Level Up: Take Your Relationship with Prospect Development to New Heights Presented By: Mallory Lass, Assistant Director, Prospect Management, Prospect.

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Presentation transcript:

Level Up: Take Your Relationship with Prospect Development to New Heights Presented By: Mallory Lass, Assistant Director, Prospect Management, Prospect Development, UC Berkeley Aaron George, Development Director, Northern California, Leadership Gifts, UC Berkeley

Org Chart UC Berkeley Fundraising UDAR/ Units/ Central Colleges Prospect Development Etc. Gift Planning Athletics School of Optometry Principal Gifts Haas School Of Business Advancement Operations Leadership Gifts Botanical Gardens Engineering College of Letters & Science Annual Programs Gift Services

Relationships Need Attention

Prospect Management Old System (Circa 2000s) New System (Since 2012) PD meets with DO annually PD meets with DO weekly DO deals with multiple PD analysts for PM DO has a single dedicated PD analyst for all PM needs Large & overburdened portfolios (150-200 prospects) Small & nimble portfolios (60-80 prospects) PD not included in planning PD helps shape and set goals

Prospect Research & Identification Old System (Circa 2000s) New System (Since 2012) DO sends research requests through a ticket system DO sends research requests to their dedicated PD analyst DO mostly does their own prospect identification work DO and PD analyst work together to assess needs and PD provides new prospects Prospects in a DO portfolio often have static data in the system based on the last research request Prospects in DO portfolio are updated frequently and in real time and DO is notified of updates

Two-way Street

Case Studies Known Prospect – Aaron needs more info on them, their family, and their giving history. Unknown Prospect – Mallory discovers and passes along to Aaron to qualify. Event lists – peer review; targeted pools; and regional/industry specific.

QUESTIONS?

Contact Us Mallory Lass Aaron George mlass@berkeley.edu ageorge@berkeley.edu