help establish connections among potential prospects– We know or can more easily access more nuanced lists
of prospects who:• work in certain industries• work at specific companies• are affiliated with specific non-profits• live in specific cities• and are at an appropriate level to make
introductions and influence other’s giving
THANK YOU! QUESTIONS?
Page 18